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Business and Economics RSS FeedsAre You Selling a Book or a Movie? - I'm going to try my best to do a great benefits statement so the customers know exactly what we do. We put so much time and energy into coming up with this big introduction/benefit statement, but, honestly, it's not as important as any of the other things that we do....Feed Source: EzineArticles.com Profit Boosting Tip - Move With the Times - Are your profit levels stuck where they were a few years ago? Could be that you are stuck too, in terms of how you run your business and interact with customers. If you are stuck you need to move with the times to see your profits move too.... Are You Ready to Catch "Big Fish?" - Everyone wants to have large companies as their clients, while very few know how to prepare themselves and their company to approach the largest clients they will ever work with. Here are some tips to change your thinking and your actions to go after "big fish."... You'll Make More Money When You Love Being Sold To! - One of the important marketing and business skills you need to develop is the ability to observe world class marketers in action so that you can start to model their strategies and behaviour where appropriate WITHOUT feeling 'sold to.' I'm always intrigued to hear people say things like 'she was trying to sell to me,' or 'he was always selling something,' when they sign up to receive marketing training from a marketer! I mean how can you or (they) for that matter learn world class marketing skills if they don't like being sold to?... Selling Through Etsy - When it first came to scene it became a hit. Sellers engaged in handmade goods established online shops and saw potential markets and started selling on Etsy. But businesses has its ups and downs. You can never tell whether your business will stay on track and experience no problems since competitors are just around the bush waiting for you to fail.... Warm Market Research - Warm markets are potential customers that either know your brand, have an existing relationship with the company, or have indicated an interest in related products or services. Cold markets are those that are unfamiliar with your company, your products and services and your sales staff.... How to Increase Your Ticket Sales With Promo Codes - At present, marketing plays an important role in making your products likeable among the target audience and in selling them. Among the various marketing tools used across the globe, promo codes are a popular and important one. These have become one of the leading tools to boost up your event ticket sales. According to the experts of the event industry, generating promotional codes for event ticketing can bring a steady stream of revenue months before your event begins. Various modes of online marketing are gaining ground and using promo codes as a new addition to the list. Here are 5 tips, which event organizers can use for improving event ticketing sales by offering promotional code discounts.... How to Think About How to Sell - Selling is about innovating, listening to the customers and being confident about you are selling. A sales person who aims to be successful sets out in a specific frame of mind at every call that he makes.... Arguments for Free Trade - In theory, international trade increases world efficiency by specialization in production and exchange according to comparative advantage, given certain assumptions. In other words, a country that engages in international trade enjoys the benefits in terms of both immediate improvements in standards of living and economic growth.... Closing a Sale: Bringing Your Customer Over the Bridge - Closing a sale is like leading someone over a bridge. Once on the other side they are happy and they feel a kinship to you for helping them over. Selling is like this... Making New Business Development a Priority - You Wouldn't Ignore Accounting, Would You? - Business development should always be a priority, but it's especially important for organizations that don't have a sales force. In my opinion, everybody within an organization is in sales, because every touch-point with the outside world is an impression that you leave and an opportunity to sell.... Top 10 Ways to Increase Sales Using Linked In and Twitter - Social media is a red hot topic these days. But people worry about the ROI of all that chatter. How can you ensure that social networking actually increases sales?... The Cross Selling Concept - Cross selling is a widely-used term in every arena of an economy today. The meaning and scope of the concept is extensive and it includes a wide range of applications, techniques and reach. Aptly defined by the Oxford English Dictionary as "The action or practice of selling among or between established clients, markets, traders, etc." or "That of selling an additional product or service to an existing customer"; the business practices used a further modified definition that includes the industry/sector in which the business operates, the size of the business and their financial motivations.... The Salesman And Growth Of A Company - Sale of goods or services is the backbone for any organization to grow. Growth is the key to success. Any organization that does not increase sales is stagnating.... The Elevator Speech for Sales Prospects - Sales people are often confused what the elevator speech is. This sales training article teaches you what the elevator speech is and how