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Sales |
Voice Mail That Sells
As a business owner, I receive my share of sales calls in a given month. More often than not, I'm away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few...
Communication Tips for Dealing with the Angry Customer
1. Be clear about what you want to achieve. It is unlikely to be enough just to want to be rid of the angry customer (although this can be a natural response). It is usually more satisfactory (and satisfying) to set out to have the other person satisfied...
Sales 101
For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales. Always...
7 Pitfalls of Using Email to Sell
* Are you sending e-mails to prospects instead of calling them? * Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls? * Do you wait and wait for return e-mails...
The "Wall of Defensiveness": 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve...
Overcoming Barriers to Sales
Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan." Most managers have felt this way about certain employees at some point in time. Let's face it, some employees have...
Want More Customers? Be Overt!
The essence of being overt is to be clear and assure your prospective customer understands exactly what you want them to understand about the benefits, difference, and reasons to believe in the outstanding value of your offering. In my business...
Finding Sales Leads and Contacts goes Hi-Tech
Finding Sales Leads and Contacts goes Hi-Tech Where sales people used to spend lots of time prospecting for leads and cold calling, now they can simply log on to the Internet and buy, sell or even trade leads and contacts at a new website. Run...
10 Resourceful Things You Can Do With A Product That Doesn' t Sell
1. Sell the reprint/reproduction rights to the product. You could make money selling other people the rights to reproduce and sell the product. People are always looking for new products to sell. 2. Giveaway the product for free from your web...
Selling To Women - Selling To Men - It Isn't the Same
Selling To Women - Selling To Men - It Isn't the Same Now let's not fall into the old style car salesman's trap of believing that men are interested in what goes on under the bonnet and women are only interested in what colours you can...
3 steps to getting a sales meeting
The best way to get a new customer is to clearly identify who you want to do business with and then get in front of them. They can then see what you look like, possibly see what your product looks like and also examine any data or statistics...
The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company. During one of our coaching sessions, he told me, "I've been diligent about following the sales process that my company believes is required to make a sale -- but, for some strange reason, my prospects...
Difficult customers - there's no such thing
A couple of years ago I had a call from a Customer Service Manager working in the paper industry. He wanted me to run a seminar for his team, on "How to Deal with Difficult Customers". I had several telephone conversations with this manager organising...
Dramatically Improve Sales with The KISS Test
We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not. Let me start with some examples of what I'm talking about. At one position I...
Is Cold Calling Dead?
Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on? Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers...
Keeping Your Sales Team Motivated
Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things...
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