 Category :: Sales Management Articles |
Author :: Lance Winslow  |
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| Article Title :: Selling is Personal Communication and Relationship Building with the Prospect |
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| If you are a sales manager in charge of training new recruits and sales people you know you have your work cut out for your. Many people have been told that they are a natural salesperson, due to their persuasive demeanor. But selling is much more than that and all too often new sales people on your sales team, just do not understand this and this is whyI always advised the sales managers for each of our franchised outlets to tell their sales people that; Selling is Personal Communication and Relationship Building with the Prospect. Selling is not about telling it is more about listening and problem solving.The more your sales staff understands this the easier it will be to (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Your Sales Team Must Leverage Your Brand to Sell More |
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| If you are a sales manager then it behooves you to leverage your brand name to sell more and your sales team needs to understand this and use this to their advantage. This is where a good sales manager can really make the grade and increase the company’s sales.When a company has a strong brand the customers will already have considered doing business with your and wish to discuss what you can offer them. The door has already been opened due to hard work in marketing your brand. This gives your sales team a leg up on your competition, as it makes it easier to get a sales interview and even easier to close the sale once the terms and conditions have been ironed out.Good sale (read full article) |
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| Category :: Sales Management Articles |
Author :: Mike Myatt |
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| Article Title :: Is your Sales Plan Engineered by Design or by Default? |
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| One of the most critical choices that an executive or entrepreneur can make is to determine which sales/revenue opportunities to pursue vs. which ones to pass on. How do you determine where you will allocate your time, your resources and your talent? Do you use a rational decisioning process to arrive at the right conclusion or are you the person that is often second guessed or proved wrong because your decision was made irrationally and you arrived at your conclusion by default, osmosis or some other unknown process?For purposes of this posting I will exclude the greener pastures of new sales opportunities and focus on the most overlooked area of opportunity assessment which is pr (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: The Poker Selling System |
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| Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. This playing card system will work for you and increase your sales team's results!A balanced sales plan is essential as the foundation in any business growth program. This article describes how my poker system for sales management works. The system is very simple and is easy to follow. All you need is a deck of cards and marking pen. You will use the marking pens to identify the strategic focus of your contact on the deck of cards. This system gives you the ability to change and vary the focus of communications throughout the ye (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Sales Manager Tip #47; Interested Prospects and How you can tell |
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| A good sales manager needs to train their sales Force to recognize when someone is interested in what the company is offering. A good salesperson should notice this instinctively. If a prospect is interested in what you are selling or what your company is offering then the salesperson should spend time with the prospect and answer all their questions and work on handling any of their objections. There are various ways to determine when a prospect is highly interested and desires what you are selling.A good sales manager ingrains this thought process into each and every salesperson in their sales Force. This insures more sales for the company. Generally speaking you can tell whe (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Sales Manager Tip #28; The Informed Prospect |
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| A good sales manager must stay in touch with each and every salesperson in the sales force that is working for the company. It is essential to find out from the salespeople what prospects are saying to them and which objections that the salespeople are getting in the field from potential customers and prospects.A good sales manager knows what the competition is doing and what they are offering. A good sales manager can recognize when the competition is selling services cheaper than they can afford to do them or offering products and embellishing their abilities.A good sales manager stays abreast of all the information of all the competitors and their offers and products an (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Sales Management Tip #9; Do Not Let Your Sales People Act Like Children |
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| As a sales manager for the company you need to make sure that your salespeople on your sales force do not act like children. Many people believe that children are the world's best sales people because they are good at twisting and manipulating their parents feelings and generally good at getting what they want.Whereas this may be true, as a sales manager you need to understand that the salespeople on your sales force represent your company and your products or services and you cannot have them running around like a bunch of children even if they may sell a little bit more.We have all watched little children and their persuasive tactics in order to get mom or dad to see thei (read full article) |
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| Category :: Sales Management Articles |
Author :: Ken Marlborough |
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| Article Title :: Business Lead Lists |
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| Business lead lists can be classified into a number of categories. They can be based on the various characteristics of the customers, such as age, sex and education. They can also be based on the geographical and other characteristics of the markets.Segmentation based on region, continent, country, state and climate of the area comes under geographic segmentation. Segmentation based on age of the customer, sex, family size, race, religion, occupation and income level comes under demographic segmentation.To consider an example, marketers have segmented the market for consumer goods in US into three broad segments: the high-income group, the middle class and the lower income g (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Great Sales Managers Make Less than all their Sales People |
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| Are you a great sales manager? Well if you really are a great sales manager then every single one of the sales people under you should be making more than your salary, unless your company is paying you an additional stipend on the total amount of sales on your team.Indeed my company always did that and we always watched our sales climb higher and higher year after year. I forget who but a couple of decades ago I heard this comment on a Business Cassette Tape and have held onto that saying ever sense;“Great Sales Managers Make Less than all their Sales People”perhaps it was one of Tom Hopkins or Zig Ziglar’s tapes from the Nightengale Conant Series, n (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Sales Management and Managing Sales |
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| For those engaged in sales management and trying to control a group of self-starter type sales people you can just imagine how hard it is. In all the commotion, chaos and controversy they have to manage in shear terror of handling all that is coming at them.Indeed sales management is not for everyone and managing sales is certainly not as easy as it looks, nor is it suppose to be really. Managing on-going sales efforts for a fast moving company, which is fully engaged takes a lot of savvy, strategic planning and a love of the never ending fast-paced game.It is not for the weak and you certainly do not want to put anyone in that position in your company who is of low self-est (read full article) |
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