Selling - Remember These Ten Rules and Succeed

 
There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson - even if you're selling an idea! Here are the ten simple but powerful rules that will guide you in all your selling decisions. * Helping. Get into the mindset of respecting and helping the customer. The hard sell today does not work. * Knowledge. Know your product/service, customer and industry inside out - be able to answer almost any question. * Benefits. Think of how each of the features of your product/service can benefit the customer and always mention that first - right at the beginning....
 

A Pause For Thought

 
You can have your cake and eat it. What is it that makes the sale of information products so appealing? Is it the fact that the only storage space required is a minute spot on your computer's hard disc. Perhaps it is because even when you have sold it, you still have it, ready to sell again as many times as you can. Can you think of anything else that can be sold and sold again without having to replenish the initial stock. Something that you can send instantly to anywhere in the world without having to pay postage and packaging expenses....
 

How Sellers Can Take Control

 
For centuries - at least since the serpent convinced Eve to eat the apple - sellers have assumed that getting the right information about a product into the right hands would offer a good chance of a sale. But if you look at the numbers over the years, the success rate from prospecting to close has remained the same: in general, you close approximately 7% of your identified buyer population. One would think that with the latest technology and techniques, with what you've learned about buyers over the years, with everything from predictors to salesforce....
 

How To Take The Right Steps To Increase Your Selling Results

 
Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. If you're selling a complex product or service you won't get the order after a single face-to-face sales call. There are a number of steps involved in making a sale. If you want to make more sales, more quickly, more profitably, and do it more often you need your own personalized selling model. This model consists of all the steps beginning with the identification of a sales opportunity and ends with the customer's commitment to buy....
 

Your Ad -- Who Cares?

 
Junk mail. We all get it. And it goes straight to the trash can. How do you make sure your marketing piece doesn't end up in the round file? Give it the 'who cares' test. You have approximately five seconds to get your prospect's attention. Make those five seconds count! Start with a grab 'em headline. Follow with a transitional sub headline. Make the body count. Give them a reason to call -- now. Your prospects don't care about your company. They care about themselves and how you can fix their problem, make them more comfortable, save them time or money, or relieve their stress....
 

Recommending Products Vs. Selling Them

 
Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers. They were able to do this because they spent years building their book of business. Whenever a current customer walked into their office, or called them on the telephone, the sales person would recommend to them a new product or promotion that they had going on at the time. A few things come into play here. The sales person had built a relationship with this customer over the years....
 

Lock, Stock, and Barrel!

 
The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon A Time In The West". There's a scene in this movie where an auction is being held for the widow Jill's land holdings. In this scene, the auctioneer gavels the auction open by pronouncing that the land is now for sale "lock, stock, and barrel". Now I have heard this clichŠ¹ "lock, stock, and barrel" many times before in my life. Haven't you? I got the gist of its meaning by the context in which it was spoken. But upon hearing it the other night, I realized that I couldn't put into my own words what the phrase means, or its history if ever asked....
 

Going Global: Communication Across Mental Boundaries

 
A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion. Sometimes, when we have something we passionately want to say, we become so involved in formulating the crucial words that might make the listener take heed (we are caught up in needing to be heard) that we forget to ask ourselves one fundamental question: do we want to speak?...
 

Dont Call Me

 
The March, 2004, issue of Psychology Today reports on an experiment involving identical business negotiations between test subjects. The only difference was that half started the transactions with a brief phone call and completed it with email. The other half used only email. The transactions beginning with a phone call turned out much better. So we should all foster our business relationships with more phone calls, right? Well, maybe not. See if this script sounds familiar. You're watching Jeopardy (or whatever your favorite TV show is) when the phone rings....
 

Whats Your Clients Style?

 
When it comes to effective selling, one simple fact never changes: Selling is a relationship business. You already know all about your company's products and services - and you've learned the fundamental aspects of the sales cycle. But have you ever asked yourself ? What helps one salesperson develop immediate rapport with prospects, and not others? What is he or she doing that is leading to long-term client relationships? How can I learn to do the same thing? Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, the salesperson....
 

The Power of Thank-You

 
When was the last time you thanked your customers? This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Here are some of the opportunities you have to thank the people around you. 1. When they place an order or make a purchase of any type. This may sound pretty obvious but my experience has taught me otherwise. Do you remember the last time a retailer thanked you for shopping at their store?...
 

Going Back To Get Ahead

 
Have you ever run DOWN an escalator that was going UP? Well, I did at the Tampa Airport last week. Here's what happened: Last Wednesday I was scheduled to fly from Tampa through Dallas to Phoenix on American Airlines. I just got back from Chicago the day before. It was a very busy week for me. Usually I fly United Airlines but I just fired them. I'm not a spoiled brat or upper crust in any way. But I do like to treat myself and upgrade to first class once in a Blue Moon. United Airlines has managed to p_ _ _ off most of their Executive Premier status flyers with the introduction of "Ted," and the elimination first-class upgrades when flying from Tampa....
 

3 Ways To Sell and Have Fun Doing It

 
There are many ways to sell and have fun doing it, but some times we really need to step outside the box and do something a little different if not drastic. Listed below are the three fun and exciting ways to take that giant leap and start having fun selling your product! ? The Sidewalk Sale ? Supermarkets ? Block Party The Sidewalk Sale If you are looking to put a big push on your production and obtain a lot of applications in one day, then the sidewalk sale is the way to go! Exactly what is the sidewalk sale?...
 

An Ideal Selling Situation

 
The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that I was selling at the show. He saw my nametag for the Foreign Study League and wanted to learn more about my products. His school district filled two and a half jet airplanes with over 400 students (at more than $1,000 each) who enrolled in my firm's summer study programs in Europe....
 

Prepare to Sell!

 
Sales is a critical part of any business, including non-profits. Sales is not complicated or difficult, but requires preparation, consistent action and a plan. Before completing any preparatory work in sales, consider asking yourself some tough questions. Why are you in this business? Do you believe in your product/service? What are you trying to accomplish? When you believe in your product and understand why you're doing what you're doing, the rest of the sales process is much easier....
 
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