Published: Fri, 28 Oct 2016 01:40:31 -0500
Wed, 19 Oct 2016 13:56:15 -0500Talking about collaboration, integrity, and servant-leadership isn't enough: our habitual choices may not be the most effective. How can we employ new skills that don't come naturally? How will we know when we need to do something different? Knowing the Why isn't enough: we need to know 'How' to make the best choices. This article explains how to go from Why to How.
Wed, 19 Oct 2016 08:12:00 -0500How do you differentiate your company on a product that you sell from your competition? Currently you are offering the same, winning against competition on thin margins or free bees. The differentiation is when your selling becomes "helping customers to buy" or providing a "solution" to their problems or needs. "Solution" is a combination of products or services.
Mon, 10 Oct 2016 08:46:42 -0500Backend sales are some of the most profitable sales you can construct. They allow you to construct multiple sales to the same customer with only a bit more work and endeavour on you part.
Wed, 05 Oct 2016 11:55:47 -0500Have you ever wondered why whenever you buy something at the store, every store, the price is always something like $6.99 or $7,4.95 and never $7.00 or $75.00? Maybe you guessed it's because of some psychological theory and if that's what you thought, you were right. Pricing strategy is influenced by much more than the cost to produce the item or provide the service. Those who determine prices, whether self-employed Solopreneurs or corporate marketers, are advised to be attuned to the prevailing psychological inclinations of their prospective customers when considering how to price products and services.
Mon, 03 Oct 2016 09:07:14 -0500When asked what is most important to deciding on a purchase, most everyone will say price. Price in the Buying Decision process is over-rated.
Mon, 19 Sep 2016 08:49:12 -0500Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking! Don't you wish there was a way to turn cold names into warm leads? There is!
Fri, 16 Sep 2016 09:14:45 -0500All too often salespeople take the approach of asking a prospect if they have time to sit through a 30-minute demo. Not only is this approach disruptive, it is ineffective and is in no way aligned to a buyer purchase path. While every once in awhile this may lead to finding that elusive needle in a haystack, it is simply not an effective way to try and engage prospects.
Fri, 16 Sep 2016 09:11:53 -0500Many marketers today refer to "nurturing" as something that happens only when a prospect doesn't attain a certain score after one or two marketing touches instead of part of a broader Lead Management Framework. I would argue that instead, nurturing should be an ongoing two-way conversation used in order to build and maintain a relationship with your buyers. It's not merely a score.
Fri, 16 Sep 2016 08:50:22 -0500While it may be no surprise to you as a sales leader, B2B buyer behavior has shifted dramatically in the past few years. There are 3 game changing reasons why sales enablement equips sales organizations that are slowly adopting these mandatory shifts, while urging themto adapt in a rapidly-changing sales landscape.
Thu, 15 Sep 2016 13:52:54 -0500Stop guessing as to what can separate your business from the crowd. Learn the key factors that can help your small business stand out from your competitors and help you and your team close more sales.
Wed, 14 Sep 2016 07:49:36 -0500Just because you lost the client or the project ended, don't assume you'll never see that customer again. That depends on you, however. Find ways to stay in contact that don't appear "salesy". Those activities will help keep you top of mind when (and if) the client needs your services again. Remember that other service providers are contacting that business in the meantime.
Fri, 09 Sep 2016 07:50:33 -0500The second of a series of articles on the benefits of the use of transactional analysis to develop salespeople and sales managers. What I have found is that there are three key factors which exist in relation to personal success in selling: 1. The manner in which the individual salesperson communicates with customers, colleagues and managers 2. Whether or not the individual is self-motivated enough to take personal responsibility for their actions and behaviours 3. How they perceive themselves to be qualified and able to succeed. Transactional Analysis can help improve all of these.
Fri, 09 Sep 2016 07:25:59 -0500Before a prospect will share his or her pain, we have to establish some level of bonding and rapport with that individual. Why? Because people need to feel safe enough to share sensitive information with us.
Thu, 08 Sep 2016 08:30:55 -0500Great you are getting more subscribers on your email list, but once you have them, how do you turn them into sales? Here are a few tips to get you started:
Wed, 07 Sep 2016 10:16:56 -0500The article talks about the significance of procuring new technological tools to perk up the quality of business operations. This requirement is necessary and it serves as an important connecting link that unites the users and the various types of operations.
