Sales Information

Sales Information

How to Sell Your Products Without Competition


Selling your products at shows can be difficult when you have a lot of competition. Although some show organizers are careful to have a good mix of vendors, it's not uncommon for other shows to have 20% or more of the booths filled with vendors in the same niche - which is a buyer's market and a seller's disappointing show.

Packaging Maketh the Person


The multi million pound cosmetics industry is acutely awareof the value of packaging. You'll know this if you've everbought anything from those glamorous ladies whose countersare always just inside the front door of Department stores.

Breaking the Ice and Winning Over the Client


Wherever you turn these days you'll find articles covering every business strategy and tactic available to man from how to make a great presentation to strategies for success all the way to negotiations and prospecting and getting a client to commit. But hardly anyone touches on the subject of breaking the ice with a new client and winning them over.

Are You a Winner or Whiner?


I've found that winners say "I choose to." Whiners, on the other hand, say "I have to.

Dress as Though You Mean Business


Could casual Friday be undermining your leadership ability?One of the cool things about working in a home office is that you can do business in torn jeans and a T-shirt because no one sees you but the dog. And Sparky believes in you no matter what you wear.

Clear Up Blurry Communication


One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call.

To Sell Successfully, You Have to Be Willing to Be Different


We are complex. We confidently assert that we are independent thinkers but then we can feel uncomfortable -- even embarrassed - if we break out of "the norm.

No Regrets


Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?According to a study, just before people die, if they express any regrets at all, those regrets tend to fall into two categories.

Im A Second-Story Man


Can you say who you are and what you do in twosentences or less?If someone should ask (in an elevator, get it?)what do you do? You should be able to recite theanswer as fast as Robin Williams comes up with aquick one liner.Robin Williams can do it because he has rehearsedevery line.

Reviving Dead Clients


Most consultants I've talked to don't spend any time trying to recover inactive clients and it's a big mistake. We tend to magnify the problem we had or just want to move on, but sometimes a simple apology and offering to make things right will bring you back a client worth thousands of dollars in billing.

Getting Referrals


ReferralsA substantial part of your business can come from referrals. The key is to provide extraordinary customer service and educate your clients and influencers to this fact.

The Top 10 Ways to Add Extra Value


Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while others will place a higher value on reliability, convenience or things like color, popularity (think Pokeman cards!) or durability.

How to Build Sales With Extended Benefits


An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products or packages, also often called the "extended warranty."Extended warranties are subtle forms of insurance policies that guarantee a product or service's performance, especially after an initial period of time.

Instead of Discounting, Back Some Value Out of Your Proposal


Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself.

Plan For Your Next Trade Show Appearance To Be A Success


Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.

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