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How To Stop Chasing Prospects Forever! (09 Feb 2007)
Explains how salespeople can begin the sales process, right from the start, in ways that will eliminate flakey prospects and end the old routine of having to chase prospects in order to make a sale.
Making Sales is Easy When You Learn How to Make Friends (09 Feb 2007)
You must change the focus of the sales experience on making a friend
rather than making a sale. When you focus on making a friend at all
costs, you will find ways to serve your customers beyond the scope of
what you do in your business.
Be Yourself (09 Feb 2007)
I can't tell you how many times I say to clients and workshop participants, "It's not about you, it's about your clients." And I stand by that. The subtle, tricky part about connecting with your marketplace is that you still have to be yourself. So it is about you, but not in the way you might think.
Qualifying vs closing (09 Feb 2007)
What is the most important step in the sales process? Why? How would you close a sale without identifying the issue?
Evaluating Your Customer (09 Feb 2007)
It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don't want, don't need, or can't afford.
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Keep Sales Simple (09 Feb 2007)
With all the training sales people go through, it is not hard to loose sight of the natural sales ability we were all born with. Sales was meant to be fun, and by keeping it simple, you can increase your productivity.
The Pipeline: Curious, Desperate, Inspired? (09 Feb 2007)
You do have a "Pipeline" don't you? You know, the directional map of how you're going to encourage complete strangers to part with their money to buy what you're selling!
Probe Before You Sell (09 Feb 2007)
When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.
How to Sell a Feeling (09 Feb 2007)
To be totally in tune with the needs of your customers or prospective customers you have to listen to them. Listen to them - it sounds easy enough to do but not everybody gets it right.
Business Appointment Success or Failure (09 Feb 2007)
One of the quickest ways to loose a sale is to be late for an appointment. A businessperson's character, among other things, may be judged by their punctuality. Some prospects may see it as a slap in the face if you are late for your meeting with them. They may view it as a sign you have no regard for your own word, or their time. And you cannot be depended upon. So why should they do business with the likes of you?
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Curiosity and How It Effects Your Business Proposition (09 Feb 2007)
The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk.
The Business of Closing the Sale Without Killing It (09 Feb 2007)
You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind.
The Makings of a Salesman (09 Feb 2007)
Salesmanship is the force that moves business. Without it all business would be at a stand-still. Just being able to sell does not complete the definition of salesmanship. A fraudulent person may be able to sell you a piece of swamp land, but because they were able to sell the worthless piece of property to you, does that say they demonstrated salesmanship?
Your Business Approach Can Make or Break a Business Deal (09 Feb 2007)
Every sales presentation should start with the approach, or introduction. Your approach should be a well-defined statement that can be easily adjusted for any situation. Although getting the prospect's attention brings fear into the hearts of some people, generally, it is not a difficult thing to do. But it can be easily lost with drawn-out, unnecessary chitchat.
The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone (09 Feb 2007)
Successful people know that one of the most important abilities to possess is the ability to persuade and influence others. Here are some hot tips to do this effectively.
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Increase Profits from Your Existing Customers (09 Feb 2007)
An area many businesses fail to recognise as a way to increase profits is by utilising their existing customers. Don't view each sale as a "one-off". Look to build a long term relationship with your customers and entice them to keep coming back.
Increase Your Sales With an Incredible Offer (09 Feb 2007)
What are you selling? Coaching? Consulting? Professional services? A product? Information?
To start with, you need to sell your product or service in terms of benefits to your clients and not features.
7 Steps to Selling Artwork (09 Feb 2007)
This article reveals the 7 vital steps in marketing art for profits. Selling art is easy when you know how. This article provides the guide map to become profitable as an artist. Learn these secrets and you too will be well on your way to selling your artwork!
Just Ask (09 Feb 2007)
Most sales people do not get what they want: a Sale. Most customers do not get what they want: a new vehicle! Why? Because the salesperson didn't do his/her job? The job? To ask your customer to buy...
Sell Yourself, As Well As Your Product (09 Feb 2007)
When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.
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