The Most Underused and Powerful Method of Lead Generation
Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients?
I'm going to show you the easiest, quickest and most effective lead generation method to grow your business, using word of mouth or referrals.
Referrals are the most effective way to create a steady stream of customers for your product or service....
How To Win Business By Networking
In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals....
10 Ways To Improve Your Sales
1. Determine your current situation. How are you currently positioned in the market? How do you compare to the competition? Where would you like to be in a Year or in five years and how would you like to get there? Or more appropriately how can you get there, as it is not always the way that you want that works. Planning requires that you understand how you currently stand.
2. Calculate your operational budget and determine how much you can afford to spend on an Ad campaign. Also, this is the stage to decide your campaign mediums and the effectiveness of different mediums of advertising as it applies to the specific nature of your product and or services....
Body Language, Five Key Ingredients
When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well.
Your body language consists of many key ingredients, but here are the five that are considered to be the most important, along with a description and a few tips to improve your skills.
1. Eye Contact
When you are speaking with a customer, or potential customer, look them in the eye, it will show that you are a confident person, and that you are confident in the product you are selling....
Cross-selling for Increased Sales, Profits, and Customer Satisfaction
Cross-selling - the art of selling for non-salespeople
Cross-selling is the act of selling related products at the time and point of sale. Here's a couple of examples:
You buy trousers, the salesperson offers you the shirt, tie, cufflinks, shoes?
You buy a computer, the sales person offers you a printer, scanner, software?
When done well cross-selling will dramatically improve your sales, profits and customer satisfaction. Done poorly it will drive customers away in their droves.
The first time I told my wife about this concept she was scathing - "...
Youre Hired... I Think
I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages me to watch - and each week I decline. I keep telling her she is probably the only person over 35 to be interested in his show. "Oh, I think you'd be surprised," she tells me.
Last week I referred to the Runaway Bride in my newsletter and told Bernadette I was amazed at the responses I got from readers....
Why Salespeople Dont Take Risks
Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson.
So what happens? The salesperson sits at home, stuck with personal flaws related to identity, and he can't perform. He takes no risks. Not being able to use what he has learned simply makes him feel worse. He gets caught in a downward spiral of failure and rejection. He continues to find himself not doing what he's supposed to do - for example, not leaving his home to make sales calls....
Sales Language: Whats Wrong with But?
Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. Here is one word that you'll want to avoid using as much as possible when you are selling and persuading. BUT Read the following sentences: "I really like your company, but I am not going to buy from you." "You gave the best presentation, but we are going to buy from the Access Company....
Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors
Yikes - My Feet Hurt!
Concrete. Tiles. Cheap carpet. Walking, walking. Standing, standing. Talking, talking. Walking, standing, talking - and walking some more.
Not only do we get grumpy inside, we show it on the outside. Our shoulders droop. Our smiles become forced or disappear. We begin to make snide little comments - "Boy, this is a a long show." Or "I feel like I've been here forever."
Trade shows are hard work. And, they're hardest on your feet. Here are some tips to make the show more pleasant, whether you're in the booth or walking the aisles....
Curiosity and How It Effects Your Business Proposition
The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk.
At this point the prospect has not been told much about your proposition. This is your chance to make them curious enough to want to know more....
Sales Strategies: Its Not Who You Know - Its What You Know
We are all in sales. We all selling in every role we have. Whether you are in sales, marketing, home business, looking after your kids, dentist, athlete or whatever your chosen field is - you sell. When you are "selling an idea" or pitching a business proposal or offering a product or service - it is all selling. You can choose to avoid it or be good at it. Have you ever met natural sales people and admired them? Have you wondered how they do it? It is simple - you just need to be in the "...
How Do You Use Your Sales Commissions?
What do you do when you have a big sales week, month or quarter? What do the other salespeople you work with do with their money? Do you "reward" yourself? Do you "invest" in your future? As salespeople we are notoriously known for the amount of toys we buy with our commissions. Killer stereo systems. Picture Cell Phones. Titanium Palm Pilots. Luxurious new clothes. Expensive lunches. Partying with our friends. We say "I deserve this." I know that's what I used to say. Sales is hard. It gets all of our emotions riled up....
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