to use it.... Tips and Tricks of Getting Better at Pre-Selling! - The tips and tricks of getting better at pre-selling remains the creation of high value content because without the warm-up the sale is almost impossible. Your prospect's mood should convey to you that they are ready to buy before you send them to the sales page. With the right valuable and informative content on your page you don't just encourage more sales; you build a good rapport with your target market and readers.... How Can A Live Operator Help Improve Sales? - If anything, selling through the phone can be a huge challenge for many firms. Luckily, there is a solution for that, and that is with the help of a live operator.... Seize The Opportunity! Its Snowing Money! - Salesmanship begins with belief that you can be profitable with a new idea. A good salesman is a true entrepreneur. He is a person who takes a risk every day and sees an opportunity when it presents itself.... Taking the Jargon Out of the Bargain - Once upon a time, there was a school of thought that 'the more confused the customer, the more profitable the sale'. Thank goodness, in these more enlightened days where more enlightened salespeople get to sell to more enlightened customers, theories like that have been relegated to where they belong - the world of fairy tales. Despite that though, it seems we haven't quite broken through the 'jargon barrier' just yet. In our own product or industry sector, we so often work with acronyms, nick-names, and other forms of generic terminology that eventually become second nature to us. Unwittingly, we baffle our customer. Worse still, we then fail to notice the glazed look in their eyes ... Questions Are the Answer - Too often in selling we make inappropriate, untimely statements; too seldom do we ask timely, appropriate questions. Ironically, the cause of the problem is the one selling attribute we absolutely revere - our product knowledge. Too quick to start talking about our products, we fail to take the time to uncover the needs of our customer. Here we are, on a roll extolling the virtues of this product or that, when we could have saved time, and avoided frustration all round, with a couple of carefully considered questions ... Create a Meaningful and Memorable Trade Show Pitch - The Goldilocks Effect - If you are a fan of fairy tales then surely you will remember the story of "Goldilocks and the Three Bears," written by British author Robert Southey. It's the story a young girl named Goldilocks who finds herself in a bear's home and searches for perfection as she works her way through porridge, chairs and beds before drifting off to sleep. Goldilocks teaches us that the perfect solution to things in life, like a product pitch, should not be too long, not too short, but just right. That's the "Goldilocks Effect" that all front line staff who meets visitors at a booth should adhere to rigorously.... Increase Price - Never Reduce Your Prices - Sales and Marketing people often give way when customers pressure them on price. In the long term this action is fatal to the long term profitability of your business. Why is this?... 3 Critical Steps to Increasing Your Business Sales Leads - To increase your revenues, you must obtain more business sales leads and close the deal with your prospective customers. Most of my coaching clients know how to close a sale, but struggle with getting enough business sales leads. Here are three critical steps to increasing your business sales leads.... IT Sales Leads: Helping IT Firms Greatly - IT companies are constantly looking for ways to be profitable. That is a fact. Now this is precisely where IT sales leads play a crucial part. Read on to find out more about it.... Automobile Commission Sales - Six Figures, No Problem - Many in sales believe that the "Win" or "Inking The Deal" is what matters. On the contrary, closing is the result of what matters. Closing the deal is the outcome of the front-end effort. The highest paid commission sales people have a process to measure their effectiveness. They do this so as to be able to map out exactly what needs to be done to achieve their personal financial targets.... We Should Never, Ever, Doubt Our Ability to Succeed - In conversation with one of my learned chums this week, the subject of success came up - or more precisely, just what makes some people more successful than others, and I have very strong views about this. I believe that one of the defining and most significant qualities of the most successful people we know is confidence. It is their inner belief that they can achieve anything they want to achieve, and enjoy as much success as they wish - however they personally define success.... Creating Objections - Beware of Knowledge - In order to increase sales, you must captivate your customers and convince them to buy from you. How many sales do you think you lose because you created most of the objections? Objections come about when customers lack information or have too much information. Your level of experience, curiosity and facility to learn affect your knowledge. Having too much knowledge can be just as much an hindrance to your sales success as not having enough. As a salesperson, beware of how you share your knowledge.... How to Buy and Sell Gold From a Home Based Business - Few realize it, but recessions are the best time to make money. If you know how to spot killer opportunities you can quickly start several new businesses that make massive profits