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- Sales Training-
Sales Training - Great Sales Success for Women (and Men Too!) Key #3
In this 10 Key article series, learn how to catapult your career, your sales, and your life through learning superior 'Saleswoman-ship.' Key #3 is Create Daily Segments
Create Daily Segments
Why do we put so much stress on daily sales targets and daily activity targets? It's because we've seen so many failures by talented, hard working, well-meaning people who deserved to succeed. No one ever sat them down and said, 'Look, suc…
- Use The Blitz Presentation and Blitz Sale - When Appropriate ï¿½
When we talk about prospecting for the commercial/industrial sales professional we usually consider these facts. First, numerous studies have shown that sales are made after the 3rd call so the initial calls are simply relationship builders. Second, timely follow up is critical so that you can actually get to that 3rd call. Third, we have found that a low key and repeatable system for prospecting is easiest to measure and track effectiveness. That is also a brief description of our BLITZ CALL® …
- Day Trading Online ..... How to make money buying and selling stocks every day
The stock market can present you with a lot of stocks every day. Some of them are extremely risky while others are not as good as they seem. When you know how to identify and approach the best momentum stock opportuntites, you are able to generate a consistent and respectable amount of money in a very short period of time. We know that day trading stocks with momentum is not the only way to make money investing online in stock market. But it can be the fastest way when you do it right. We also u…
- Is Cold Calling Dead? By Frank Rumbauskas
Is cold calling dead? And if laws are being passed to put it to rest once and for all,
how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual.
For example, most of the old-timers are vigilant in preaching their belief that the
only possible way to succeed in the world of selling is to make no less than fifty
calls each and every day. On the other hand, younger salespeople tend to become
frustrated with this rather quickly…
- "The Art of Hiring Smart: Finding the Right Person for the Job"
Benchmarking is a process which establishes behavioral standards most appropriate for a given position - that is, what behaviors are most effective most of the time in this job. A well-defined Behavioral Job Description acts as a standard in evaluating existing employees as well as a guide in hiring new employees. Today's benchmarking tools are powerful, but they can cause as much damage as good if they are carelessly applied. With the help of objective tools and targeted guidance, the process h…
- The Sales Training Series: Gaining Commitment
Employers value salespeople based on their ability to Gain a Sales Commitment. Improving this sales skill has never been more important than it is today. So, what are you doing to get better?
Here are several ideas on how you can improve your sales effectiveness at gaining customer commitments.
Always Have a Commitment Objective!
Our recent research shows that nearly 80% of salespeople do not understand what their primary purpose is. Your principle mission in sales is to Gain Commitment. The …
- How to Make Sure You Sell More! By Steve Faber
Make sure you target women. It’s true for almost anything you are selling. According to Women Mean Business: The Secret to Selling to Women, eighty percent of all checks written in the US are written by women and they purchase 80-% of all consumer goods in the U.S. That’s not a market segment you can afford to ignore. Even for items traditionally thought of as male dominated, such as consumer electronics, women have significant influence.The Consumer Electronics Association (CEA) found women a…
- Build & Protect Your Confidence By Shamus Brown
I can remember the first time that I had to get new customers from a cold start. I was a sales rep at IBM. I had only been selling for a short while since graduating from college, and I didn't really know what to do.
When I started working for IBM, I was given extensive sales training. My sales training period took me 9 months, which you may be surprised to learn was considered fast back in 1987! IBM wanted its salespeople to be well prepared to sell any of its products to any business that w…
- Needs Based Selling By Jay Conners
I am sure you are familiar with the phrase, “I could sell ice cubes to an Eskimo.” First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.You would have to be one heck of a sales person to accomplish this, but why would anyone waste their time selling somebody something they didn’t need?First of all, imagine how long it must have taken to pull off a sale like that, I doubt the Eskimo jumped …
- Voice Mail That Sells
As a business owner, I receive my share of sales calls in a given month. More often than not, I’m away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few of the common mistakes I notice and how you can correct them.Mistake #1 – The message lacks focus or clarity. You are more likely to receive voice mail today than actually connect with the person you are trying to contact. That means you must be pre…
- Are You A Negotiating Nightmare?
Years ago I read this quote:
The definition of PAIN:
'The difference between what you HAVE and what you WANT.'
Over the many years of being in sales I see 2 kinds of people when it comes to negotiating.