Wed, 07 Sep 2016 08:50:42 -0500Many small business owners, entrepreneurs and solo-entrepreneurs find themselves in a difficult position at the end of the year when they look at their revenue and compare actual sales to projected sales. I'd like to offer you a few reasons why you may not be selling as much stuff in your business as you would like to. Typically there are a few culprits keeping you stuck in your sales.
Wed, 07 Sep 2016 08:27:38 -0500Attitude is all-powerful. It determines our behaviour and effectively, will determine our success or failure in any particular venture. Spotting the right attitude is a difficult and some would say impossible task. Research has shown that the greatest problem we have as human beings when observing others is to correctly align behaviour with attitude and that spotting either is no predictor of the other. People who display a positive attitude are not necessarily feeling positive. In an almost Pavlovian manner some people learn to display the attitude and behaviour expected of them.
Fri, 02 Sep 2016 08:18:07 -0500Did you know 50% of B2B sales teams' time is wasted on unproductive prospecting? In today's customer-centric landscape, it is essential that these teams graduate from outdated tactics and ineffective sales methodologies. This is where sales enablement enters the scene. So, what is sales enablement?
Thu, 01 Sep 2016 09:35:57 -0500You've got your lead magnet all set up and you have a couple of products that you're selling to your target market, but have you mapped up a whole funnel and have it built out? If not, this may just be the best thing you can do to increase your email marketing profits.
Mon, 29 Aug 2016 09:50:05 -0500Are you an artist or crafter? Have decided to start selling your arts and crafts at a vendor or craft show? I am concentrating on things to help you in getting excellent sales at a vendor or craft event.
Wed, 24 Aug 2016 10:56:11 -0500It is all about getting the deal done faster, right? Or is it all about getting the deal before your competition does? We are going to share three things to help you increase your closing ratio so that you can achieve your goals and target sales faster.
Tue, 23 Aug 2016 15:51:22 -0500Getting through the customer's receptor wall when you're a salesperson is one of the most difficult things to master, and is the main thing that keeps salespeople in the "middle-class" range. Entrepreneurs are salespeople more than anything else, constantly trying to get their product, service, or idea into the hands of the consumer, but many don't know how to get there. This article lists 6 tips that can get salespeople or entrepreneurs into the door to be able to sell hair to a werewolf.
Tue, 23 Aug 2016 07:25:54 -0500As a salesperson you know the cold call is necessary and unavoidable. If you want to grow in business-getting more clients and more closes, you have to get to the right person, get their attention, and then convince them to take action. Mastering the cold call will help you achieve growth in your business to take it to the next level.
Tue, 23 Aug 2016 07:24:41 -0500A guide on closing is key to your survival. Learn to close, and you will never be without work or without money.
Fri, 19 Aug 2016 14:33:46 -0500Selling was never meant to be pushy or persuasive. It was always about: Introducing people to something can be of use to them - Helping them understand how it can satisfy their needs, wants and desires - Supporting them in resolving the tangible or intangible constraints regarding the purchase - And finally making sure that the purchase is completed, facilitated and cherished. So, if you see carefully, you would realize that selling is more of a social activity than a commercial one.
Fri, 19 Aug 2016 10:24:45 -0500Great salespeople have a unique voice, approach and style which reflects their personality - some people just seem to exude charisma. As with any perfect sales pitch, they are selling themselves as much as the individual product. But it would be wrong to think these human magnets - or any sales personnel - can just sit back and use the same tried and tested template for each sales scenario. In order for any pitch to be effective the salesperson must adapt themselves to their client's personality.
Fri, 19 Aug 2016 09:40:22 -0500Not all sales close on the first - or even second or third, etc. - closing call. Because of that, it's often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find yourself in countless times a day or week. Because of this, it's important that you develop and then script out a best practice approach to handle it effectively.
Thu, 18 Aug 2016 12:38:53 -05001. What is their warranty or Guarantee? Do they even have one?
Wed, 17 Aug 2016 08:29:01 -0500Want to succeed at whatever you do? Then find ways to build up your attitude on daily basis. Before we get in to some ways to do that, let me emphasize the importance of investing time and energy every day to improving, strengthening and elevating your attitude. The "every day" part is the key. Think about it: How many times a day do you eat? If you're like most people, then you probably eat three times a day and have some snacks in between. Now let me ask you: If you skipped breakfast, how would you be feeling by, say, 11am? Cranky? Hungry? Unable to concentrate much?
