 Category :: Sales Training Articles |
Author :: Richard Cunningham  |
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| Article Title :: Successful Sales People Know Which Differentiators Matter |
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| Know where to focus. Not everyone evaluates product solutions with the same decision criteria.When sitting toe-to-toe with a prospective client, how well do you answer the question, “What sets you apart from your competitor?”Tom Snyder, vice president of Huthwaite – the creators of SPIN Selling – says in the audio book, “Sound Advice on Sales Strategies,” that professional sales people often have trouble articulating what makes their offerings unique.“In this day and age,” he says, “it’s all about creating customer value, and that means more than just explaining what your product can do that no one else’s can.“Snyder says the answer sho (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: In Sales - Here's News You Can Use |
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| Here's an idea on how to make reading the daily newspaper a source for new selling ideas. Make it a point to identify at least one thing that you can use in your business whenever you read the newspaper. There is always great stuff in the sports and business section of most newspapers. Here are some examples.The words "Blazing Fast" were used in an advertisement. If one of the benefits of your product relates to speed why not kick it up a notch by describing it as "Blazing Fast."In an article that talked about fair trade organizations, the headline was "Small Steps Big Impact." Couldn't that be reworked to say, "When working with new customers we like to take small steps (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: In Sales You Get What You Expect |
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| If your mind is set, you will be unable to change your mindset. For example Christopher Columbus...He was born in 1451 in Genoa, the son of a wool merchant and weaver. Do you recall what the conventional thinking or "Mindset" was about the shape of the globe at that time? It was believed to be flat. Not too many sailors sailed too far from shore fearing the worst. Columbus' mind was set. It was set for taking risks and exploring new worlds.Columbus discovered the New World on October 12, 1492 at 2:00 a.m. He changed his Mindset and we're still celebrating his courage, boldness, and discoveries.How you think is everything. For example - where are the obvious
places (read full article) |
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| Category :: Sales Training Articles |
Author :: Dr. Leif Smith |
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| Article Title :: The Ultimate "Think Differently" Sales Tip |
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| Sales drive revenues, and revenues drive companies. Companies, then, are only as good as their sales people. In a society that has become increasingly immune to typical sales pitches, competition for consumer dollars has reached a fever pitch. Consumers are inundated daily with various versions of sales propositions: email, cold calls, fliers and brochures, special offers, internet banners and offers, you name it. How can you expect to compete in this environment?One simple but effective method: Fire your sales people. Most sales personnel stink anyway. This action doesn’t reflect their character as people, but rather their ability to increase company revenues. And most sales peo (read full article) |
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| Category :: Sales Training Articles |
Author :: Dr. Leif Smith |
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| Article Title :: 3 Steps to Immediately Improve Sales |
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| Want to increase sales within your company? It’s not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions.1. Simplify your advertisingConsumers today are inundated daily with advertising campaigns and solicitations. Frankly, most of these advertising campaigns are not worth the money spent on them. Why? Because they continue to use the same methods as their competitors (direct-mail, billboards, internet advertising, television advertising, and radio advertising) and in the sa (read full article) |
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| Category :: Sales Training Articles |
Author :: Cathy Stucker |
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| Article Title :: Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales |
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| Suggestive selling is a powerful tool that can increase your revenues—and your bottom line—significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in any business.Shoe stores suggest socks or polish to go with your new sneakers, hair salons recommend styling products, and stores selling electronics offer an extended warranty on the gadget you just bought. In each case, the business encourages the customer to add on to the purchase they are making.Upselling can be done in person, on the phone or over the Internet. Many online shopping ca (read full article) |
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| Category :: Sales Training Articles |
Author :: Jeremy Cohen |
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| Article Title :: Transforming Problems into Sales |
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| My silent fish tank was no more. Enough water had evaporated to make the filter gurgle. It was highly annoying and I knew I wouldn’t be at ease until it was silent again, so I filled the tank.Did I fill it to satisfy a want or a need? Does it really matter? Probably not.The gurgling tank was an unacceptable problem that required a solution: more water. I was able to solve the problem on my own. If it had turned out that my fish tank gurgled because my filter was broken I would have needed a new filter.Filters Don’t Flow from My Tap
Where would I get a filter? How would I decide where to shop first?There is a pet store chain in New York City that (read full article) |
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| Category :: Sales Training Articles |
Author :: Larry Dotson |
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| Article Title :: 3 Hot Ways To Crank Up Your Sales |
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| 1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with the customer. You could follow-up with a "thank you" email and include an advertisement for another product you sell. You can be more subtle including the offer within your signature file.Another way is to take your customer to a "thank you" web page right after they order. You should thank them for their order and next begin to tell them about another product you sell. You could also include a picture or graphic of your product.2) UPSELL ADD-ONSYou could upsell to your customers. When they're at your order page, tell them about a few extra related products you have for sale. They could just add i (read full article) |
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| Category :: Sales Training Articles |
Author :: Mike Litman |
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| Article Title :: Success Secrets Of A Famous Vacuum Salesperson |
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| I have to admit, I have an 'addiction'.Sometimes this addiction keeps me up to 3 am, sometimes it causes me to work 7 days a week.Many times this addiction is healthy, but I will confess that sometimes it's not.No, my addiction isn't drugs or alcohol, it's something much more powerful.
"Mike, what is it?"I'm addicted to studying successful people in all areas of life and taking from them things that can help me and my business.I've had this 'addiction' for a while and I think it's getting worse. :}There are so many people in hundreds of different industries doing amazing things that we can learn from.Recently, I started to become fascinated (read full article) |
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| Category :: Sales Training Articles |
Author :: Ike Krieger |
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| Article Title :: A Great Sales Technique: Be Aware of Sales Myth #5 |
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| A myth can best be described as somebody or something whose existence is or was widely believed in, but is in reality fictitious. Based on this description I have created a series of articles entitled: Sales Myths. Here is one of them.Sales Myth: People with the greatest “gift of gab” make the greatest salespeople.Belief: Our ability to talk clearly and present powerfully is the most important factor in getting people to buy.Problem: You’re a good, or maybe a great presenter. Qualified prospects seem to be impressed with your presentation, but are not moved to buy.Solution: Stop telling your prospects the reasons they should buy your product.People (read full article) |
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