Sales Information

Sales Information

Success Reloaded: The Matrix


So the other day I'm watching the movie The Matrix, again. For some reason I can't get enough of the great special effects.

Selling: an art of a skill?


Selling is as much an art as it is a skill. The basics of the selling process can be learned by anyone, but the practice of selling is something that the super star sales people have brought to an art level.

Warming Up To Cold Calls


Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with anxiety.

Why There Will Always Be High Paying Sales Jobs


With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?".

Creating Intense Emotions That Motivate People


Ever wish that your presentations could be as much fun as a cool TV commercial? Come late January every year network TV treats us to America's finest and most expensive commercials - Superbowl commercials. You may remember some of these even now, 2 weeks later.

Too Much Empathy Will Cost You Money


Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time to examine some of your beliefs about selling.

3 Tips For Getting Through The Voicemail Screen


How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail.

How to Create Material That Will Get You Sales Now!


WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his own words.

Dont Be Macho Selling Ice to Eskimos


This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers.

The Force That Drives Buying Decisions


What do people buy? They don't buy your wonderful presentation. People buy solutions and visions.

Impotent Questions - How Much Are They Costing You?


Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future.

Use Pain To Get Commitments


Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are really hard to get a hold of. When I do get someone on the line, I am thrilled just to talk to them.

Leveraging Yourself Up To Executives When Selling


The fastest way to get a decision made is to speak directly with the decision-maker, right? OK, so you knew that. Often times, the decision-makers are not easy to get to.

Obtaining Self-Confidence


A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in a sale. I have been told that I am an excellent sales person, however I lack the self-confidence to close the sale.

The Email Blow-Off


This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do.

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