A
Favorable Juncture Of Circumstances [Business:
Sales] Joe Gerrard, for years one of
the top insurance agents in the country,
once said, "If I can get an
appointment, I have a sale." What
can sales and service industry
professionals learn from Joe's
statement?
Active
Listening - A Key To Sales Success [Business:
Sales-Training] Active listening is
a process that builds trust in your
prospects, customers or clients and
helps them to become more focused and
candid in their response to your
questions.
An
"Ideal Selling Situation" [Business:
Sales] Tradeshows are one of the
most cost-effective tools in a marketing
arsenal.
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A
Proven Sales
Strategy: Just Ask! [Business:
Sales]
If your prospects cannot vividly see
personal benefits from taking action,
there will never be the sense of urgency
needed to follow your suggestions.
At-ti-tude,
n [Business:
Sales] At-ti-tude, n. a mental
position; the feeling one has for
oneself. Your attitudes are
mindsets—or points of view based on
what you believe to be true about life,
other people and yourself. Attitudes
impact your ability to succeed at sales.
Baditude! [Business:
Sales-Management] Selling staff
attitudes are often a reflection of what
they see in their managers.
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Being
Politically Correct When Selling Can
Cost You Sales [Business:
Sales-Training] Sales trainers,
coaches and managers teach that you must
be “politically correct,” polite or
professional, when you for information.
Being politically correct may just cost
you the sale.
Breaking
Through The Comfort Zone Barrier [Business:
Sales] Your comfort zone
barriers—the fear of looking foolish,
the fear of criticism, the fear of being
successful and the fear of failure—are
quite simply attitudes.
Cliché-Ladened
Presentations [Business:
Presentation] Buzz words can
sometimes aid a presentation, but often
they tend to confuse a prospect,
customer, client or co-worker. Anytime
you make your listener (or reader) work
hard mentally to understand your
message, you run the risk that the
person simply won't put forth the
effort.
Closing
Sales Is Not A Problem, It's A Process [Business:
Sales] Today, most successful sales
professionals know that if you use a
consultative sales process, one with a
series of selling steps like those
listed below, the close (asking for the
business) will literally take care of
itself.
EffectiveProposals That Sell!
"Cold
Calling Is Dead" Is A Lie! [Business:
Sales] One of the biggest lies on
the Internet are the ads that proclaim
that cold calling is dead just to sell
training or books. Don't believe it!
Hiring--A
Vital Key In Sales Management Success [Business:
Sales-Management]
When hiring a sales professional,
checking an employment candidate's
references properly, can make managing
your sales staff members much easier.
Impress
Prospects With Your Message [Business:
Sales] To overcome the discomfort
that naturally occurs when you feel
unsure about certain features or
benefits, often you will instinctively
upgrade your language, believing that
doing so will help you sound more
professional and more knowledgeable.
Actually, however, this practice can
hurt you rather than help you in the
sales communication process.
In
Sales, Words Just Don't Compute [Business:
Sales-Training] Dr. Al Mehrabian’s
research at UCLA, who reported that only
7% of a person’s communications
effectiveness comes from words.
Is
Using Past Sales Success, As A Factor In
Hiring ,A Big Mistake? [Business:
Sales-Management] What is vital for
you to learn in selecting a candidate
for an open sales position, is how well
a candidate will perform in a job like
the one you are trying to fill. Often an
employment interview will never even
touch on the candidate's competence for
the new position.
Numbers
Of Impressions: Vital To Sales Success [Business:
Sales]
A sales letter is the most powerful
selling tool you can use to make a
positive impression, with the exception
of an in-person sales call.
Program
Your Biocomputer For Sales Success [Business:
Sales] Selling isn't something you
do to people, it's something you do for
them. If you feel as though you're being
pushy or twisting arms when you are
interacting with prospective customers
or clients, you might be doing just
that.
Prospecting
2.0 [Business:
Sales]Web
2.0 is a shift in the way businesses
think and leverage the Internet. Sales
2.0 is a shift in the way that
businesses manage their sales forces and
leads. But is there a Prospecting 2.0?
Selling
Is 90% "Understanding People" [Business:
Sales] It is the ability of a sales
representative to understand and work
with people, rather than technical
skills or product knowledge that
produces consistent sales success.
Sex
Sells! [Business:
Sales] An attractive woman has a
decided advantage as sales
representative over her male
counterpart.
Stay
With It! [Business:
Sales] When working with sales
professionals to help them move from
order-taking, operational mindsets into
successful proactive sales approaches,
sales trainers find that these people go
through stages that loosely resemble the
four phases of learning.
The
"Employment Tests" Myth [Business:
Sales-Management] The employment
tests can compensate for poor
interviewing skills is a myth. Giving
employment test too much weight in the
hiring of sales staff members can be a
big mistake.
The
"Finding Common Ground" Sales
Technique, Is A Myth! [Business:
Sales-Training] Studies conducted by
Dr. Al Mehrabian at UCLA into effective
communication, strongly indicate that
often the decision to purchase a product
or service is made in the first two
minutes of a sales transaction. Two
minutes is usually not enough time to
discover something you might have in
common with a prospective customer or
client and then build on it to create a
trusting relationship.