while everyone is pinching pennies. Gold based businesses are one of the most lucrative opportunities in any down market. While starting a gold based business sounds intimidating it actually requires little effort and work.... Three Keys to Relationship Selling - Successful salesmen create symbiotic alliances with their customers so that each party achieves their goals. This "Win - Win" relationship is based upon trust between the buyer and seller and leads to more sales, references and referrals. The author reviews three key factors that are critical to building long-term relationships and practiced by every top salesperson.... A Great Voice Makes an Outstanding First Impression - Effective communication and presentations is key to doing business successfully in today's highly competitive market place. In the business world today, salespeople, managers, VPs and CEOs are expected to be outstanding communicators and presenters. It is the primary way for them to distinguish themselves on the long list of equally qualified competitors.... How Can You Get More Warm IT Leads For Your IT Business? - These days, entrepreneurs are thinking of the best ways to generate leads. One of the most viable and profitable means found so far is by working with IT lead generation services.... Can Sales Be Taught? If So, To What Extent? - Running a sales and HR oriented organization, I am consistently interacting with hiring clients looking for sales personnel, as well as dealing with sales job seekers of all levels in conjunction with training my own team on the best business development and marketing practices. Even though we have multiple divisions in my company - one which is geared more towards selling while one is for the more analytical personality - everyone is taught sales and marketing within the organization. After doing so for 5+ years, I have come ... How Sales and Marketing Professionals Are Reliant On One Another - While sales and marketing are vastly different from one another, the two are more reliant on one another than just about any other two facets within an organization. For instance, you could have the best sales representatives in the country, but without marketing support, their efforts will only produce a fraction of what they could. For organizations that have only so high of a recruiting budget, choosing between one or the other can be difficult and often confusing.... Mistakes That Will Ensure You Are Poor! - A collection of 6 mistakes that are often made by those in the selling business - whether on-line or off-line - the protocols remain the same. Without these rules being followed - success is on far and distant horizon!... Is Your Sales Pipeline in a State of "Sales Attrition"? - Have you ever considered the amount of "Sales Attrition" that you are having in your sales pipeline? You probably haven't even heard of the term ... 10 Ways to Handle Objections Effectively - Knowing how to handle objections from clients begins with anticipating their concerns. Your attitude at the start will directly affect your sales at the end of the day.... Increase Sales - What the Customer Wants - The key to increase sales is to really understand what your customer needs. If you sell to other businesses the Internet can provide most of the information you need. Every company has a web site so before you even speak to a new customer look closely at their web site. What do they sell, where is their market, how do they market their products, what could they require from you?... 3 Easy Steps to Sell More By Selling Less - If you want to succeed in 2012 then you need to sell less. Yes, you heard me: buckle down and sell less.... Don't Have A Sales System? Don't Expect Great Sales Results - If you evaluated the results of the most successful salespeople you would quickly discover that they have a repeatable sales process or sales system. I don't care if you use any sales system, sooner or later if you want consistently increased sales results, you need to implement a workable, practical, customer focused and repeatable process.... How to Close Sales by Making Offers That Provide Great Solutions. - Ideally, your offer will sum up your conversation in a way that shows you've understood the problem and genuinely want to solve it in a way that satisfies the customer's concerns and provides a great solution. If you've done a good job of listening, your offer will show it, and it will make the next step, negotiating the price, much easier to do.... My 2 Secrets to Closing a Sale! - As a coach and speaker, there is one question that I hear all the time - "how do YOU close the sale?" There appears to be some mystery around the actual sales language that 'brings it all to a close'.... Smart Creative Sales Techniques to Help You Overcome Sales Slump - Stock markets experience crashes unexpectedly. Powerful nations all have one thing in common; which is intermittent droops in their economies. Developing countries lag behind in terms of financial and economic status. Businesses are of no exception. No entrepreneur has immunity against sudden mood swings in the business sector. Hence, sales techniques must be flexible enough, to guard against and possibly to rise above probable sales slump.... Do You Really Care About the Customer? How to Improve Sales by Being Customer Focused - Let's face it, if you're in sales - you probably really care about your sales. The more sales you make, the more money you make. The more sales you create, the more