Incentive Dilemma:

 
Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before. Some of these programs are not as successful as they could be, however, because they fail to appreciate fully what motivates salespeople and drives them to overachieve. Read on to learn six key concepts that can make your incentive programs more effective. The dangling of the proverbial carrot is an ancient art that is commonly understood to be at the heart of human behavior, psychology, motivation, and, in particular, business....
 

7 Ways to Stop Selling & Start Building Relationships

 
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients. I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology solution. Michael had been struggling with a mental block about how to detach from the traditional sales thinking he had learned from old-school sales "gurus". You know who they are. You may even have some of their books or tapes....
 

Define Your Best Customer

 
To be more effective at developing relationships, one should always take time to describe their best customer. This is the customer that gives you the biggest bang for your buck. This customer is the one that pays bills on time, uses you exclusively for all their business needs in your area of expertise. It is also a customer that you have an excellent working relationship. This customer knows they can rely on you for the services you specialize in and you will go out of your way to make sure that they are happy at all times....
 

How to Sell: Selling Tips of Master Moms

 
"If you don't think well of yourself, no one will think anything of you." At least half of selling is a mind set. Set your mind to being selfish with positive self-image, positive self-talk and your self-esteem. The sale is made inside our head before it takes place with the customer. It's like any product or service we sell - a house, a car, a cleaning service, web site design - all of these were in someone's mind as an idea before they came into reality. When we believe in ourselves, the sale will more easily take care of itself....
 

A Simple Truth - Authentic Sales Tip

 
A Simple Truth Do you have the right stuff? Are you consistent in your business? Do you build relationships easily? Are you approachable? I'm writing this E-letter aboard American Airlines flight # 2005from Atlanta to Miami, and then on to my final destination Tampa International Airport. For the last three days I've been attending the National Speakers Association annual convention. I had the opportunity to be a presenter at this year's meeting, but more importantly, I heard several great speakers talk on a variety of interesting subjects....
 

Generating Sales Leads

 
Any company that relies on selling a product or service needs strong sales lead generation. A sales lead is a prospective customer. Businesses try to get as much information about their sales leads as possible. They need to find out what makes this person a potential buyer of their product. Many sales-based businesses develop lists of potential customers. They use different tactics to come up with these lists. Some of the most common methods of customer lead generation are referrals, telemarketing, and advertising....
 

Money Does Talk!

 
When buying something, you can buy in one of two markets. The first is buying on terms in the retail market and the second is buying in the wholesale cash market. This can be illustrated by referring to the biggest purchase we all make in our lifetime - Real Estate. In recent years, when you are buying a house it is easy to get financing of the first mortgage, so the seller is not forced to finance the whole sale. What I mean is the seller doesn't become your first mortgage holder, the bank lends the money and the seller get the cash....
 

How to Blow Rapport Really Fast

 
Do you have 5, 10, or 20 years of sales experience? Or do you have 1 year of sales experience 5, 10, or 20 times? Many salespeople never advance beyond ancient outdated sales lines like "If I do this for you, will you give me the order?" Or "What do I have to do to get your business?" Lines like these are why salespeople have a reputation near lawyers in our society. Everyone learns lines like these in sales at some time or another. Often it comes from a senior salesperson who is described as "aggressive" or as "a closer"....
 

Freebies

 
Freebees--Freebees--Freebees WHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?" There are all sorts of things that we would like to have but we cannot always afford them. That is where Freebees come into play. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ People will tell you that there is no such thing as a 'free lunch.' I don't know who first said it but it is as true now as it was then. You can bet your boots that every thing that is on offer for free has a hidden catch. Internet marketers use freebees in the hope that you will remember who gave it to you and purchase something from them at a later date....
 

Are You Scaring Your Customers Away?

 
"Hello, is (pause) puh-TREE-shuh home?" So started my weekend lesson in marketing. It was Saturday afternoon, and started like a typical telemarketing call. Heavy accent, reading a script. I told him Patty wasn't home, I'm her husband, he could talk to me. At this point, one of two things happens. Either they hang up and try again later, or they read me their script. This guy launched into his script... As part of a new promotion, he wanted to give me $500 in free merchandise certificates. All I had to do was cover $4....
 

Gatekeepers

 
When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time." But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently. I've probably gotten approximately $500,000 in business as a result of the word or deed of gatekeepers. How have I done this? By remembering a few simple rules: 1. whoever answers the phone is my client; 2....
 

Why You Buy, Part Three

 
Still more discoveries from the recent studies in behavioral economics: Over-Valuing "Mine" People consistently place a higher value on things they own, even if their "ownership" is temporary. The research is interesting, and I often saw this phenomenum used by salesmen on busses in Ecuador. A product is thrust into your hands, and after a ten-minute sales pitch, you pay or give back "your" item. It's a very effective technique. Regret Aversion Of course you should bet $10 to win $20 on a toss of a coin, but for many, fear of regret (I lost $10!...
 

Sell With KISS, As In Keep It Simple, Stupid

 
One of the most useful and fundamental communications lessons that has been repeated to me over the years, ever since my earliest days of formal business training, is the fabled, famous, and fabulous "KISS" formula. In my college marketing class we were told "Keep It Simple, Stupid!" When I entered my three-month sales-training orientation at New York Telephone way back in 1968, it was a more refined "Keep It Short and Simple." New York Telephone didn't want us recruits to hear negative words like stupid....
 

Six Simple Steps for Getting More Applications

 
When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan. I was literally calling people on the phone and saying something to the effect of; Hello, my name is Jay Conners, and this is what I do, and this is why I am calling, would you be interested? No wonder I wasn't having any success. Knowing that my pathetic tag line wasn't going to cut it, I knew that I would have to change my approach....
 

10 Amazing Product Selling Formulas

 
1. Sell your products at a wholesale price to retailweb sites. You could sell them individually or inbulk. 2. Set up joint ventures with other businesses tosell your product to new customers. They canintroduce it to their customers for a set price. 3. Allow other web sites to sell your product for aset commission. They can take a percentage of thesale and send you the rest of the order to drop ship. 4. Sell your product through an affiliate program. You just pay people a set commission for each oftheir sales or click throughs....
 
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