Sales Information

Sales Information

Selling Your Way To Success

I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world.

Winning Sales Proposals

Your proposal is selling for you when you're not there, so it must reflect your standards of professionalism.Like it or not, sales proposals are a tool of the trade, and writing a well-crafted proposal can mean the difference between winning and losing a client's business, especially if you are selling to major accounts.

Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to look ata brochure or other form of hard copy. It's importanttherefore that your brochure tells the customer all theyneed to know.

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As independent professionals, usually at the helm of solo businesses, we sometimes find ourselves facing daunting internal obstacles as we try to begin our day's marketing activity.

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game.

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people that prevent themselves from obtaining additional sales and increasing their commissions. It doesn't matter if it's counter sales or door-to-door.

I Don't Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy a navy blue sports coat, a couple of shirts and ties and maybe a pair of black shoes.

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take price out of the equation!It's frustrating when people appear to be focused on price alone. All they talk about is the price.

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has four children. With a family of six, he finds buying cars rather trying.

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought..

Who Takes Your Money

Your business is making profits, but where is the cash? It seems that someone has taken away your money. Your bank account is still the same, and your personal wealth is still the same.

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.

Want More Sales? Write A Barry Bonds Sales Letter

I'm not a baseball fan. Never have been.

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady stream of good customers. To build that stream of customer a business owner must examine five critical points in their business operations.

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the ad campaign for her new fragrance range uses subliminal or hidden messages in its efforts to convince potential buyers. Advertisers have long been aware of the power of appealing to our subsoncious minds, so what methods exactly do they employ, and how widespread is the practise?Broadly speaking, there are three methods in common use - Product Endorsement, Product Placement, and Hidden (Subliminal) Imagery.