success you create. It's pretty much the cycle of sales. But, the problem with any cycle is that if the wrong motivation is behind the wheel, eventually, you're going to head off track. And if you're not careful, you'll probably take somebody off the road with you.... How to Ace a Sales Call - Do you want to know how to convert those calls that you just don't seem to close into sales? It's easy.... A Proactive Sales Plan - Sales people have been taught to utilize new selling techniques and tactics. Tactics to help them have a better sales meeting and to improve their sales pitch. You can be the best at holding a meeting and giving a sales pitch - but if you are not taking into account who your audience is, you will not have much sales success.... Mapping Winning Strategies in Uncertain Times - If you know you are entering a period of great uncertainty, what will be your main objective? Will that be survival, maintain market share or exploiting hidden opportunities?. What didn't kill you will make you stronger, so what are some of the potential threats that might affect you seriously, and how do you take on those threats. The Chinese words for crisis include both "danger" and "opportunity". Are you able to gain insights and take advantage of the opportunities that others have missed?... Follow Up Sales - Again and Again! - We're all customers and we all get inundated with sales messages and offers. And yet, when it comes to running our own business, we assume that giving a sales message once is enough. Learning to follow up, again and again and again, can make a real difference to your profits.... Always Upsell to Your Customers - Too many business leaders are afraid of sales terms like "upselling". They have a bad reputation and no one wants to be a sleazy salesman, right? But done in the right way, upselling to your customers can make a big difference to your profits - and quickly.... Reconnect With Your Old Customers - Nearly all business people know that they should keep in contact with old customers and clients, but many of them never do - or the contact is so infrequent it doesn't work. Find some new ways of getting in contact and you might be surprised what a difference it can make to your business.... Sales Apps for Top Sales Success - To achieve success, salesmen need to take advantage of all tools to remain organized, effective, and always prepared. Here are a list of my sales apps that should be consider by those who strive for greatness in sales.... Do You Have What It Takes to Make THE LIST? - This article is a story about changes that are taking place in my business, but I am pretty confident it applies to your business as well. I would like to take you way, way back to the early '90s. In those days, when businesses wanted to buy a product like the one I sell, office furniture, they would start months before they were ready to place an order.... Selling Skills to Improve Client Relationships - The modern business needs to keep hold of as many clients as possible, and ensuring repeat business has become one of the prime objectives of many companies. Rather than being focused upon single sales, the business is instead looking at retaining clients and forming a long-term relationship with them. Sales teams look at managing sales in a responsible and respectful manner which encourages the client to invest money in the company's products, and ensures that individual sellers can promote the business whenever they are making a sale.... Sales Management Skills for the Modern Business - The sales team is one of the most important aspects of any modern business, but far too many companies are using outdated sales techniques to try and create new customers or make a bigger impression on their current clients. These old methods of selling were at their most popular in the eighties, when the competitive culture meant that the client's were way down the list of priorities when it came to making a good sale.... Tips When Buying Second Hand Trailers - If you're thinking of traveling and is interested in purchasing a trailer, a second hand trailer is a good choice, especially if you're planning on browsing and buying online. This is because most of the time - in the case of trailers, what you see is what you get. Despite the good reputation second hand trailers have when it comes to online purchases, it is still sensible that you do your homework first before you go online to get your own trailer.... The Critical Key To Finishing Is Starting - The key to finishing is starting. If it's important do it today instead of putting it off tomorrow. Avoid making "Someday" the most important day of the week. Salespeople aren't born they're self made! Sculpt yourself into a very successful sales person.... Increase Sales With Live Chat - "A sale isn't something you pursue. It's what happens to you while you are immersed in serving the customer." This dedication to service and attentiveness to the client's needs is so critical that it becomes a building block in the business relationship. It is what separates successful companies from average ones that focus on maintaining the status quo.... The Commission Conversation - A trendy topic in today's business environment in compensation. When it comes to sales and selling, the traditional stand-by -- commissions -- has becomes a target of discussion. The notion of a lone wolf, highly compensated, commission driven sales professional has become somewhat dated. Though often embraced as a