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- Sales Promotions and Discounts By Mary Eule
Sales promotions are designed to have an immediate impact on sales for a predetermined (and limited) period of time. They are used to increase customer demand by stimulating the marketplace, (examples include: coupons, discounts and sales, contest, rebates, etc.) and can be directed to the end user, sales staff or distributor (for example, retailers).In this article I’ll discuss some of the more common types of consumer and trade (targeted to retailers and wholesalers) promotions… ones that ar…
- Do You Know Your ABC'S?
If you've been in business for any period of time, I'm sureyou've heard of the KISS Formula and the AIDA Formula. I'mnot sure you've heard of the ABC formula.I have a daily study plan and I don't remember it beingmentioned in anything I've read online.So what is the ABC Formula?A. AlwaysB. Be C. ClosingABC is the reason for every move you make. If it's not, itshould be.The old saying is still true. Nothing happens until something is sold.The internet is like one giant chess board. Every move you…
- Clean Sweep
Hey - how about those White Sox. Their well is dry for 88 years,
all the way back to World War I, 1917 to be exact. Then - Kazam,
they aweep the series in four straight games.
There are a lot of reasons they won this year.
They have a great manager and in case you don't follow baseball,
his name is Ozzie Guillen. When the game was over the 41 year old
manager didn't go jumping up and down with his players, he said,
'I have to respect the other team.' A class act!
For the White Sox - the wi…
- Sales Success and the Power of Why By Greg Beverly
Obviously, it goes without saying that your goals must be written. Once you have accomplished this, the second part of the goal setting process must be for you to determine WHY you want to achieve your goals. Now here is where you need to turn your own sales skills upon yourself. You cannot simply state that you want to achieve your goals to make money, or to keep your job. You have to go deeper. Why do you want more money...? You want more money so you can ______. Why is _______ so imp…
- Getting Referrals By Bryan Brandenburg
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. You must actively cultivate referrals; otherwise you’re just leaving it to chance.Referrals Start with Great ServiceThe foundation of great referrals is great customer service. A large part of your business can be generated through referrals. Make an investment in your business and your client’s satisfaction by doing e…
- Discover 6 Sales Presentation Tips That Will Have Your Prospects Asking, "Where Do I Sign"?
Use these sales presentation tips to get your prospect emotionally involved in your product or service and you'll boost your sales.
Sales Presentation Tip #1 - Practice and Customize Your Presentation
Take time to practice your presentation many times before using it in a real live sales situation. You should know your presentation backwards and forwards, word for word. Never take notes to a sales presentation and referr to or read from them. That is so unprofessional.
Customize your presentatio…
- 5 FAST Tips To Make More Sales
You’ve got a killer headline….You’ve lined up benefit after benefit….But it won’t make you a dime unless you can close the sale andmake the reader of your sales letter hand over their cash. And asolid close on your sales letter will do just this.Following, 5 essential parts for a “get your wallet out” salesletter close.1) SHOW THEM THE PAINThe reader of your sales letter needs to understand what yourproduct/offer will do for them. But once they understand that,they need to know that things won’t…
- How to Instantly Boost Traffic and Sales for Just Pennies!
Good thing you don't have to be rich to make it work foryou. Pay-per-click search engines are one of the best waysto get targeted traffic to your site - and for just a fewpennies, too. I'm usually pretty cheap when it comes topaying for advertising ... but this is one place where I'mhappy to make the investment. PPC SEs such as GoTo.com < http://www.goto.com/ >, the largest and best-known of them, allow you to 'bid' on certain search terms. Listings for each search term are displayed in order of…
- Selling Your Way to Sucess
Sales. I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world. My best mate wanted to be a truck driver or Fireman, Policeman, Soldier, Banker, Doctor, Pop star, Football player and so the list went on.I have yet to meet anyone who knew when they were young that they were going to be a salesman or woman. So where do we learn our trade? Most of it will be through mentoring, reading and actually learning ‘on the jo…
- Jump Start Your Sales
Joint Ventures are becoming very popular these days. One ofthe most popular for the last 2 years has been MarkHendricks '12 Days of Christmas'. Each year a lot of folksgive away their products just for the exposure, and youremail address. But, you get a lot of good stuff too!If you can't beat your competition, Joint Venture with 'em.E-mail targeted e-zines and ask them to do a joint venturewith you. Agree to work together and beat the othercompetition, and then, share the profits. A strategicbu…
- A Simple Sales Strategy: Change The Meaning Of "No"
Imagine that you are talking to a potential client and they say 'no', they don't want your service. How does that make you feel?
