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- Being The Best - What Does It Take?
As I read an article from a Continental Airlines Magazine (The Technovangelist, by Kevin Markey) about Philips Components which is the worlds largest supplier of drives, subassemblies and components for TV and is number one in LCD screens and screens for handheld devices like the one I am typing on right now, I am struck by the large print question this company asks itself, 'What do we have to do to become better?' Philips has actually created an entire internal learning organization, which keep…
- How Can Fundraising Consulting Help Us Raise Money? By Peter Crump
If you need to hold a fundraiser and don’t know where to begin there is help out there for you. It is time for you to seek fundraising consulting advice especially if your fundraising event is going to be on a larger scale. Fundraising consulting will help you organize and take you through the steps to ensure your fund raising efforts will be successful.A fundraising consultant will advise you where to start and the process you will have to go through to get where you’re going. Usually you kno…
- Do Your Customers Buy On Price Alone? By James Yuille
Here are four simple things you can do to take price out of the equation!It’s frustrating when people appear to be focused on price alone. All they talk about is the price. “Your price is too high” or “I can buy cheaper elsewhere” are heard all too often. It’s annoying when they ring or walk in and all they ask is “How much is it?”There is a better way, and it’s easy, too.You see; the key ingredient is that price is only important when there’s nothing else to talk about.Typically, your advert …
- The Fine Line Between Persistence - and Stalking!
In sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks. So given that you only have once every 6 weeks to make a direct impression on your 'B' and 'C' list prospects, how can you make sure those follow-up calls have the greatest possible impact?
This week, let's go back to the science of sales, and dissect a typical opening call that I hear 80% of …
- 3 Crucial Ways For Jumping Sales Numbers
Marketers from every niche have common ground when it comes to bills. Yeah, every month there's a new stack of bills demanding to be paid. Will there be enough profit to slide right through bill paying time without a flinch? Or do you find yourself fretting about whether you'll even break even? You don't have to be victimized by envelopes and 8x10 sheets of paper. Implement these 3 techniques to boost your sales.
1. Find More Customers
The first thing that comes to mind when we think of making m…
- What Is Direct Sales? By Don Hayes
Direct Sales marketing is a simple and effective way to market products or services direct to the consumer. It involves the sale of a consumer product or service, person-to-person, away from a fixed retail location by an independent salesperson. Products are sold through in-home product demonstrations, parties, group meetings or demonstrations, over the telephone, over the Internet and through one-on-one selling.Direct selling is a growing industry with sales in the U.S. having doubled in the …
- Become Fearless Doing the Doing
There are some things in life I'd much rather not be doing and this slightly tongue-in-cheek article is about one of them.
This one thing is about getting out there in front of hundreds of thousands of commuters handing out advertising leaflets. How embarrassing! What if someone recognized me?!
In the past I held positions of responsibility and always had others who did the doing things for me. I used to supervise personnel; I tended to be in charge of my own work unit, and my own time.
I once …
- Freelancers, Subcontractors, & Creative Folks: Stop Charging By the Hour & Make More Money! By Kirstin Carey
One of the biggest challenges with a creative business is getting paid what you are worth. The root of the problem isn't that the client doesn't have the money and it isn't that the client isn't willing to pay you what you are worth. The root of the problem is how you are charging and how you are creating value in the mind of the client.First, you must create a business based on value pricing and not hourly pricing. The number one worst way to charge (and most creative businesses are chargin…
- Cold Calling: Is It Dead?
Cold Calling is dead. That's right, it is dead. It is interruption marketing to the highest degree. Consumers are tuning out interruption marketing and the advertising message is not getting through.
