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Articles in Home | Business | Sales articles Title|Newest|Oldest Customer Trust Is Not An Option - It's A Matter Of Survival  By : Don L. Price Trust is the true differentiating feature for any company in a world of increasingly commodity-like products and services. A relationship, founded on trust, is the only genuinely sustainable competitive advantage a company has. Without trust, you’re back to square one – Presentations That Leave Your Audience Hungry for More!  By : Don L. Price When you make a presentation to a committee, corporate board of directors or presenting an all day seminar, your aim is to accomplish two very important goals. First, it is crucial that your audience walk away with a "Top of the Mind" memorable experience. Unlocking the Myth of Hypnotic Communications  By : Don L. Price "Unquestionably" when the word hypnosis pops-up in a conversation or in the mainstream press, nostrils flair and minds conjure up strong reactions of parlor tricks. Regardless, of the mystique surrounding hypnotic communication, there is no hocus-pocus involved, and the only tool you will need is your "MIND". Sound too easy? Maximizing ROI via Web Site Traffic Analysis  By : Lee Traupel We are clearly well past the innocent “golden age” of the Internet – Darwinian economics have become the order of the day today. Any company worth their salt must maintain a web site as an information resource and/or to generate incremental ecommerce revenue. Qualified traffic is the name of the game, as it’s the oxygen that keeps a good ecommerce web site thriving. Beyond the Golden Rule  By : Maria Boomhower There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale. The Magic of Asking  By : Maria Boomhower People say to me, Maria, I am creating brochures and I am meeting people. I am telling people about my business and I just don't seem to be getting anywhere. Do you have any suggestions? When I say to them, "have you asked them to buy your product or service?" I quite often get a blank stare back at me. Lead Management Software  By : Halstatt Pires Efficient lead management is the cornerstone to good sales. Without some sort of lead management system, keeping track of follow-up calls, meetings, and details relating to prospective clients can be nearly impossible. With proper lead management tools, all the information you will ever need to convert prospects into clients will be at your finger tips. Sales and the Importance of Following Up  By : Halstatt Pires Sales are the life force of any business. Here’s an outline of the key factors in getting them for your business. The Effective Use of Business Lead Databases  By : Halstatt Pires Business lead databases are an incredible resource for any business wanting to generate clients. Leads are the life source of almost every successful business. Without leads you have no customers and without customers you have no sales, no referrals, and definitely no income. Why Use Lead Management Software?  By : Halstatt Pires Having a popular website, or popular company of any type, is entirely dependant on sales. Effective sales at that. Maintaining a healthy profit is key to the long-term survival of your web site or business and this means knowing the difference between your effective sales leads and your ineffective sales leads. Three Secret Keys to Persuasion Magic  By : Peter Murphy Just a few critical distinctions can supercharge your communication skills: Leverage Avoidance Values for Irresistible Selling  By : Peter Murphy What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria. Sales Force Nirvana is Really About Balance  By : Dr. Rick Johnson “A” players understand balance – they understand that the most important contributor to their success besides relationship equity with their customers is time allocation. That warrants repeating -- time allocation – and remember the currency to run a business is cash flow but the currency to run a sales territory is time management? A key principle for success is the ability to define and manage the activities that create success. New Territory Sales Tips  By : Dr. Rick Johnson This article lits sixteen tips that will lead to increased sales. They are effective regardless of your tenure in your territory but they are especially helpful for the sales person that takes over a new territory. Sales effectiveness based on best practice hedges your bet for success. Tips on Social Selling  By : Dr. Rick Johnson This article provides guidelines on how to function, act and sell in a social environment. The “Sales Force of the Future:â€� It's Not About Selling"  By : Dr. Rick Johnson Nowadays, salespeople must be problem solvers able to generate solutions for customers in their time of need. Therefore, they must possess a great deal of knowledge about