1. 3 Simple Ways to Overcome Price Objections by CJ Ng
   
   Here's a situation that most, if not all, sales people can resonate with: you're selling value and the competition is selling on price. You want the customer to pay a bit more for more value, yet, all they say is "your price is higher than your competitor." You want to emphasize on value, but all the customer says is "Give me the pricing!"
   
   
2. Sales 101 - Attitude by John W. McGraw
   
   To be a successful sales person, it's not just a matter of what you say and how you say it. It's the unspoken emotions that go along with calling on people day in and day out, and trying to persuade them to buy your products or services.
   
   
3. Dealing With Resistance to Change in a Sales Call by Si Harris
   
   I was asked this question recently "I'm curious to know how you handle it when the objection is really a cover up for their true fear - I really don't want to change? So, dealing with getting people to change, it is simple when you understand how and why people are willing to make change in their life or current situation.
   
   
4. The Art of Deep Listening & Money by Linda A Hunt
   
   When you are qualifying a prospective client one of the most important tools you can utilize is deep listening - understanding what that person is really saying and then determining if you are the right person to help them solve their problem. As freelance accountants and bookkeepers we work in a profession that deals with one of the most controversial, emotionally charged subjects - money! There is no getting away from it.
   
   
5. Maximize Sales With Suggestive Selling by Misty Woodward
   
   Do you remember the last time you went to the camera store and bought your last digital camera? Did the salesman also try to sell you memory cards, batteries or even a better model? As consumers we deal with this every day.
   
   
6. How to Improve Sales - Stop Selling Backwards and You Can Double Your Revenues in Half the Time by Andrew A Neitlich
   
   Recently, I have had the unfortunate experience of being invited by three separate groups to join sales opportunities. I say "unfortunate" because not one of the three groups was successful in closing the deal.
   
   
7. What is Your Sales Strategy in a Recession? by Aamar Ali
   
   You should be very shrewd in developing your sales strategy when you are facing the recession. If you are unable to develop a very good sales strategy, then it will be quite difficult for you to cope with the recession.
   
   
8. Selling High Ticket Items in a Dwindling Economy by Adrienne Smith
   
   Are selling high ticket items in a dwindling economy a thing of the past? If you continue to position your products to appeal to your customers then the economy isn't really a factor. If you are promoting luxury items during a dwindling economy then it's time to start thinking outside the box. Locate the people who are benefiting from the current economy and position yourself in front of them.
   
   
9. Increase Your Sales With Actionable Emails by Kendra Lee
   
   I hate long emails. They take too long to read and typically include action items I just don't have time for. No doubt you've experienced it, too. Your customers are no different and it's impacting your ability to close sales.
   
   
10. Sales - How to Sell Without Being There at All by Joshua Black
    
    If you are in sales and you want to make the most out of your time an effort, then you need to multiply yourself. You need a systematic, almost magic way to get your customers so excited about your product that by the time they come to you, you are nothing more than an order taker.
    
    
11. How to Convert Your Customer From One Timers to Lifetimers? by Carmen E. Shearer
    
    Let's put the example of Anna, who is a SEO expert (Search Engine Optimization). She builds you a website that gets the click and then you don't need her any more, right? Wrong!
    
    
12. What's Keeping Patients From Making an Appointment by Greg Moreno
    
    No matter how big or shiny your advertisements are, your potential patient don't trust you. She needs you. She thinks you're the best doctor for the job. But she's afraid of making the wrong decision.
    
    
13. Referrals Are Like Gold by Greg Moreno
    
    Perhaps one of the most important word in a professional's success is trust. The more trustworthy you are, the more people will come to you. Unfortunately, we don't trust you. Not yet. But when a friend or relative says that you are OK, in effect, you are earning our trust.
    
    
14. There Are Only 30 Selling Days Left! by Susan A. Enns
    
    Forget the Holiday Shopping Countdown, we need to be concerned with the Year End Selling Countdown! As the end of the year approaches, companies focus on implementation deadlines and expiring budgets, There are only about 30 selling days left in the year!
    
    
15. Stop the Selling & Let Your Customers Buy If You Really Want to Increase Sales by Leanne Hoagland-Smith
    
    Have you considered that selling is 100% contrary to the desired results of your ability to increase sales? Learn why you may wish to consider a different approach.
    
    
16. If Sales Was a Production Line - How Much Wastage Would You Tolerate? by Si Harris
    
    If sales was a production line - how much wastage would you tolerate? Think about it, you put 100 leads in the hopper and only 30 sales drop out of the bottom. If you were the production manager you would lose your job.
    
