What Not To Do With Your Leads

 
Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it's what we do with them once we get them. One of the most critical mistakes a sales person can make once they receive a lead, is not acting on it immediately. I once worked with a guy who belonged to a networking group, the soul purpose of his joining this group was to receive leads. This group wasn't cheap either, it cost him $500....
 

Value Based Pricing, Not Price Cutting

 
Complete Article with Resource Box at end: Value Based Pricing, Not Price Cutting The oldest tactic in the world to get a sale moving is to cut the price. And it does work...but the question is, "At what cost, and can you live with the bargain?" In the past three years it has taken longer and longer for your prospects to make up their minds, and for you to close a sale. And one typical salesperson's response to people not buying-for whatever the reason-is to say, "Would you buy if... ?"The "if" of course, is always some variant of, "....
 

The Anatomy of a Sales Letter

 
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things turned out. Many marketers create their own monsters in the form of sales letters. They throw everything into them and then are distressed at the response. Sales letters work best when you have something to sell. You make an offer....
 

Dont Let Rattlesnakes Scare You

 
Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California. The terrain here is rocky, hilly and rugged, and is covered with a mixture of pine, oak, and manzanita trees. The view while running this trail is spectacular. You cruise along a path about 100' above the river for miles while moving up and down hills and pounding over soft dirt and large rocks the size of baseballs....
 

Sealing The Deal Over The Business Meal

 
Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way to build relationships, make the sale or seal the deal. These business meals are essentially business meetings. Knowledge of your product or your service is crucial to the success of the meeting, but so are your manners. Too many people jeopardize an opportunity because they fail to use good dining etiquette. Here are a few basic rules to make the experience pleasurable and profitable....
 

How Improve Conversion Rates

 
Do you know your conversion rates? Conversion rate is the number of visitors to your site that take the desired action against the total number of visitors in a particular period or time. Research has shown that 60% of websites do not know their conversion rates. Then how do you improve your site's performance if you do not know your conversion rates? What do you take into consideration when making changes to your site's design? What do you do when you have plenty of visitors yet very few of them take the desired action?...
 

A Look at Store Fixture Parts

 
Products for sale need to be displayed in a manner which best presents them in the customers' eyes. For example, clothing needs to be folded on shelves, hung from racks or displayed on mannequins. Books need to be displayed in shelves, spinning racks and organized bins. Videos need shelving and racks to properly display titles. All products lend themselves to some form of acceptable display. Even if you are an innovative decorator and you want your display to be revolutionary, you'll still need some variation on the display techniques that are already being used to distinguish your product from all the others....
 

Obtaining Self-Confidence

 
A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in a sale. I have been told that I am an excellent sales person, however I lack the self-confidence to close the sale. Self Confidence is not easy to 'obtain' therefore for those us with this problem, we can never be successful in sales." Self-confidence is a very important in sales. It seems to be one of those areas that people believe "you just have it, or you don't....
 

Breaking Through The Comfort Zone Barrier

 
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 for improving their lives and begin setting goals that get them fired up for short periods of time....
 

Model Dell: The Art of the Affiliate Coupon

 
Along with having an innovative supply chain, there's another reason Dell is the largest computer company in the world. They always offer great coupon codes to online affiliates that let the buyer "in" on deals that they otherwise wouldn't get. By offering coupon and discount codes that are both new promotions and/or expiring deals, it motivates buyers into taking advantage of a one time offer. It's also a great way to push inventory and make room for new products. Have you noticed Dell is now promoting digital cameras, flash memory, and more electronic products from other retailers?...
 

Breaking the Ice and Winning Over the Client

 
Wherever you turn these days you'll find articles covering every business strategy and tactic available to man from how to make a great presentation to strategies for success all the way to negotiations and prospecting and getting a client to commit. But hardly anyone touches on the subject of breaking the ice with a new client and winning them over. Experts say it takes only three seconds to make a first impression. That doesn't give you much time to dazzle someone with your professionalism and polish, especially since it's so difficult to change a first impression....
 

Why Executives Wont Take Your Call

 
Do you hang up on telemarketers? 9 times out of 10 I do. Why do we do this? I hang-up because I am afraid that they are going to waste my time. Telemarketing is a tough job. Most of the people who do it aren't given enough training to excel at it. Companies take the sink or swim attitude in hiring here. As a result, you, I, and everyone else receive a lot of bad telemarketing calls. It's to the point where we expect the calls to be bad. We are conditioned by experience to assume that they will suck....
 

The Force That Drives Buying Decisions

 
What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will think that is? Ask. Ask questions. Spend most of your time asking questions of your prospects, and you will have the opportunity to find out if there is a solution or vision that they want to buy. When I say solutions or visions, here's what I mean. People buy solutions to problems or deep felt pains that they have or fear happening. People also buy visions that represent the means of attaining their desires....
 

What Do Mobile Auto Detailers Clean When it Rains?

 
A mobile auto detailer and their profits are tied to the weather perhaps more than any other business. There are ways to make money even on a rainy day if you are smart. A mobile detailer can do many things. They of course can specialize during these time on the interior detailing of automobiles, SUVs and mini-vans. It might not be as glamorous but there are plenty of latte stains on the inside of the modern American automobile. Some mobile auto detailers get fewer than one or two complete auto details on rainy weeks....
 

People Buy People So Sell On Relationships

 
(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? Because we've all experienced salespeople in our lives who do this....
 
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