If I Wanted To Sell For A Living, I Would Of Majored In It In College

 
By a show of hands, how many of you grew up as a kid saying to yourself, "I can't wait to grow up until I become a salesperson"? Why do people go into sales? Here are some reasons people have given to me and sales managers when they apply for a sales position: ? I don't know what else to do in life, so I might as well sell. ? I'm tired of my present job of (you fill in the blank), so I guess I'll go into sales; anybody can do it. ? It's for the money. ? It looks like fun and you get a lot of time off....
 

Too Much Empathy Will Cost You Money

 
Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time to examine some of your beliefs about selling. Do you believe that this is a reasonable question for the prospect to ask? Would this be one of your first questions of a seller if you were the prospect? Do you agree with saying's like "The customer is always right....
 

Selling Services

 
Selling a service isn't the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you "court" the prospect. (sales) When you're marketing, you focus on opening your prospect's door. You're part of the day-to-day noise, which crowds in on her, every day. Your job is to break through that clutter and produce a good enough impression that she is willing to take the next step and meet with you....
 

Dress as Though You Mean Business

 
Could casual Friday be undermining your leadership ability? One of the cool things about working in a home office is that you can do business in torn jeans and a T-shirt because no one sees you but the dog. And Sparky believes in you no matter what you wear. Some people in traditional workplaces, though, are getting so casual in how they dress for work it can have a negative impact on their leadership ability. It is a fact: people judge books by their covers. Tied to that, I believe we teach people how to treat us by what they see when they see us coming....
 

Selling More CDs at Gigs, Case Study: The Rogues

 
A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared the stage with some amazing bands, but at the very top of my list were The Rogues. We first met The Rogues last year at the Texas Renaissance Festival. Since then I've been a big fan of not only their killer bagpipes and drums, but their phenomenal ability to sell CDs. They work magic on and off stage and sell tons of CDs. What do they do that is so special? Well, The Rogues are very proactive when it comes to selling....
 

An Introduction to B2B Lead Generation

 
It is important that organizations find other companies to do business with. Business-to-business sales, abbreviated as B2B sales, are vital to many companies' profit margins and to their standing within their industry. There are many examples of the importance of good business-to-business lead generation. Many manufacturing businesses need companies to supply them with a variety of parts. It is important that the makers of the parts establish themselves with compatible manufacturers in order to benefit both companies....
 

What Should I Charge?

 
People ask me, "What should I charge?" I say, "Ask your clients." If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay. They will not try to undercut you. And if you are a true professional, you will charge them a fair price and not try to overcharge them. You will not undercut yourself, either. You will base your price on two things: your value to their business, and the client's value to your own company....
 

The Problem With Technology At The Point Of Sale In Financial Services

 
Background Point of Sale systems In this scenario it is hardly surprising that Point of Sale systems continually fail to pay back the investment. In most cases it's not that the system doesn't work, it's just that working the system requires different skill-sets and a realisation that the customer is wary of being asked questions. These are behavioural issues and yet whilst Point of Sale systems by design are based upon a customer's past buying behaviours and potential future buying propensity they tend to lack an appreciation of: - a) The reluctance of the seller to use technology at the point of sale b) The physical environment in which customer interactions take placec) The amount of time it takes to learn to operate new technology with confidence in front of a customer Reluctance of sellers to use technology at the point of sale Many experienced and qualified advisers now rely heavily on technology....
 

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

 
Let me create a picture for you. This is the best way to illustrate my point. "On a busy street you are approached apologetically by a well-dressed stranger who asks for a dollar to catch a bus and make a phone call. He says he has lost his wallet. What would you think? If approached in the same way by a haggard-looking stranger claiming to be hungry and unable to find a job, what would you think? When canvassing prospects on the telephone in an effort to ask them to join your organization or close a sale, how do you sound?...
 

Five Things More Important to Buyers than WHAT Youre Selling - I

 
Article I of a two-part series. No matter what customers say they want, what they're really looking for is "something special." They can't quite describe it, but when they find it, they know. Indeed, those little details of the buying experience may appear intangible. But what you sell is usually less important to customers, almost incidental--unless they don't get what they expected. As Walt Disney said, "Do what you do so well that people want to bring their friends to see you do it again." Any business able to satisfy customers in these five ways will consistently beat the competition....
 

How to ASK for Business -- WITHOUT appearing Pushy --

 
GIVING Vs "SELLING" Never lose sight of the importance of providing a "reason" to buy BEFORE you attempt to SELL anything to a client/prospect. In the current business climate you have to GIVE first. The very first question from a buyer is.... what is the BENEFIT to ME? Why should I change from my present supplier? GIVE in advance of asking a prospective client/customer to buy from you. Don't even bring up your service or product BEFORE you have completed your investigative homework....
 

The Benefits of Buying Used Store Fixtures

 
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 probably cheap....
 

3-Levels Of Successful Selling

 
Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import - is at best, a wishful endeavor.?Paul Shearstone 2003 ...................................................................................... No one ever questions the fact there are born athletes who, when compared to others, make what they do look effortless. For these athletes, instinct seems to guide them like a good road map....
 

Selling Your Business - Step by Step Process

 
So it's finally come time to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Where do you start? A good time to start thinking about selling a business is right after startup, when it shows signs of beginning to succeed and become self-sustaining. Even if you are planning on bequeathing it to your progeny or a partner, it's never too early to think about what will happen afterwards....
 

Hurrican Selling Styles

 
As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane. All hurricanes seem to start out as a blip on a distant radar screen. It grows in size and intensity as it draws closer to the shoreline. They don't follow a prepared script or take a predictable path. At the center, is the famous eye of the storm. Surrounding the eye . . . well, you know the rest. Some salespeople seem to behave like hurricanes, are you one of them?...
 
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