Direct Sales and the Use of Clipboards
Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to sell and take orders. Clipboards come in many colors and styles; plastic, aluminum, clear, etc. These clipboards should have your company logo on the bottom. They should also have calculators on the clip. The logo should be made of vinyl lettering in your company colors....
Spend More Time Selling
On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings.
Lets face it, if we spend so little time in our day selling, why are we in sales to begin with?
There is no such thing as an easy day in the mortgage industry, it is filled with many challenges from follow up phone calls, to problem solving and research, which, in the end, leaves very little time for sales, or so we think....
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....
Prospecting: Not A Wild Goose Chase... Its A HUNT
Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT.
In order to sell your product to a business, you must first find out who the real decision maker is. This is the fun part.
You should start your research on the internet. It is amazing how much you can find out about a person or a company with Google. Typically, if the business is public, you will find all the information that you need to know on their annual reports....
Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!
Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine?
From my research your answer will almost certainly be yes, at some time. So let me ask you why did you stand there reading the magazine instead of just saying to yourself, 'I've read this magazine before, I think I'll buy it?'
The answer is, because you wanted to know you would get value for your money. You wanted to know more about what content might benefit or interest you in your life....
Psychology of Converting a Prospect to Money
If you want a truly successful business, you need to take a close look at how Psychology can set you apart from the rest of your competition.
Secrets of negotiating
Remember this: no matter how great your product or service, unless you can negotiate innovatively you'll never achieve the success that can be yours.
When you follow-up with a prospects, ask them: "Do you have any situations that we can work out together using our mutual expertise?"
Psychologically, by substituting the word "situations" for problems, you are more likely to get a positive response....
4 Easy Ways to Boost Your Sales
Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process.
1. Focus on What Your Customers Really Want
Your customers really don't want your products or services. They don't even want what those products or services do for them. What they really want is to gain the specific feeling they get after buying and using your products or services.
Keep this in mind when you create web pages, sales letters and other selling presentations....
How to Master the Art of Salesmanship
I put together this little article because, although basic, we all must "master the art of selling". With out this skill, the foundation on which you build your business will not be a solid one. Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that they feel buying it from you will solve their problems or fulfill their dreams.
Anybody can sell anything to anybody. The thing is, some things are harder to sell than others and require different kinds of presentations....
8 Sales Lead Generation Methods
I've been getting lots of email from my readers lately. And one thing that I hear often is that people need more sales leads. In order to generate sales leads, you need three things: A written profile of your target prospect, A list of suspects containing potential prospects, A method of reaching your sales prospects. In this article, I am going to discuss eight proven methods of reaching your sales prospects. Complementary Partner Referrals I put this sales lead generation method first because this one generates the highest quality sales leads....
3 Ways To Overcome Pricing Challenges
How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any points.
well . . .
The lower rate might hold some truth to it
but lets face it . . .
Nobody works for free!
Here are three things you can do too win your customer over when faced with rate and pricing challenges.
1. Sell Yourself
When a customer is shopping around, the information they give you is usually false, because they are bluffing. You can't blame them, they, like all of us, are looking for the best deal possible....
The Ultimate Think Differently Sales Tip
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....
7 Keys to Turning Cold Calls Into Warm Calls
Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me?
Try these 7 cold calling ideas for yourself and see just how easy making a cold call can really be.
1. Change Your Mental Objective Before You Make Your Call
When making a cold call the traditional way, your main objective is usually to try and get the appointment or make the sale. The main problem with that is when you do make the call it is quite clear to the person on the other end of the phone that this is your goal and they usually think of an excuse to get you off the phone before they have a chance to hear what you have to say....
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