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  1. Selling "-abilities" : Part 2 By Victor Gonzalez
    Summary: MARGIN-RIGHT: 10px" align=justify>Strategy 1:' Ernest Dichter a famous advertisement executive made a statement that talked about how we as sales or marketers must use the techniques of motivational thinking to make people constructively discontent.' Dichter knew people would only buy a product when they are discontent with what they currently have.' The job of marketing and sales is to make 'people constructively discontent' with what t…


  2. Customers Expect More
    Summary: But we've all known salespeople who went broke trying to move superb products and others who could make fortunes selling ice cream on an iceberg. A really good salesperson can rack up more sales with a mediocre product than a mediocre salesperson can make with the greatest product in the world. 'You've got to make plenty of sales calls,' others say. Moreover, your customers must acknowledge the superiority of your products and services, …


  3. Be Gentle - Persuade Me; Nine Conversation Starters for Trade Show Exhibitors By Julia O'Connor
    Summary: Trade Show attendees beg - do not sell me, persuade me.They plea - Do not force me to buy something I will be sorry about later. 'We're aware other firms are taking the low road, but we've always preferred the high road because the vision is better.'Like #1 - THIS IS PERSONAL -We all like to do business with people for whom we have a good personal feeling, so if there is a twinge of personality clash in your conversation, pass the …


  4. Training for Triathlons and Prospecting is the Same�
    Summary:The similarities between endurance athletic events like the Triathlon and Prospecting are almost scary. You benefit most by Prospecting on a regular basis for a long time, long slow Prospecting - LSP. We, of course, suggest our BLITZ CALL' System for Prospecting, but this works for whatever Prospecting System you use. This tends to create Prospecting anxiety which means they don't like to prospect and usually avoid it. Thirdly, you need t…


  5. Understanding Body Language: An Effective Sales Tool
    Summary: Eyes that dart away or look downward send a message. For example, people who maintain direct eye contact, have 'smiling eyes', or maintain a relaxed brow are telling you that they are interested and comfortable with you and what you are saying. People who are unable to maintain eye contact or who have tension in their brows may be lying, uninterested, uncomfortable, or confused. 'With Open Arms' Arms and upper body movements are easy to …


  6. Developing The Right Attitude To Sell in Tough Times
    Summary:Do I have any specific thoughts about selling when times are tough? Well, if you are to achieve high levels of success in selling, you must be able to get positive results even while circumstances are negative. In just about every area of selling, the field will over populate in boom times and thin out in tough times.The real estate industry is a classic example of this. Many people have wonderful people skills and are natural persuaders,…


  7. Gimme a Break!
    Summary:Remember, when you write your sales copy, that you are not a lecturer andyour potential customer is not the audience.The three required building blocks of great sales copy are Introducing theproduct, Arguing why it is the best value or quality, and Proving yoursubstantiations. When I come across page after page of literature that often coverseverything from the manufacturer's educational background and family life,to a full page (even pag…


  8. Chicken Little And The Disintermediation Myth By Paul Shearstone
    Summary: We can save that discussion for another time as it is ' at the risk of sounding a little ironic ' history.Nevertheless, the argument regarding whether e-commerce will entrench itself as the 'preferred' way of doing business continues. Most sales requiring specializations all but eliminate ' at least for now ' an e-commerce solution.Tactical sales, however, are entirely different and Amazon.com is a perfect example. For products like book…


  9. Selling on Ebay and Wholesale .... Would You Like to Resell Mexican Products for Great Profits ?
    Summary:Are You Interested in Importing Products from Mexico ?+ Get access to The hard - to - find - low - cost sources+ Get in touch with real Mexican manufacturers that you most likely won't find on the web.+ Suppliers of beautiful art and lucrative hand crafted products like wrought / forged iron, ceramic crafts, blown crystal, talavera pottery, taxco silver, rustic furniture, luxurious clay and a great variety of handmade leather products amo…


  10. Riding The Sales Rollercoaster By Mark Wardell
    Summary: For example, a roofing company often can't do much work during the rainy months, while an umbrella retailer might find it hard to make sales during the dry months.One solution to this problem is to expand your product or service offering. Conversely, if you have plenty of work coming up next month, you can either refocus your sales efforts on the following month, or prepare yourself for a busier month.Either way, you'll take charge of …


  11. How to Acquire More Leads By Don Pooley
    Summary: The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually.Here's how they rated the following techniques: 100.0% for Referrals from clients, and non-clients 69.6% for Contacting clients by phone, or in person 60.9% for Seminars, teaching classes 60.9% for Speeches, talks to civic, trade, and sel…


  12. Service With a Smile
    Summary: They don't directly ask for assistance, they do it by 'going the extra mile' when providing service. Your ability to provide quality service after the sale is critical in developing 'lifetime relationships' with your customers. Establish a feedback system to find out how your customers perceive the quality and quantity of the service you provide. How would your customers rate the service you provide? Mark asked Mrs. Johnson if she needed…