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Business:Sales Articles from
03/19/2018 03:55 PM
Building Rapport - It's The Little Things That Matter Most
We've all been there: you're in the middle of something and your phone rings and it's a sales person calling. You know instantly how the call is going to go just based on the first few sentences the sales rep utters. And if you listen for just 2 minutes longer, your hunch is confirmed - it's either a "good" call or a "used car salesman" call. And unfortunately, many calls these days sound like the latter. So what can you do to instantly make your calls better? It all starts with focusing on building rapport. Rapport is simply defined as making a true connection with the person you are speaking with, rather than treating them as a prospect you can sell your product or services to. Ultimately, it's about treating your prospect with respect, you know, the way you would like to be treated.
03/13/2018 02:02 PM
For Success In Any Business Organization, Everybody Must Sell
If you want a successful business, you need to ask four key sales-related questions of your entire staff, not just your sales representatives. Answering the four questions can lead to better customer relationships and increase future sales.
03/10/2018 01:03 PM
The Proper Way To Follow Up On A Lead
The secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing your way through your sales career. Think about it: you wouldn't want a dentist to make it up as he goes along, would you? Of course not! You count on your dentist to be prepared and trained on the up to date, best practices for handling your dental situation. The same is true in sales.
03/06/2018 09:10 AM
Catering Equipment Sales: Types of Sales
Throughout the year there are many sales that take place, some occur on a daily basis, others occur weekly, monthly, seasonally or on special occasions. If you are a bargain hunter then you are always keeping an eye out for the sales, especially if you are a restaurant owner who wants to keep costs low. Here are the types of sales that take place throughout the year.
03/05/2018 04:04 PM
Is This a Good Time to Speak?
How do you feel about this opening? People either love it or hate it. Some sales people think it's a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this opening believing that it gives the prospect control of the call and an easy way to get rid of them. So which way is right? The answer is the latter-but with some qualifiers.
03/05/2018 04:01 PM
Nurturing Leads to Benefit Your Business
When it comes to making connections and eventually converting your leads to clients, it may not be enough to simply post top-notch content. You need to make those leads feel as though you are speaking directly to them and nobody else.
02/27/2018 09:57 AM
4 Powerful Tony Robbins Quotes That Can Increase Your Sales
Every time I talk about Tony Robbins, I feel intense emotions. Tony taught me a lot and made a difference in my private and professional life.
02/26/2018 08:15 AM
I Doubled My Income in 90 Days Using This Technique
Seems too good to be true, doesn't it? I mean, who can double their income in just 90 days?! Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the time, and out of 25 sales reps in my company, I was 23. Life wasn't very good back then. I didn't know what I was doing wrong, so when I heard Stan make this claim, I was all in.
02/22/2018 04:03 PM
5 Reasons Why You Probably Need Cash For Cars
There is a frequent increment in the amount of junk car nowadays and they need to be disposed of safely for the eco friendly environment. Some thoughtful company came with a concept of disposing of these useless cars via safer means. And the seller will get reasonable amount just by selling their junk car.
02/21/2018 08:04 AM
Getting Clients to Attend Your Seminars
For many people in business, a major sales and customer relationship management goal is to try and get customers to attend your seminars, conferences and sales events etc.Unfortunately, such efforts often fail. Some of the commonest reasons given by potential attendees, as to why they did not actually attend, are given below.
02/19/2018 10:02 AM
What Level Are You Playing At Everyday?
Have you ever wanted to improve an area in your business and/or life? Do you ever find yourself feeling frustrated and you're not seeing results that you wanted? And if yes, please keep on reading.
02/12/2018 03:49 PM
Cold Calling: Stop Pitching the Gatekeeper
I was talking with a client last week about some of his new employees. He told me that some of them are struggling to get through to decision makers, and he thought it was because they were "pitching the gatekeeper." I listened to some of his calls, and he was right! Here is the mistake: Many sales reps have never been taught the proper way to deal with gatekeepers, so after being screened out by them, they take the attitude that "If only they (the gatekeeper) knew how much this would benefit the (decision maker), then they'd put me through!" So they start pitching them...
02/05/2018 04:25 PM
Why Motivation Isn't Enough
As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do - that I had the ability and potential to do - if I choose to. And during the last week, I explored many areas where I had a lot more knowledge, and even training, than my results in those areas showed. I now had a strong desire to learn what was holding me back, and, as I said, I was motivated to finally learn how to use more of what I had. This led me to think I knew what was missing: motivation. I obviously had lacked the proper motivation or a strong enough desire to put my ability and knowledge to use. I couldn't wait to meet with him again, and that meeting took place on the following Monday. As usual, he asked me how my week's experiment had gone. I told him I'd found that I knew a lot more about things than I was using. He smiled that smile again, and this time I smiled back.
01/29/2018 04:17 PM
Knowledge Is Power - Or Is It?
The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could I get into ideal physical shape and run that marathon one day, and many other things. Perhaps the most revealing aspect of this exercise was listening to my self-talk as my initial answers came. For example, when I asked myself if I could write a bestselling book, my automatic self-talk was, NO! I was amazed by the flurry of supporting thoughts - and by how quickly they came - as to why I couldn't. Things like I had never written a book before; It was really who you know, not how well you can write; And I even thought that there are many, many other writers better than I was who never wrote a bestselling book.
01/27/2018 08:56 AM
