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  • Sales Skills for the Non Sales Professional

     
    Have you ever wondered how in the heck you're going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't see yourself doing it! As a matter of fact, sales people are a HUGE turn off to you!!! Yet, you HAVE to bring in customers!!! What ARE you going to do? Many of my current or former clients fit the above description. Many of them finally contacted me, a coach, when they were in trouble because they had NO CLUE where to start....
     

    Focus On The Customer: The Only Secret To Closing

     
    People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer. Focus on the customer goes far beyond the words coming out of your mouth. Your focus directly affects your body language, your tone, and your message. These are three of the key factors that customers use to determine if they like you and if your product can solve their problem. Focusing on your customer means that you are actively listening and that you personally care about the customer....
     

    Positioning for Profits!

     
    Last Friday, I was spending one last day of freedom with a dear friend who was expecting to have her first baby at any minute. We decided to hang out by the pool. On the way there, we stopped to pick up some lunch to eat pool-side. Given the choice of Wendy's, Subway, or McDonald's, I chose Subway because I knew I could get a relatively low-calorie, low-fat lunch there. How did I know that? Because I'd seen their commercials starring Jared who had lost something like 150 pounds by eating an all-Subway-sandwich diet....
     

    Better Listening Skills = More Sales

     
    Today's business environment is intrinsically tied together byongoing information exchanges between two people. This personalcommunication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialoguebetween two people is fundamental to improving one's sellingeffectiveness. One of the most significant business information exchanges isbetween a company's front line sales representatives and eitherit's existing or potential customers. Information processedbetween these parties will have a significant affect on manyother employees within both party's respective companies aspurchase commitments are made....
     

    The Choice between Yes and Yes: A Psychological Revelation

     
    Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain. "Do you want to brush with the red or blue toothpaste?" her dad asked gently. "Blue," she says, glad to be given the opportunity to make a decision. Ten minutes later, Kara was well tucked up, wondering when she'd agreed to go to bed in the first place. You laugh at the story, don't you? The method used to get Kara into bed seems a bit like trickery. And who am I to say that it's not? Yet I want you to payattention to one thing....
     

    Peak Performance

     
    One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity. He discovered all types of individuals can become peak performers, that they are made....not born. Regardless of industry, he uncovered these superheroes of the business world in every corner of the United States....
     

    The #1 Lead Generation System of Top Sales People

     
    Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. The first step to implementing any successful lead generation system is to get your attitude right. Becoming a "Master of Referrals" requires the proper referral attitude. Many sales people believe that by asking for referrals they're putting people on the spot or being pushy. "I'll wait and if they want to refer someone to me they will". If this is your attitude you need to change it....
     

    11 Powerful Methods of Sales Lead Generation

     
    Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads? If you answered No to these questions you're either satisfied with the income you're earning - or you're not interested in earning a 6-figure income in sales. Please stop reading this article. If you answered Yes, then you're going to be very excited to read not only this article but the rest of the series I've written on sales lead generation....
     

    Get Over Your Resistance to Sales

     
    I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call. Second, you need to truly believe that your product or service will be of value to your customers - that you're really helping them by sharing your product with them. The next most important step is to make sure you're selling to the right people. Set an appropriate target market and find out where they are....
     

    Your Sales Process Isnt

     
    A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to be disappointed. Webster's tells us that a process is "a particular method of doing something, generally involving a number of steps or operations." By performing specific actions in a certain order on allowable inputs, we can produce a finished result that meets a predefined design specification....
     

    Make Your Referrals Count

     
    Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact. For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted. Treat your referral as though it is someone that you have never heard of before, make believe you were cold calling and came across this name on your list, and when you called them, they showed interest in your product. Now, you would never treat your very own hard earned customer with anything but the best customer service, would you?...
     

    Ideal Clients - Who are They and Where Do You Find Them?

     
    Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. We all have our own criteria to define the perfect client. What are yours? If you are not clear about this aspect of your business you will spend an extraordinary amount of time chasing the wrong people and, if you do enroll them as clients, the relationship will always struggle....
     

    Sales and the City

     
    It's all about relationships! Here is how a popular TV show looks at it: In a city filled with more than its fair share of players, predators, losers, and creeps, these people need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. Is such a thing possible in New York City? Here's how your customers may be seeing things: In a vocation filled with more than its fair share of players, predators, losers, and creeps, these customers need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship....
     

    Grow Sales Using Image Tactics

     
    In my dreams, I envision being the marketing consultant equivalent of Oprah or Tiger Woods. Oprah, for her premise, "You're a woman and only you are responsible for yourself." Tiger Woods, for his ultimate dedication to the game. Respectively, this is what they're known for or what their personal value can be identified as; put another way, this is what their brand identities are. Once you're known for something and people perceive value in "this something [your brand]," it's at this moment that you start to make money....
     

    The Key to Driving Sales is Understanding What Not How

     
    What does it take to make a sale lately? In Sales, we used to focus on the "Sales Cycle." Maybe you still do? The problem with the traditional definition of the 'Sales Cycle' is that it is focused on YOU and not on your prospect. More recently, the focus has shifted to the 'Buying Cycle' and learning how to synchronize it to gain a win-win relationship. To sell successfully in today's market, your focus must be on the integration of the 'Sales Cycle' and the 'Buying Cycle' into an overall sales system based on trust, ethics, win-win, and driving towards a transaction....
     
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