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The Power of Thank-You
When was the last time you thanked your customers?
This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Here are some of the opportunit...
0 reviews,
rating : 0.00, 0 votes. Author : Kelley Robertson
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Voice Mail That Sells
As a business owner, I receive my share of sales calls in a given month. More often than not, I’m away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a f...
0 reviews,
rating : 0.00, 0 votes. Author : Kelley Robertson
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Its Better When They Tell Them
You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. So why don't they tell people? And, why don't they write it down?
Because you don't ask.
Your customers are busy people. Th...
0 reviews,
rating : 0.00, 0 votes. Author : Denise O'Berry
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“The Power Of Consumer Opinion, & How To Profit From It!”
Selling is just a whole lot easier when you know what people really want.
But unless you’re psychic, or know how to do the Vulcan mind meld, “getting into their brains” is HUGE!
I can’t tell you how many times I’ve racked my brain trying to make se...
0 reviews,
rating : 0.00, 0 votes. Author : Daniel Levis
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SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.
Situat...
1 reviews,
rating : 0.00, 0 votes. Author : Daniel Levis
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Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone see’s a product as being very valuable but the effort to purchase that product is large it will decr...
0 reviews,
rating : 0.00, 0 votes. Author : Darrin Coe
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Handling Objections
HANDLING OBJECTIONS
Sales presentation is not always going to be plain sailing. You must expect objections. The important thing is to know this and be prepared to deal with them. Welcome them as sign of interest which can be turned to your advantag...
0 reviews,
rating : 0.00, 0 votes. Author : Winston Saga
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Telephone Techniques
TELEPHONE TECHNIQUES
Selling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in ot...
0 reviews,
rating : 0.00, 0 votes. Author : Winston Saga
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How To Improve Your Voice
VOICE
The Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative to see, no glittering product to touch and tantalize-just a voice on the other end of th...
0 reviews,
rating : 0.00, 0 votes. Author : Winston Saga
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Plan For Your Next Trade Show Appearance To Be A Success
Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.
But seeing the full ...
0 reviews,
rating : 0.00, 0 votes. Author : Harry Hoover
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Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on e...
0 reviews,
rating : 0.00, 0 votes. Author : Dave Stein
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The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while others will place a higher value on reliability, convenience or things like color, popularit...
0 reviews,
rating : 0.00, 0 votes. Author : Philip E. Humbert
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Customer Service Revival
Value is in the Eye of the Beholder
Sales today is filled with stereotypes. The “sleazy car salesman”, the “annoying telemarketer”, and the ever-present “pushy commission salesman”. And in the sales profession, we may not realize it – but we do thi...
0 reviews,
rating : 0.00, 0 votes. Author : Cherilyn Lester
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Refining Your Telephone Prospecting Techniques To Be A Master Closer!
Let me create a picture for you. This is the best way to illustrate my point.
"On a busy street you are approached apologetically by a well-dressed stranger who asks for a dollar to catch a bus and make a phone call. He says he has lost his wallet....
0 reviews,
rating : 0.00, 0 votes. Author : Carolyn McTush
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A Stupid Question, but it has to be asked
This is a stupid question but it has to be asked.
Does your sales letter create as many sales as you would like?
What proportion of them respond to your advert?
What is just as important, how many of those that responded
actually purchased your pro...
0 reviews,
rating : 0.00, 0 votes. Author : Robert Farey
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Are You a Cultivator or a Harvester?
As a result of providing marketing consulting, training and
coaching to a variety of individuals and industries over the
years, I have come to recognize that people generally
approach the business building process in one of two ways.
Everyone t...
0 reviews,
rating : 0.00, 0 votes. Author : Julie Chance
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The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them sol...
0 reviews,
rating : 0.00, 0 votes. Author : Ari Galper
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Connecting with Customers
I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but more we spoke about it the more concerned I became.
"What do you mean, you don't know why they're buying?"
"We never kn...
0 reviews,
rating : 0.00, 0 votes. Author : Paul Lemberg
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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.
Complete Article with Resource Box at end:
Value Based Pricing, Not Price Cutting
The oldest tactic in the world to ...
0 reviews,
rating : 0.00, 0 votes. Author : Paul Lemberg
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Selling Against Goliath
Selling Against Goliath™
How to Take on the Big Guys and Win
By Dave Stein, Author of How Winners Sell
If you sell for a smaller company that competes against the big guys, the age-old story of David and Goliath might come to mind. In this story, ...
0 reviews,
rating : 0.00, 0 votes. Author : Dave Stein
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Sales: Asking The Right Questions
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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Lead Generation Sins - 7 Of Them!
I really just don’t get it.
How can so many businesses be missing the lead generation boat by such a long country mile?
Billions of dollars in profits, flushed away!
Just because of 7 innocent, yet deadly, tactical lead generation errors. Its nuts!...
0 reviews,
rating : 0.00, 0 votes. Author : Daniel A. Levis
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Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is
to provide information. The second is to sell. If your
purpose for being online is to sell products or services,
but you don't have tons of sales experience to fall back on,
this article is...
0 reviews,
rating : 0.00, 0 votes. Author : Erny Setyawati
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A Quick and Simple Tip For Gaining Customers
In the course of my career, I’ve had to deal with a lot of vendors—software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. I’d ...
0 reviews,
rating : 0.00, 0 votes. Author : V. Berba Velasco
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