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  • 9 TIPS: Dont Sell Me - Persuade Me

     
    We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because - despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman - and we believed that person knew more than we did. Until we got home. One of the two major complaints from trade show attendees is about the booth staff that has a heavy sales pitch. You know that pushy salesman stereotype.. (FYI - the second complaint is staff that doesn't know its stuff - i....
     

    7 Phrases You Cant Say in Sales

     
    7 Phrases You Can't Say in Sales (Because They Will Undermine Your Credibility and Drop Your Closing Rate) Copyright 2004 by Doug Smart There are two big problems with this reasoning. 1. Television has been around for about sixty years so it is still a youngster experiencing growing pains; sales started way back when the inventor of the wheel made a few extras to sell to friends. 2. The seven sales phrases are already being said by salespeople and they are delivering decidedly mediocre results....
     

    How to Boost Your Sales Letter Conversion Rate

     
    Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, whilewriting their sales copy in a systematic and methodological way, use emotions and emotional triggers all thetime. The famous Robert Collier must have been a real master of this technique. When I studied some of his letters, I discovered the use of emotional triggers so subtle that you hardly notice them. What a wonderful way ofselling. Using emotion sales techniques brings results, as the example of Collier may show....
     

    Are You a Sales Professional?

     
    Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional? Professional sellers conduct themselves in such a way that buyers respect and trust them. Professional sellers work with buyers, they don't sell to them. Many surveys and studies have been conducted asking buyers what traits they value most in sellers. This information is invaluable for those who truly want to be toward the top of the sales profession. The list below shows the traits buyers say they want to see in sellers....
     

    The Top Five Traits of a Successful Salesperson

     
    If you're looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE. PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you desire a reality. PRIDE stands for: ? Proven? Respectful? Innovative? Decisive? Enthusiastic Proven refers to the candidate's track record. Have they delivered results? More importantly, who else says so besides them?...
     

    Evaluating Your Customer

     
    It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don't want, don't need, or can't afford. On a personal note . . . I learned the importance of evaluating your customer the hard way. A few years ago, I was a branch manager working in a bank branch. One particular customer of the bank approached me in my office about opening a savings account for her daughter....
     

    Five Tips To Increase Your Sales

     
    1. You could end your ad copy with a discounted price. Just list your regular price and then offer a discounted price off the order 'right now'. You could also offer a rebate that takes effect instantly. For example, you could say, "Instead of paying $99, you could order now and get an instant rebate of $20 - you only pay $79!" 2. You could end your ad copy with a free sample or trial of your product. If your ad didn't attract them to buy, maybe a free sample or trial would. If you were selling an e-book, you could give them a free sample at the end of your ad copy....
     

    The Changing Role of the Sales Consultant

     
    "Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. It rests on followers who are ready to accept guidance. Leadership is the ability to direct people and - more important - to have those people accept the direction." Vince Lombardi THE OBSERVATION... THE BENEFIT... Statistics show that 45% of how your company is perceived is based on how the listener perceives the presenter. With customer satisfaction being paramount in business today, technology has no answer....
     

    A Stupid Question

     
    This is a stupid question but it has to be asked. Does your sales letter create as many sales as you would like? What proportion of them respond to your advert? What is just as important, how many of those that responded actually purchased your product? How can you improve the response rate? How many new email addresses did you capture? Do you have an 'opt in' strategy so that you can mail them later with more offers without being accused of spamming? Let us look at the sales letter first....
     

    Direct Sales and the Use of Clipboards

     
    Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to sell and take orders. Clipboards come in many colors and styles; plastic, aluminum, clear, etc. These clipboards should have your company logo on the bottom. They should also have calculators on the clip. The logo should be made of vinyl lettering in your company colors....
     

    Spend More Time Selling

     
    On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings. Lets face it, if we spend so little time in our day selling, why are we in sales to begin with? There is no such thing as an easy day in the mortgage industry, it is filled with many challenges from follow up phone calls, to problem solving and research, which, in the end, leaves very little time for sales, or so we think....
     

    More Sales with Less Selling

     
    Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? The smell of fresh baked goods and the memory of the taste of a candy bar makes us want to buy more. The owners of bakeries and candy stores don't have to spend a lot of time extolling the merits of their goods or the length of time they've been in business; they can concentrate on helping us satisfy our appetites....
     

    Prospecting: Not A Wild Goose Chase... Its A HUNT

     
    Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT. In order to sell your product to a business, you must first find out who the real decision maker is. This is the fun part. You should start your research on the internet. It is amazing how much you can find out about a person or a company with Google. Typically, if the business is public, you will find all the information that you need to know on their annual reports....
     

    Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!

     
    Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine? From my research your answer will almost certainly be yes, at some time. So let me ask you why did you stand there reading the magazine instead of just saying to yourself, 'I've read this magazine before, I think I'll buy it?' The answer is, because you wanted to know you would get value for your money. You wanted to know more about what content might benefit or interest you in your life....
     

    Psychology of Converting a Prospect to Money

     
    If you want a truly successful business, you need to take a close look at how Psychology can set you apart from the rest of your competition. Secrets of negotiating Remember this: no matter how great your product or service, unless you can negotiate innovatively you'll never achieve the success that can be yours. When you follow-up with a prospects, ask them: "Do you have any situations that we can work out together using our mutual expertise?" Psychologically, by substituting the word "situations" for problems, you are more likely to get a positive response....
     
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