1) The person who doesn't budge an inch.
2) The person who gives away everything to get the deal.
I would much rather you believe in your product/service as compared to giving away discounts/freebies etc. with no regard to your own value.
As we all know... reality usually lies somewhere in the …
- The Five Basic Reasons Why A Salesperson Underperformed.
It is always easy to blame one person or several people for the failure of a sales process or the failure for the whole sales team within a company. Sometimes those people are just symptoms of a different problem. Perhaps a greater problem. Though it easy to find fault, it requires honesty to determine the true causes of sales process failure. There are only five causes to a sales process problem.
There are only five distinct areas that cause the underperformance.
1. Organizational or Systemic p…
- Lubov (Luba) Warrack, Dedicated Silversmith and Jeweler
Lubov (Luba) Warrack, a dedicated silversmith and featured jeweler on jewelrycrossings.com, quite amazingly arrived at the jeweler’s bench via the science lab. In fact, Luba came to the United States from her homeland of Russia in 1990 on a research grant. A graduate in biology from Moscow State University, she received a Ph.D. in neurophysiology from the Russian Academy of Sciences. When her research was completed at a university in North Carolina she wanted to become a university lecturer, bu…
- The Allure of Antique Store Fixtures By Jimmy Sturo
They say if you wait long enough, a style you liked in almost any genre will come back. This is as true for retail store fixtures as it is for clothing or styles of music. The look of the 1960s came back strong in the early 90s and now it appears as if the 1970s are enjoying a renaissance. This rule of thumb applies not only to the style and type of merchandise being sold, but also to the look and feel of the retail establishments selling them. A good way for a new retail business to save mone…
- Want More Customers? Be Overt!
The essence of being overt is to be clear and assure your prospective customer understands exactly what you want them to understand about the benefits, difference, and reasons to believe in the outstanding value of your offering.In my business I see a lot of customer communication materials. Unfortunately, I see too many customer presentations whereby you finally understand what the company does and what benefits they deliver to their customers somewhere around slide 7 of a way-too-many-slides …
- Can You Become a Star Trader ? >> How to Play The Stock Market ... Winning the Stock Market Game
Can You Become a Star Trader ? >> How to Play The Stock Market ... Winning the Stock Market Game BY.- http://www.StressFreeTraders.com
Profitable day traders and investors recognize that knowing how to pick and trade stocks with momentum is among the fastest and most effective ways to harvest BIG piles of cash in the stock market.
The problem is that if you don't know which stocks to look for and how to approach them while limiting your risk, you won't even get close to making some profi…
- 10 Power-Packed Ways To Spark Your Sales By Rojo Sunsen
1. Spend money on targeted advertising instead of
mass media advertising. You don't want to waste
your ad dollars on people who aren't interested.2. Increase your profits by concentrating on small
details. Improving small things like text size, color,
or graphics can really make a positive difference.3. Keep your offers flexible. If you offer a set price
for your product, you could offer the people that
can't afford it an optional payment plan.4. Offer your knowledge or consulting as a bonus
- Enticing Voicemail Messages
Sick and tired of prospective customers never calling you back? Then it's time to take a good hard look at what you're doing - or not doing - that's creating these results for you.Voicemail is a fact of life today. Whether you like it or not is irrelevant. And believe me, getting through to decision makers is only going to get worse. So if your livelihood depends on getting in to see these people, you better learn how to use it to your advantage.First, let's take a look at the basic formula most…
- Online Networking Through Reciprocal Links
Online Networking Through Reciprocal LinksJudy Cullins c. 2003 All Rights Reserved.What is Networking?Networking can make you rich with wealth, referrals and sales.And much more, it can bring adventures, challenges, friends,relationships, and passion. Exchanging reciprocal links is theOnline version of networking. Here's seven reasons forexchanging links.Seven Reasons for Exchanging Links1. When you exchange links with Web sites related to your topic(product or service), visitors who click your …
- Small Business Sales: The Practicalities
By Ben Botes: http://www.my1stbusiness.com
You don't have to be a born salesman to get orders. You don't even have to enjoy selling. You just have to be clear about what you want and what you have to offer. Remember that effective selling is essential to the success of your business. So whether you will be making the sales or have a team to do that, you should do everything you can to ensure that your sales are done in the best way possible.Selling is one of the most important aspects of any b…
- 16 Quick Retail Promotional Ideas To Increase Your Sales Without Discounting
