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  • Sales Strategies: Its Not Who You Know - Its What You Know

     
    We are all in sales. We all selling in every role we have. Whether you are in sales, marketing, home business, looking after your kids, dentist, athlete or whatever your chosen field is - you sell. When you are "selling an idea" or pitching a business proposal or offering a product or service - it is all selling. You can choose to avoid it or be good at it. Have you ever met natural sales people and admired them? Have you wondered how they do it? It is simple - you just need to be in the "...
     

    Youre Hired... I Think

     
    I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages me to watch - and each week I decline. I keep telling her she is probably the only person over 35 to be interested in his show. "Oh, I think you'd be surprised," she tells me. Last week I referred to the Runaway Bride in my newsletter and told Bernadette I was amazed at the responses I got from readers....
     

    How Do You Use Your Sales Commissions?

     
    What do you do when you have a big sales week, month or quarter? What do the other salespeople you work with do with their money? Do you "reward" yourself? Do you "invest" in your future? As salespeople we are notoriously known for the amount of toys we buy with our commissions. Killer stereo systems. Picture Cell Phones. Titanium Palm Pilots. Luxurious new clothes. Expensive lunches. Partying with our friends. We say "I deserve this." I know that's what I used to say. Sales is hard. It gets all of our emotions riled up....
     

    Three Secret Keys to Persuasion Magic

     
    Just a few critical distinctions can supercharge yourcommunication skills: 1 Appeal To Peoplesґ Values Values are the criteria by which people make sense of all theinformation they must process before making a decision. Insimple terms, your values consist of what is most important toyou. When you ask someone: what is most important to you about ....?They will tell you their values. Let's say you ask them theircareer values, what is most important to you about your career? They might answer: money, approval, and winning....
     

    Jump Start Your Sales In 10 Quick Steps

     
    1. Combine a product and service together in a package deal. It could increase your sales. If you're selling a book, offer an hour of consulting with it. 2. Out source part of your workload. You'll save on most employee costs. You could out source your secretarial work, accounting, marketing, etc. 3. Ask people online to review your web site. You can use the comments you get to improve your web site or you may turn the reviewer into a customer. 5. Take risks to improve your business. Sometimes businesses don't want to advertise unless it's free, sometimes you have to spend money to get results....
     

    Sales Letters - How to Write Them

     
    You could just send out your brochure to potential customersbut it's much better to personalise your mailing with a wellwritten sales letter. Personalise - Using the person's name in a sales letter willgive you the greatest success. It's feasible to addresssales letters to - "Dear Transport Manager" or "Dear Friend"or "Dear Sir or Madam" or no salutation at all. However thislessens your chances of getting a response. You must have a good headline - You've got to grab thereader's attention as quickly as possible....
     

    How Pareto's Principle Impacts Your Sales Success

     
    Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto's principle impacts your selling process in three key areas: · Hiring The Right Sales People, · Training Sales Team Members, and · Coaching The Team To Higher Performance Levels Almost all of the candidates that apply for sales positions today fall into the 80 percent group of sales or service industry professionals who produce only 20 percent of the sales....
     

    Sales Skills are Life Skills

     
    I love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Sales skills are life skills. "There's a born salesman!" I have yet to read, or hear on the evening news, of a lady who gave birth to a sales person. Or an attorney, or doctor, or for that matter an embezzler or swindler. Birth is given to boys and girls; everything after that is by choices made and skills that are learned....
     

    What You Can Learn From The Movie Business

     
    Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood. He's a boy from Canada who gave up his much-loved Honda, his life savings, and his broadcasting career to move to Los Angeles to attend the American Film Institute. Not an easy feat in your mid-30s. After 8 years of hard work he is now becoming the new discovery of LA. He said the most difficult thing to adjust to was all the talking....
     

    You CAN Be a Great Salesperson!

     
    When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and success is you! A career in sales is a challenge. Use that challenge to motivate and excite you. Meet and beat that challenge! There are five basic components to sales: prospecting making contacts qualification handling objections effectively closing Do not fall into the "natural-born salesman" myth. A lot of people feel if they do not take to these components naturally they won't be able to at all....
     

    Seven Critical Qualifying Questions

     
    Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long the term success of our sales team and your company. By understanding your salespeople's natural fear of qualifying, you can better coach them to ask the seven critical qualifying questions early in the sales cycle. Their productivity will improve, and you will acheive more sales in less time. Why Don't They Qalify? There are two reasons why even veteran sales pros lapse into working unqulaified accounts....
     

    Sell Yourself - Sell Anything!

     
    Each of us sells every single day. We are all sales people. How well we sell directly affects our lifestyles, friendships, and family life. Selling is the world's oldest profession. It is in your blood, and you know how to do it. Follow just a few simple steps and rules to selling, and considerably improve your life and your relationships. My definition of a sale is the connection between a buyer's needs and a seller's benefit. This sounds basic and it is. Using this definition, what is the process for a easy-to-make sale?...
     

    Effective Account Management

     
    Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions: What is "Account Management"? What skills and talents are required to excel in Account Management? What activities must be performed to maximize Account Management ROI?...
     

    In Sales, Words Just Don't Compute

     
    In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian's research at UCLA, who reported that only 7% of a person's communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc....
     

    Sales Predator Or Professional Sales Rep

     
    From a customer's perception, it's easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey. Your initial impression will greatly influence if there is going to be a lasting relationship. In a recent survey conducted by Target Marketing Systems, Inc. they listed fourteen criteria that indicate how effective a first meeting is likely to be. Here are four of the factors, not in order of priority, with some of my observations....
     
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