Tue, 16 Aug 2016 15:52:55 -0500To be a top performing sales professional, you'll need to have this one characteristic. You'll find this characteristic in ALL top performers, not just in top sales producers. You'll see it in top athletes, actors, musicians, dancers, top business people, academics, etc. All top producers have this quality in abundant amounts, and here's what it is: "All top producers develop and maintain a positive, can and will do, attitude."
Tue, 16 Aug 2016 08:52:52 -0500In this article, you will discover effective sales strategies that will help you sell more today. You will learn how to understand what your customer really wants and how to effectively nurture them throughout the buying process.
Mon, 15 Aug 2016 07:05:19 -0500What is it about sales that can take an extraordinary, brilliant entrepreneur from creative and talkative to freaked out and disgusted? It seems so odd to me that all of us buy things every single day, which we could not do if someone was not selling it to us, but when some people feel like they have to sell, they get defensive and squirrely!
Mon, 08 Aug 2016 09:28:22 -0500You can make good income selling your products at local art and craft fairs. Start near where you are located, locate an event promoter and get started promoting your crafts today.
Thu, 04 Aug 2016 09:45:40 -0500Freelance businesses all suffer from one problem - constantly fluctuating demand. The trick is to find a way to maintain a constant stream of clients. This article shows you how to achieve that.
Tue, 02 Aug 2016 12:00:36 -0500Why would you want to complicate your life by using sophisticated sales closing techniques, instead of just being simple? Not everyone is the same in this world; there are people who were born to be good at sophisticated things, and others born to be good at simple things.
Tue, 26 Jul 2016 14:53:50 -0500How do you superficially read a great salesperson, particularly from the facial appearance? In other words, how do you externally qualify an introvert salesman from an extrovert one?
Tue, 26 Jul 2016 14:30:39 -0500The typical workplace can often appear boring or intimidating to visitors. Very often, a customer visiting a new professional space will feel uncomfortable and unaware of who they should be speaking with. Professional operations such as this lack a basic sense of trust and open communication between employees and customers.
Thu, 21 Jul 2016 14:47:13 -0500We've spoken about this before, but in case you're new around here... let me give you a quick primer on the almighty sales funnel. Sales funnels or marketing funnels are just graphical representations of the relationship that you have with your customers or prospects. Your sales funnel maps the journey of your prospect into your business from Prospect to Lead to Customer.
Thu, 21 Jul 2016 09:21:27 -0500Here's an experiment for you to try. If you don't already, get a year's worth of issues of any one magazine. If possible, make it a business magazine such as Entrepreneur. Now go through each issue of the magazine and see which full page and half page ads repeat month after month, and which ads are only there for one month before they disappear.
Wed, 20 Jul 2016 15:54:13 -0500The business world, both offline and online is competitive. If you can understand why your audience opens their wallet to buy, you can trigger them to take the action you want.
Wed, 20 Jul 2016 13:35:23 -0500Language is critically important when ANY EMPLOYEE interacts with your customer... if the customer doesn't understand it, they leave. And they don't tell anyone else about you... at least nothing positive. The LANGUAGE I am talking about is your "customer language"... what they hear you saying and what they interpret your words to mean to them. When I talk to customers and get feedback on a business, one of the most frequent comments I get back is, "I don't really understand what they are saying so sometimes it's hard to make a decision to buy." What this is really saying is that we aren't communicating in "customer language"... the language our customers understand. And it isn't rocket science to figure out that when someone doesn't understand what you are saying, they will have a very hard time justifying why they should buy from you. Figure out the "language" of your customers and how you need to communicate so you are both speaking the same language. Test it out early on... share some insights and stories and see if they respond favorably
Tue, 19 Jul 2016 06:36:08 -0500Every successful business needs to have guides to help people find it. They can be people, advertisements and promotions, but all must help people find what they are looking for.
