Just Ask

 
For the 'big three' automobile sales consultants, the 'employee discount pricing' has made it to easy to sell. It has been great for a change. But... don't let this style of 'short cut selling' sales process continue or you will lose sales! You must deliver a complete, positive, sales process, with NO short cuts, to sell successfully now. Without the hype of the last months you need to deliver a better buying experience to the car shopper or you will walk to many buyers into the open arms of the next salesperson....
 

Really WINNING Over Customers

 
Three qualities are needed to sell anything in life. They are: 1. STRENGTH. 2. EMOTION. 3. CONFIDENCE. If you are in sales or taking customer cancellation calls, exercising these three qualities well can help you be more successful. Your strength will come from the knowledge of your product and the ability to get back up after a fall. Your emotion will come from your belief, real or feigned, that your product is the best product in its class, and your empathy for the reasons why customers would want to stop using your product and/or to go with a competitor....
 

Equal Chance of Winning The Sale? Bah!

 
Are you going to win this deal? With just less than 3 weeks left in December, I am sure that you are really busy closing out your year-end sales. This has been a tough year for many people. With the economy proving to us that business cycles still exist, spending has been cutback, many people have lost their jobs, and a lot of companies have simply gone out of business. In a year like this, every sales opportunity you get is a precious one. Tough times like these make for fierce competition. You and all of your competitors have been scrapping over a shrunken pie....
 

3 Tips to Get Clients Now

 
"I need more clients!" wails Steve, a 32 year old Boston-based financial planner, echoing a familiar refrain. Poised and well spoken, Steve is after the same high net worth individual as others in his field. How can he rise above his competition? One of the more innovative yet inexpensive ways of building buzz for your business is to consider inviting members of your target audience to a complimentary talk. For example, Steve could invite people to his nicely furnished office for a brief talk on financial planning, and follow up with complimentary consultations....
 

Sales Lessons from Bob Vila

 
There's more to what he does than meets the eye With so many different programs, and reruns andre-packaging of older programs, we can assumethere are few people on the planet who do not knowabout Bob Vila. Starting with the original "ThisOl' House" programs on PBS in 1979, Bob Vila andhis empire, have grown into a major force in theHome Improvement Television genre. The professional salesperson can learn a whole lotmore from Bob Vila than how to screet concrete orput mud on the drywall. Bob Vila is a study in brand awareness....
 

Putting Benefits Before Features

 
Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation. As I listen patiently and attentively, I privately critique the sales person as they make their pitch. I look for certain things, the basics, are they making eye contact with me, do they have a healthy knowledge of their product, do they ask me open-ended questions? Etc., etc. The one thing that I have noticed about the majority of sales people, even the ones I see on infomercials, is that they spend the majority of their presentation discussing their products features, and not it's benefits....
 

The First Step to Stress-Free Selling (TM)

 
Prospecting Identify the businesses most likely to advertise with you. Then prioritize them. Call your best prospects before your least likely prospects. As adverse as this sounds, many ad reps call businesses who don't believe in advertising or are not interested in their industry or their reader. If this were so obvious to all reps, I wouldn't be writing about it! The fastest way to make sales hard is to call the wrong businesses, and sadly, many salespeople do just this. Start off with the right prospects and save yourself a lot of time....
 

The 6 Secrets To Sales Success

 
There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. It is your choice to develop the appropriate beliefs and habits that produce the results that you wish to have. If you honestly are not happy with the results that you are having then you must change the actions, which are producing those results. The following are 6 of the habits, which I have found will rapidly accelerate your sales and income to heights, which only you will limit....
 

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

 
To listen to your customer is important, and to hear your customer is critical. But, to see what actions they take is the lifeline to your business. Recently, I was giving an introductory presentation of the Life Enrichment course to a group of Real Estate agents. The objective was to sell the agents on participating in the Hypmovation Life Enrichment eight - session, six-week course. The course teaches people how to apply the science of self-programming the subconscious mind through self-hypnosis to improve all areas of life....
 

Failed Salespeople Share Similar Traits

 
We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying "I'm not cut out for sales," "I'm not pushy enough," "I hate cold calling," "I can't take the rejection," or "My manager is a jerk"-you are heading down the wrong path. Here are some recurring characteristics and traits of salespeople who thought they could hit a home run in a sales career, but who struck out in their attempts....
 

The Choice between Yes and Yes: A Psychological Revelation

 
Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain. "Do you want to brush with the red or blue toothpaste?" her dad asked gently. "Blue," she says, glad to be given the opportunity to make a decision. Ten minutes later, Kara was well tucked up, wondering when she'd agreed to go to bed in the first place. You laugh at the story, don't you? The method used to get Kara into bed seems a bit like trickery. And who am I to say that it's not? Yet I want you to payattention to one thing....
 
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