  13. Make the Most out of Every Sales Opportunity!
    Summary: You must be willing to use enough effort to get to the point of the last 'no.'To make sure that you make it past the 'no's' and maximize your selling potential, here are some tips for success in closing: * Know the real reasons your customer would want your product. * Know the real reasons your customer would not want your product. * Know the point at which your customer will become willing to buy, and work with them in formulating your …


  14. 5 Step Online Profit Report to Pump Up MORE Sales, Profits and Leads
    Summary: People will visit your web site to read the free ebooks and may see your product ad. Also allow webmasters to submit their ebook in your directory. Give access to this ebook directory to your visitors by subscribing for your newsletter. Place ads on your website which will drive traffic to your salesletter and offers. STEP 2 - Give Away Free Membership. Turn part of your web site into a members only website. This will build up repeat tra…


  15. The Basic Secrets of A Million Dollar Sales Letter By Gerri D Smith
    Summary: In your sales letter and your marketing campaigns, give your prospect a clear vision of the benefits they will receive or take away from what you are offering.For this to happen, your winning sales letter must follow a time-tested and proven formula known by the acronym AIDA:A - You must get your prospect's Attention.I - Give your prospect an Interest in what you can do for her.D - Create a Desire for the benefits you're offering.A …


  16. Avoid Recycled Mortgage leads
    Summary: If you are a loan officer or mortgage broker and you are considering buying mortgage leads, try to stay away from the leads that are being recycled. Leads that are being recycled have often gone through the hands of literally dozens of loan officers before landing on your desk. The chances of closing the deal on leads like these are slim to none. A lot of lead companies buy their leads in bulk from third party companies and than sell the…


  17. Use Bundling To Increase Your Profits And Sales
    Summary:An effective way to increase your profits and sales is to bundle many products or services together into one package. If you would like to, bundle unrelated products or services together, ask your customers which ones would be of interest to them.Bundling can also increase your target markets which in return would give you a larger audience to sell your products and services. Article:An effective way to increase your profits and sales is …


  18. The History of Cigars
    Summary:No doubt, cigar smoking is a pleasure. Found everywhere in the united states, cigars were priced as per the size of the pocket of the general population as earlier Americans were not allowed to buy the Cuban cigars. Online Cigars Market The passion of smoking cigars increased with the time. Order whether an oscuro cigar, the black one or choose the claro, light brown cigar, make sure you get the right cigar to enjoy that unforgettable ex…


  19. 11 Rules for Selling to a Skeptic By William R. Patterson
    Summary: Many who are proficient at this art agree that it is far more gratifying to convince someone who initially felt your product was not necessary that it indeed is, than to complete what the industry terms an 'easy sell.' Lucky for us all, plenty of doubters buy products and services everyday. Know your prospect Along with knowing your product comes knowing your prospect. You should know their purchasing habits, what motivation determines t…


  20. Are you scaring away potential customers?
    Summary: Here aresome actual examples of contact from sales people to our office within the last month: Salesperson from an internet company calls and leaves a message followed by 10minutes of office background noise and conversations. It contains volumes of information about why they're such a wonderful(public) company, but no detailed information on prices or product. Similarly, we request pricing information via e-mail from an Internet compa…



    21. Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12| 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67


More Articles:


1. Discover Your Unique Selling Proposition
Summary: If YOU can't state it your prospects sure won't see it. Depending on the real benefits of your product or service and the void in your market that you are filling, your USP might be one of the following (or any number of others you might think of):* You sell your product or service for less than your competition does.* You sell a higher quality product or service than anyone else in your industry.* You provide more customer service or ed…

2. Sales Stategy: Just Ask! By Virden Thornton
Summary: Through this process, the answers to your questions should give you all the levers you need to create a sense of urgency in your prospects.Urgency can also be created when prospects can take advantage of special pricing on packages or bundles of products for a limited period. Also show them the pitfalls of trying a 'do it yourself approach.' Often from this vantage point, prospects will be able to overcome the natural reluctance to makin…

3. 5+5 = Your Dream By John Di Lemme
Summary: JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain. In this article, I am going to focus on a 5 year goal and explain how you will know if you are truly on track to achieve your 5 year goal in life. I suggest that you make a list of the 5 people that you associate with on a regular basis, and then take a good look at it to see if they either have goals similar to yours…

4. Make the 80/20 Rule Work for You
Summary: You will be surprised at how few days are left if you subtract the days you can't make sales calls. These days include weekend days, holidays, days you spend on paperwork, meeting days, vacation days, training days, and other 'lost' days, such as sick days, the days between Thanksgiving and New Years, and days when you just are not up to par. Chances are about 80% of your present sales come from 20% of your customers, and 80% of your NEW…