Mon, 18 Jul 2016 14:59:31 -0500If you have to make cold or warm calls to prospects, then you probably have to deal with your share of gatekeepers. These can be receptionists, office managers, assistants, etc. No matter what role they have, whoever stands between you and your prospect is someone you have to deal with first. Most sales people struggle to effectively deal with and get past these so called "gatekeepers." And the majority of the time, the problems they have they bring on themselves. The reason is because most sales reps treat these people as obstacles to get past by using tricks or by acting authoritatively or by being downright rude. And you can imagine how that goes.
Mon, 18 Jul 2016 08:25:29 -0500Building rapport is difficult for many sales people to develop and practice, yet it's one of the most important of skills to cultivate. While most people think that sales people have the "gift of gab" and can seemingly talk to anybody, it's not that way at all. If you don't believe me, just listen to a few of your own recordings or those of your teammates... The truth is, knowing how to honestly and naturally build rapport with someone takes a lot of skill, practice and patience. Unfortunately, most sales reps are in a tremendous hurry to get their pitch out and so they treat many prospects as an obstacle to go through to get a sale. This is a big problem.
Mon, 18 Jul 2016 08:25:24 -0500How many times do you ask for the sale during a close? Once? Twice? The number of times you should be asking might surprise you... Most sales reps I listen to (while reviewing their closing and presentation calls), ask for the sale once. If they are get a stall or objection, they generally go away in defeat. It's rare that I hear someone ask for the sale more than three times. Think about that for yourself. How many times do you ask for the sale before you give up?
Fri, 15 Jul 2016 14:22:19 -0500Many of the events that may result in sales of the product are clubbed under a single term 'Lead Generation'. This involves inculcating interests in the customers about the product and making contacts that may lead to increased demand of the product and henceforth increase the overall volume sold. Marketing strategies are mostly devised around this term only.
Fri, 15 Jul 2016 13:10:00 -0500Many sales reps ask me why their closing presentations end with stalls, objections or simply no deals. They also ask me if there is anything they can do to improve their closing success. There is! The one piece of advice I routinely give is to: Requalify your prospect at the beginning of your closing presentation.
Fri, 15 Jul 2016 11:44:14 -0500If I were asked for the most important rule in sales, I say it was that: "You can't close an unqualified lead." If you want to improve your closing ratio right away, and start making more money, then thoroughly qualify each and every prospect and client before you set up your close or demo or run your appointment.
Fri, 08 Jul 2016 06:52:40 -0500The success of signing up a clients does not solely depend on how well you conduct your "discovery session" (or whatever you call that initial phone call.) The experience leading up to this initial conversation is as important, if not more so, than the call itself. When you use an online scheduler to book these sessions, you may be unknowing sabotaging the success of these conversations.
Thu, 07 Jul 2016 13:56:12 -0500As you begin listening to yourself, you'll find that it's painful in the beginning. Nobody likes to hear the sound of their own voice, and no one likes to hear how bad they usually are. But soon you'll be happy you did, because nothing pays off faster than practicing this crucial characteristic. The easiest way to start is to pick a partner at work and begin listening to each other's calls during lunch. Get a buddy and make a commitment to tearing each other apart (all in fun!), but be ruthless in your effort to get better. What you'll find is that when you're back on the phone, just before you go off script or talk over someone, you'll see your buddy's face and you'll hit Mute to avoid making a mistake that your buddy will point out later... As soon as you can, find a way to record and download your recordings for playback and critique. The sooner you do, the sooner you'll leapfrog over your competition!
Thu, 07 Jul 2016 06:57:39 -0500Boost your business income through leverage of what you already have available to you. Leverage is something you can apply to several areas of your business to increase revenue. This article focuses on just one of those areas: pricing. The prices you charge should directly reflect the value that you offer through your business. That's something to keep in the front of your mind as you're considering leverage opportunities. Always, always, always create value!
Tue, 05 Jul 2016 14:32:51 -0500This should take about 3 minutes to read. I explain how my starting my day the night before helps me be more productive at work.
Tue, 05 Jul 2016 06:30:00 -0500This article describes the latest techniques to ensure that your business story is clear, engaging, makes the point and is memorable. It provides "how to" information on getting the listener's attention and keeping it throughout the story. It tells how to make those all important connections with the heart and minds of the audience.
Fri, 01 Jul 2016 07:16:30 -0500Salespeople know that their ability to influence and get their customers to say "Yes!" has a crucial impact on their bottom-line. However, salespeople often commit what I call the NUMBER 1 Mistake when delivering a speech to influence.
