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The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I suspect that the problems cropping up in the sales arena these days - the increased length of the sales cycle, the increased levels of competition - are leading sales management to base their initiatives on being of true service to prospects, as a way to seem different from the competition.
A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and entrepreneurs who tell me they do not cold call because they want to build relationships with prospects.
Why Should I Buy From You?
Virtually every business you contact has this question in their mind. To truly maximize your revenues you need give people a reason to buy from you versus a competitor.
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.They go on and on about how this product can do this and that.
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.
An attractive woman has a decided advantage as sales representative over her male counterpart. This "selling edge" is primarily due to the existence of the "glass ceiling" found in most business organizations today.
Keep the Referrals Coming
A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction.
The Benefits of Display Mannequins
Mannequins are primarily used in stores to display clothing. A display mannequin is usually a full-size dummy in the shape of a person.
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80% of your business comes from 20% of your client base, there are a lot of missed opportunities to keep your clients coming back again and again and yet again. Having worked six years in the hospitality industry, particularly the hotel business, I have found the key to success and I would like to share it with you.
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses.
Now Is A Great Time To Sell!
Its official. The news just came out.
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat.
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice is between your product and your competitor's, but sometimes it's not.
Sales Letters - How to Write Them
You could just send out your brochure to potential customersbut it's much better to personalise your mailing with a wellwritten sales letter.Personalise - Using the person's name in a sales letter willgive you the greatest success.
Lance Has What It Takes
Lance has what it takes and then some.Did you know .
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on the other hand, say "I have to.
Future Business Key Element In Sales
A challenge facing many businesses is how to maintain a constant stream of customers in order to provide a regular cash flow.One method is to choose a location that ensures a steady flow of traffic past the door, creating a constant awareness of the business.
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up." is from Woody Allen.
Overcoming the Fear of Selling
For many of you the Fear of Selling is a huge challenge and obstacle for you from day to day. The first thing you need to do is find out exactly what it is you're afraid of.
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let that guy sell me on something that I had no real need for at the time? Do you ever get a sneaking suspicion that your probably not going to really use whatever it is that your buying in the way that it was presented? If this is true which is often the case, then why in the heck do we give up our hard earned money for something that until we heard some sales spiel, we really had no need or want to have.Please allow me to expose what marketers do to us on a regular basis in an effort to develop those perceived wants, needs and desires in us which drive us to buy what is being offered.
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