Advertising
  • Value Add Negotiating for Sales Professionals

     
    Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laboratories. Unfortunately, you are usually able to obtain only about 30% of this business. During the last six months, you have been working intensively with the mill's management to convince them of the value of developing an integrated supply arrangement with you....
     

    As They Approcah the Finish Line... The Winner Is?

     
    Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over. On this large chart was a picture of a race track and a bunch of horses. In place of the horses heads were pictures of the sales reps faces. Each horse was at different points on the track....
     

    5 Powerful Tips To Persuasion!

     
    Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We all need the support and cooperation of others in helping us reach our own personal goals. The saying that "no man is an Island" is an undeniable truth. These are some tips to influence effectively and persuade others to buy your product or service. 1. Provide an Understanding Attitude. Enter into their world. You must understand their situation. Look at life from their point of view....
     

    Method to the Madness of Training Seminars

     
    I arrive with about 350 other guys. We smile at each other but really don't talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar. The trainer/speaker/guru promenades into the room and starts glad-handing everyone. He is dressed in a $1,200 suit with a sequined T-shirt underneath. He lets us know right away that he just never wears a tie. (Suddenly all of us are loosening our ties, slipping them off, and stuffing them into our briefcases.) "OK fellows, get up!...
     

    Cutting Through Stalls and Objections

     
    It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen: * It helps your credibility when the prospect sees that you're not afraid to bring up stalls and objections, even before you're asked. This promotes a feeling of trust. * You remain in control, not the prospect. * You can save time and get down to business faster and easier. Here's how you can handle stalls and objections up-front: "Art, sometimes when I talk to people about what we do--and it may not be the case here--sometimes they tell me one of the following: They see all vendors as being the same;...
     

    Generate Sales with Lead Generation Marketing Tools

     
    One of the best projects to undertake as an online marketer is to master the art of generating sales from your warm market contacts. A warm market is simply people who have already been exposed to your business and marketing plan. It can be described as "breaking the ice" with your potential customers. The best way to generate a warm market is with lead generation marketing tools. A marketing tool is a tool that people use to create what we call lead prosperity. If you are not in lead prosperity, you are not making money with your online business....
     

    A Great Sales Technique: Be Aware of Sales Myth #5

     
    A myth can best be described as somebody or something whose existence is or was widely believed in, but is in reality fictitious. Based on this description I have created a series of articles entitled: Sales Myths. Here is one of them. Sales Myth: People with the greatest "gift of gab" make the greatest salespeople. Belief: Our ability to talk clearly and present powerfully is the most important factor in getting people to buy. Problem: You're a good, or maybe a great presenter. Qualified prospects seem to be impressed with your presentation, but are not moved to buy....
     

    A Sale in 30 Seconds? Its all in the Greeting

     
    Sound impossible? It's easier than it seems. As a salesperson, you have 100% control over the experience that customers have in your store because it is your home turf. You have the advantage of knowing your store and products inside and out and using that knowledge to prepare yourself for your customer's arrival. You can engage your customer immediately by simply interacting with them in a way that shows that you care about their needs and have the knowledge to help them. Greet your customer Meeting and greeting your customer from the moment they walk into your store sets the tone for the rest of their shopping experience....
     

    The Road to Pendingville is Paved with Good Intentions

     
    If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. We recently read an article in which the author equates certain statements or requests from your prospect with indication they are ready to buy. For example: - Your prospect repeats a question that has been answered fully. - Your prospect asks for a sample - Your prospect makes "...
     

    Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

     
    I know you've heard this a thousand times, but from the looks of things few businesses are following the advice? Far too many businesses (online or offline) define their target market as "anyone with a pulse and a wallet." (Not always in that order.) You read their sales copy and it's the same old, walking on eggshells "corporate speak", devoid of personality, writing to a group style, as everyone else in their industry. Sure. They're not going to eliminate any "potential buyers"...
     

    Boost Your Productivity, Networking and Sales: Make an Impression

     
    Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests - in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. To ensure you make an outstanding impression every time?...
     

    7 Ways to Cut Loose from Old Sales Thinking

     
    Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. A few weeks ago, I had a phone conversation with Julie, who has been struggling with theold-style selling methods that her manager insists are the only way to sell their company's technology solution. Regardless of what product or service you're selling, you should be able to relate to her dilemma. Outdated sales skills fail to address the core issue of how we think about selling and unless we get to that core and change it once and for all, we'll go on struggling with the same counterproductive sales behaviors....
     

    Using the Consultative Approach to Gaining Sales

     
    What do we mean by a consultative approach? When you hear the word "salesman", it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off. Yet, all businesses rely on their sales force to bring dollars into the firm. It is the sales force that makes the company run as there would be no inflow of cash without them. So how do you attack such an image problem? Actually the answer lies in the approach that you take when networking....
     

    Be Yourself

     
    Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this - the words you choose and your behavior - that makes the connection with the marketplace all about you. Let's look at what the experts advise. By the way, while these tips sound bizarre -- they're real nuggets, so stay with me: 1. Be an authentic liar. 2. Be your own valentine. 3. Fight bull. Here's how these successful experts connect with the marketplace - and you can too: Be an authentic liar....
     

    Sales Prospects Avoiding You?

     
    This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this as well. Every time I have talked to him, he has been very interested and seemingly aware of the problem in his company that our product can help solve. I sell print management and print tracking software and the prospect acknowledged that the cost of printing is an issue for his organization....
     
    Pages: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16

    On main

    Menu

    Advertising