Sales Articles

Business » Sales | By Jack Deal @ Monday, 3rd December 2007 @ 8:46 PM

In the old days I used to carry a laptop with an overhead digital projector. And sometimes a portable printer. I looked like a mercenary walking in. I still on occasion use the projector. But not much...same goes for my sales collateral, presentation, brochure, letterhead, portfolio and media packet. First off it's so much easier. I don't arrive at a client's office needing a baggage cart. I show up with my notepad, digital camera and recorder; all fit nicely in m... more...

Business » Sales | By Shaun Parker @ Friday, 30th November 2007 @ 11:04 AM

Sales training is an essential yet often overlooked method of improving your sales. Often sales people will be resistant to change implying that because they have done it for a number of years they know best. Of course there is some truth in this. Experience can provide a great deal of acquired knowledge of techniques that salespeople use to make sales, however, there is a lot to be said for sales training as it helps even the most experienced salespeople refresh and learn new techniques. more...

Business » Sales | By Nickolove Lovemore @ Thursday, 29th November 2007 @ 3:30 PM

Frank Rumbauskas has just launched a revised edition of his book "Cold Calling is a Waste of Time: Sales Success in the Information Age" in which he gives a strong case for why you should never cold call again. Judging by just how much some salespeople hate cold calling this verdict must fall on eager ears. I have to confess that I have only read the introduction to this book and so don't have his solution to "leveraged systems that gets your message out to a tremendous number... more...

Business » Sales | By Shaun Parker @ Thursday, 29th November 2007 @ 3:25 PM

Salesmen tend to perpetuate the myth that you either have a knack for making sales or you don't. They make out that it is a dark art that can only be mastered by an elite few. Like most myths this has a tenuous link to reality but is of course complete fiction. So what is required to become a good sales person and can it be achieved through sales training? Attitude How do you sell snow to the Eskimos? Well successful salesman and author of Success through a positive mental ... more...

Business » Sales | By Daryl Logullo @ Wednesday, 21st November 2007 @ 9:13 PM

Referral marketing is one of the simplest forms of generating new clients and customers. Working by word-of-mouth referrals not only reduces your marketing costs, but it fills your pipeline full of new referral opportunities. So what prevents others from sending referrals to you more often and frequently? There are three issues with generating more referrals more often and more frequently. 1. The Referral Perspective Of The Other Person. Simply, most people look at referrals from a... more...

Business » Sales | By Paul Johnson @ Friday, 16th November 2007 @ 6:48 PM

If you're looking for a successful salesperson to hire -- a salesperson who not only CAN sell but WILL sell -- look for a salesperson with PRIDE. PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you desire a reality. PRIDE stands for: *** Proven *** Respectful *** Innovative *** Decisive *** Enthusiastic Proven Proven refers to the candidate&... more...

Business » Sales | By Paul Johnson @ Friday, 16th November 2007 @ 1:45 PM

Everyone likes a good deal. Unfortunately we salespeople may mistakenly accept that a good deal for the customer requires that we quote our best price. That mistake is costly. It can rob us and our company of profits we need and deserve. It can shrink our close rate and cause buyers to act irrationally. When we give prospects a good deal instead of best price we will close more business with happier customers at higher profits. We can help every customer get a good deal if they wil... more...

Business » Sales | By Daryl Logullo @ Sunday, 11th November 2007 @ 10:34 PM

Referral relationships of all kinds are often perceived as very delicate things that require extra effort to maintain. However, a referral relationship can also be something that can provide security and can also be long lasting, despite times of challenge. Building an effective and lasting referral relationship is a necessity for several reasons. Let's look at this from the perspective of a growing organization. For example, in a group or organization, the well being ... more...

Business » Sales | By Belinda Stinson @ Thursday, 8th November 2007 @ 1:11 PM

I was working away and listening to the radio this morning and ended up stopping and taking notes on what the businessman Gerry Harvey of Australia's Harvey Norman had to say about what makes for a great sales person. Anyone who is building their own business knows that being good at sales is vital for growth and success but many are daunted by doing the selling. Gerry thinks there are far more people out in the world that would be great salesmen and saleswomen but just don�... more...

Business » Sales | By Belinda Stinson @ Thursday, 8th November 2007 @ 12:51 PM

It is that time of year again when we start looking ahead for ways to increase the sales and profitability for the coming year for our businesses. This can be done by looking at the various areas of your business from previous sales to planning to marketing to selling opportunities to presentation and display. Increasing your sales for 2008 is something your sales team can do but there are a heap of other activities that can make it happen easily too. So here are seven ideas to get you mo... more...