Wed, 29 Jun 2016 13:50:00 -0500If you're reading this article right now, then chances are you want to perform better in your sales career. It shows that you're willing to take the time to search out tips and techniques that will give you an edge over your competition. That's a good thing. But are you ready to really commit to doing the things that will catapult you into that ratified air of top sales producers?
Wed, 29 Jun 2016 13:49:28 -0500It has always bewildered me why more sales people don't do one of the easiest things to make more sales and become more confident: Learn, practice and then automatically deliver the best responses and closes to 90% of the selling situations you run into day in and day out. This is absolutely huge. The strange thing is though: 80% of sales people simply won't take the time or make the effort to do it.
Tue, 28 Jun 2016 12:16:39 -0500Every salesperson will experience a slump. The best salespeople continually work at maintaining a momentum to their selling activity, which reduces the impact of slumps.
Mon, 27 Jun 2016 13:46:45 -0500If you are seeking more disposable income earning a higher salary may or may not be the solution. To have more disposable income you need to develop strategies to keep that money rather than accumulating causes to lose your hard earned cash.
Fri, 24 Jun 2016 07:39:32 -0500Businesses are started by people with ideas. Concepts that they have something to offer and that their product/service will improve the lives of the people who will buy it. And there was once a time when products and services would do all the talking and literally sell themselves. All the business owner (or sales representative) had to do was know everything about what they had to offer and be able to regurgitate a sales pitch to attract new customers.
Mon, 20 Jun 2016 10:14:45 -0500The best leads will come from your existing customer base. You can ask your customers for their contacts, and can even request them to introduce you to the new prospect. A satisfied customer is an asset to your company.
Fri, 17 Jun 2016 11:38:26 -0500Insight selling may not be a familiar term to you. Your customers too may not have heard of it. But use insight selling and both you and your customers will reap substantial benefits, not least of these is sustainable competitive advantage and long term success.
Fri, 17 Jun 2016 10:48:15 -0500There are two fundamental keys to successful selling. The first is having a great resource of contacts which you know are either current or past clients, or individuals who are within your target market. This knowledge alone boosts motivation as you know that they are the "Right Fit" for your product or service.
Mon, 13 Jun 2016 15:48:41 -0500High impact lead generation is critical to the success of any sales team, but the effort comes in many shapes and sizes, with varying results. This article outlines 4 critical steps any serious lead gen effort needs to include to achieve a successful qualified lead gen effort.
Fri, 10 Jun 2016 10:11:50 -0500Bad grammar on signage and communications can really give a bad impression of your company, regardless of how good you are at what you do. Don't fall at this first hurdle.
Wed, 08 Jun 2016 08:42:43 -0500Are you in charge of your business or is your business in charge of you? It's an important question for you to answer as the impact of not being in charge may be catastrophic financially, physically and emotionally. Read this article and discover one simple step you can take to get back in control.
Tue, 07 Jun 2016 07:50:40 -0500Recently I had to get my car repaired due to a faulty airbag. Now this wasn't the first time I had been into the dealership. No this was the 3rd time as the first 2 times they forgot to order the part.
Fri, 03 Jun 2016 10:01:34 -0500To generate sales leads the best way is to use social media. However, studies show that popular social networking platforms like Facebook and Twitter are not very effective in generating quality leads. On the other hand, it has been found that seminars conducted over the internet, SEO and SEM methods are quite effective. Despite these findings some companies have found Facebook and Twitter very effective in finding their sales leads.
Tue, 31 May 2016 07:09:24 -0500The first step in getting a sale is to get the attention of the prospect. This article describes how three techniques used by TV and print media can be adapted to sales effectively. Learn how you can use the strategies of movie trailers, sound bites and teasers to attract attention and encourage the prospect to want to know more.
Fri, 27 May 2016 09:32:13 -0500The bottom line is that you can't sell without knowing if there is a need and interest. And if you get some of the answers above, then you'll know exactly how to pitch and how to sell.
Tue, 24 May 2016 06:45:14 -0500The point of all these tips is that you have to connect with your "C" level exec and meet them on their level. You can't just go into your pitch at your own speed and expect them to politely listen. They won't. But if you follow these techniques, you'll have the best chance of actually connecting with them and having a chance to get your value statement across.
