The layoffs and firings at companies across the country have resulted in, among other things, a rise in workplace productivity. But now that companies have trimmed all the fat they can spare, they’re scrambling to find a way to keep productivity on a steady climb. Steve Fretzin, president of Sales Results Inc., says the next goal should be to improve group performance, and the best way to achieve that is to learn successful sales techniques. He offers these four tips:

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• If you want to sell better, just shut up. It’s not just about you convincing a potential client that you are right for them — you need to let them talk as much as possible so you can learn about their weaknesses and, in turn, tailor your approach to fit their specific needs.

• Qualify your leads. Setting an agenda before a meeting not only helps you manage time effectively, but guarantees you will have the opportunity to ask questions and determine how your product or service will eliminate a prospect’s problem.

• Network your way to the top. We all know that networking is a cornerstone of successful business operations. Look into a number of networking events before you decide which one to attend, and make sure to speak with the people who actually run the meetings.

• Get the cell out of your prospect’s hands. It may seem simple, but one of the main detractors during a sales call is the dreaded cell phone. As easy solution is to politely ask that you all agree to pocket your phones before the meeting.

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