Sales Articles

Business » Sales | By Jim Klein @ Sunday, 16th March 2008 @ 4:49 AM

So, you believe your prospect has a problem you can help him/her solve with your product or service. It appears the prospect has the desire to solve the problem, and the finances to afford the solution. If you have completed all the steps in the sales process up to this point, your prospect should be on the edge of their seat, waiting to hear your solution. They should be so excited at this point; they're almost begging you to tell them how you're going to help them. You're... more...

Business » Sales | By Jack Deal @ Sunday, 16th March 2008 @ 3:51 AM

In business, not much happens until a transaction is agreed upon. The strategy of how to make these transactions occur is called marketing. The techniques and procedures for closing the sale is called sales. Without sales, there is no business. The successful business is always looking at ways to improve the strategy and process. Successful businesses become students of their markets which is important because the very way transactions occur is changing. In the "comm... more...

Business » Sales | By Perry Burns @ Saturday, 15th March 2008 @ 11:44 PM

I am frequently asked about questions that may be asked at a sales rep job interview. Everyone wants to know "How can I ace my job interview? In this article we are going to look at tips on how to present yourself in the first interview, how to answer interview questions, how to prepare for your interview, how to behave during the interview, questions you can ask the interviewer and how you can maximize the chances of getting the job you really want. The best way of approaching... more...

Business » Sales | By Jack Deal @ Saturday, 15th March 2008 @ 10:17 AM

Data mining is a niche marketing method that allows you to link data to your customer and prospect profile. This data allows you to market directly to those that are most likely to need, want and be able purchase your goods and services. Conceptually this dramatically increases your probability for a sale. Internal marketing is controlled and run by you. You may contract out certain parts of your internal marketing plan, such as advertising, but the overall plan is managed by... more...

Business » Sales | By Michael Lee-Smith @ Wednesday, 12th March 2008 @ 6:48 AM

Whether you're just starting out, or you've been in the real estate business for years, there's simply no more important task than lead generation if you want to be successful. I know this is contentious to many of my peers; many argue that real estate is about connections, about building relationships, about providing an important service. And I would agree that each of those is vital to success. But, I think many of us don't realize how important it is to cont... more...

Business » Sales | By Elinor Stutz @ Tuesday, 11th March 2008 @ 10:59 PM

My belief is it is never too late to call. When you do take the step to re-connect, begin with an apology for being out of the loop. It is more important to the other person to be remembered than to be angry. You will find most people are forgiving. The next step for this call is to smooth out the wrinkles. Ask how they have been and what they see as the highlights for the coming months or year. Now their guard will come down as everyone loves to talk about themselves and the excit... more...

Business » Sales | By Chris Stiehl @ Friday, 7th March 2008 @ 5:28 AM

A few years ago, when I worked at Cadillac, we studied the customer-buying experience in great detail. Our customers talked about how uncomfortable they were when buying a car. They felt cheap and as if the dealer was taking advantage of them in the negotiations. The proverbial used car salesman approach was well earned. Customers typically felt as though the negotiations were not honest and above board. They would make an offer. The salesman would disappear to check with the sales manage... more...

Business » Sales | By Chris Stiehl @ Friday, 7th March 2008 @ 5:26 AM

The idea behind singling out key accounts is that you will treat them as special, giving them the recognition and treatment they deserve. If the age-old 80/20 rule applies, 20 percent of your customers, or less, generate 80 percent or more of the profits. These customers should be made to feel as though they are really special. Most companies recognize this strategy as being important and create sales plans and organizations to reflect this idea. In my experience, though, many lose sight of the ... more...

Business » Sales | By Jim Klein @ Thursday, 6th March 2008 @ 2:07 PM

Two important things you must determine during the qualifying are whether your prospect has the authority to make a buying decision today, and whether they have the finances available to make the purchase. Many salespeople assume the person they're talking to has the decision making power for the purchase. Sometimes, the person you're meeting with will give you the impression they have the authority until the last minute. Quite often, the reason for this is so they can feel impo... more...

Business » Sales | By Kevin Sinclair @ Thursday, 6th March 2008 @ 6:21 AM

It is essential to look at your business from a customers point of view, if you wish to increase the quantity of sales that you make. What doubts could a customer have to purchasing your product of service? If they are presumptuous that there is a risk involved in purchasing your product, then the only clear way you can rectify this is by offerings a good guarantee. Today, many businesses ignore or play down the guarantee. This is because a large amount of business owners have trepida... more...

