|
|
| Sales Information |
|
|
|
|
Sales InformationPrepare to Sell!Sales is a critical part of any business, including non-profits. Sales is not complicated or difficult, but requires preparation, consistent action and a plan. Before completing any preparatory work in sales, consider asking yourself some tough questions. Nothing Happens Until Someone Sells SomthingYou can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer. They are driven through their need to either make money, they're passionate about the goods and services they offer or both. Solution-Sell is a Myth!Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange for me, the author of the book ?Up Your Income! Solution Selling for Profitability? to cast aspersions on the merits of this approach. Nevertheless like so many things in the real world, theory is one thing, application thereof is quite another. Incentive Dilemma:Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before. 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. Stop Screwing Up Your Sales Letter"Sales Letter"... that's your web site's sales page. The page with the carefully written copy designed to convince a visitor that they will benefit from buying what you are selling. What Successful Sellers Know - Others Dont ... The Subtle Art of ClosingAsk any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, ?at the End?. To be fair, they are not totally incorrect but they are, nevertheless, more wrong than right proving in principle and in practice, Perado's Law: Twenty percent of the sales force make eighty percent of the sales and profitability. Three Big Ol Tips for Better Sales LettersGrowing up in the South, I used the phrase "big ol'" a lot. Big ol' truck. Big ol' house. Big ol' party. The phrase was one we used when the word "big" just wasn't descriptive enough. Flea Marketing LessonsA few days ago, I was signing copies of my book ? Climb Your Stairway to Heaven: the 9 habits of maximum happiness ? at the flea market. Nobody expects an author to sign books at a flea market. Some people sell a few worn-over books, but authors just don't do book signings at flea markets. Especially not books about finding happiness. Throw Out Your Selling Language - Unlock Your Natural VoiceI was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game." The woman on the other end of the phone said, "Hi, my name is Julie Jackson, I'm with XYZ company and we are a...and we offer...". As she continued to speak, I stopped her in mid-sentence and said, "Hi, Julie." Sell More: How to Get Motivated Buyers To Call You FirstHow many sales opportunities have you lost to competitors who seemed to have the inside track? It?s likely your prospect purchased from their emotional favorite. Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we?re busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar. Do You Have Enough Prospects To Make Your Numbers?Several years ago I worked with a CPA who wanted 20 new clients. We came up with a great direct marketing campaign that brought in 10 leads per 1,000 letters. His closing rate was 10%, so after his first few clients came on board, we calculated that acquiring new clients was costing him between $500 and $600. He liked the numbers (one client was worth about $8,000/year), but progress was slow. We advised him to open the spigot and mail 5,000 at a time, instead of the 1,000 he was sending. It worked, and he acquired the new clients he was looking for sooner rather than later. Leads, Prospects, and the Huge Gap BetweenThe leads marketing delivers to the sales team never seem good enough. Either the leads are "bad" and are wastes of a salesperson's time, or there are just not enough "good" ones. If sales had more good prospects, the company would have more sales. Perhaps sales and marketing could work together more successfully if all agreed on what is a lead and what is a prospect. How to Sell: Selling Tips of Master Moms"If you don't think well of yourself, no one will think anything of you."
More Articles from Sales Information: |
|
|
|
RELATED ARTICLES
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. Freebies Freebees--Freebees--Freebees 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. How To Make The Most Out of a Business Networking Event You're not alone. Most people are uncomfortable walking into a roomful of strangers. But networking at business events can help you grow your business, as well as allow you to do hands-on marketing research. Learning to mingle and to follow-up with business networking contacts is crucial to your self-employment success. The following techniques will assist you in connecting effectively with others. How Leaky is Your Sales Pipeline? Does your Sales Pipeline leak? If you answered no, you don't even understand the question. Every business' Sales Pipeline leaks to some extent. The question is: Have you done everything you can to ensure that it does not leak excessively? Do you even know what your Sales Pipeline looks like? A Pause For Thought You can have your cake and eat it. Selling ? Remember These Ten Rules and Succeed There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson ? even if you're selling an idea! 3 Ways To Sell and Have Fun Doing It There are many ways to sell and have fun doing it, but some times we really need to step outside the box and do something a little different if not drastic. Reviving Dead Clients Most consultants I've talked to don't spend any time trying to recover inactive clients and it's a big mistake. We tend to magnify the problem we had or just want to move on, but sometimes a simple apology and offering to make things right will bring you back a client worth thousands of dollars in billing. 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 Stop Telemarketers, Do Not Call List or Not American consumers have spoken and have done so loudly registering 50 million telephone numbers with the FTC's National Do-Not-Call list since the registry debuted in July. Program Your Biocomputer For Sales Success Selling isn't something you do to people, it's something you do for them. If you feel as though you're being pushy or twisting arms when you are interacting with prospective customers or clients, you might be doing just that. To be successful in sales, you do need to be in control of the sales process and you do need to ask important questions, but you don't have to be obnoxious, overbearing or demanding. Great Telephone Skills Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of public. However, since both parties may not see each other face-to-face, a telephone conversation may not lead to favourable results; on the flip side, it may lead to unintended misunderstanding. The Importance of Good Sales Leads An important part of your business plan should be to generate a steady stream of qualified leads. Making sure that leads flow into your "pipeline" will be one of the most vital aspects of your overall business. This will be particularly true if your business is network marketing. You need an abundance of leads constantly flowing in because sales and recruiting is mostly a "numbers game". There are plenty of ways to obtain new leads, depending on your time and resources. Perhaps the most simple method is to buy a list of leads that pertains to your niche. Many firms in fact provide this service, and you can acquire leads pertaining to nearly any topic under the sun, from pets to sports. How to Buy Wholesale Store Fixtures for Your Business It may sound funny, but honestly, if you're opening up your own retail store the last thing you'll ever want to do again for the rest of your life is buy anything retail -- especially if it's for your own store. Buying your store fixtures wholesale is not only mandatory it's a last resort after you've tried buying antique fixtures at a fraction of the cost. Even if you've hired a top-notch retail store designer, he or she should be buying your fixtures and other materials at prices even better than wholesale. The designer should be charging for his services and not making a markup on the raw materials. More Cleaning and Janitorial Customers Using Yahoo We use this method to find new cleaningcustomers, and it is virtually free. Included is a link you can change the search parameters to what ever you wish, in any town or city you wish. In this example we are using Real Estate Agents in Chicago. Value Based Pricing, Not Price Cutting Special Requirements for Reprint: we ask only that you include Paul's name and resource box, and keep all hyperlinks as live links. Cold Calling Reluctance Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it. Nevertheless, those who are successful in sales do it regularly because without prospects, one does not sell anything. Customer Service Revival Value is in the Eye of the Beholder What Should I Charge? People ask me, "What should I charge?"
|
| home | site map |
| © 2005 |