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  • Successful Selling in 21 Steps

     
    1. Dependability was chosen as the most important. 2. Integrity was next. With this trait the salesman is incapable either of being false to the trust his company places in him or to the real interests of his customer. 3. Knowledge of product is one of the three fundamentals of success in the field of selling. 4. Self-management. Perhaps no vocation gives a man a greater degree of latitude. He must be a good "boss" for himself and exact a high degree of self-discipline. 5. Work organization is efficiency in self-management....
     

    Sales Techniques to Help the Customer to Buy

     
    Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul. At least three unmistakable key sales components are apparent: ask questions, be persistent and appeal to emotions. ASKING QUESTIONS As you revel at the array of products lining the street in the Bazaar, you hear someone say, "We have a great deal on leather coats today....
     

    A Simple Sales Strategy: Talk to Yourself!

     
    You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your potential clients. This approach is very powerful, I promise you. What if, in those few minutes, you say to yourself: * I desperately need this client. * I want their money. * I need to show them how good my services are....
     

    Successful Sales Strategies: Winning the Close Ones

     
    The "Three Cs" in building customer relationships are a key component of professional selling skills. Indianapolis, IN (PRWeb) November 23, 2003 - The deal is coming down to the wire. The buyer perceives the competitor's solution as marginally superior, but the slight underdog still wins the sale. In this case, the adage, people buy from people they like, proves true. In the audiobook, "Sound Advice on Sales Strategies," author Tom Snyder, a vice president with sales consultancy Huthwaite, says that while it's always a good idea to build customer relationships, it is especially helpful in the close ones....
     

    How to Achieve Sales Goals by Focusing on Activities

     
    When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Per the advice in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on fabulous vacations, that kind of stuff. And, every day, several times a day, I visualized what my life would be like after I had achieved my goals....
     

    How To Give Your Sales Job A Strategic Tune-up

     
    In happens every year in June. Six months down and six months to go. What will you do differently during the second half of the year to improve your selling results? If you don't take time to think about what you'll do differently, you may not do anything different. Now that's okay if you're happy with your year to date results. If however you'd like to do more during the second half of this year you'd better think about making some changes now. One of the keys to raising the bar is effective sales planning....
     

    Humanize the Sales Process

     
    Q & A Q. Sometimes when I'm presenting to clients, I sense that the customer tunes out. Is there a better way to communicate with a customer or engage them? A. Salespeople get caught up in the hype of their own product and lose touch with their client's reality sometimes. You may be an expert in your field, but you have to assume the client is not. Most clients do not speak tech-ese, so you have to couch the conversation in language that is familiar. Q. In high tech sales situations, what are some ways of obtaining better results on sales calls?...
     

    Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

     
    Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain. Once you've persuaded someone to move away from something, it becomes much easier to provide them with something desirable to move towards....
     

    Separating Yourself from the Crowd (Part One of Two)

     
    Warren Buffet says that insurance is a commodity and price is the main factor in the market place. It seems that nowadays, lowest price wins, regardless of the other factors. More and more people are turning to direct writers because they believe that 15 minutes and a catchy commercial with a dancing lizard can save them some money. Forget the relationship, forget being able to actually see your insurance agent and forget you if you are $0.01 higher than the "other" guy. So how do we as insurance agents take a stand and be able take back some of our customers?...
     

    How to Sell to the Devils Advocate

     
    There is a car commercial running were a husband is sitting in a car with the salesperson. The wife is standing outside the vehicle looking in on her husband, but unable to hear the conversation inside. Though the husband has a "I'm beating up the sales guy for the best deal" look on his face, he's nicely asking the salesman to just "play along" to make his wife think he's working the salesman over in order to get a great deal on the car. This commercial is a great example of how people THINK they are supposed to behave in sales situations or when negotiating a deal - especially men....
     

    Knowing Your Customers; Closing the Sale

     
    Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage. The key to closing the sale quicker and easier than you ever imagined is to understand your customers. Below you will find some advice that will help you get to know them a little better....
     

    Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

     
    Why are some sales pitches more persuasive than others? Arethe salespeople just naturally more convincing, or do theyknow secrets about creating a sales pitch that the rest ofus don't? Well, in most cases, convincing salespeople use specialelements within their pitches to help increase theirpersuasiveness. These elements are not heavily guardedsecrets, though they are not commonly discussed in generalconversation either. Two of the most overlooked and forgotten elements to aneffective sales pitch are: 1....
     

    Get More Clients Now!

     
    Although David has been a graphic designer for a decade, he's only been a business owner for a little over a year. He was becoming increasingly discouraged with his clientele. "I'm the only person in the business, and even though I've been in business for a whole year, I'm still having to spend a lot of time marketing to get new clients. And the ones I do get usually only have one small project for me for the entire year. To top it off, I don't even get to do the kind of work I really enjoy They all just want the basic logo, business card, letterhead job....
     

    Grrr! Why Arent I Making SALES?!

     
    Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and sales. Evaluate Your Sales Process There are many aspects that effect your sales process online and it is possible to track the effectiveness at each stage: Phase 1 is your advertising....
     

    What Does It Take To WIN A Sale?

     
    What to do when you win or lose. You have given your elevator pitch, you have met with the customer, and you have identified their business value proposition and their business pain as well. Now you have jotted down your proposal, detailing all of the information you have gathered. The proposal outlines the way you see the problem and the way the client sees the problem (if you used a consultative approach, you will be able to see the problem from the client's point of view). You have also given them three options for proceeding on the project....
     
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