    
17. Sales Presentation Skills - Make More Effective Live and Video Presentations - Part One by Gary Costello
    
    Have you wondered what separates great presentations from just average ones? Would you like to be able to make excellent presentations either live or on video? Now you can! By following some simple guidelines you can develop the sales presentation skills to become a master at presentations.
    
    
18. How to Build Revenues by Improving Your Product Offering by Joe Gelb
    
    Today it's tougher than ever to win new customers, but there is hope and practical solutions that work. In this economy, merchants are cutting prices left and right just to keep the cash coming in. Often they're cutting corners too to increase their profit margin.
    
    
19. 4 Keys to Successful Service Marketing - Especially For Dentists! by Dr. Tony Ratliff
    
    What exactly are you promoting or "selling?" Most of us in the dental profession would answer this question with crowns, fillings, dentures, teeth whiting, improved aesthetics and/or optimal oral health. But in reality, we are selling services.
    
    
20. Sales Tips - 5 Rules of Improv For Sales Success by Julie Hansen
    
    Sellers can learn a lot from Improv Players, like how to take a curve ball and turn it into a home run. Learning to react quickly and skillfully to the unexpected can mean the difference between winning and losing a sale during these uncertain times. But there is more to Improv than just spitting out the first thing that comes to mind. Here are Five Tips adapted from Improv you can start applying to your sales calls today!
    
    
21. How Cold Calling is a Lot Like Starting a Fire by Leanne Hoagland-Smith
    
    Have you ever considered the similarity between cold calling and starting a fire. Believe it or not the desired results are the same. So how well do you start fires?
    
    
22. The King & Queen of the Two Top Sales Skills For Selling Professionals, SOHO, Small Business Owners by Leanne Hoagland-Smith
    
    If you could name the top sales skills, what would you say? Would you consider those skills in relationship to what we now know about the brain and how people make buying decisions? Then you must might find this article of interest.
    
    
23. Ethical Sales Tactics and the Death of the Old Slick Tricks by Joshua Black
    
    If you sell anything you need to read this article. Customers are more knowlegable than ever before. People absolutely hate to be sold, but they love to buy. There is a way that you can close more and not have to use any closing tricks or tactics on your prospect. It's called ethical sales and you should read on to find out more.
    
    
24. 6 Miracle Closing Techniques For Struggling Contractors - Change Your Approach Or Go Out of Business by Michael OGrady
    
    In-home service contractors are finding it very challenging to sell to homeowners these days. If you're a builder, home renovator, plumber, heating and cooling contractor, pest control company, landscaper or you sell to home owners, you're probably struggling with your sales. It's time to change your approach with your customers or go out of business.
    
    
25. 7 Tips to Better Listening - And More Sales by Jim Domanski
    
    Ask the sales experts and they'll tell you that questioning is the most important selling skill a sales rep could have. But that's not quite right. You can ask questions until you're blue in the face but if you don't listen to what you have heard, the information is next to useless.
    
    
26. How to Effectively Generate Sales For Your GSA Catalog by Kimberly Couch
    
    Make your catalog on GSA Advantage stand out! Make sure buyers can find your products and services. Get more sales from GSA Advantage.
    
    
27. Back Off! Taking the Boor Out of Selling by Samira Mery Lineberger
    
    Who likes being subjected to a "hard sale?" Certainly no attorneys I know. But understanding the difference is a little more complicated and in reality more subjective than objective.
    
    
28. 8 Steps to a Perfect Follow Up Call by Jim Domanski
    
    So much time and effort is spent on cold calling that often the follow up call is ignored. In many ways the follow up call is perhaps far more important than the initial call because this is where you truly establish your credentials and move the client further into the sale cycle. This article looks at 8 steps that will 'wow' your client, position you as a value added sales rep, and move the sale cycle in leaps and bounds.
    
    
29. Hot Step by Step Tips For Direct Selling Professionals by Rhonda K Hicks
    
    WHAT IS DIRECT SELLING? Are you looking for a career, an opportunity or "extra income" to help with your household income? Direct selling can offer you more money than you have ever imagined.
    
    
30. Follow Up Made Easy by Ron Canelli
    
    Following up is the key to making more sales. The "one call close" is turning into the two or three call close. Money is a lot harder to come by and customers are more reluctant to hand it over on the first meeting. Customers are shopping more now and getting great deals because of the economic crisis.
    
    

[ Previous 30 | Display By Oldest | Display By Newest | Next 30 ]