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  • Is the Sales Funnel Dead?

     
    Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service? Now don't me wrong, having a good prospecting plan is probably the hardest thing about maintaining your sales career. In today's business climate, with shrinking budgets and more scrutiny over purchases, what you need is a system that relies less on the law of averages and more on helping the customer make the most of every contact you have with them....
     

    Sell Yourself, As Well As Your Product

     
    When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves. A consumer wants to know that the person behind the product believes in what they are saying, and they want to be convinced that the person making the presentation would use this product themselves. Not to long ago, I went to get my oil changed at one of those fifteen minute quick lubes you might find along a major highway. I watched the mechanic as he pulled my car into the bay and began to prep my car for the oil change....
     

    10 Boundless Ways To Anchor Down More Sales

     
    1. Multiply your marketing and advertising efforts on the Internet. You can accomplish this by starting an affiliate program or using viral marketing. 2. I. ncrease your ratio of visitors that purchase your product(s). You could change your headline, o. ffer a stronger g. uarantee, add testimonials, etc. 3. Find out who are your strongest leads for buying your product by offering a f. ree ezine. The visitors that are very interested will subscribe to it. 5. Publish an e-zine for your employees....
     

    Qualifying vs closing

     
    The art of effective question asking (qualifying) determines the effectiveness and the success of the "close". EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy....
     

    The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone

     
    The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals. Successful people know that one of the most important abilities to possess is the ability to persuade and influence others. Here are some hot tips to do this effectively. 1) Enter Their World Try to put yourself in the other's shoes and understand the situation from their point of view. Set aside your personal interests and concentrate on them. Ask yourself if you are them, what would you do?...
     

    Are You Deaf? Dumb? Blind at Trade Shows?

     
    I'm constantly amazed how otherwise smart marketeers become deaf, dumb and blind at a show. I remind clients - You = Your Company - so when the company rep is incompetent, it reflects on everything about the company. DEAF? Not really deaf, but not aware of the gist of the conversation. Interaction at trade shows is quick, maybe with nods and incomplete sentences. There's a tendency to let your ears slide over important words. Often you, as the staff person, are so intent on making the pitch that the words just tumble out, not giving the visitor an opportunity to break in with questions or comments....
     

    The Most Underused and Powerful Method of Lead Generation

     
    Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? I'm going to show you the easiest, quickest and most effective lead generation method to grow your business, using word of mouth or referrals. Referrals are the most effective way to create a steady stream of customers for your product or service....
     

    How To Win Business By Networking

     
    In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals....
     

    10 Ways To Improve Your Sales

     
    1. Determine your current situation. How are you currently positioned in the market? How do you compare to the competition? Where would you like to be in a Year or in five years and how would you like to get there? Or more appropriately how can you get there, as it is not always the way that you want that works. Planning requires that you understand how you currently stand. 2. Calculate your operational budget and determine how much you can afford to spend on an Ad campaign. Also, this is the stage to decide your campaign mediums and the effectiveness of different mediums of advertising as it applies to the specific nature of your product and or services....
     

    Body Language, Five Key Ingredients

     
    When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well. Your body language consists of many key ingredients, but here are the five that are considered to be the most important, along with a description and a few tips to improve your skills. 1. Eye Contact When you are speaking with a customer, or potential customer, look them in the eye, it will show that you are a confident person, and that you are confident in the product you are selling....
     

    Cross-selling for Increased Sales, Profits, and Customer Satisfaction

     
    Cross-selling - the art of selling for non-salespeople Cross-selling is the act of selling related products at the time and point of sale. Here's a couple of examples: You buy trousers, the salesperson offers you the shirt, tie, cufflinks, shoes? You buy a computer, the sales person offers you a printer, scanner, software? When done well cross-selling will dramatically improve your sales, profits and customer satisfaction. Done poorly it will drive customers away in their droves. The first time I told my wife about this concept she was scathing - "...
     

    Why Salespeople Dont Take Risks

     
    Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson. So what happens? The salesperson sits at home, stuck with personal flaws related to identity, and he can't perform. He takes no risks. Not being able to use what he has learned simply makes him feel worse. He gets caught in a downward spiral of failure and rejection. He continues to find himself not doing what he's supposed to do - for example, not leaving his home to make sales calls....
     

    Sales Language: Whats Wrong with But?

     
    Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. Here is one word that you'll want to avoid using as much as possible when you are selling and persuading. BUT Read the following sentences: "I really like your company, but I am not going to buy from you." "You gave the best presentation, but we are going to buy from the Access Company....
     

    Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

     
    Yikes - My Feet Hurt! Concrete. Tiles. Cheap carpet. Walking, walking. Standing, standing. Talking, talking. Walking, standing, talking - and walking some more. Not only do we get grumpy inside, we show it on the outside. Our shoulders droop. Our smiles become forced or disappear. We begin to make snide little comments - "Boy, this is a a long show." Or "I feel like I've been here forever." Trade shows are hard work. And, they're hardest on your feet. Here are some tips to make the show more pleasant, whether you're in the booth or walking the aisles....
     

    Curiosity and How It Effects Your Business Proposition

     
    The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk. At this point the prospect has not been told much about your proposition. This is your chance to make them curious enough to want to know more....
     
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