Customer is always right
Whenever you are selling always remember that line. This is what separates average sales people from superstars. Customer is always right...
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Rejection
There are two types of rejections soft and hard. Soft Rejection: Soft rejection is the most common type of rejection. Usually the...
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Objection Handling
How to Handle Objections?
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Pitch
Congratulations! You have passed the gatekeeper and now you are about to delivery your pitch. Be Informal: Most people do not like to be...
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Passing a Gatekeeper
A gatekeeper is anyone who is preventing you to get in contact with your prospect. In most cases it is a secretary whose job it is to...
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Setting Goals
Whenever approaching someone cold, the goal is never to close a "sale". The reason why "sale" is in quotation marks is because it is...
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During the call...
When you are performing a cold call there are basic principles which are very effective. Leave message but no details: If you are going...
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Finding Leads
To find a prospect a database with leads is required. To compile a lead database visit a website where e-mails and phone lists may be...
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Sales Funnel
To have an effective campaign, measurement of success is critical. This is why categorizing leads and keeping track of your interaction...
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Invoicing
Invoicing is an activity where a company bills customers for goods and services. Often, the services will be sold on credit. For this...
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Ratios
Ratios can help a user interpret a financial health of a company. Most common financial ratios are: Inventory Turnover Ratio: ...
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Chart of Accounts
A Chart of Accounts is a list of all accounts in the general ledger. Usually, the accounts are organized into Assets, Liability, Revenue,...
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Foreign Currency Transactions
Foreign currency conversion takes place in a gain (loss) account. If an entity stores equities or liabilities in a foreign currency,...
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Reconciliation
During normal bookkeeping operations errors are made. In order to insure integrity of the accounts a reconciliation must take place....
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Closing Entries
At the end of each fiscal year all temporary accounts must be cleared. This is done so that company can track those accounts as they...
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UNIQUE
UNIQUE function returns unique values that appear in a given range. array: Requires selection of a range to be evaluated. [by_col]:...
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XLOOKUP
XLOOKUP function is a lookup function that searches for a given value in a given range and returns a corresponding value. XLOOKUP is only...
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Warranties
When a seller provides a warranty, an estimate is required to be recorded in the seller's liability account. This entry must reflect...
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Gain (Loss) on Sale
A gain or loss on sale is recorded when there is a difference between carrying value of the asset and a purchase price. Example: Asset...
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