The
"I Need Time To Think It Over"
Myth[Business:
Sales]As
many seasoned sales professionals know,
90 to 95 percent of the time when you
hear a decision-maker say, ‘'I've got
to think it over,” it's not a stalling
tactic at all, but simply a polite way
of telling you “no.”
The
"Hire Someone With Product
Knowledge" Myth [Business:
Sales-Management] It doesn't matter
if a candidate for your sales position
knows anything about your industry or
your products or services. Product
knowledge is overrated in the hiring
process and selling skills seem to be
underrated by many sales managers today.
The
"References Checks Are A Waste Of
Time" Myth [Business:
Sales-Management] If you think
reference checks for new sales
candidates is a waste of time, you need
to think again. Learn how to do it
right!
The
"Sales Goals Motivate" Myth [Business:
Sales-Management] Many sales
professionals, through a lack of
experience at setting appropriate sales
objectives, set unrealistic goals, which
in turn assures their failure long
before they even start to execute their
plans for achieving them. When they find
they are not able to meet the objectives
they’ve set, they not only experience
the frustration inherent in failing, but
many of them also receive criticism and
in some cases, punishment from
management.
A
Proven Leads Program
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The
80/20 Rule Fallacy In Sales [Business:
Sales-Management] The 80/20 rule in
sales organizations dies hard. You'll
need to work diligently and hard to
eliminate it and then even harder to
keep it from resurfacing.
The
Added Value - Is YOU! [Business:
Customer-Service] The words
“Quality Service” are deceptive at
best. There are at the least two levels
of quality service--high quality and low
quality. Only you can make the
difference in which adjective is used to
describe the service levels in your
organization.
The
Biggest Mistake In Selling! [Business:
Sales] Many sales and service
industry professionals accept the stall,
“I’ve got to think about it.” at
face value, believing that a buyer truly
has an interest in what they are
selling. Are they mistaken?
The
Multiplying Factor
In Sales Success [Business:
Sales-Training] As I have studied
the success patterns of top sales
professionals from all types of
industries and from all parts of the
country, I began to make an exciting
discovery. I learned that for the 20% of
the sales people who sell 80% of the
goods and services in the United States,
achievement or failure is controlled in
large measure by a multiplying factor
that any sales professional can
reproduce.
The
Processionary Caterpillar Syndrome Costs
You Sales? [Business:
Sales-Training] Why sales and
service industry professionals fail to
move beyond an intellectual
understanding of sound selling
principles to achieve consistent sales
success.
The
Truth About Sale Success! [Business:
Sales-Training] Top sales
professionals and service industry
“rainmakers” earn a lot of money.
Learn why they consistently produce
sales success from research conducted in
the United States and Germany.
The
Two-Hour Sales Presentation Vs. A
Seven-Minute Attention Span [Business:
Sales] The average decision-maker
has an attention span of just a little
over seven minutes, while the average
sales presentation in the United States
runs from one and a half to two hours in
length. You should easily figure out
what’s wrong with this picture?
Three
Keys To Attracting And Retaining
Customers Or Clients [Business:
Sales]By
carefully studying the attributes and
techniques used by successful sales
representatives from a cross-section of
industries and professions, you can
determine what it really takes to sell
your products or services.
Exceptional
Shopping Cart Programs!
Top
Sales Professionals Ask "The Right
Questions" [Business:
Sales] Asking questions is the sign
of a true professional. Taking time to
discover your client, customer or
prospect’s specific needs requires
that you ask the right questions and
then you listen to what is said.
Turn
Inquiries Into Solid Sales [Business:
Sales-TeleSelling] This article will
give you a series of examples show you
how key phrases can turn a common, every
day price inquiry into a selling
situation, that in turn produces a new
customer for your organization.
Turning
Sales Techniques Into Sales Success! [Business:
Sales-Training] There are a number
of methods you can use to move beyond an
intellectual awareness of new sales
techniques and systems. By applying the
ideas outlined in this article, you can
begin to see a steady improvement in the
number and scope of your sales
transactions.
Using
A "Closing Script" Is A Sales
Myth [Business:
Sales] Sales closing scripts just
don't work in the real world. Just
another sales myth that many sales and
service industry professionals believe
and use.
What’s
better than “Word-of-Mouth”? [Business:
Sales]There
is nothing better than to get a
word-of-mouth referral from a satisfied
customer or client. These leads usually
come to you at no cost and with little
or no effort on your part. A referred
prospect is easier to please and quicker
close. What’s better than word-of
mouth? The simple answer to this
question is…word-of-mouth on steroids.
Wearing
Two Hats, Can Costs You Sales [Business:
Sales] It’s difficult at best to
reprimand a staff member for poor sales
performance, but almost impossible to do
it when the reason for a lack of sales
is that the representative was servicing
a large account. If wearing two hats
(sales and service) is not critical to
your organization’s success, why set
up an impossible management situation.
"You
Gotta Sell Yourself" [Business:
Sales]The
legendary Joe Girard, listed in the Guinness
Book of World Records as the
world’s “greatest salesman” says,
“You gotta sell yourself...I make
every customer want to do business with
me...because I sell Joe Girard; the
greatest product in the world!”
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