First off, let's be clear that a 'no' is just a two-letter word consisting of 'n' and 'o'. These are just harmless characters and yet we attach so much meaning to them and give them so much power over us. We think a 'no' says something about us and that our services aren't good enough. We attach so much power to a 'no' that it sometimes paralyzes us. We even fear a 'no…
- 10 Killer Ways To Multiply Your Sales!
1. When you make your first sale, follow-up with thecustomer. You could follow-up with a 'thank you'email and include an advertisement for other productsyou sell. You could follow-up every few months.2. You could upsell to your customers. When they'reat your order page, tell them about a few extra relatedproducts you have for sale. They could just add it totheir original order.3. Tell your customers if they refer four customers toyour web site, they will receive a full rebate of theirpurchase pr…
- Getting into Your Buyers' Shoes By Charlie Lang
The storyA few weeks ago, I met Chris at a networking event. We chatted about what his
company was doing and what my business was all about. He quickly realized that
his company's online solutions could be beneficial for us and said, "Charlie, we
should really meet soon so that I can show you our solutions that can lead you to
more business." We had fairly good rapport and my company was then currently
considering improvements to our online approach, so I was willing to respond to his
- Why are you throwing your money away?
Almost everyday without fail, I come across someone on the internet who drasticallyunderestimates the value of his already existing assets and who simply does not knowhow to make the most money possible in the shortest amount of time.I have always used the power of Joint Venture marketing to create huge profits andwin/win situations for everyone involved. However, in my quest for potential strategicpartners, I will always run into someone who has a huge mailing/customer list (one ofthe best poss…
- Breaking Through The Comfort Zone Barrier By Virden Thornton
After completing a workshop on personal productivity or time management, we usually find participants react to the instruction on goal-setting in one of three ways:1. Some workshop attendees really don’t want their lives to change nor does a greater level of achievement appeal that much to them. Therefore, they do nothing as a result of the training and their number of sales remains the same as they were before attending the training session.2. Other trainees get excited about the techniques f…
- People Care More About Themself Than You
Whether you believe it or not, people are primarily interested
in themselves, not you! It's not that they don't care about
you. It is just that they care ten thousand times more
about themselves. It is human nature. We are all like
that. Don't feel bad, it has been like this since the
beginning of time. This is the key to dealing with people.
And since you are in sales, you need to know this if you
To learn more about this topic and many other sales topics,
be on the lookout for…
- Do It Yourself Sales Tool By Stephen Labuda
After falling in love with the Hipster PDA and Levengers Shirt Pocket Briefcase,I started becoming more and more dependent on 3" by 5" index cards. They are great for note taking on the go and keeping organized at my desk, so I naturally started thinking of ways to use the cards to automate my sales process. From this, the "3X5" was born. I may not be the first person to use index cards in this way, but I do think a lot of salespeople will find the system easy to use and very effective.You wil…
- Building a sales force that pays for itself
The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand through increasing sales. This is done by the following general steps: Training sales staff to be able to sell the company product in large volume; correcting how sales presentations are made; handling any customer …
- Power Your Profits With Price And Perception
People don't always buy based on the lowest price, but they do like to feel they're getting a good deal. If your aim is to give your customers value for their money... then your asking PRICE should represent the VALUE customers place on your product or service. If the price asked for doesn't feel right, in relation to the value delivered, customers are not going to buy.If the customer thinks that what you are offering them isn't worth much, then how can you ever hope to charge a high price? You …
- How to Close More Online Sales Through the Magic of Questions
No one can deny that sales closing techniques are absolutely vital in face-to-face selling. But often, people ask me if they can apply my powerful closing techniques to online marketing. My answer is an unequivocal, 'Yes!' Of course, there are some closing techniques that are more applicable to the Web than others -- but I'll show you magical closing secrets that can dramatically increase your web sales, and rapidly increase your online income. This works best on direct response websites - i.e.,…
- What Do Your Customers Really Want? Ask Your Competition