necessary evil, the debate rages as to whether a heavily commissioned sales model stimulates the desired outcomes. The other piece that comes into play is the role others play in the growth model. This article examines, even challenges, the notion that commissions work and explores the thought that perhaps others could be compensated for their part in growing and retaining customers.... What's Missing? - Do you or your salespeople feel like something is missing? This could be it.... How to Handle Objections Using Listening Skills - As a sale representative there are occasions when you will face opposition from a prospective client. This article will provide you with some specific tools and guidelines to use when you are faced with the dilemma of how to handle objections. To begin with, concerns from customers are a part of sales, and it is vital to you as a sales person to know how to handle objections as they come up.... Photocopiers - Buy, Lease or Rent? - Office photocopiers are an expensive piece of business equipment, and companies looking to procure one may be reluctant to spend thousands of pounds in one go (unless they're cash-rich or simply don't entertain the idea of paying interest on leases). There are many different payment options with their positives, negatives and occasional pitfalls.... Shipping Cost Issues of Most Etsy Sellers - If you do have a background on something, journalism, photography, needlework, or woodwork among others, than you may already have an idea that you can actually market these types of products online. There are several platforms that you can use to sell your products to a larger market without having to put up a business place, since you can do it over the internet. You can do this by using Facebook, Twitter, Multiply, MySpace, and eBay, Amazon, or Etsy. However, for handicrafts, Etsy is the most popular platform as it's designed exactly for that purpose: to sell handicrafts and other unique art crafts. ... The Million Dollar Question Every Salesperson Should Ask Themselves Everyday Part 2 - Know before you go. If I'm your prospect, what do you want me to know about you? Are you a long- standing, high integrity company in the community? Do you have something no one else has?... Starting a Small Business and Selling on Etsy - If you are interested in creating handicrafts or paintings or photography and you want to sell them online, the best place to get started is by selling on Etsy. Here you can easily put up your own online store and start your own online business, especially if you are a work from home parent.... Five Ways to Get a Commitment on the First Call - What kind of a commitment do you get from your prospect at the end of your prospecting call? If you're like most sales reps, the answer is, ah, none.... Strategic Sales Planning for 2012 - Everyone's focus is on how the economy will affect sales. A very important fact to keep in mind is that, regardless of whether the economy is up or down, money doesn't disappear. It simply moves to new places. How are you going to recognize where your best opportunities lie?... Selling on Facebook: Do's and Don'ts - Facebook is being considered as the best way to market various products and services. This is due to the fact that it the second most visited and most popular website in the web today. Facebook has more than 500 million members and 75% of these users visit Facebook on a daily basis. So imagine if you are selling on Facebook? Imagine how many people will get to see your product on a single day.... How to Increase Sales by Following a Healthy Diet - There is panoply of diets you can choose from to lose weight. Similarly, there are millions of books and theories you can apply to increase sales. Some work, others don't. Most healthy diets require that you follow a system with very specific foods and quantities to eat. The rate of failure to maintain weight loss is very high because it is just too easy to go back to our old eating habits and junk food. However, some people succeed and never gain back their weight. What sets them apart from others? How can you apply dieting principles to increase your sales?... Five Mindsets That Sabotage Your Sales Result - In general most of the common sales mistakes fall into five categories or what I will refer to as sales mindsets. So, what are the five and how can you eliminate them from your behavior, approach or sales attitudes?... Things That Make an Outsourced Energy Telemarketing Work - Outsourcing telemarketing for lead generation and appointment setting has always been a good avenue for companies. Read on to learn how energy companies can reap rewards through outsourcing.... Sales Objections: "Your Price Is Too High" - The key sales objection is "your price is too high." How do you overcome this? This article explains a means of doing this.... Three Stages of a Failed Sales Pitch - The best sales people perfect their sales pitch. They do this over time in order to build a system that works. Following the system during your sales pitch means you can apply it over and over to yield positive results. While certain products require complicated sales processes, some basic stages are always found: Introduction, presentation and close. Failure to go through all three stages inevitably leads to lost sales.... Sales: How Questions Bring a Client to a Close? - A sales situation is a conversation between friends that solves a problem. The problem, when solved, leads to a sale. What questions do