Sales-training

I was looking at some promotional literature and web sitesthe other day and it was interesting to note the number oftimes the words - "We" and "Our" was used in this material. Lots of statements such as: "We are a leading supplier of__""Our products do__" "We research__" "We have 50 yearsexperience__" Very rarely did I read anything that statedwhat these businesses did for the customer. They were allfeatures rich and benefits poor. It's not enough to tell the world how clever you are andexpect them to work out how they might be able to use yourproduct or service....

To read farther

1. Sign-up to win web site awards. When you win, some award sites publish your web site link, name and description on their site. 2. Join online business associations or clubs. If you join, they will usually list all their members on their web site. It will give your business extra exposure. 4. Improve your business by promoting customer feedback. Tell them you want their honest opinions about your business, good or bad. 5. Design your packaging so it sells your products. Utilize colors and lettering that make your product more attractive to your prospects....

To read farther

When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. This is commonly referred to as "needs based selling." The most effective way to find out about your customers needs, is to ask probing, open-ended questions. An open-ended question does not allow your customer to give you a "yes" or "no" answer, it makes them explain to you what their needs are, and why they would need a particular product....

To read farther

One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls, and approvals. With existing customers the process can be much quicker, smoother, and less costly. Existing customers already know you and what you can do. Your challenge is to learn about additional opportunities within your company, and go after them....

To read farther

Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business. Customers Buy Benefits You want more sales? Customers buy for one reason. They buy because your product or service has a benefit they want. Telling your customer your product has a 10 year warranty is a product feature. Telling them that in over 400 roofing jobs last year, there were no leaks, no call backs and no broken tile is selling the benefits your customer wants....

To read farther

I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically didn't like each other, and spent most of the day avoiding one another. Here are their stories. The first loan officer whose work habits I am going to tell you about is Mike. Mike was a creature of habit. He was always the first one in the office every morning, where he would drink his cup of coffee and read his newspaper cover to cover....

To read farther

Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more. I discovered the power of saying no when our business first got really busy. A potential client approached us to implement quite a large eCommerce project. We couldn't take it on and didn't want to get any bigger than we already were at the time, so humbly declined the business. What happened? They asked us if we'd be willing to reconsider if they were willing to pay more! That unexpected result left me with a dilemma (but a nice one)....

To read farther

Losing a sale can be disheartening, especially if you lose it for reasons youaren't even aware of. Traditional selling approaches tell us that sales are usually lost because of some element -- price, features, benefits -- having to do with our product or service. So, when we sell, we naturally focus on what we're selling because we feel we have to differentiate our product or service so prospects understand what we're offering that's unique. But...what if focusing all your energy on WHAT you're selling is actually the main reasonWHY you're losing sales?...

To read farther

Implement these smart sales marketing secrets and you'll be capable of selling any product fast. 1. Sell your products at a wholesale price to retailweb sites. You could sell them individually or inbulk. 2. Set up joint ventures with other businesses tosell your product to new customers. They canintroduce it to their customers for a set price. 3. Allow other web sites to sell your product for aset commission. They can take a percentage of thesale and send you the rest of the order to drop ship....

To read farther

I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months didn't even make one sale. I knew I had to change my approach. Meanwhile I realised there were two sales I had to make, first myself, so that my customer "believed" what I might have to say or recommend, then the second sale was the actual service I was providing. By this understanding I started to work on building rapport....

To read farther

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 a very hard time consistently executing tasks that "should" be relatively simple to complete. So what are the barriers getting in the way of their success? Actually, there are several types of barriers - but perhaps not the typical sort of barriers that you may be thinking....

To read farther

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....

To read farther