| 51 | HOW YOU CAN CREATE BETTER SALES PRESENTATIONS... Preview: Selling is easier when you back up your words with strong visual proof. © Copyright 1988/2005 Thom Reece All Rights Reserved No matter what your business is, you will enhance your level of success by developing a well-organized sales presentation. A good sales presentation involves two primary elements: (1) The pre-planned sales talk. (2) A ca... (more) Published By: Thom Reece Submitted: 03 May,2005 |
| 52 | Close More Sales with a Direct Approach Preview: Pretty much anyone you ask rolls their eyes when talking about salespeople. "Windbag", "Schmoozer" and "Full of hot air" are the phrases that come to mind - well, those are the nice phrases. Salespeople have bad reputations. Many times this reputation is well deserved, meaning that prospects have their BS-meter turned way up when you walk into th... (more) Published By: Chris Ellington Submitted: 05 May,2005 |
| 53 | The Seller as Buyer - The Worm Turns! Preview: As the CEO of our company, I get a lot of calls from salespeople who want to sell me products and services. It's an interesting sidelight for me, (ok, it’s a diversion from real work, but don’t tell my staff) to watch these people to make their presentations and then coach them on how to pitch more effectively. In the end, I’ll buy (or not) what t... (more) Published By: Chris Ellington Submitted: 05 May,2005 |
| 54 | 10 Sure-Fire Ways To Multiply Your Sales Preview: With so much competition for business out there, how can a business owner continue to have and even create more sales? Here's some tips that will add sizzle to your profits. 1. Make an offer they simply can't refuse. Use valuable free bonuses to create a sense of urgency for your visitors to buy now. Only offer them for a limited time with your ... (more) Published By: Ahmad Supaat Submitted: 06 May,2005 |
| 55 | Making Sales Online Preview: Location, Location. Location Studies show that placing links within text often helps ensure that they will be seen by the reader Studies show readers look at a page in a somewhat of a "Z". They tend to start at the upper right hand corner then move towards the center and then across to the left. Place links in the this "read area" for best re... (more) Published By: Geraldine Jensen Submitted: 07 May,2005 |
| 56 | How To Get Clients To Take Immediate Action Preview: Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a sense of urgency and get your clients to want what you have... (more) Published By: Jim Klein Submitted: 07 May,2005 |
| 57 | Why Your Employees Fear Training (and how to get them to stop!) Preview: Do you remember that fable – one of Aesop’s, maybe – about the Emperor who wore no clothes, and the nice young man that paid the ultimate price for audaciously pointing that out? Now, let’s fast-forward a few millennia, and recast this fable in a 21st century look and feel. To make things as simple as possible, let’s just go ahead and assume that... (more) Published By: Adrian Miller Submitted: 09 May,2005 |
| 58 | Sales Letters - How to Write Them Preview: You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter. Personalise - Using the person's name in a sales letter will give you the greatest success. It's feasible to address sales letters to - "Dear Transport Manager" or "Dear Friend" or "Dear Sir or Madam" or ... (more) Published By: Alan Fairweather Submitted: 14 May,2005 |
| 59 | Networking - How to do it Preview: Networking is probably the oldest, easiest, most effective and least expensive way to get more business. It doesn't necessarily involve selling your product or service but it does mean selling yourself. However, that doesn't involve a lot of talking - it does involve a lot of listening. Networking is about making connections with people and build... (more) Published By: Alan Fairweather Submitted: 14 May,2005 |
| 60 | Referrals - How to Get Them Preview: Referrals are an extension of Networking. If people like you and like the sound of your product or service, then there's a good chance they'll tell other people about you. If they already use your product or service and are totally satisfied, then there's also a good chance that they'll recommend you to others. However, that won't always happen ... (more) Published By: Alan Fairweather Submitted: 14 May,2005 |
| 61 | Newsletters - A Great Way to Build Business Relationships Preview: This is an excellent way to grow your business using your mailing list (which I trust you are constantly building). However, you have to accept that there are people who'll read your newsletter and there are those who won't. It does, however, help to build brand recognition and keeps your name in front of your existing and potential customers. P... (more) Published By: Alan Fairweather Submitted: 14 May,2005 |
| 62 | How to Make Cold Calling Work for Your Business Preview: Yes, I know most of us hate cold calling. But for many B2B businesses it can be a cost-effective way to generate quality leads. I'm not necessarily an advocate for cold calling but I am an advocate for doing what works and doing it well so you get the best return possible. If cold calling is accepted in your industry then you should consider mak... (more) Published By: Kevin M. Stirtz Submitted: 15 May,2005 |
| 63 | Tips On Overcoming Sales Resistance Preview: Tips On Overcoming Sales Resistance When your clients and prospects resist your sales presentation are they really saying NO or are they asking you questions in order to make an informed decision? Resistance can come in a variety of forms: The client may not like you, they may not like your product or service or they simply would prefer the st... (more) Published By: Ken Levine Submitted: 15 May,2005 |
| 64 | The Runaway Bride . . . yeah right! Preview: The story making all the headlines last week about, what's her name, Jennifer Wilbanks makes me want to gag. If you don't care for straight talk you might want to delete this before reading anymore. Whoever said life was supposed to be a bowl of strawberries? Whoever said life was supposed to be fair? Whoever said watching reality TV has anyt... (more) Published By: Jim Meisenheimer Submitted: 15 May,2005 |
| 65 | Don't Be Like Needle Nose Ned Preview: In the 20 years since I was in college I have read a lot of books and articles on how to sell and I've attended a lot of sales classes and seminars. I've even taught a few classes and I've written a few articles about it. In this time I have seen a lot of different theories on how to sell. One theory of how to sell has never worked for me. I cal... (more) Published By: Kevin M. Stirtz Submitted: 15 May,2005 |
| 66 | Do You Have The Most Desirable Selling "Mindset" Preview: If your mind is set, you will be unable to change your mindset. For example Christopher Columbus . . . He was born in 1451 in Genoa, the son of a wool merchant and weaver. Do you recall what the conventional thinking or "Mindset" was about the shape of the globe at that time? It was believed to be flat. Not too many sailors sailed too far from... (more) Published By: Jim Meisenheimer Submitted: 15 May,2005 |
| 67 | Selling From Your Heart...a Sales Approach for Franchise Professionals Preview: WE know that the profession of franchise sales is an honorable one...and that many franchise sales professionals are great at what they do...but let's face it...for many people the word "selling" is a mighty nasty word...and the idea of dealing with a "salesperson" is akin to having a root canal! Even you and I have experienced obnoxious salespeo... (more) Published By: Flo Schell, EdM, Certified Sales Coach, Founder Franchise Coaching Systems Submitted: 19 May,2005 |
| 68 | Fire Bad Clients? Preview: Do you know what makes a good customer for your company? I'll bet you do. You know whether your company is better with the Fortune 500 or the Inc. 500. You know what product lines your operations service best and where the quality is the highest. You know what industries are willing to pay a premium for your level of customer care. You probably ev... (more) Published By: Steve Waterhouse Submitted: 22 May,2005 |
| 69 | Roman or Norman - A Customer Service Story Preview: Roman Or Norman? It's The Difference Between Being Seen As A Partner Or An Invader. With all of the discussion in recent years about the importance of understanding our customer's needs, it's a valuable exercise to try to see ourselves as we might be perceived by our customers. For example, if a customer glances out the office window as we march... (more) Published By: Steve Waterhouse Submitted: 22 May,2005 |
| 70 | Change Takes Time Preview: I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are all telemarketers, she listened in on their calls to see what had chan... (more) Published By: Steve Waterhouse Submitted: 22 May,2005 |