Tue, 24 May 2016 06:21:48 -0500Are you giving customers that should be yours, to your competitors? Allow me to share a short story...
Wed, 18 May 2016 10:52:42 -0500Sales are an important part of your business that helps you make money and earn profit. So it is important that your sales team has the necessary skills to make better business. But if you think that your business results are not as good as they could be, it's time that your team needs proper training. You can hire a sales training company for better results.
Tue, 17 May 2016 11:17:33 -0500It helps potential customers to imagine themselves as proud owners & users of the product or service you offer. Your best customers can talk about the positive experience they've had with your product or service. You can present this testimonial to prospective clients. A picture of a happy, satisfied customer is worth a thousand words.
Mon, 16 May 2016 08:52:34 -0500Try using this script for the next couple of weeks and see if you can get past prospect's natural resistance to setting up a meeting. If you use it consistently, you're going to set more appointments, open more doors and close more sales.
Fri, 13 May 2016 15:39:28 -0500This article discusses 5 take away lessons that can help you succeed in life and in sales. The characteristics of the players and the rules of the game provide insights into a positive and successful way to approach both sales and your life.
Fri, 13 May 2016 07:02:23 -0500Sales and marketing is an important pivot of any business or organization. After all, if an organization is unable to sell what it produces / offers, the business will come to a standstill. Which is why having the right people on your sales team is so crucial.
Thu, 12 May 2016 06:38:51 -0500Building an online reputation for your business can not only boost credibility, but also your sales. Find out what benefits businesses with a physical location can yield by having an online presence and good online reputation.
Wed, 11 May 2016 13:01:05 -0500You don't have to be sitting in front of a blackboard, attending a boring sales lecture and sweating over tough examinations to learn something. The fact is, as soon as life hits us after the alarm clock sounds - we are learning. However, so many people trudge through life bouncing off it like a trampoline - they fail because they are out of control as they allow life to throw them from pillar to post.
Tue, 10 May 2016 06:47:43 -0500When it comes to deciding where they want to do their grocery shopping, a viable produce department is often a key differentiator among grocery store customers. The challenge associated with this is profit margins. Due to the vagaries of the food market and the limited shelf life that fresh food has, produce can be an expensive line item for retailers, especially independent and mom-and-pop grocers. If you're a grocery owner, buyer, or manager, these five smart ideas can help you move more produce off your shelves, which in turn makes it easier to keep those produce shelves stocked with plenty of good-looking produce. Let's take a look.
Mon, 09 May 2016 13:15:51 -0500A Unique Selling Point or Unique Selling Proposition is a term most commonly used by businesses who are marketing a product or service. When marketing a product or service your chief aim should be standing out from the crowd and helping your customer or client answer the question that often enters their mind before making a purchase, 'Why should I buy from you rather than someone else?' What's your unique selling point?
Thu, 05 May 2016 07:23:48 -0500Have you ever had a customer or client wanting to bargain down your price or quote to a offensively low level, but you haven't really known how to assert or defend the value of your price or quote. This month, our business networking group discussed ways of how to assert your value and attract clients who will pay your desired price. This was a great discussion and in current economic times many business owners are being prompted and questioned to reduce their prices and quotes, so here are some other tips to handle these issues better.
Wed, 04 May 2016 11:43:46 -0500Love at first sight can occur in our love or business relationships. It happens infrequently, but one or both parties may sense very early in preliminary discussions that there is great potential in the relationship or conversely, that it is likely there will be no future. Create some good luck for yourself by making a good first impression and making the most of your first five minutes with a prospective client. Success lies at the intersection of good fortune and preparation.
Mon, 02 May 2016 14:55:38 -0500No matter how cogent, charming, articulate and good looking you are, if you lack the ability to stay in front of your prospects, you will never get the chance to reach the next step of the sales process. However, if you master the art of appointment setting, you can certainly lift the sales process into the next level.
Mon, 02 May 2016 06:21:18 -0500It is a part of business as well as our lives, rejection. Never an easy thing to deal with, but this article will speak about ways to deal with sales rejection in an effective manner.