you use to make this conversation happen?... The Biggest Myth In Sales: "Fear Of Rejection": Part I - I will declare the biggest myth in network marketing-- People quit because of "fear of rejection". This is totally wrong. People quit because they are not getting the income they were promised they would get. Yes, they quit because they have been working hard but they are not moving to the level they want to be in. They are quitting because they are tired working and yet they don't receive the pay they are hoping to get.... A Gas Booster Offers Many Compression and Pressure Ratios - A gas booster is known for a high pressure capability while maintaining the purity of the gas being compressed. Read on to know more about Gas booster and their benefits.... Why the Sales Process Is Broken in the US and How It Hurts Your Business - If we assume that our customers are conditioned to "pay the price" or move on, what can be done to change that dynamic? How could making sales help to build your business? Our current sales practices essentially pressures business owners to become that pushy obnoxious salesperson or lose out on making sales. Now that's what I call a broken sales system!... How Watching Infomercials Can Add New Customers To A Small Business? - If you own and operate a business, then watching infomercials is a great way to add new customers. How so? Read this short article and see for yourself.... Get More Sales - Help Your Prospects Make the Right Choice - Some people love having choices. For others, the more choices you offer, the more confused and bewildered they become. For more sales success, you need to identify which customer type you are working with.... The Million Dollar Question Every Salesperson Should Ask Themselves Everyday Part 1 - Do you, like me find yourself asking questions like; "Is there an easier way to do this?" or "Why is my productivity not where it should be? While a huge proponent of self evaluation and score keeping there is one question however every sales professional needs to ask themselves everyday.... 5 Ways to Handle Price Objection - Remember that it is all about the client - not you! If these ideas are presented correctly, many price objections will be overcome.... Which of These 3 Selling Mistakes Do You Make? - If you ever have to sell anything to anybody, then there's a chance you may be making one of these three crucial mistakes. And if so, then you are killing any chance you have to close the sale. Read this short article to see which of these three mistakes you may be making.... Retail Selling - The Referral Is Dead - Long Live the Referral - In selling, much is said - rightfully so - about add-on sales. In the training sessions I regularly conduct for retail computer stores, I refer to it as my 'Noah's Ark' theory, or my two-plus-two system, where a companion sale should be added to the initial transaction wherever possible to make it two primary products - for example, a printer or external drive to go with the computer. In turn, I encourage the adding of least a couple of accessories such as cables and connectors, two or more supporting services such as virus protection subscription, extended warranty, maintenance support, or a finance option, and finally the soliciting of at least two referrals. Yes, after we have introduced additional products and services to our customer, we need to think about introducing additional customers to our products and services ... Sale Introduction Stage: How to Make a Good First Impression - "You only get one chance to make a good impression." We've always been taught this. It is critical in creating a successful sales presentation.... Are Sales People Athletes? - Most articles and discussions relating to the business world at some point speak in terms of athletics. You often hear about team, goals, scoring and competition in these articles or discussions. This caused me to think, are salespeople just like athletes? The answer I came up with was YES! Here are a few things that made me come to this conclusion.... Why These Six Rules Make Writing Irresistible Sales Ads a Snap - Advertising is an invitation to "try out" a product that solves a very real, specific problem. The more specific you are about providing a great solution, the more convinced your customers will be. You'll be surprised how easy it is to make sales when you take time to listen to your customers and find out what bugs them! A good reason to learn as much as you can about their values, beliefs, and what they care about most.... Handling Objections - There Is a Knack to It - Objections can strike terror into the hearts of many salespeople and negotiators, but they aren't necessarily negative things. In many cases they are simply buying signals in disguise, representing nothing more than a request for more information or for further clarification of a particular doubt or uncertainty. Either way, they constitute an expression of interest, and are a perfectly normal part of the sales process. In fact, most experienced negotiators regard 'no' as the starting point of the negotiation, never the ending. They will actively go looking for any hint of negativity so they can put it to bed as early as possible.... Get More Sales - Relax and Smile - Do you want to get more sales? Then relax and smile. A forced, awkward presentation makes your customers feel nervous. They aren't sure if they can trust you.... How To Plan A Sales Call - Sales, like anything else, they better we plan, the better we perform. Here is a method for creating objectives in a sales call.... Business Tip - Wow Your Market - If what you offer your market, regardless if they are your product or services, is the same thing everyone offers, then you're selling a commodity. And if this is the way your market sees your product or services, then you may be in deep trouble, since the only way you can compete is by using the price, which usually ends in disaster.... 