 Category :: Sales Management Articles |
Author :: Lance Winslow  |
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| Article Title :: Why Good Franchisors Do Not Sell To Hostile Franchise Buyers |
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| Having run a franchising company for a decade and then retiring I always thought that it was quite interesting when a franchise buyer was completely hostile and combative during the application and approval process. You see in franchising it is not about selling franchises, it is about choosing the best candidates to promote your brand name. If you get a loser in there and they are hostile, renegades or mean to customers they ruin your image, team spirit and you just end up with too many problems or litigation down the road.I use to ask these hostile types; “Do you really care about a win-win situation that can be achieved in franchising? It can be done. And yes it's hard work an (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Proposed Business Opportunity Rules and Mandatory Disclosures |
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| All franchise companies have mandatory pre-sale disclosures to all buyers and in many states there are required disclosures for Business Opportunities, but not all states. The Federal Trade Commission (FTC) is proposing separating the “Franchise Rule” and have a special category for Business Opportunities and in these new proposed rules Business Opportunities no matter if their states has no disclosure rules would have to disclose certain information to all buyers.In the FTCs proposed rule making official report they have come up with what they believe will be fair to all consumer buyers of Business Opportunities (Biz Ops) and below is an excerpt;“Reduced Mandatory Dis (read full article) |
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| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
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| Article Title :: Sales Prospecting and a Targeted Selection Process |
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| What’s a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them.
It can be as simple as choosing an industry, picking a company name out of the yellow pages, understanding the appropriate level of contact to call on, and investigating a name that goes with the title.
Or it can be as complex as an expensive CRM (customer relationship management) system for existing customers, defining market share of your product portfolio and routinely touching the existing base to broaden the revenue pond.But h (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: How to Prospect - Common Sense Isn't So Common |
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| I have been teaching sales people Prospecting skills for over 25 years. With all the advances we have experienced in business during that time I thought sales people would have "wised up" to what is required to be successful. But it doesn't seem like it.If you do just a brief study of the tools available to the new sales professional today you have to be impressed. Cell phones, notebook computers, color copies, hundreds of books and instructional manuals focusing on every possible approach to selling.The first step in growing in sales is to learn a sales technique and then begin Prospecting so you can use that sales technique. There are tons of materials available to tea (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: Which is Better – Hire a Salesperson or Invest in a Sales Assistant? |
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| What does it cost to hire a good salesperson? Many companies spend about one fourth the annual salary of a salesperson on job placement. They spend another fourth on sales training before the salesperson becomes effective and efficient. Most of these costs are hidden costs which the business doesn’t take into consideration. If this is true, then half the annual salary of a new salesperson is spent before the salesperson makes their first sales appointment for the company. If the salesperson takes six months ramping up to speed and then decides to leave, the company investment is completely lost.The hidden costs of hiring a salesperson are found in the time spent during the job pl (read full article) |
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| Category :: Sales Management Articles |
Author :: George F Franks III |
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| Article Title :: Is the Direct Sales Force Dead? |
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| Direct sales jobs often seen as the initial proving ground for young college graduates across industries and businesses. Whether it is a product, a service, financial, pharmaceutical, industrial, consumer or advertising, direct sales forces have traditionally been the revenue engines for business. But as technology, demographics and buying behavior have changed over the past decade, there are signs that the traditional direct sales force may be going the way of the typewriter and carbon paper.Cost. Direct sales forces are costly. They require extensive management, systems and tools, training and often office infrastructure. Additionally, they are generally paid an amount of ba (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Business Goal Setting Comments |
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| If you will do small business did you may realize how important is to set goals and if you work with others who are also in business with you then you know it is important for the whole team to stay motivated and to set objectives. You see, in business it is a competitive environment like sports and dually get out what to put in. If you fail to play out you have inadvertently planned to fail.Many people dream of a business of their own and many of those who take the plunge to start their own business and risk their own capital and hard work dream of rags to riches and living the good life. However, simply dreaming of all these wonderful things that you may have in the future is n (read full article) |
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| Category :: Sales Management Articles |
Author :: Kurt Mortensen |
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| Article Title :: The Highest Form of Persuasion Revealed |
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| Influence is a key element in mastering the techniques of Magnetic Persuasion. Influence is the highest form of persuasion. With influence, people are spurred on to action because of your character, not your maneuvers. Persuasion is what you do or say, but influence is who you are.How does one gain this type of influence? How do you gain a strong enough influence over people that they will act simply because an idea came from you? How about having a strong enough influence over people that they are still compelled to move forward even when you’re not around?Presence is the ability to empower and influence others into believing in you, trusting in you, (read full article) |
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| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
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| Article Title :: What's the Objective of Your 1st Sales Appointment? |
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| Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not. And with a pre-defined objective to your 1st appointment you can (1) set a realistic benchmark of success and (2) measure the outcome. It becomes part of your sales performance scorecard.What is a 1st appointment to proposal ratio? It’s simply how many times you gain commitment with your prospect to take the next step, as outlined by your sales process.
Depending on your solutions-based product or service and your sales methodology, your ‘Next step’ may be one of the fo (read full article) |
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| Category :: Sales Management Articles |
Author :: Bruce Bailey |
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| Article Title :: Training the New Network Marketing Distributor: Working Depth With Your MLM Downline – Step 3 of 3 |
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| In Step 1, “Laying Down a Track to Run On,” we talked about how to get your new distributor started the right way. In Step 2 “Being a Good MLM Sponsor,” we discussed how you should go over “The Rules” of your operation with your downline so they can develop the discipline to grow their (and YOUR!) business. In this, the third step of the series, we’ll discuss “Working Depth,” or making it too expensive for your downline to leave the business!”Step 3 -- Working Depth With Your MLM Downline
Working depth means sponsoring your downline when they sponsor their new distributors. It means assisting your business partners to help them get their downline (an (read full article) |
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