The ABC's of Selling Are Powerful, But Are Not What You Think
Today, the sales ABC's are not what you think they are! There was a time if you asked me to recite the sales ABCs for selling success I would proudly trumpet Always Be Closing. That was then.
01/22/2018 08:13 AM
Do You Have What It Takes?
I remember my first sales job out of college. It was working for a company that sold investments - limited and general partnerships - to high net worth individuals around the country. My job was to make 150 cold calls a day, identify prospects, and then send out a brochure that I would follow up on a few days later to pitch and try to close. It was hard going, lots of resistance and lots of hang ups. Frankly, I wasn't very good at it. Soon I began to long for the care-free days of college life.
01/08/2018 10:54 AM
Secret Solutions to Effective Sales Conversations Identified
Secret Solutions to Effective Sales Conversations Identified Ensuring productivity at work can be challenging. Optimize time recovered and the ideal way is to overcome distractions. Implementing communication tools like an inner messenger is going to boost productivity. Since it promotes collaboration between workers. The way to grow a sales team's productivity is to supply them with qualified leads. The ideal way to boost ANY sales team's productivity and efficiency. Supply them with the tools to do their job.
12/29/2017 11:13 AM
Cultural Strategies for Alignment of Sales and Marketing
Creating a cultural alliance of sales and marketing in your company will create a positive impact. Enabling the culture should be an imperative dynamic of the organizations strategy.
12/20/2017 02:32 PM
Why FEAR of Making an Offer to Your Ideal Client Is Costing You the Lifestyle of Your Dreams
One simple but most important thing to overcome the fear of making an offer to your ideal client. As a coach I see this over and over again people FEAR sales and are blocked emotionally. Here is a way to change this.
12/17/2017 09:44 AM
Customers and Processes - How to Survive
Customers and processes are the key ingredients if you are to survive in this economy. Regardless of your position or occupation, you absolutely need these two elements. Element number one is more customers. The second is viable processes.
12/07/2017 04:08 PM
Convincing People That Your Brand Is the Best Choice
Whether you own your business or you work for someone else, the chances are really good that you will need to get involved with marketing that business so that you can be successful and bring that business to the next level (in the not-to-distant future). In order to do that, you need to make other people feel that your brand and your offerings are the best choices for them and that you are the one who can solve their problem. Having the ability to convince other people that they need you and only you When...
12/05/2017 07:57 AM
How Can I Beat a Lie Detector?
The other day I watched that Seinfeld episode where Jerry put himself in a situation where he had to take a lie detector test. (he was dating this lady cop and she asked him if he watched the TV series "Melrose Place" which of course he lied and said he didn't, but she didn't believe him so he had to take test) So he was talking to Elaine and he was telling her "what can I do? Maybe I'll try to beat the machine", and she said, "who do you think you are - Costanza?
11/28/2017 08:09 PM
Rocky Balboa's Salesmanship Strategies
I love the Rocky movies, and what Gen-Xer wouldn't? Oh, the many memories of running on the beach training hard with the Rocky songs in my head. Remember the fight for the championship in Rocky 2, where he started the fight as a regular right-handed boxer only to switch in the end back to southpaw to win the fight?
11/25/2017 09:51 AM
The Most Powerful Conversation You Can Have With a Prospect
It's tempting to talk about what we know, instead of what your prospect wants to know. Here's how to change your approach and have a successful sales conversation.
11/25/2017 09:46 AM
The Monkey That'll Teach You How To Sell
Would you try selling your product to a chimpanzee? Sounds like a dumb question right? But don't judge quite yet - here's a story of a most successful, chimp-talking marketer that will teach you how to skyrocket your sales
11/24/2017 09:35 AM
The Best Sales Follow Up Tool to Make More Commission
The best sales follow up tool to make more commission leading to great results is not at all complicated. Get more sales, more clients, a bigger network when you stay connected. The gold is in the follow up.
11/21/2017 10:13 PM
The Only Mindset You Need To Become A Top Salesperson
After spending many years in the sales arena, I realized that there are specific characteristics that set apart top sales people from the average ones and the same is true for those who are not successful in sales and these characteristics are the same regardless of the type of business you are in as a sales person. They go to work to work The top sales people go to work to work, It should be a common sense, right?
11/17/2017 08:20 AM
List Building Tools - The Fortune Is in the Follow Up
List building tools are the foundation for earning a six figure sales commission income. Most automobile salespeople consider the vehicles on the lot as their inventory. Wrong!
11/13/2017 04:36 PM
5 Quick Secrets To Compelling Emails
Want to get your emails returned? Who doesn't... Many of us would settle for just getting our emails read! Let's face it: prospects get hundreds of emails per week and there is a slim chance they are going to read - let alone respond to - an email from a sales rep.
11/01/2017 12:15 PM
Tackling the Problem of Sales Engagement With Your CRM
A 3-Step guide to improving the sales engagement with your CRM system. Improving data quality and giving your greater insight into your business.
10/30/2017 02:25 PM
From Sewer-Line to Pipeline With Insight Selling
Here's a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight. As they achieve true sales wisdom, it's like they're using GPS while the competition is selling blind.
10/17/2017 03:57 PM
How To Boost Your Holiday Sales Using BOGO
The holiday season is peak season for most small businesses. One of the most overlooked marketing tricks to boost holiday sales is using BOGO (buy-one-get-one) offers.
10/08/2017 10:05 PM
5 Ways a Copywriter Can Help You
Also known as "web copy", a copywriter can help you explain concepts and persuade online readers to do something positive. The buzzword today is content. Marketers use the word content to describe anything on a website or published on social media.
10/03/2017 03:12 PM
Negotiating Is Key