Fri, 29 Apr 2016 10:01:43 -0500Why is it that businesses able to tell engaging stories tend to be successful? Think of Apple, Uber, Google, Virgin and so on - great products and services are a big part of it, but their stories are also known to most people too. People connect with elements of these stories. They can identify with the struggling company trying to take on the big boys in computing, finance, or the airline industry; they connect with two guys in a university dorm with plans to change the world through the Internet. What's the story of your business? What make you unique? What is the thread in your narrative that will resonate with your target audience? Have you found it yet? Have you told your tale? Neuroscience suggests that thus could be the key to your own success as a business.
Wed, 27 Apr 2016 07:11:37 -0500One of the things that I've learned in life and in sales is that in order to feel good about yourself and really connect with people - which is what it really means to make a sale, by the way - is to always be sincere. What exactly does that mean? Well, consider the following example:
Tue, 26 Apr 2016 10:21:32 -0500Marketers are always on a hunt. A hunt for a new account or a re-kill (repeat selling) to an existing account. But why would a buyer keep buying from you? What baits have you put in place to ensure loyalty of your buyers? No matter how well you court a prospective buyer, there's really only one thing that they want, and that is a compelling Power Guarantee that the benefits of their purchase would outweigh their costs.
Mon, 25 Apr 2016 07:49:57 -0500An "elevator pitch" is designed to inform and grab interest in a prospect during the time you're in an elevator together. Read this article and try working with the examples suggested.
Fri, 22 Apr 2016 06:07:00 -0500The sales job is not finished until you close the order. In a recent survey, customers said that closes were weak and did not have a clear call to action. Sales reps often lose to the competition in the final step. The article discusses 5 tips for a more powerful close.
Tue, 19 Apr 2016 06:54:08 -0500If you're truly committed to becoming one of the best producers in your company or industry, then commit to using the secrets listed. I guarantee that if you do, your career and your life will change in exciting and fulfilling ways.
Mon, 18 Apr 2016 11:40:08 -0500One of the early signs of a growing and maturing company is that they no longer rely on their sales people to prospect and generate leads. Here are the three reasons why.
Mon, 11 Apr 2016 07:33:11 -0500Just because you think you know something about someone, you can still learn more. Think about it: When was the last time you were able to thoroughly qualify someone on the very first call? It probably took a few, didn't it? When you use these kinds of requalifying questions, you'll be in a much better position to completely qualify an opportunity. And that can only lead to more business.
Fri, 08 Apr 2016 06:50:26 -0500Even profitable businesses with lots of sales can flounder. This is particularly true of companies that open lines of credit for their clients or collect membership payments. If you are reliant upon these monies to cover your overhead costs, and you probably are, you need to have them turned in according to a reasonably accepted schedule. If they aren't, you will wind up with delinquent bills and financial problems of their own.
Thu, 07 Apr 2016 15:27:12 -0500Even the best salespeople in the world have an off-day, but that doesn't mean you have to settle for lost sales. In fact, if your sales team has been losing more potential clients than you'd like, there are some measures you can take. Here's how to save a sale from the business abyss.
Thu, 07 Apr 2016 09:20:52 -0500The chances are really good that the products and/or services that you are selling are amazing. However, the quality of what you are selling has little to do with whether you are successful at selling. You need to establish an emotional connection with the buyer.
Wed, 06 Apr 2016 10:22:18 -0500The 1970's were marked with management theories focused on Product Life Cycles. Companies were organized around how products were conceived, designed, tested, developed, approved, manufactured, sold and distributed.
Mon, 04 Apr 2016 14:45:48 -0500Whether you're selling products to customers, ideas to your boss, or yourself to an employer, we're all in sales. Here's how to get the deal done.
Fri, 01 Apr 2016 14:04:48 -0500In the media recently I've been hearing the word 'kindness' discussed by business folks. Kindness - not a word historically associated with corporations, those bastions of male verve - is now being equated with the bottom line. How times have changed.
Tue, 29 Mar 2016 10:08:42 -0500Customers want to deal with insightful salespeople who adopt a customer-centric sales approach, one that combines solid product and customer application knowledge with thorough market knowledge. When you can come to your customer's facility and wow them with what you know, and how that knowledge can help them, then you're that much closer to securing a position as their incumbent supplier.
Mon, 28 Mar 2016 07:08:38 -0500The key to any sale is getting your prospect to tell you how to sell them. If you can do that, you'll make your job much, much easier.