So why do you continue to cold call? It is probably because your sales manager tells you that you should. And why does he tell you to cold call? It is probably because the sales consultant that your company spent thousands of dollars on advised that the staff should increase their cold calls to inc…
- Words Sell
They say that a picture is worth a thousand words. While this may be true if the picture is a schematic of a complicated gizmo you're trying to put together, it is hardly the case when it comes to your ads. An image should be used to get attention, and it should draw people in to read the words used in the ad. Words sell - not pictures. Each word used in the ad should lead the person to the desired outcome. In the case of a classified ad, the desired outcome should be to have them request more i…
- Instant Sales Anytime
Nobody's Visiting Today SaleEvery online business has low visitor and sales day throughthe week. My days are Tuesdays and Thursdays.Youcould sell your products or services for cheaper to increase and sales on your slow days. You could have this advertised right on your web site.Time Of The Day SalePeriodically , pick out a time of the day like 5 to 7 pm tolower your prices. With online sales you need tell peoplethe time zone. Announce your scheduled times ahead oftime in your e-zine. This will g…
- Understanding Body Language: An Effective Sales Tool
There is no question that people can speak volumes without uttering a single word. Non-verbal communication, including body language, can be a powerful sales tool if one is able to understand its signals. However, when you realize that the human body can perform over 700,000 unique movements, the idea of comprehending all those signals would seem like an unrealistic endeavor. Do not despair because just having a rudimentary knowledge of some basic signals and gestures could greatly improve your …
- Another Warm Lead By Wendy Weiss
Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a friend, I picked up.
The caller was not my expected friend. She was a financial advisor from American Express. She asked if I had received the mailing I’d requested.
Wendy: I didn’t request a mailing.
Caller: Did you receive a mailing?
Wendy: I don’t know.
Caller: It was from American Express, out…
- Overcoming Barriers to Sales
Ever thought to yourself, 'If only my team members would complete the tasks that we mutually agreed to in our action plan.' Most managers have felt this way about certain employees at some point in time. Let's face it, some employees have a very hard time consistently executing tasks that 'should' be relatively simple to complete. So what are the barriers getting in the way of their success? Actually, there are several types of barriers - but perhaps not the typical sort of barriers that you may…
- How To Dramatically Improve Sales Closing Ratios By Virden Thornton
A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented. Typical trial-closing questions can build in their directness as these examples illustrate:• “How does this approach sound?”• “Which of the two demonstrated packages do you like best?”• “Do you see how this approach can save you money?”• “What are your feel…
- Sales Brochures - 9 Steps to Success By Alan Fairweather
Even in this day of websites, many customers want to look at
a brochure or other form of hard copy. It's important
therefore that your brochure tells the customer all they
need to know.*It can be handed to the customer or used for direct
mailing*It gives the customer much more detail*Confirms what you've discussed*Gives your business credibility and status*Can help break the ice before you meet the customerThe elements of a successful brochure:#1 It must have a call to action - You must ask th…
- Drop Your Price to Make the Sale - Without Getting Burned!
Competition is tough these days. Consumers and businesscustomers know you have competitors who will charge a lowerprice. In fact, they don't even have to check.Customers have learned they can ask you for a lower price andoften get it. If you don't offer some kind of concession, a bigpercentage of your prospects will move on to another business whoWILL give them a price cut.Price cutting is more prevalent in some industries than others.I wouldn't dream of asking my doctor to drop his fee for anof…
- Finding Answers to Business Growth By Ed Hutchison
All leaders strive to market and sell successfully. As they do so, they have many questions. Rivers of Revenue, written by a Kristin Zhivago, a 35-year marketing veteran, answers these burning questions, in a new and refreshing way. The book has been praised by readers and reviewers as containing new revenue-increasing perspectives and processes, while being easy to read.Questions the book answers include:-How can I avoid getting blind-sided by rapid changes?
-How can I find out what my custom…
- 10 Amazing Ways To Jump Start Your Sales By Rojo Sunsen
1. Find a strategic business partner. Look for ones
that have the same objective. You can trade leads,
share marketing info, sell package deals, etc.2. Brand your name and business. You can easily
do this by just writing articles and submitting them
to e-zines or web sites for republishing.3. Start an auction on your web site. The type of
auction could be related to the theme of your site.
You'll draw traffic from auctioneers and bidders.4. Remember to take a little time out of your day …
- I Am A Habit By John Di Lemme
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of people hear this word, a negative thought pops up
in their minds. Typically, most people think of a habit being negative.