Negotiating is a skill that can be obtained through various methods but it all comes down to practicing and learning from your mistakes. Get a better understanding of negotiating and what it can get you.
09/29/2017 08:17 AM
What to Do When a Prospect Breaks Your Heart
Losing a prospect when you've nurtured the relationship can be painful. How do you put yourself in the best position for your prospect to choose you?
09/28/2017 08:53 AM
Doctor or Salesperson - Which Would You Rather Be?
Saw these average salaries quoted in USA Today last week: Physicians are the highest paid salaried employees in the U.S.: $187,876 a year. Pharmacy managers are second at $149,064 per year. Third are patent attorneys at $139,272. Fourth are medical science liaisons at $132,842. When I was growing up, my parents wanted me to be a doctor - or a lawyer. They argued that I'd make lots of money, have job security, and would have a highly respectable career.
09/28/2017 08:52 AM
Should You Use: "Is This a Good Time" - Yes or No?
The debate of whether to open your calls asking, "Did I catch you at a good time?" or "Is this time still good for you?" (for presentation call backs), is alive and well - unfortunately. Just last week, I received this email question from a reader: "Hi Mike, question - after I send out information to these guys and I come back to them with an idea do I ask them if they have a minute before going into my pitch?"
09/26/2017 11:12 AM
What You Must Know to Excel As a Sales Professional
We all conversant with the popular maxim that, "knowledge is power". Without any doubt, knowledge is indeed influence, control and power for the sales professional. In today's competitive business environment, anyone desirous of success must first seek, pursue and capture knowledge. This can be referred to as know how, the capacity of information that is generated through study and interactions, as well as experience. So, what must you know as a sales person to prospect, sell, win customers, keep customers, meet and exceed sales targets, and excel?
09/25/2017 09:26 PM
Why Does Your Business Need A Sales Funnel?
A sales funnel is set of steps where you guide a prospect through a series of communications that results in them buying from you. But what happens after that first sale is made?
09/21/2017 10:59 AM
How to Bundle Your Leveraged Sales Offers
Is there a way to bundle leveraged sales in a way that it is lucrative to both you and your prospects? The answer is yes and we will cover the basic process promotion of bundled goodies.
09/20/2017 04:36 PM
Some Ways to Feel More Comfortable About Cold Calling, Sales and Business Calls
Speaking to people on the phone can sometimes cause anxiety, whether it's a cold call, a call to an existing client or a call to chase money. Here are some ideas to help you reduce that anxiety.
09/13/2017 10:58 AM
Creating Positive Habits
Whether you would like to admit or not, we all have habits. Some of them are good, such as exercising or even reading everyday.
09/12/2017 08:01 AM
Planned Spontaneity For Sales Professionals
Planned spontaneity is a great technique for sales professionals. A polished salesperson knows that the unexpected often happens and humor can save the day. Learn how you can use humor to save the day!
09/11/2017 10:59 AM
Why Education Is Still Important in Leveraged Sales
Leveraged sales are a means, not the ends to your educating your prospects are still the primary goal. The more informed they are, they can make wiser decisions.
09/04/2017 09:14 AM
Today's Challenges in Managing the Selling Cycle
It's every salesperson's aim to reduce the selling cycle so in turn more business is generated. However, the selling cycle can slow down and even stall when: • The client hadn't dealt with your company and is unfamiliar with your products or services • A major decision is required that will require a large financial commitment and other resources • Cross organisational functions involved in the decision-making process • Many competitors including the client's internal resources bidding for the same business • Other client needs competing for the same funding • Fear of a personal backlash by the...
08/29/2017 08:03 AM
Sorry, Practice Doesn't Make Perfect
This is one of my favorite sayings, and I love to use it during training or during a speaking event. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up! Everyone has heard this saying since they were kids, and most people believe it is true. And you should see the look on their faces when I tell them it's not. As they slowly put their hands down, I tell them that practice only makes permanent. If you practice something wrong - a golf swing, a sales rebuttal, etc. - you're going to get really good at doing it wrong. In fact, it will be easy for you to be bad at something automatically, you won't even have to think about it!
08/23/2017 10:26 PM
When "No" Is the Best Answer
"No" can be the starting point of the biggest sale of your career. Experienced and successful sales professionals know that "No" should not be confused with "Never.""No" can mean that this is not the right time to ask for the sale. "No" could mean that you are talking to the wrong person. Turn "No" on its head when you: 1.) Confirm the role that your product or service can successfully play in the realization of your prospective clients' goals; 2.) Verify who in the organization has the biggest stake in obtaining the solution to achieve those goals; and 3.) Identify who has the authority to approve the purchase of the product or service that can can produce the desired outcomes. You will then be prepared to approach key influencers and the decision-maker, sell your solution in a way that reassures the client and win the contract.
08/21/2017 03:59 PM
Dealing Successfully With Gatekeepers
Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: "Will he know what this call is about?" And "Is she expecting your call?" And "Have you spoken to him before?"
08/17/2017 09:46 AM
How to Maximize the Return of Your CRM Platform
Buyers are entering the marketplace engaged and educated, so insights of their experience become your company's competitive advantage that can translate into revenue growth. You can do this through proper CRM platform (Salesforce) integration and aligning sales and marketing.
08/16/2017 02:27 PM
Influencer Moments of Truth for Business Growth
What are the moments of truth in your practice? What mechanisms do you have in place so you can capture referrals, testimonials and LinkedIn recommendations? It's essential you harness the power of your moments of truth so you can increase the amount of trust in your business, capture more leads and have a greater impact on the potential clients who need your help.

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