 Category :: Sales Training Articles |
Author :: Erny Setyawati  |
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| Article Title :: 5 Ways to Increase Business Sales by Contacting Your Existing Customers |
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| One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls, and approvals. With existing customers the process can be much quicker, smoother, and less costly.Existing customers already know you and what you can do. Your challenge is to learn about additional opportunities within your company ,and go after them.If the cost of sale for an existing customer is so much lower than for a new customer, why don't small companies go after their existing customers more aggressively?
You (read full article) |
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| Category :: Sales Training Articles |
Author :: Kim Duke |
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| Article Title :: What You Can Learn From The Movie Business |
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| Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood. He’s a boy from Canada who gave up his much-loved Honda, his life savings, and his broadcasting career to move to Los Angeles to attend the American Film Institute. Not an easy feat in your mid-30s. After 8 years of hard work he is now becoming the new discovery of LA. He said the most difficult thing to adjust to was all the talking.Collin slouches into his chair. "Everyone lies in this business. It's all big Cheshire cat smiles – but essentially people have the 'Enoug (read full article) |
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| Category :: Sales Training Articles |
Author :: Kim Duke |
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| Article Title :: The Golden "Week" of Selling |
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| Have you ever heard of the Golden Hour? I live with a paramedic – so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob’s reference to “The Golden Hour.”The first 60 minutes after someone has been injured are critical in EMS. This is when they can offer the most support in saving someone’s life. Paramedics, doctors and nurses call it the Golden Hour.In selling there is also a Golden period. 7 days! One of the biggest factors in why someone doesn’t CHOOSE your product or service is they didn’t get what they needed FAST ENOUGH. Hey – we have all been there – flat tires (I have had 2 in on (read full article) |
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| Category :: Sales Training Articles |
Author :: Kim Duke |
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| Article Title :: The “Shocking” Sales Strategy of Saying THANKS! |
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| I would like you to begin thinking of mailboxes in a new way.
Contrary to popular belief – it isn’t a symbol of an inept postal service. In fact- it is one of the Best ways to communicate with your customers. And I am not talking about sales flyers either!Are You Saying Thank-You To Your Customers?Here is one of the shocking basics of selling.If you don’t THANK YOUR CUSTOMERS for choosing you – you are average – perhaps even less than average.I want you to consider the thousands of dollars you have spent in the last month. Mortgages, car payments, groceries, advertising, marketing – and yet – I would bet a Diva Dollar that very few – IF ANY (read full article) |
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| Category :: Sales Training Articles |
Author :: Marisa D'vari |
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| Article Title :: 3 Tips to Get Clients Now |
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| “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.To Steve’s delight, the idea worked.Why is public speaking such a great promotional tool?First, (read full article) |
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| Category :: Sales Training Articles |
Author :: Douglas Titchmarsh |
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| Article Title :: The Art of Backend Selling |
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| The art of backend sellingThe backend sale can be more rewarding than
the original sale. And it can also be much
easier.What exactly is a backend sale?
After you have sold something to somebody
you are in an excellent position to sell them
something else which complements the first sale.
You already know the customer has an interest
in a certain type of product or service, so
they are prequalified leads for a backend sale.
Take a store selling fishing tackle, as they
have just sold you a rod, reel, and line they
know you are going fishing, so they also offer
you the bait you will need.The customer who has just bought is also in a
buying mood, and has his wallet, cred (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Fairweather |
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| Article Title :: Closing the Sale - It Doesn't Have To Be Uncomfortable |
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| "The Close" is sales jargon for the bit where you ask the
customer to make a decision or to place an order. However,
it doesn't always relate to sales. Many people feel
uncomfortable when they ask someone to make a decision.The reason people find it difficult is that they hate the
word "no" or "I don't want to do it" or even - "I'll think
about it." We take it as rejection and most humans just hate
rejection.I'm reminded of the salesman whose wife asked him how well
he'd done that particular day. "I got three orders today" he
replied- "Get out, stay out and don't come back."If you've made a good job finding out the other person's
needs and presenting how your product (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Fairweather |
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| Article Title :: More Sales - You Must Keep Asking |
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| I bought a second pair of reading glasses from my local
Optician recently. I need this pair to help me find the
first pair which inevitably go missing. While in the
Opticians I remember thinking that I needed to buy some
solution and some of those tissues for cleaning my mucky
glasses.However, when it came to the point of paying for my new
glasses the cleaning stuff went right out of my head. So why
didn't the Optician or his assistant ask me - "Is there
anything else you need today?" or even - "Do you need any
cleaner for your glasses?" Perhaps they didn't like or have
the courage to ask, or even they forgot. One way or another,
they missed an add-on sale and I didn't get any muck (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Fairweather |
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| Article Title :: Selling - Always Go for Top Money |
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| If you've ever flown economy class on an international
flight then you've probably noticed that the airline makes
you walk through Business or First Class to get to your
economy seat. You become very much aware of the wider isles,
the more spacious, comfortable seats and the greater leg
room.As you squeeze into your "cattle class" seat you wish you
were in front of that curtain enjoying the better food and
the extra service. The airlines do this deliberately; they
want you to wish you were in Business or First Class.Only 20% of the aircraft is reserved for "big comfy seat
class" however, that 20% contributes 80% of the profits.Many sales and business people feel the p (read full article) |
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| Category :: Sales Training Articles |
Author :: Randy Roussie |
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| Article Title :: 22 Closes For Real Estate Agents To Make The Sale |
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| All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success.When a homeowner delays listing, you use benefits to move him towards a signature. Then, ask again with a different close. Constantly use different closes throughout the presentation at each listing signal. Most agents fail to get a listing becaus (read full article) |
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