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  • Do You Fold Like A Taco?

     
    Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer. It's not pretty. The customer may not even be asking for a discount/added value but at the slightest sign of hesitation a. k. a silence - the salesperson drops the price or keeps throwing in extras "to sweeten the deal." This isn't called selling - it is called Folding Like A Taco....
     

    Do You Have to Be Aggressive to Make Sales?

     
    A few weeks ago I was onsite at a company that had hired meto train their sales team on how to stop using traditional selling and start using the Unlock The Game? sales approach. After one coaching session, one member of the sales team cameup to me and said, "Ari, your approach makes complete sense --but I'm afraid I'll lose sales if I stop being aggressive and start being passive!" Whenever I hear a comment like that, I want to scream, because it means that the person just doesn't yet understand that removing pressure fromthe sales process doesn't mean being passive!...
     

    Sales Success - The 5 Steps

     
    It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell. Avoid the sales peaks and troughs experienced by the average salesperson by building an individual selling system that will guarantee you results? Step 1: Goals Without clearly defined goals, measured over a specific time frame, you will achieve very little....
     

    Success Secrets Of A Famous Vacuum Salesperson

     
    I have to admit, I have an 'addiction'. Sometimes this addiction keeps me up to 3 am, sometimes it causes me to work 7 days a week. Many times this addiction is healthy, but I will confess that sometimes it's not. No, my addiction isn't drugs or alcohol, it's something much more powerful."Mike, what is it?" I'm addicted to studying successful people in all areas of life and taking from them things that can help me and my business. I've had this 'addiction' for a while and I think it's getting worse....
     

    How to Maximize Sales by Minimizing Windshield Time

     
    During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended). Sure, you could have cell phone conversations with prospects and customers, but you couldn't write notes while driving (unless you had a death wish), and you couldn't prepare proposals and fax them. Plus, there was nothing like slogging through traffic to attend a meeting, only to learn that the meeting had been cancelled at the last minute....
     

    How To Achieve Excellence In Sales

     
    Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling abilities. To excel in any selling situation, you must have confidence, and confidence comes, first and foremost, from knowledge....
     

    The Power of Confidence

     
    My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives....
     

    Attitude Insurance

     
    Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude. All agents have seen it one time or another. They are at a meeting, and in the hallway during one of those five minute breaks they notice a woman on the telephone. In fact, she's on the phone on every break. Finally one agent says, "calling your husband, huh?" to which she quickly responds, "No! Setting appointments." She's obviously protecting or insuring her 'good attitude'....
     

    Increase Your Sales With an Incredible Offer

     
    What are you selling? Coaching? Consulting? Professional services? A product? Information? To start with, you need to sell your product or service in terms of benefits to your clients and not features. Clients want to know what your product or service will do for them, not necessarily all the credentials you have or the process you use. But once you've got a great list of customer-focused benefits to use as copy points in your marketing messages, what else can you do to increase the odds your prospects will buy?...
     

    Customers For Life

     
    Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. A more holistic approach to this process incorporates the more global question: How can I create customers for life? Closely intermingled with planned and continued communications with clients relating to specific products or services is the concept of "relationship marketing....
     

    5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

     
    Here's a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present your products or services as the answer to their problems. When you offer the help that your target audience is looking for it won't be hard to make sales. You can show that you really do understand the needs of your market by addressing these five specific questions right up front in your sales letter. 1. What's In It For Me?...
     

    How to Spellbind Your Prospects in 10 Seconds!

     
    You've got yourself 10 seconds to HOOK your prospects or LOSE them! If you can't make them interested in 10 seconds, there's a good chance you'll lose them forever. So, you'd better shoot it right and "grab" their attention -- fast -- if you don't want them to go to your competitors! And how do you do this? **Just write HARD-TO-RESIST headlines! It works just like dating online. There are hundreds and even thousands of your potential dates floating on the net, waiting for you to pick for your Saturday dinner....
     

    Sharpening Your Sales Skills

     
    Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times. Making a sale doesn't happen by accident or by luck, the sale is made because the person doing the selling has done a good job of explaining and representing their products. Here are a few activities that will help you and your co-workers keep your sales skills sharp at all times. Roll Playing I know this sounds corny, but it really does work, and it puts everyone in the office in a good mood, because of all the laughs you will receive....
     

    The Art of Backend Selling

     
    The art of backend selling The backend sale can be more rewarding thanthe original sale. And it can also be mucheasier. What exactly is a backend sale? After you have sold something to somebodyyou are in an excellent position to sell themsomething else which complements the first sale. You already know the customer has an interestin a certain type of product or service, sothey are prequalified leads for a backend sale. Take a store selling fishing tackle, as theyhave just sold you a rod, reel, and line theyknow you are going fishing, so they also offeryou the bait you will need....
     

    Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

     
    You built a very good web site... You have a great product... You know that people are in NEED of Your service... AND ALSO You want to Increase your sales FAST... There is no wrong with that. As a webmaster you should promote your web site. There are many methods of web site promotion. Some takes a little time before you start getting profits from it. Some give fast results. Promotion methods like search engine optimization and Opt-in list building take a while. Here are FOUR tips to increase your sales in short range of 2 - 4 weeks: **1....
     
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