Losing the Big-One: Salvaging Lost Accounts

 
After careful consideration, we have chosen our vendor, and it's not you." Hard words to hear. That big deal, the account you've been courting for months, has fallen to someone else. "We appreciate all the time and effort you put into your bid. It was quite professional." Yeah sure, they really appreciate your months of grueling work, but not enough to actually write you a check. You feel like you've just been elected the mayor of Loser-ville. So what do you do now? At this crucial point, many salespeople make one of two mistakes: they either forget about this big potential customer (and the time invested) forever or they make some desperate move that further cements their fate as the Company That Couldn't....
 

Peddlers, Hucksters, & Empty Suits

 
Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity. I am sure that you have heard many of these. I used to carry the title of Account Executive. Nice title, but it's meaningless. "Executive" in charge of what? The empire of my mind? Business Development is another one: "we don't sell... we develop business"....
 

Why People Use Long Sales Copy

 
Have you ever wondered why some people use long sales letter? Here is the answer: These people newer bothered to find out what the potential customer wants. If you know exactly what your potential customer wants, you can be short and to the point. So, Mr. Marketing Genius comes along and wants to sell something.Instead of finding out what the target audience wants, that "genius"just tries to offer everything. Then some people actually buy what was offered and the "genius"thinks he has found the solution: Long sales Copy....
 

Asking The Right Questions

 
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step, setting that introductory meeting. So, how do you gather enough information to qualify your prospect and, at the same time, set up the meeting? First, make a list of all the information that you would like to gather from your prospect....
 

Aikido and The Art of Cold Calling

 
Imagine being in a crowded concert or bar. All of a sudden, afight breaks out between two men who've had too much to drink. You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he's going to take aswing at you. What's your first instinct? Most of us will do one of twothings. We'll either try to step away, or we'll raise our armsto deflect him and fight back, which can result in harm to youor to your attacker. But if you were trained in Aikido, the Japanese martial art thatfocuses on diverting an attacker's energy, you could quicklydiffuse the situation by immobilizing him without harming him inany way....
 

Pinging for Success: Creating Search Patterns

 
One of my first internship jobs as a college student was working for a defense company who, at the time, developed a highly sophisticated torpedo for hunting down submarines and destroying them. The operation of the torpedo was pretty fascinating. The torpedo was launched from the deck of a ship or dropped from a helicopter into the water. The torpedo would then turn on and initiate a search mode, where it would make circular patterns while constantly "pinging." Pinging is the sound the sonar device makes when it wants to bounce sound waves off objects underwater....
 

Your Best Friend - The Phone

 
We all know that you can't earn your commission until you make the sale. Furthermore, you can't make the sale without the order, and you can't write the order until you have a product presentation scheduled. Finally, you can't have a presentation until you make the infamous CALL to schedule the appointment. As you see, it all traces back to the initial phone call. In order to fulfill your WHY and achieve all of your ultimate outcomes in life, you must be UNSTOPPABLE ON THE PHONE! Right now you need to ask yourself a very important question....
 

UK Sales and Marketing Terminology

 
Terminology / Acronyms ABC figures: This is the independently audited sales figure for all recognised publications in the UK. By using the ABC figure, you can quickly establish how much the advertising will cost per 1,000 readers. Account Managers: These are sales people who have great skills in getting repeat orders and maximising revenue returns from existing accounts. It is very rare that a good "Account Manager" will be good at winning new clients. Blue Bird: This is an unexpected sales opportunity that has a high chance of turning into profitable business....
 

Going the Extra Mile and Getting Referrals

 
Successful salespeople have the ability to turn the customers they serve into advocates. They don't directly ask for assistance, they do it by going the extra mile when providing service. It is only natural for satisfied customers to refer their friends and business associates to someone they know they can trust to take good care of them. Your ability to provide quality service after the sale is critical in developing "lifetime relationships" with your customers. Top salespeople have learned that the key to their success is "service with a smile....
 

An Introductino to Insurance Lead Generation

 
It is vital that insurance salespeople have a steady stream of leads. Often, people don't even know about a particular type on insurance and it is up to a salesperson to explain it to them. The salespeople must have good leads in order to know who may be more open to purchasing certain types of insurance. Insurance lead generation is done in a couple of ways. One common strategy is the use of a list service. A list compiling company generates the leads by gathering extensive information on people and then selling either the entire list or individual leads to the insurance salesperson....
 

9 Ways to Keep Clients Coming Back For More

 
A lot of effort is put into getting new clients. We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. So finding new business is always important - but so is keeping your previous clients. Here are nine ways to keep previous clients coming back for more! 1) Provide exceptional service. Sounds obvious, but is very hard to do consistently. If clients believe they can't do better elsewhere, they won't succumb to the temptation of trying another provider....
 

How To Make An Extra $100,000.00 Each Year

 
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING A FEW LINES OF SCRIPT TO YOUR ONLINE ORDER PAGE McDonalds has added over 200 billion dollars to their sales with their one line "Would you like some drinks or fries with that?" Sales are made or lost by what is written in your online store. What you say and how you say it determines just how much merchandise is sold in your online business. If your thank you page simply says thank you and then proceeds to finalise the ordering process you are missing out on some serious money that should be lining your pocket....
 

5 Ideas for Writing Effective Sales Letters

 
Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out to thousands of people, it can give the feel of a personal communication - IF you write it in a direct and conversational tone. To get your creative juices flowing, here are five tried and true formulas that can work for either e-mail or printed letters. 1. Tell a story - from either your point of view or a customer's. Example: '"When I started my own business, I was very nervous about keeping my books....
 

Long Sales Letters vs. Short Sales Letters

 
Everywhere I turn, I'm being asked to weigh in on the issue of whether copy should be long or short in a sales letter. I receive countless newsletters on copywriting and marketing, and they are all still debating the issue. I doubt that the question will be answered definitively, but after hearing from other Internet copywriters and after considering the issue myself, I've learned that if you follow three guidelines, the issue of length will become almost irrelevant. Guideline #1) TELL PROSPECTS WHAT THEY WANT AND NEED TO KNOW TO MAKE A BUYING DECISION....
 

How to Revive a Dead Lead

 
It's easy to spend days, weeks, or months speaking with a prospect, working up to a decision to buy. This is especially true if your prospects are in larger companies. Sometimes your lead can go dead. You're not sure why, but your contact person just goes quiet - sometimes disappearing for good. Was your price too high? Did you say something wrong? What should you do? I've had a few clients in exactly this situation - one even had his prospect located overseas. And they report great results by using this simple procedure....
 
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