Business » Sales | By Belinda Stinson @ Thursday, 8th November 2007 @ 12:51 PM

For all of us who have our own businesses, or who have a vested interest in building a successful and prosperous business, increasing sales each year is vital for business growth. It is now the time of year when we review what we have achieved and look ahead to what we want to develop and build. With planning and attention we can figure out what needs improving and how to do it. So here are seven tips to get your sales increasing in 2008: 1. Define your business and sales goals. The only ... more...

Business » Sales | By Jim Klein @ Sunday, 28th October 2007 @ 9:51 PM

As you read every word of this article you will discover three common mistakes that may be costing you sales. However, I don't want you to feel like you are alone, or thats it's totally your fault. These are common mistakes made by many sales people due to the lack of proper sales training. Sales is a process, and having said that, there are certain steps that must be followed in order for the process to end with the ultimate outcome, a sale. If any of these steps are skipped or... more...

Business » Sales | By David Wells @ Wednesday, 24th October 2007 @ 10:54 AM

Hypnosis can actually be a far more subtle thing than most people realize. In fact, hypnosis can be used to covertly influence and persuade others to do most anything you want them to do. Hypnosis is simply any state where your critical reasoning faculties are not filtering what you perceive. Any time you find yourself daydreaming you are in a hypnotic trance. That state of mind where your imagination is active and you are visualizing potential events is a trance state. Whe... more...

Business » Sales | By Eric Reed @ Tuesday, 23rd October 2007 @ 7:27 PM

While door-to-door salesmen may be a thing of the past, a successful sales team is just what successful firms are using to sell their products. Exactly how does one go about finding a successful sales force? It is easier than you think. First, anyone can be a sales person. When an individual believes in a product or is motivated to sell the product, that individual can be a successful sales person without even trying. So how do you find people who are motivated enough to sell ... more...

Business » Sales | By Jimmy Cox @ Monday, 22nd October 2007 @ 8:48 AM

Since words and meaning conflict, and since one unit of tone is more convincing than, six hundred units of words, it is wise to make use of tones when working on making a sales pitch. The mental-tone actually fights to gain attention. "Hear Ye! Hear Ye!" is used in the courtroom to gain the immediate attention of every one in the room. This mental tone is a fighting tone. It does not suggest a physical fight, but a conflict of ideas. Unless you wish to stir up opposing ideas, avoi... more...

Business » Sales | By Moe Tamani @ Sunday, 21st October 2007 @ 10:33 PM

There have been many changes in the medical profession in last century and one of them is a change in the attire. There was a time when the medical attire included wearing a butcher's apron but those days are long gone. Welcome to the 21st century! Today you have medical scrubs, which is an integral part of the official medical uniforms. These scrubs have become synonymous with the professionals working in hospitals. As we move slowly towards the future, we find medical uniforms going throu... more...

Business » Sales | By Moe Tamani @ Sunday, 21st October 2007 @ 10:31 PM

Doctors and nurses have been looked upon as saviors for a long time. Patients look up to them as the care takers who can take them out of their tunnel of darkness and cure them of every disease. Hence this is considered as the noble profession. One of the remarkable aspects of the honorable medical profession is the uniform. The white garb that doctors and nurses have been associated with for many decades is the symbol of purity. The medical uniforms that were worn by medical practitione... more...

Business » Sales | By ameen kamadia @ Thursday, 18th October 2007 @ 9:04 PM

I am witnessing an alarming trend. More and more loan officers are relying on email as their primary and sometimes their only way to communicate with their prospects. Don't get me wrong. Email is great. I love email. It's free, fast, and you don't have to play phone tag. With a client whose loan is already being processed, email and a few phone calls is enough. But email is not enough when working with prospects. To me, a prospect is someone you know is intere... more...

Business » Sales | By Belinda Stinson @ Thursday, 18th October 2007 @ 3:45 PM

Picking the right retail location for your business can make or break you. We all know location, location, location is the real estate mantra but different businesses prosper from different locations. There's a shop on a busy corner near me that was turning over lease's and businesses at a heart breaking rate until a business that has little competition, a customer base that is constant and growing who is happy to go outside of the local shopping mall to get their products moved... more...

Business » Sales | By Mike Dillard @ Wednesday, 17th October 2007 @ 11:49 AM

So many people looking to start a home business are under the impression that you have to become a door-to-door sales person, professional telemarketer, or a Mary Kay lady doing home meetings to make money. All wrong. (Well, unless you like to do that sort of thing). Here is the rule we live by as home business owners, we sort and we market. We do not sell! One of the quickest ways to fail in network marketing is to become a sales person. A selling superstar is easy to spot... more...