What Do Your Customers Really Want? Ask Your Competitionby Karon Thackston © 2004http://www.marketingwords.comIt’s not always an easy task. Sometimes discovering what your customers really want is like pulling teeth. It is imperative for any business owner who hopes to develop new products/services or to write effective advertising copy to know what is important to his customers. But when direct questions don’t deliver the results you need, what’s the next step?Actually, your competition can oft…
- Improve Your Sales Copy in Four Easy Steps
It's no secret that you only have a few seconds to grab the interest of potential customers and try to persuade them to stay on your site. Nor is it a secret that bells and whistles are not the answer. So how do you gain and keep the attention of your visitors? With killer copy! Words are the most powerful tool you have to do business on the Internet. Without the right words, you could be losing thousandsof dollars in profits. The best way to write effective sales copy is to put yourself in the …
- How to Eliminate Objections to Price By Jeremy Cohen
Have you ever stepped your way through the sales process
only to be disappointed by your prospect's objection to
your price?This situation unfolds all too regularly for many small
business owners.The other day I was talking to Joan who was lamenting how
she’d spent a ton of time developing a relationship with a
new prospect, but in the end wasn’t able to make the sale.
Over the course of six sales meetings her prospect seemed
like a slam dunk. He was very enthusiastic about her
- 10 Mistakes That Reduce Profitability By Rachna D. Jain
In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the following mistakes that reduce profitability.Mistake #1: They fail to market or market inconsistently. Once you have committed to owning and running a business you must be equally committed to marketing…
- Loan Officers: The $41,600 Reason Why Your Closing Ratio Matters
If you could improve on one aspect of your business, what would you choose?
Most loan officers would want to make their marketing efforts have better responses. And while marketing is critical to business success, there are other aspects of your business that are overlooked and could have much more immediate results.
This article is going to show you how improving your closing ratio just a little bit can have massive effects on your earnings for the year.
We are going to talk in hypotheticals …
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My Competitor Has a Better Product By Shamus Brown
The topic of this issue's article is a response to a question submitted by one of my newsletter readers.
QUESTION - "At the moment, my competitor's have a far better product/deal, due to circumstances out of my control. However, customers go to the competitor and then come to me to compare. How do I go about convincing the customer that our service/product is better even though on paper it isn't???"
ANSWER - Thanks for the question. I'm going to answer this to the extent that I can without k…
Vending Machines Won't Make You Money! By Ian Henman
I know some of you running a vending business are thinking is this guy off his rocker? Vending machines do make money, they’re a 24-hour employee that never sleeps, eats or asks for a raise. And to an extent you’re all correct but has it ever occurred to you that the vending machine is only your tool of choice to earn your living? Construction workers use a hammer, truck drivers use their truck, and venders use their machines.So what’s the point? The point is the type of machine your using isn…
10 High Impact Ways To Catapult Your Sales!
1. Give your prospects extra incentives so they willorder quicker. It could be free shipping, a fastershipping option, free gift wrapping, etc.2. Make your small business look big on the worldwide web. Design your web site using professionalgraphics, ordering systems, organized layouts, etc.3. Attract a lot more customers by giving them clearordering instructions. Give them all the informationthey need so they can complete their order easily.4. Give your customers buying incentives so they'llmak…
"Cash In Big During The Slow Sales Period!"
EVERYONE is experiencing slow sales right now.Considering all of the world events that have hitAmerica during the last two months, we are luckyit is not much worse.America is at war. This makes for an uncertaineconomic environment no matter in what part ofthe world you might happen to live.But that should not keep us from moving aheadwhile doing everything we can to improve, expandand increase our sales.Here are a few KEY tips to 'Cash In Big' right now:1. Have A Sale.Just dropping your price is…
Goal Setting Traits That Will Close Clients
I talk to business owners every day. A common question I am asked is how to get clients.
The number one mistake that I see these professionals making constantly is that they do passive marketing instead of action-oriented marketing, with no clear developed plan for securing clients.
Passive marketing is really expecting business to come to you. We do it all the time. We expect our friends, family and colleagues to refer people to us. We put our business cards or flyers everywhere we can think o…