 Category :: Sales Training Articles |
Author :: Donnie Harrison  |
| |
| Article Title :: Ideal Clients - Who are They and Where Do You Find Them? |
| |
| Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment.We all have our own criteria to define the perfect client. What are yours? If you are not clear about this aspect of your business you will spend an extraordinary amount of time chasing the wrong people and, if you do enroll them as clients, the relationship will always struggle.The not-ideal clie (read full article) |
| |
 |  |
| |
| Category :: Sales Training Articles |
Author :: Charlie Cook |
| |
| Article Title :: More Sales with Less Selling |
| |
| Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets?The smell of fresh baked goods and the memory of the taste of a candy bar makes us want to buy more. The owners of bakeries and candy stores don’t have to spend a lot of time extolling the merits of their goods or the length of time they’ve been in business; they can concentrate on helping us satisfy our appetites.Wouldn’t you like to be in a similar situation with your marketing? How would you like to have prospects who were so eager t (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Don Osborne |
| |
| Article Title :: Stop Talking - Start Selling |
| |
| Selling is not talking. It’s listening. You may have heard the saying “the first person who talks, loses”. And, it’s true most of the time. There are dozens of reasons to stop talking so you can start selling. Here are a few worth listening to:Let Them Take Center StageMost people would rather talk than listen. When working with a prospective buyer it’s a good idea to let their ego take center stage by allowing them do most of the talking. With a few well thought out questions you can learn a lot about how your product or service fits into their needs and wants. Remember, what’s at stake is not your ego but a sale. So, let them exercise their ego for the (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Vishal P. Rao |
| |
| Article Title :: Knowing Your Customers; Closing the Sale |
| |
| Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage.The key to closing the sale quicker and easier than you ever imagined is to understand your customers. Below you will find some advice that will help you get to know them a little better.Who They AreNot all that long ago, customers were all pretty much the same. Most were males over thirty with steady jobs (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Brian Lambert |
| |
| Article Title :: What is It that Salespeople DO Anyway? Does Anyone Really Know? |
| |
| What exactly is it that salespeople DO anyway? I’m talking about what they actually do, not what their company does or what their value proposition is, but what THEY DO day in and day out as a sales professional?To be a complete sales professional, their daily activities should be in support of creating customer satisfaction and loyalty. What are these daily activities?My Ph.D. research analyzed the outputs performed by hundreds of sales professionals. I found that these tasks can be grouped into nine areas. The key to being a highly competent (i.e. superstar) sales professional is to understand and master the following 8 “Selling Abilty Areas”:1. Personal (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Brian Lambert |
| |
| Article Title :: The Key to Driving Sales is Understanding 'What' not 'How' |
| |
| What does it take to make a sale lately?In Sales, we used to focus on the “Sales Cycle.” Maybe you still do? The problem with the traditional definition of the ‘Sales Cycle’ is that it is focused on YOU and not on your prospect. More recently, the focus has shifted to the ‘Buying Cycle’ and learning how to synchronize it to gain a win-win relationship. To sell successfully in today’s market, your focus must be on the integration of the ‘Sales Cycle’ and the ‘Buying Cycle’ into an overall sales system based on trust, ethics, win-win, and driving towards a transaction. This “commerce cycle” is rooted in the buying and selling relationship, with special empha (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Brian Lambert |
| |
| Article Title :: Is the Sales Funnel Dead? |
| |
| Think about it. If only it was as easy as “filling a funnel” and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn’t selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service?Now don’t me wrong, having a good prospecting plan is probably the hardest thing about maintaining your sales career. In today’s business climate, with shrinking budgets and more scrutiny over purchases, what you need is a system that relies less on the law of averages and more on helping the customer make the most of eve (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Brian Lambert |
| |
| Article Title :: Say What?!? Sales is a Profession? |
| |
| What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is. What do we make of the numerous and powerful “How to” concepts defined and implemented within the sales profession? These “How to” concepts are invaluable, but they only define one-half of what is needed to be considered a profession. Without the other half, we’re doomed to non-professional status. Let me explain….When a student studies a (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Lance Winslow |
| |
| Article Title :: Knowledge is Power in Auto Detailing Sales |
| |
| The most important thing for an auto detailer to do is to gain expert industry knowledge. Since auto detailing sales have a lot to do with educating the consumer, it pays to understand the industry. So let’s start with the types of waxes used on cars, boats, aircraft and recreational vehicles. There are many types of waxes and all have different properties, come from different places and must be used slightly differently to get the expected results.Polymer wax includes the very popular Teflon, yes a polymer brand Name used by Dupont. Polymer wax is a chain of compounds made of petroleum sources and now a days from Corn products. Polymers, which are strung together are general (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Lance Winslow |
| |
| Article Title :: Pressure Washer Business; Cleaning Composite Decks |
| |
| There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was not made of wood at all; it was made of composite. There was nothing to treat unless of course you want a spray with armor all. It did clean rather nicely kind of like washing a plastic fence. The new trend in composite railings has come about because the final railings do a better job facing down the elements and therefore owners and contractors often decide to put in the composite railings even though there are slightly mor (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 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 Next |
Article Categories