1. Send out a FREE sample of your product with a special'two for one' offer - this enables your customer to get a first hand experience of your product in action AND the'two for one' offer maximises your average transaction value. 2. FREE lessons on make-up, sewing, hair styling, skin care, gardening, building a pergola/deck/retaining wall .. the list is endless By seeing how to get the best use out of your products they're likely to buy a range of accessories and essential items to help them ac…
- Do You Know When You Are Being Sold To? By Joanna Ferndale
Britney Spears has recently caused controversy with suggestions that the ad campaign for her new fragrance range uses subliminal or hidden messages in its efforts to convince potential buyers. Advertisers have long been aware of the power of appealing to our subsoncious minds, so what methods exactly do they employ, and how widespread is the practise?Broadly speaking, there are three methods in common use - Product Endorsement, Product Placement, and Hidden (Subliminal) Imagery.Why do advertis…
- Female Mannequins: An Overview By Jimmy Sturo
Female mannequins are very common in clothing stores. They are often found throughout the store, from the front window where they display the store’s latest and greatest fashions, to all other sections that featuring women’s clothing. There are many types of female mannequins. Some are full-size figures that are completely built to the scale of a real female body, while others simply feature a torso on a stand. Other female mannequins are just heads that are used to model hats, makeup, or wigs…
- The Relationship Between Colour & Sales By Amanda Vlahakis
Make no mistake that emotions are the driving force behind sales, and customers making buying decisions can be influenced through visual elements towards a particular behaviour or emotion that will encourage more sales.Not convinced? Have you noticed that a lot of restaurants are decorated in/heavily feature reds and/or oranges? Still not convinced?Pizza Hut
Frankie & Bennys
Bella Pasta (one of the few to focus on Orange rather than red)These major players un…
- "Do we have enough qualified meetings to make our revenue plan?"
Sales and executive management love to focus on closing sales - and rightfully so; if deals don't close, revenue has no chance of being recognized. But while all of the focus and attention is on closing deals and getting business 'done' this month and quarter, our real emphasis should be on getting more qualified meetings - more qualified meetings than necessary to meet revenue expectations. If you don't get more face time with real prostpects, you don't get more sales, you don't get more reven…
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Car Sales Training and Tools for a Growing Competitive Dealership
Car Sales Training is something that the more successful dealers in America are embracing with open arms once again. As competition stiffens across the States, dealers are finding it more important that they have a well-oiled machine...accomplished through an effective car sales training program.
As new technologies sprout up every day, more dealerships realize that they are able to leverage them to their advantage and implement much of this new technology into their car sales training programs.…
How to Build Trust and Overcome Skepticism With Prospective Customers!
Would you agree that people are skeptical of any salesperson or business owner? And that this skepticism is part of the marketing problems we all face?The reality of America in the new millennium is that no one believes in anything the way they used to! They are extremely skeptical. Does this describe your prospects, or what?Well, let’s look at their psychology to see what’s in there. They still want something very important to them.They want someone who truly cares about them. Who has empathy a…
It's Better When They Tell Them By Denise O'Berry
You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. So why don't they tell people? And, why don't they write it down?Because you don't ask.Your customers are busy people. They don't think about your business day in and day out like you do.Testimonials don't have to be written in a formal letter. You'll often get more usable comments when they aren't. Sound bites that pack a punch can go much further in building credibilit…
Principles of Persuasion
Whether you're conducting a one-on-one interview, motivating your sales team or delivering a keynote address, your success as a leader is defined by your ability to persuade with clarity and passion. In fact, you might say that leadership is synonymous with effective communication. According to Harvey MacKay, author of the book Swim With the Sharks, 'The No. 1 skill most lacking in business today is public speaking...the ability to present oneself.' If you want to stand out from the crowd, get p…
Why Write a Sales Letter for Each Product? By Judy Cullins
Authors/publishers are great at getting their books written. Entrepreneurs know their products. But after the initial one-year honeymoon, sales slow down. To counter this make sure your ebook, product, or service you offer will keep on selling from the first day, the first year, even for life. Write a short sales letter for each product or ebook.
Whether you have a Web site or not, you can write a first class, must-buy-now sales letter. Write one for each teleclass, eBook, product, or servic…