Now Is A Great Time To Sell!

 
Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big deal. I say that now is a great time to be selling. Why? Well first consider when the worst time to sell to is. The worst time to sell is when people are complacent. When someone is complacent, they are comfortable. And if they are comfortable, they are not in pain....
 

Clear Up Blurry Communication

 
One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call." We discovered that even though co-workers speak the same words, they don't attach the same meanings. Here's what happened. I asked people to write a list of simple words, such as often, sometimes, never, and usually. Then I asked them to put a percentage value next to each. For example, if I say, "He is often late for meetings,"...
 

Lead Companies, Eight Features To Consider

 
So now the time has come to invest in Lead companies, but how do you know which one is the right one for you? When I was a new loan officer, finding a lead company was not easy, I can remember logging onto Yahoo, typing in the key word "mortgage leads" and being bombarded with links leading me in the direction of lead companies all claiming to have the best leads and the best deal for me! But what was the best deal for me? That all depended on what I was looking for, so taking my time, I began to right down exactly what it was I was looking for, did I want refi's, purchases, or both....
 

Save Your Breath: How To Sell In Trade Shows Without Pitching

 
You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. But the worst part of doing a trade show is losing your voice. Each visitor that stops by your booth gets your pitch. You feel compelled to tell each person why your product is great, why it's different from the competition (which might be located directly across from your booth and getting a lot more attention than you're getting)....
 

How To Dramatically Improve Sales Closing Ratios

 
A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented. Typical trial-closing questions can build in their directness as these examples illustrate: ? "How does this approach sound?" ? "Which of the two demonstrated packages do you like best?" ? "Do you see how this approach can save you money?...
 

Why Cold Calling Is Dead

 
Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re-reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a much-needed dose of common sense that would be of great benefit to sales organizations, especially sales managers, who continue to cling to very old, and, in their minds, very right, ideas. Unfortunately, our brave new world has made these old ideas very wrong....
 

How to Sell High Tech Solutions

 
Many companies are looking to improve upon the speed, security, and accessibility of business technologies, especially satellite and broadband connections to the internet. While customers are becoming more savvy, many don't speak 'tech-ese,' and they still are baffled by terms such as routers, IPSEC, T-1s, WIFI, and broadband. While these buyers may have a genuine interest and need for the products they investigate, more often than not their sales experience ends up a frustrating and confusing one....
 

The Never Ending Sale

 
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends. This way you can ensure having their business forever. When working as a branch manager a few years back, I was never satisfied with a customer portfolio until I had the complete wallet share of their business. By wallet share I mean I not only wanted their checking accounts, I wanted their savings accounts, certificates of deposit, home equity loans and so on....
 

Selling For Keeps

 
When you are in sales and you come across a customer, you don't want to think of that customer as someone you can only make one sale to, you want to think of them as someone you can make several sales to. I can remember not to long ago when I was in Banking working as a branch manager, when I would meet with my staff every Monday morning to go over their individual weekly goals. I must say that they were very good sales people, but unfortunately their focus was on getting that one sale to meet their individual goal, instead of focusing in on the complete package....
 

How to Write Testimonials that Sell CDs Like Magic

 
"Which is your best CD?" Ever get that question? My band has five CDs that we sell at shows, and I get that question all the time. People rely on the suggestions of others to determine what they are going to buy. They trust the opinions of others to help them make decisions. So having great testimonials to sell your CDs is essential. The trouble is most fans email you something like this: "You rock! - Joe." They don't explain how your music affected them or why they came to that conclusion, and you don't bother to ask....
 

Can You Use Hynotic Like Statements To Sell More Products?

 
As I become more successful with my internet business I have become interested in ways to move my business to the next level. Besides pumping more money into advertising it occured to me that increasing my closing percentage on my websites to the visitors I am getting would be a free way to make more money without spending more money to do it. Writing better copy in my ads and on my websites itself surely would help me reach this goal. I know in off-line sales that it is not only what you say, but how you say it....
 

When Selling, Keep It Simple Stupid!

 
After our first half-hour telephone coaching session, when asked what he thought about our training, my client felt the learning process we had undertaken together earlier in the week, "was a bit too elementary." As a Branch Manager with over 18 years of sale experience, a supervisor who must also produce sales over and above the five representatives reporting to him, when he purchased our training, he thought that he would receive and then drill-for-skill some new and yet undiscovered selling process that would magically change his ability to produce sales....
 

Can Barter Help Increase Cash Sales and Visability for Your Small Business?

 
Barter is becoming an increasingly popular method of commerce. The U. S. Department of Commerce estimates that 20 to 25% of world trade is now barter. Corporate barter is now a 20 billion dollar industry. It seems as though everyone from the big corporations on the New York Stock Exchange to small home-based businesses are jumping on the barter bandwagon. I never thought about barter as a tool for building my businesses. That changed in April when I joined a local barter network in Vermont. For a small membership fee and a small commission on each trade, I now have access to almost 200 (and growing) local merchants' products and services including everything from popular restaurants, to spa services, electricians, hotels, rental cars, landscapers, and yes, even flying or sailing lessons!...
 

Selling Against Goliath

 
Selling Against Goliath? How to Take on the Big Guys and Win By Dave Stein, Author of How Winners Sell If you sell for a smaller company that competes against the big guys, the age-old story of David and Goliath might come to mind. In this story, the giant, Goliath, was beaten in a fight by the small boy, David (later to become King David), because of the boy's ability to outsmart the giant. However, in today's hypercompetitive, risk-averse, buyers' market, it's Goliath that often has the advantage....
 

Complacency and Fear are Sales Busters

 
Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Studies confirm that 80% of all salespeople fail in their first year because of the fears associated with prospecting. 40% of veteran producers with more than five years -- experience severe sales slumps due to fears associated with prospecting. Fears are productivity busters that drain our energies and makes sales prospecting emotionally difficult....
 
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