The secret to your future lies in your daily habits so ask yourself
right now, "Are my habits today going to help me achieve my WHY in life?" This is a life-empowering question if you truly ask it and listen for the answer.I received the following excerpt from a very dear friend of mine and
felt that it is definite…
- The Benefits of Buying Used Store Fixtures By Jimmy Sturo
The difference between antique or vintage store fixtures and used store fixtures is simple: antique fixtures have a classic look and style. In many cases they are brand new but manufactured in a style of the past such as deco or minimalist. Used store fixtures are just that –- they’ve been used before. They may be only six months old, purchased by a retail store owner who failed quickly. They may be in good shape and being they’re not new, if they are what you are looking for, they’re probabl…
- People Buy People So Sell On Relationships By Gavin Ingham
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people. If everything else were equal wouldn’t you buy from the person that you liked the best? Of course you would and so do your clients. This may seem obvious
but it is a fact that’s often overlooked by most salespeople. This is a shame because it’s a fact that we can use to great advantage when selling.Most clients are worried that you are going to push something onto them that they don’t want. Why? Bec…
- Stop Telemarketers, Do Not Call List or Not By James H. Dimmitt
American consumers have spoken and have done so loudly registering 50 million telephone numbers with the FTC’s National Do-Not-Call list since the registry debuted in July.This new telemarketing sales rule, which was scheduled to take effect October 1st, recently encountered two legal battles which could diminish the rule’s intent - to allow consumers to fight back against annoying telemarketing calls.The first legal battle against the national list occurred in Oklahoma where a federal judge r…
- 10 Blazing Internet Marketing Secrets To Sky-Rocket Your Profits
Hello, do you have a website and sell something on the internet?If yes, may I offer you 10 blazing ways to sky-rocket your profitsat your website!1. Use a 'P.S.' at the end of your ad copy. This is were you either want to repeat a strong benefit or use a strong close like a free bonus. 2. Publish a free ebook and give it away from your website or in your e-zine. This will increase your traffic, sales and e-zine subscribers. 3. Create multiple streams of income with your web site. You could sell …
- Value Selling
How to create business when the PO's all dry up.If you have not experienced a drop in sales recently, you might choose to skip this issue. On the other hand, if you miss it, you just might find yourself competing with those who learned this technique. Two things happen in a down market that directly affect every sales professional. 1. Total spending is cut irrationally 2. Buying power moves up the organization The cure for each of these problems is found in Value Selling. Simple features and be…
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Effective e-Sales Copy
EFFECTIVE E-SALES COPY------------------------------------------------------------copyright (c) Pavel Lenshin------------------------------------------------------------Selling online is mostly about psychology of people.Consumer marketing evolves to the extent when rightpsychology attitude to the customer plays the crucial rolein the game called product selling. This process like anyother has two opposite effects: positive and negative.Firstly about positive effect, which is that companies star…
Powerful Words By Greg Woodley
I’d like to discuss the most powerful words you can use during the selling process.Quote: Words are the most powerful drug used by mankind.
Rudyard Kipling.Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more than you use the word I. As I’ve mentioned before the idea is to be focused on your client’s needs but I’m sure this is restating what you already know.I want to discuss words that you can use in your speech that will ma…
Three Ways To Sell Anything
All of us sell all the time. From a child asking Mom for acookie to the CEO of a major corporation trying to ink a milliondollar order, each of us sells. We sell our ideas and beliefs toco-workers, bosses, and family. We sell products, services, andconcepts.Here are three simple ways to sell anything. You can usethem in person, on the telephone, or with email.Way 1: Start a conversation. I never realized how effectivethis super-simple method was until I met Ted. He is able to getan order an amaz…
Psychic Selling - How To Predict The Future!
They're many people who don't believe in psychicphenomena and many people who do. Who is right?I feel that they're both right.There are many reasons why people believe in theparanormal. They may have talked to a psychicthat predicted their future correctly, had a psychicexperience of their own, like déjà vu; they want tobelieve because it gives them hope, etc.The skeptics don't believe in it because they had anincorrect psychic reading, they only believe whatthey can see, they want to see hard c…
Can't afford to make more sales? Learn how to tap into sales financing
There is nothing more frustrating for a sales manager or business owner than not being able to afford to make a new sale. Meaning, the opportunity is there for the taking, the purchase order is there, if only you had the necessary funds to pay your suppliers. If only you could deliver!
Meeting supplier payment demands is one of the biggest challenges that owners and their sales people have. Your suppliers want to get paid immediately or upon delivery. Your commercial clients want to pay you 30 t…