their customers' business. Often, they must actually define what those needs are because the customer may not know, nor take the time to explain. Customers want the "Sales Force of the Future" to have the knowledge and intelligence to comprehend and analyze their problems before showing up at the door. Customers will listen and buy from the salesperson that finds the "pain" and takes it away. Five Steps to Maximize Success in Targeting For Growth  By : Dr. Rick Johnson Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and margin growth. An account action plan ensures that the Territory Manager is proactively pursuing sales growth and that there is a solid basis for expecting account goals to be met. By monitoring these action plans, both the Sales Manager and Territory Manager can manage activities rather than wait for results. Rx for Sales Effectiveness ----- The Purple Pill  By : Dr. Rick Johnson If you could give your sales force a “Purple Pill” that would boost their effectiveness by 25% or more, would you do it? No prizes for guessing how a typical sales manager would answer this question! Sales professionals are high-energy, fast-thinking, opportunistic people. If they are good, they often shoot from the hip and take calculated risks. They can be called mavericks and that’s a good thing. It takes a little “maverick” in the blood to be effective in the world of professional sales. FEAR  By : Dr. Rick Johnson Outcall is an exceptionally good Marketing/Sales tool if it is done right. There is a lucky few that can just pick up the phone, make a cold call and it comes naturally to them. But for most of your employees, making that call is the most unpleasant and difficult task you could possibly ask them to do. It's actually unfair to send them onto the "Outcall Battlefield" without arming them with the proper weapons. Those weapons are generated through training. It's true that for some people Outcall is no big deal. Lone Wolf to Lead Wolf -- The Evolution of Sales  By : Dr. Rick Johnson Things have changed in the last 20-30 years. We have gone through an evolutionary process in the world of professional sales. We cannot be Lone Wolfs anymore. We cannot control every piece of data, every contact with our customer or be in command of the total customer relationship. To succeed and grow as a professional in sales today we cannot afford to "own" the account. Buyers are more sophisticated today. Selling is more complex. Gone Are the Days... Revitalizing Sales Reps for the New Century  By : Dr. Rick Johnson As an "A" player in the New Century you must build business-to-business relationships through channels that other team members can service. The special buyer/salesman relationship isn't dead, golf is still allowed, entertainment is still acceptable, but the degree to which these tools are used has changed. Certainly, the focus and the gray matter behind the sales planning process must contribute more to the long-term goals of the organization. The sales representative in the New Century ensures that their products, their services and their company becomes the channel of choice. Sales Management Success  By : Dr. Rick Johnson “There is a pill called Nexiom that some people believe is a wonder drug. It solves several problems. It does wonders for people that have experienced distress. I wish I could pass out a pill to each and every one of us including our entire management team to create instant success. Unfortunately, there is no “Purple Pill” that you can buy to drug our sales team. There is no “Purple Pill” that will improve effectiveness, there is no “Purple Pill” that will increase profit, there is no “Purple Pill” that will generate more revenue, there is no “Purple Pill” that will increase market share. Consignment -- A Sales Adventure  By : Dr. Rick Johnson Consignment can become a very effective marketing tool if it is used correctly. The emphasis is on using it correctly. A consignment partnership should not be considered without establishing specific criteria for selecting appropriate accounts up front. This is extremely important to you, the supplier. We call this selection criteria the “Rules of Engagement.” In contrast to the normal Rules of Engagement in selling, consignment Rules of Engagement are predetermined by the supplier, not the customer. Of course, the rules can be modified with proper approval to fit different situations. T. L. S. -- Tier Level Selling - A Penetration Strategy  By : Dr. Rick Johnson A number of sales “Gurus” have promoted the theory that states, “concentrating strictly on your top level premier accounts (some even quantify that by stating your top twenty) will provide you with as much growth and profit as you can possibly handle.” This is often stated regardless of individual and corporate strategic initiatives. T.L.S. Part II: Maximizing Tier Level Selling Through Incentives  By : Dr. Rick Johnson This article takes the Tier Level Selling (T.L.S.) program to the next level by introducing sales force incentives to maximize the program's results. The T.L.S. program is detailed in Part I. It focuses on segmenting and targeting customers based on growth opportunity. This puts the right focus on your "plus" accounts by pointing you to the five largest accounts with the most growth potential without ignoring the five best medium sized accounts, and five revolving target accounts for new business. Perceived Value Is In The Eye Of The Beholder  By : Tim Knox Pricing is an important aspect of every business because price is used to create financial projections, establish a break even point, and calculate profit and loss. It's also important to establish a good price point from the beginning because it is much easier to lower prices than to raise them. No More Selling Scripts? 5 Ways to Be Yourself Again  By : Ari Galper When people call me and ask how they can throw out their scripts and cold call the natural way, the first thing I do is ask them whether they’re willing to role-play with me using their script. 7 Cold Calling Secrets Even the Sales Gurus Don't Know  By : Ari Galper Cold calling the old way is a painful struggle. But you can make it a productive and positive experience by changing your mindset and cold calling the new way. Are You Risking the Relationship for the Sale - And then Losing the Sale Anyways?  By : Ari Galper Traditional selling approaches tell us that sales are usually lost because of some element -- price, features, benefits -- having to do with our product or service. So, when we sell, we naturally focus on what we're selling because we feel we have to differentiate our product or service so prospects understand what we're offering that's unique. Throw Out Your Selling Language - Unlock Your Natural Voice  By : Ari Galper It's ironic that most of us take it for granted that spontaneous, natural communication is the right way to relate to our friends, spouses, relatives, and others in our personal lives -- but, when it comes to selling, our language becomes, almost robotic. Sales Therapy 101: Breaking Your Fear of Cold Calling  By : Ari Galper Most of us have at least some resistance to cold calling, and some people I talk with have such a paralyzing visceral and emotional fear of cold calling that they can't even consider doing it. 7 Ways to Cut Loose from Old Sales Thinking  By : Ari Galper Outdated sales skills fail to address the core issue of how we think about selling and unless we get to that core and change it once and for all, we’ll go on struggling with the same counterproductive sales behaviors. 7 Ways To Sell and Retain Your Integrity  By : Ari Galper Eliminating traditional sales thinking and tactics does take effort, because the messages of the sales "gurus" you've read over the years can continue to bubble up in your mind, especially when you're in the sales process. 7 Ways To Stop Selling & Start Building Relationships  By : Ari Galper But all these outdated sales messages fail to address the core issue of how we think about selling. And unless we get to that core, and change it once and for all, we'll go on struggling with the same counterproductive sales behaviors. We'll go on experiencing the same difficulties and frustrations. And we'll continue to believe that we're always just one new sales technique away from the breakthrough we're looking for. 7 Pitfalls of Using Email to Sell  By : Ari Galper For all these reasons, you should think of e-mail as your last resort. If you can learn to pick up the phone without fear, start a trusting conversation with a gatekeeper, learn how to go beyond voice mail and find your d ecisionmakers, you'll join the many who have mad e their own personal selling breakthrough. 7 Ways To Get To The Truth: When The Sale Disappears  By : Ari Galper You're close, really close, to making a sale. Your potential client is in the market for your product or service and you've had a couple of good meetings. But tomorrow comes and goes with no word. You start to panic. Your self-talk turns negative. Dead Silence From Your Prospect: The Worst Sound Of All  By : Ari Galper However, what your selling approach must do is let prospects feel comfortable telling you the truth, all the way through the sales cycle, about exactly where you stand with them, without their having to worry that you'll feel disappointed. The Wall of Defensiveness: 7 Ways to Tear It Down  By : Ari Galper The bottom line of all this is: You can no longer rely on what you are selling to distinguish yourself, because there's just too much competition out there. Instead, you must focus on how you're selling. That's the only thing that will make you different from everyone else. Do You Have to Be Aggressive to Make Sales?  