5 SuperSTAR Selling Tips - Do you want a more successful sales career? Do you want to close more sales? Do make more money? Do you just want accelerate your career to better help your family? Then, act on these five superstar action steps today. You will help your customers more, you will help your company reach and exceed its goals. And you will make more sales and make more money this year and next.... Regulatory Changes Influence the Credit Card Processing Business - This year has been marked with changes for the credit card processing industry. The recent Durbin Amendment has had a large impact on merchant services, and now there's been another change - this time involving the Internal Revenue Code. If you're a merchant services provider, these changes could leave you questioning what other changes are in store for the industry this coming year. Although we can't shed light on that specific concern, we can provide a little more information on the current tax code changes that could impact those both directly and indirectly involved.... In Sales, Value Trumps Price Every Time! - Have you ever been terrified when you found out that your customer was considering purchasing a product or service that cost less than your product or service. If so, fear not. Because most purchasing decisions are made on value and not price. Read more to learn about why purchasing decisions are generally made on value and not price.... Buy Goods Cheap From Auctions - In today's poor economy you need to shop frugally and save every cent. No matter what you need, however, you can get it at a government auction and they are held regularly in every state.... Salespeople Get Treated Like Crap, Now What? - It's amazing how many stories I hear from salespeople about what they have experienced at their respective employers. The decisions that sales managers and CEOs make regarding their sales staff can be terrible for sales staff, including the top producers.... How To Get Better Sales With The Help of A 24/7 Live Operator - The holiday shopping season could be a complete headache one of these days, but that doesn't mean that you shouldn't try using a live answering service. This could be a life-saver.... Sales Growth: The Bottom Line - Sales excellence requires a strategy and process that reliably converts sales potential into actual sales. Many managers of sales simply do not have the time required to create and test potentially superior strategies, and then train the relevant sales techniques to salespeople. These companies are losing money. Sales improvement can be reliably achieved and reach a company's sales potential through what Steve Young calls "The Four Pillars of Sales Excellence."... What Happens When the Pigs Don't Eat? - When you think the prospect is buying on the cheapest price, ask them, "Are you making your buying decision on the lowest price regardless of the cost?" Another way to ask is, "Are you looking for the best price or the lowest cost?"... How To Handle Objections Like The Politicians Do - To see a fresh approach about how to handle objections during a sales presentation, smart sales professionals can take lessons from smart politicians. Frame your answer in the form of a solution for everyone. Stress what you give up, like a discount or an added feature. You're being reasonable and more than generous, so invite the challenger to do the same. Seek confirmation that your answer is understood and accepted.... How to Close the Sale: 4 Steps to Success - The key question in closing the sale is: How can I help my customer make appropriate decisions to address his or her needs and priorities? You do that by presenting or demonstrating product benefits, providing appropriate product or financing options, guiding the customer to understanding the solution, reviewing all of the critical elements pointing to a solution, and asking for the order.... 3 Powerful Steps to Close the Sale - Effectively selling and closing is more of a process than a single influencing act. That's why many sales professionals aren't good at it. It begins before the initial meeting continues during the needs identification step and necessitates superb follow up service and care. Consider these questions for your development as a pro: What can you do to better prepare the customer for making a commitment? What shortcuts do you take? How can you avoid them? What will you do today to improve your closing ratios? Use the three steps below as a powerful checklist for better closing and increased sales success!... The 1 Single Law Governing All Business: Eat What You Kill - There seem to be various models and systems that drive various kinds of businesses, but that's just not true. At the end of the day, business comes down to one activity, one rule, and everything is either that activity, or supporting that activity. You do it, even if you don't own a business, in your day to day life. So, what is the one rule which drives the system: Eat What You Kill.... Copyright © 2012, Maxx Trading Guides. All Rights Reserved. |