Business » Sales | By Shaun Parker @ Sunday, 2nd March 2008 @ 2:53 AM

How is it that your competitors seem to offer an inferior product or service to you yet they seem to be selling just as much or even more? Well the fact is that we have all come across companies that weight their company on sales. These companies have more salespeople than people that actually provide the service or make the product that they sell. So how can you compete with these companies? Well the truth is that if you know your product is better than your competitors then you need to... more...

Business » Sales | By Tammy Stanley @ Sunday, 2nd March 2008 @ 12:15 AM

After 7 years of loyally buying from the same tree farm lot, I vowed this December to never buy from that farm again. The reason I made that decision is actually the same reason many customers that are pleased with a company will take their business and go elsewhere. The reason is Company Indifference. Here's an interesting statistic regarding why customers quit buying from you and take their business elsewhere: - 4% Feel the pricing is unfair. They aren't given enough &q... more...

Business » Sales | By Jim Klein @ Saturday, 1st March 2008 @ 5:00 PM

When it comes to qualifying a prospect it's important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to satisfy both needs. These two needs are: 1.The need to avoid pain, or a loss 2.The need to gain pleasure. These are the two motivating factors in a person for doing anything in their l... more...

Business » Sales | By Obinna Heche @ Saturday, 1st March 2008 @ 11:56 AM

Did you know that you can earn residual income from other peoples work? It is legal, ethical and most importantly, it is true. Each and every time one of the people to whom you delegate the responsibility to moving a product does indeed close a sale, you stand to profit from that transaction without having to lift a finger. Imagine how much money you are able to generate with this concept. Sure, in the past there have been those who have abused the system of residual cash income and thus ... more...

Business » Sales | By Obinna Heche @ Saturday, 1st March 2008 @ 1:55 AM

Did you know that you can earn residual income from other peoples work? It is legal, ethical and most importantly, it is true. Each and every time one of the people to whom you delegate the responsibility to moving a product does indeed close a sale, you stand to profit from that transaction without having to lift a finger. Imagine how much money you are able to generate with this concept. Sure, in the past there have been those who have abused the system of residual cash income and thus ... more...

Business » Sales | By Victor Epand @ Friday, 29th February 2008 @ 11:06 PM

Mail order magazines are a great way to do business. However, to make your enterprise profitable through it, we have to understand what sells in mail order magazines. Most of the keen readers of mail order magazines are the business by mail dealers themselves. Obviously, they are looking for anything that will help expand and flourish their business. Three key things that sell in a mail order magazine are products, services, and ideas that help the business by mail business.more...

Business » Sales | By Paul Johnson @ Friday, 29th February 2008 @ 2:46 PM

It takes something special to sell in a down economy. Unless sales people are properly equipped, it's easy for them to get discouraged and give up, perhaps before they even get started. When salespeople stop selling, falling revenues eventually cause pain for all employees and can threaten the very existence of the business. That's why it's in everybody's best interest to ensure that every salesperson has the one thing that will keep them producing sales in a down economy. more...

Business » Sales | By Jim Klein @ Friday, 29th February 2008 @ 9:24 AM

When you are qualifying a prospect or finding the problems as I call it, you want to probe deep inside to find the logical and emotional reasons why they want what you are offering. I have also seen this form of questioning put in a different way, when you're selling to businesses; you want to uncover the business and the personal pain. I will cover both interpretations so you will learn more about this phase of the qualifying process. Let's talk about the business and pe... more...

Business » Sales | By Shaun Parker @ Thursday, 28th February 2008 @ 5:44 AM

There are thousands of companies across the world that would improve their sales with a few simple changes to their sales techniques. Often a few very simple steps make an enormous difference. So if you are confident with the product or service that your company offer but feel like you aren't making nearly enough sales then you need to ask yourself why? It is often the case that you will see your competitors making more sales or achieving more client acquisitions than you even though they o... more...

Business » Sales | By Mark Winder @ Wednesday, 27th February 2008 @ 7:41 AM

A lot of entrepreneurs all ask me the same question, "Hey Mark, if you're the 'Sales Made Simple Coach', what's the one piece of advice you can give me to make my sales process easier and more effective?" And here's what I tell them: In its simplest form, the selling process is just a conversation between two (or more people). That's it - nothing fancy. And really, its pretty difficult to make a whole lot of mistakes in a real conversation. ... more...