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The Multiplying Factor In Sales Success (09 Feb 2007)
As I have studied the success patterns of top sales professionals from all types of industries and from all parts of the country, I began to make an exciting discovery. I learned that for the 20% of the sales people who sell 80% of the goods and services in the United States, achievement or failure is controlled in large measure by a multiplying factor that any sales professional can reproduce.
Being Politically Correct When Selling Can Cost You Sales (09 Feb 2007)
Sales trainers, coaches and managers teach that you must be "politically correct," polite or professional, when you for information. Being politically correct may just cost you the sale.
How to Reduce Sales Resistance (09 Feb 2007)
Sales resistance can lead to frustration and defeat for sales people. This article provides the solution to this enduring problem. Find out how to reduce sales resistance by developing an "attraction" approach to your sales and marketing process and how it beats the traditional "push" sales model hands down.
How to Build Rapport in 7 Seconds! (09 Feb 2007)
If you know how to build massive rapport, you don't need to know how to sell! Selling is 5% sales skills and 95% rapport. How do I know? Because for 6 months I studied how to build massive rapport and I had people dying to buy whatever I was selling, even before they knew the price! Here's my secret...
The 12 Dumbest Things Salespeople Do (09 Feb 2007)
One thing is for certain if you're in sales you're going to make mistakes. It's only natural - nobody's perfect. But some of these mistakes are real doozies. Here are the 12 dumbest things salespeople do on a daily basis.
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The Myth of the Natural Born Sales Wonder (09 Feb 2007)
Salespeople are not born, they are made. So what's the point of using personality inventories?
Elearning Is Dead - Long Live Blended Learning! (09 Feb 2007)
Elearning without human interaction is bound to result in expensive failure...
How Business Coaches Avoid the Yearly Training Feeding Frenzy (09 Feb 2007)
What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn't have any training needs and now I have a shed-load of them?
Change Takes Time (09 Feb 2007)
So what do you do? Forget training? No, but you may want to think about the steps that must follow a training program to make it stick. These can include email reminders, peer coaching, and manager mentoring. In this case, we are adding audio 'mini-seminars' to the mix.
Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales (09 Feb 2007)
Traditional sales closing techniques build resistance from your customer and create stress for sales people. Learn how to get out of playing the "numbers game" with typically poor results. There is a more effective approach than to always be closing. A focus on opening relationships leads to greater trust and less stressful sales interactions - and ulitmately far superior results.
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The Truth About Sale Success! (09 Feb 2007)
Top sales professionals and service industry "rainmakers" earn a lot of money. Learn why they consistently produce sales success from research conducted in the United States and Germany.
Five Tips To Increase Your Sales (09 Feb 2007)
1. You could end your ad copy with a discounted price. Just list your regular price and then offer a discounted price off the order 'right now'. You could also offer a rebate that takes effect instan...
Customers Want You to Ask for the Money (09 Feb 2007)
Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes...
Order Takers vs. Sales Professionals (09 Feb 2007)
As sales management we all know that in a ideal world prospects would just pick up the phone and give us an order - but for most of us sales is not like that! Yes it would be utopia however have you considered the difference between order takers and sales professionals?
Unlocking the Myth of Hypnotic Communication (09 Feb 2007)
Hypnotic communications is a very natural process that we all do all the time -- some have just learned to do it more eloquently for positive outcomes and others sabotage themselves. It's a skill that you can develop to be a very powerful communicator for changing yourself and influencing others.
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Using the Consultative Approach to Gaining Sales (09 Feb 2007)
Going head on to make the sale rarely works. If you work with the potentail customer to fill in their business gaps, you will be far more successful. This article talks about how to be a consultant to the client rather than just a sales person.
What Does It Take To WIN A Sale? (09 Feb 2007)
Analyzing what was good or wrong with your presentation will help you to win more business in the future. This article will discuss methods you can use to analyze your sales.
How To Write A Solution - Savvy Sales Letter to To Get Clients (09 Feb 2007)
Too many sales letters are shaped into paper airplanes and flown into trash cans because freelancers write sales letters that sell their services. These freelancers have never listened to the quiet...
The “Finding Common Ground” Sales Technique, Is A Myth! (09 Feb 2007)
Studies conducted by Dr. Al Mahribian at UCLA into effective communi-cation, strongly indicate that often the decision to purchase a product or service is made in the first two minutes of a sales transaction. Two min-utes is usually not enough time to discover something you might have in common with a prospective customer or client and then build on it to create a trusting relationship.
How to Make Training and Development a Power Agent for Change (09 Feb 2007)
Why do so many training or development initiatives fail? Many people jump on the training bandwagon without fully analyzing their reasons for doing so.By following the 10 steps outlined in this article, you can ensure a better return on your training investment.
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