 Category :: Sales Management Articles |
Author :: Sharon Drew Morgen  |
| |
| Article Title :: How We Build a 90% Failure Rate into the Sales Process |
| |
| I recently began doing training in the banking industry. Across the board, successful bankers close between 2% and 6% of the prospects they call on, starting from their first prospecting call.Not only are those numbers abysmal, they are considered normal. In other words, bankers are expected to fail at least 94% of their time. The insurance industry has the same odds.In general, every industry closes less than 10% of the prospects they call (first call to close), with over 90% falling in the 7% category. And, since there is no scientific way of knowing which prospects fall into the 7%, we continue running after all ‘hot' prospects until they disappear. And then we make exc (read full article) |
| |
 |  |
| |
| Category :: Sales Management Articles |
Author :: Leanne Hoagland-Smith |
| |
| Article Title :: The ACCOUNTABILITY Challenge for Today’s Business Management |
| |
| In today’s 24/7 driven business word, accountability is becoming a more critical issue for every business owner, manager, executive and salesperson. The challenge is to realize that accountability is just not a single issue, but an issue with many supporting elements. To maintain and thrive as an accountable individual first requires overcoming the fear to embrace these elements and then a plan of Action to ensure that YOU are an accountable individual.Action – What action or actions did you take or not take and why? Since many individuals have been conditioned not to take action or are stuck in “analysis/paralysis,” accountability suffers because no specific action has bee (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Emma okafor |
| |
| Article Title :: How To Build A Worldwide Distributor Network |
| |
| When your product is market ready and has a good bargain, it will be no value to you if you don't know who's going to buy it, or how you are going to tell the world about it. Your product will only sell if it has a good wide distribution network.Let's say that you've written a "Guide to" make $120,000 a year compiling and selling mailing lists. You calculate the production cost of $1.50 per book in lots of $1,000. The advertisement will cost you $1.50 per book. This brings the basic cost of your book to $3per copy with a paintsticking survey you found out you can sell this book at $10per copy. Thus making $7 gain per copy. That's not a bad business. The problem you're going to enco (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Randy Lever |
| |
| Article Title :: Building Trust For Lifetime Success |
| |
| Trust.One word.One very powerful word that can increase both first time and repeat sales to an unlimited degree.Trust.What is it? Why is it so important? How do you get it?Confidence in you from your cutomers, builds relationships and as a result, more sales, and through excellent customer service.That's the short and sweet of it.Now, how about a little more meat to it.What is trust and why is it so important?Definition: confidence in a person or thing because of the qualities one perceives or seems to perceive in him or it. (Webster's)The confidence that any visitor or potential customer has about your business, servic (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Kimberly Stevens |
| |
| Article Title :: Raise Your Fees Overnight! |
| |
| Do you want to make more money?Yes, I guess that is a rhetorical question. Everybody wants to make more money, but oftentimes we are not willing to do what needs to be done in order to make it.For example, I’m not willing to work an 80-hour per week job to double my income. I have a husband and a 1 ½ year old son - I want to spend time with them. I want to take vacations and visit my parents on the weekends and host dinner parties for my friends.I am not willing to swindle little old ladies to make more money, nor am I willing to lie, steal, or be otherwise dishonest. I am not willing to work for a boss that demeans me, nor am I willing to work in an environmen (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Anthony Dance |
| |
| Article Title :: Retail Operations - Effective Branch Manager Support and Guidance |
| |
| Performance and behaviour management is by far the most difficult aspect of any manager’s job and the reluctance to ‘grasp the nettle’ when performance or behaviour issues emerge is certainly a concern in many organisations. But at the end of the day that is what managers are paid to do and not doing so will certainly affect service, team morale, sales and ultimately the bottom line.Why does this reluctance exist, why do so many mangers back away from confrontation? The problems and challenges that need to be overcome are many and the common reasons and ‘excuses’ for not doing so are as follows:It is Risky – There is a worry in the back of the manager’s mind th (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Lance Winslow |
| |
| Article Title :: All Small Businesses Need to Gather Community Intel |
| |
| How well do you know your community? As business owners it is essential that we know our communities intimately. Have you ever made the effort to learn more about your town; Do you even know where to look. Lets discuss some ways to gather intel for your community based marketing efforts.First you need to put on a fresh perspective. You need to think like a person who knows nothing about your town to be able to see it from a totally unbiased perspective. Think of yourself a scout. Here are some of the first areas the scout will hit:Chamber Of CommerceCity HallPublic or County LibraryThe Chamber of Commerce is a great source of information. In their direc (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Marcia Zidle |
| |
| Article Title :: Profitable Relationships: Is It Amateur Hour or King of the Hill? |
| |
| ”We’re in the relationship business…...airplanes are what we use to provide a service.” remarked Colleen Barrett, President and COO Southwest Airlines remarked,Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you’re on a deserted island, you must connect with, interact, and influence people every single day.
Winning relationships result when people make a positive connection.However, strong relationships seldom happen overnight. It takes time to gain trust, to obtain information, and to demonstrate your integrity. Building strong relationships is a process. It’s not magic; it (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Alan Rigg |
| |
| Article Title :: Sales Training - How to "Get Dangerous Quickly" With New Products and Services |
| |
| In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. The distributor's management felt a team of specialists could help jump-start growth in software sales.This was a very interesting project for several reasons. First, the distributor had sixteen software products in its portfolio. Second, they couldn't afford to hire experienced software salespeople. Instead, we needed to hire good consultative salespeople and train them to sell all sixteen software products. We also needed to write a business plan, get a budge (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Lance Winslow |
| |
| Article Title :: Disclosure Laws Favor International Terrorists |
| |
| The Federal Trade Commission has rule that are supposedly in place to protect franchise buyers from fraud from franchisors who might attempt to mislead them into purchasing a franchise. Part of the franchise rules are addressing required disclosure paperwork. In this disclosure document, which is required to be given to franchisees 10 days before any purchase is made are the names, addresses, phone numbers of all franchisees in the system. For smaller home based franchises this means home numbers, addresses and personal information.I am very concerned about our company, The Car Wash Guys and the possibility that International terrorists might use our mobile car wash trucks as tools (read full article) |
| |
| |
| |
| |
| Prev 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 Next |
Article Categories
