Articles about sales. |
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I know you've heard this a thousand times, but from the looks of things few businesses are following the advice…Far too many businesses (onlin (read
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5 Ways to Educate Your Prospects for More SalesIt’s impossible to sell a product or service without demand – no matter how low the pric (read
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OVERCOME THESE 3 BUYING OBSTACLES AND INCREASE YOUR SALES Copyright 2002 Bob LeducDo you know how may sales you lose from customers wh (read
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TURNING PROBLEMS INTO PROFITS AND SOLUTIONS INTO SALES!By Noel Peebles People don’t buy products or services - they buy solutions (read
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1. Use plenty of examples in your ad copy. This willallow your whole target audience to understand yourpitch completely.2. Gain extra (read
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1 Use a "P.S." at the end of your ad copy. This iswhere you either want to repeat a strong benefitor use a strong close, like a free bonus. Fo (read
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A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared the stage with some amazing bands, but at the very top of my list were The Rogues.We first met The Rogu (read
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You are the productWe're all in the selling business whether we like it or not.
It doesn't matter whether you're a lawyer or an accountant,
a manager or a politician, an engineer or a doctor. We all
s (read
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It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone see’s a product as being very valuable but the effor (read
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TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some (read
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Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is on (read
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Many of the solo professionals whom I coach are people who offer services. They're coaches, consultants, creatives. And many of them are also beginning to sell information products on their Web sites. (read
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First - being before all others. Fast - moving or able to move quickly. Foremost - first in rank, order, or place. Wouldn’t you like to be first, fast, and considered foremost in your business. O (read
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Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it.
Whenever y (read
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Ever feel like you were "just a salesperson"?
I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that the (read
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What do people buy?
They don't buy your wonderful presentation.
People buy solutions and visions.
How do you find out what buyer will think that is?
Ask.
Ask questions.
Spend most of your ti (read
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This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers.
In the (read
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Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life.
It is important to have a goal written down, and it is equall (read
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How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this a (read
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Part one of this article is available at www.bookcoaching.com/freearticles/article-31.shtml.
Have you wasted valuable time and money on promotion that do (read
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On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. On the telephone, you have only your v (read
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Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupte (read
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I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, "Who Makes It Happen: Back On (read
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Selling a service isn't the same as selling a product. Your prospect is buying an
intangible. There are no shiny buttons to show off. You and your company are the
visible representations of the serv (read
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In the last article I talked about different strategies for selling the ‘reliability’ aspect of your software or hardware. I me (read
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Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times. Here is a quick list of items toremember:
1. Be in the present (read
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I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and (read
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