Boost Sales

601. Freelancers, SubContractors, & Creative Folks: What to Say When Asked, "How Much Do You Charge?" By Kirstin Carey
     Summary: A client with a creative business called me one day and asked the following question. Then proceed to ask the prospect questions that will help you learn about her needs, uncover her concerns, understand her methods of measuring success, and determine how to show the value of your services.Without knowing the basic information above, you are not in any position to be quoting prices and fees. Article: A vassal with a creative fair trade…



602. Throw Out Your "Selling" Language - Unlock Your Natural Voice By Ari Galper
     Summary: She was so locked into her presentation or script that she had no idea how to respond to me.The idea of just conversing with me in her most natural way was a completely foreign concept.(She eventually took a deep breath and we transitioned into a very pleasant conversation about the possibility of us being a "fit".)What has happened to us?Can't we just strike up a conversation with people we don't know and build a relationship that way?I…



603. Are you in control of your online destiny?
     Summary: When you have received anywhere from 50 to 100 responses you are ready to do some work and find out what themajority of your respondents want to buy and then you create it! That is important point number 2: Don't create your product UNTIL you know your market wants it. Once you know your product is wanted, you need to decide what format to create it in. Whether this is true or not is really a moot point, the fact remains that people will…



604. Where's Your Motivation? By Brandon Hull
     Summary: The world needs more powerhouse sellers.I've known several true powersellers in my life, including: Mark Boyd of Insource Safety (http://www.insourcesafety.com) and Clay Andrews of National Linen Service (http://www.nationallinen.com).You are a powerhouse if, when others hear your name, they think immediately such words and phrases as, "dynamic," "doesn't quit," "she just gets it," or "on the ball." You are a powerhouse if, instead of w…



605. The Importance of Good Sales Leads By Ryan Joseph
     Summary: An important part of your business plan should be to generate a steady stream of qualified leads. Each individual lead typically costs between 1 and 5 dollars each, depending on variables like freshness of the lead and how many customers are allowed to communicate with the lead. Leads will come with a broad spectrum of data for the most part like name, postal address, telephone number (sometimes they provide more than 1 contact number),…



606. The Top 10 Ways to Add "Extra" Value By Philip E. Humbert
     Summary: Done correctly, it gives you a low-cost opportunity to expose large numbers of potential clients to the value of your service, while giving the potential client a safe, easy way to sample your work.2. Use a weekly newsletter to keep past and current clients informed, add extra insights, techniques, tips and solutions to common problems. Often a client will have particular expertise or a skill they are willing to share with your other c…



607. What's Your Opening Average? By Teri Samuels
     Summary: "Closing the Sale" remains the focal point of selling and training, but ' how do you 'Close' the sale if you don't know how to 'Open' it?The most overlooked steps in the selling process are:1. This step is accomplished in the 'opening' not the 'closing'.The most effective way to accomplish this is by asking relevant, specific questions.To improve your 'Closing Average' you will need to improve your 'Opening AvArticle: "Closing the Sal…



608. 7 Strategies for Loan Officers to Guarantee an Awesome 2006
     Summary: Take a sheet of paper, and at the top of it write 'In the next 12 months, I want to earn $XXX,XXX in commissions.' Next, break down that number into months. Along with autoresponders, there are websites, automatic greeting card mailings, 1-800 hotlines, virtual tours, business card CD-Roms, etc. The best referral sources I have found for originators are: real estate agents, builders and contractors, attorneys, financial planners, ins…



609. Sales Training from the Ghostbusters By Daniel Sitter
     Summary: Picture this scene from the 1984 smash comedy movie from Columbia Pictures, Ghostbusters: Dan Aykroyd and Bill Murray, aka' the Ghostbusters, are involved in a heated meeting with the Mayor and the Head of the local environmental agency. Conversely, the Agency Head wants these Ghostbusters arrested and jailed for fraud.Bill Murray's character then presents the best sales presentation and close that has ever been written into a movie scr…



610. Are You Wasting Your Time Putting Out Fires?
     Summary:I don't know about you, but I'm tired of wasting time putting out fires, when I should be more productive. This time I added a report explaining the importance of mailing lists. Fire # 3 I received an email for someone who was looking for mailing lists, but didn't know me from a can of paint. Article:I don't know throughout you, but I'm tired of wasting time putting out fires, when I should be more productive. By putting out fires I mean …