By : Ari Galper The problem is that prospects react to aggressive, or perhaps we should say "overaggressive" sales behaviors by withdrawing and evading us. We could say that Unlock The Game™ actually takes the "middle ground" between passive and aggressive by being authentically unassuming, yet effective - and that this is the most stress-free and effective way to sell. The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way  By : Ari Galper If we fail to tune in to the natural rhythm of trust-building when two strangers become involved in developing a relationship...or if we try to force prospects into our process, we make the relationship about us and not them, whether we intend to or not. Selling Online, Selling Offline: What's The Difference?  By : Ari Galper You also know that the single most powerful way of eliminating sales pressure is through authentic language -- in other words, replacing traditional sales language with the most natural dialogue possible, which creates almost instant trust between two strangers. Hidden Sales Presssure: 7 Ways To Make It Go Away  By : Ari Galper The answer lies in a hidden and quiet enemy called "sales pressure"-- not the typical, overt "salesperson" type of pressure, but subtle, beneath-the-surface, built-in sales pressure that can arise in our relationships with potential clients without us even realizing it. How to Genuinely Enjoy Cold Calling  By : Ari Galper Most of us dread our days of making cold calls. We take a deep breath, pump ourselves up, and prepare to talk with a perfect stranger. Is there any wonder a gray cloud sometimes hangs over our desk? It really doesn't have to be this way. Cold calling can be an interesting, intriguing, fulfilling adventure. How to Build Great Relationships through Cold Calling  By : Ari Galper This artificial role puts a great stress on us, and sabotages our cold calling conversations. When we aren’t genuine, it’s a red flag to the other person that we have a sales agenda. This puts nearly everyone “on guard.” They’ve never met us and are wary of possibly being manipulated. How to Diffuse Cold Calling Pressure  By : Ari Galper People have received so many calls with such a strong focus on sales that they respond in a defensive manner to any sales calls at all. If you can release your expectations while making a cold call, you’ll diffuse the underlying tension that comes with sales pressure. And you’ll be surprised how often others will welcome talking with you. Stop Cold Calls From Feeling Intrusive  By : Ari Galper Most people sense that cold calls are self-serving to the person calling. You can almost hear the unspoken thought, “You want something, right? Otherwise why would you be calling?” This triggers almost immediate resistance. How to End The Cold Calling Game of Chasing The Sale  By : Ari Galper Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people -- or at least chasing the sale. Russia's Vodka Wars  By : Sam Vaknin Vodka is a crucial component in Russian life. And in Russian death. Alcohol-related accidents and cardiac arrests have already decimated Russian life expectancy by well over a decade during the last decade alone. A Seller's Dash For Cash  By : David Riewe Today, eBay is considered to be one of the most lucrative auction sites available in the Internet. However, selling on eBay is not that easy, and the very first thing a seller should do is to find the ways on how he or she will get paid once the item is sold. And so, here are the different ways how a seller can be paid: 1. PayPal PayPal is the most common and convenient way of sending and receiving money based on an eBay transaction. Here, the payment for the sold i... How to Increase Your Sales BEFORE You Launch Your Product or Service  By : Alicia Forest . If you really are going to raise your price after a certain date, or after a certain number of items are sold, then you must follow through. You can give your current base a chance to buy at the "original" price before you raise it, but you still must raise your price if you say you will. Your integrity using these strategies will create more sales for you than ever before. But use them to manipulate your prospects and it will come back to haunt you...guaranteed. [1] [2] [3] [4] [5] [6] [7] [8] [9] [10]»	Publish for Free Sign Up For Free Learn More Authors and Writers Submit Articles Submission Guidelines Link to Us Member Login U Publish Store Publishers Article RSS Feeds Link to Us Contact Us More Link to Us Privacy Policy Terms of Service Submission Guidelines Top Authors Popular Articles Article Aids We Recommend SubmitYourArticle iSnare Article Marketer Published.com Article Directories Word Count Utility Search U Publish by: Title Author Keyword

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