611. How Money-Back Guarantees Can Make or Break the Sale
     Summary: It givesoff that 'Oh yeah, by the way, this isn't really that important,but I just thought I should mention it, I hope you don't mind...' vibe that screams 'scam alert!'Be up-front about the terms of your guarantee, and you'll reducerefund and return disputes later on down the line. NO-NO #2: Offering the bare minimum guarantee term.30 days appears to be our industry standard for the minimum termof a guarantee, although I've seen a 15 da…



612. Free & Low Cost Fundraisers for Non Profit Organizations By Sandra Sims
     Summary: Does it really "take money to make money" as the old saying goes?One of the best fundraising strategies is to plan fundraisers that require very little upfront cost. A corporate sponsorship program would allow businesses to "underwrite" costs for the event by making a financial contribution and in return the business gets advertising and publicity.Finally, fundraisers such as silent auctions and raffles can be planned based solely upo…



613. The History of Sales: Dale Carnegie is Still with Us By Sharon Drew Morgen
     Summary: I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. If the seller can get it right the buyer will be ready to buy in the seller's time frame using the seller's sales criteria.ADDING QUESTIONS TO TRADITIONAL SALESOnce Consultative Selling came along in the mid 80's, thanks to Larry Wilson, Linda Richardson, Neil Rackham, and David…



614. Bridging the Gap Between You and Your Prospects
     Summary: The follow up from a sales meeting, catching that prospect at their buying moment, and staying in contact with your customer base just enough to keep top of mind but not so much as to be bothersome. There are three groups or categories of prospects and each has it's own unique challenges: ' Cold Prospect - o You've got to get noticed from amid the crowd. o You chase them so you can introduce them to your products and service. Statisti…



615. WRITING TO SELL: THE LAST DITCH SALES PITCH
     Summary:So, you made your best pitch to a potential client, delivered all the top selling points, answered their follow-up questions, waited by the phone and finally it rang and... I recently encountered a young web entrepreneur who understands that in business, 'no' doesn't necessarily mean 'never', and that a last ditch sales pitch can pay off - maybe not today or tomorrow, but some day. one last ditch pitch is enough.If you're pressed for time…



616. Mortgage Leads, Increase Your Closure Ratio
     Summary: If you are a loan officer or a mortgage broker, and you are currently using a mortgage lead provider, or you are considering investing with one, one of the most important things you should take into consideration, is the closure ratio. If you are closing anywhere from 5% to 12% of the leads you purchase, than you are doing very well according to the industry's standard. Here are a few helpful hints to increase your closure ratio. Keep in…



617. Designer Shoes
     Summary:The beauty of designer shoes is not just the name that is on them, but of the look and comfort level that they provide to you as well. You'll find this in the designer shoes that you purchase. The good news is that you can always find great looking, comfortable and well made shoes offered to you on the web for much less then they would cost if you purchased them through the local mall or through the designer directly. Article:The raving b…



618. Overcoming Barriers to Sales
     Summary: Each category identifies strong barriers that, if not quickly identified and corrected by the team leader, can negatively impact the progress of your team. The Three Major Types of Barriers are: (Hint: Remember A, B, C) A-ttitude Barriers B-ehavioral Barriers C-onceptual BarriersAttitude Barriers Every employee must take ownership of his or her own attitude. A manager is NOT in charge of anyone's attitude except her own. Examples of beha…



619. If the Shoe Fits...
     Summary:While buying a good quality pair of shoes may seem like something pretty obvious, it's not as easy as it sounds when you actually get into the store. Sure, style and looks have something to do with the right shoes, but there are a lot of other factors that need your consideration when you want to take care of your tootsies.Before you make any important shoe decisions, take a moment to think about your feet. Article:While buy a good qualit…



620. Sales Letters - How to Write Them
     Summary: You would then go on to show howyou could reduce these costs and improve productivitythrough your training programLots of 'You' and no 'I' or 'We' - Make each letter soundlike you're speaking to that individual rather than to agroup of peopleIt needs to tell the reader what's in it for them - Tellthem how they will personally benefit, how their businesswill benefit and/or how their problem will be resolvedBe believable - Don't make 'fant…



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