http://EzineArticles.com/?expert=Steve_Martinez EzineArticles.com is Trusted By Millions as The Source For Quality Original Articles http://creativecommons.org/licenses/by-nc-nd/2.0/ Mom didn't know she was training me to be a great salesperson and coaching me to success. You see, I always knew that discipline was coming when Mom would say, "Just wait till your father comes home". After I heard those words, I would often become the model child and hope that my actions of extra chores or homework would yield a reprieve from the disciplinary action when Dad came home and he asked about our day. Tue, 06 May 2008 10:29:23 -0500 http://ezinearticles.com/?Why-My-Mom-Is-a-Great-Sales-Manager&id=1151516 http://ezinearticles.com/?Why-My-Mom-Is-a-Great-Sales-Manager&id=1151516 This is an article about investing in sales automation and CRM technology. One of the first factors to consider is protecting and storing of customer data. There is a clear advantage for customized applications over standardized selling systems. While some system claim to be automated, most of them are semi-automated and require excessive human interaction. Wed, 16 Apr 2008 10:34:19 -0500 http://ezinearticles.com/?Tips-For-Investing-in-Automated-Selling&id=1108638 http://ezinearticles.com/?Tips-For-Investing-in-Automated-Selling&id=1108638 When you know the possibility of a coming disaster, your priorities shift very quickly. The sales lesson I want to share is very real. My wife and I were faced with having to decide what we wanted to save and what we needed to save in our home. If you are looking for an advantage in selling, focus on turning the needs of your prospects into wants. When your customers want what you sell, they will buy. Wed, 31 Oct 2007 14:52:03 -0500 http://ezinearticles.com/?Sales-Lessons-From-a-Fire-Storm&id=809573 http://ezinearticles.com/?Sales-Lessons-From-a-Fire-Storm&id=809573 As a kid, did you ever think about what kind of animal you would want to be? I was thinking about this and I've changed my mind about being a monkey. Instead, I've determined an elephant has better selling characteristics. Wed, 17 Oct 2007 13:27:39 -0500 http://ezinearticles.com/?If-Only-I-Were-an-Elephant,-I-Could-Sell-More&id=785858 http://ezinearticles.com/?If-Only-I-Were-an-Elephant,-I-Could-Sell-More&id=785858 Being in sales we often call on customers that have never experienced what we can do for them. They simply don't know the value we can bring or what we offer, much like the family who didn't know what a banana would taste like, or even how to eat it. Fri, 14 Sep 2007 09:39:09 -0500 http://ezinearticles.com/?A-Banana-Sales-Story&id=728834 http://ezinearticles.com/?A-Banana-Sales-Story&id=728834 If all we sold was hot dogs, the Big Dawg strategy is probably enough. Unfortunately, life isn't so simple and we offer more than one product or service. This requires us to expand the Big Dawg strategy toward TOMA, or Top of Mind Awareness on many products and in many ways. Here are some tips to make selling easier. Fri, 10 Aug 2007 12:56:14 -0500 http://ezinearticles.com/?The-Big-Dawg-Selling-Strategy&id=677776 http://ezinearticles.com/?The-Big-Dawg-Selling-Strategy&id=677776 If you ask 100 people what a salesperson should say to a prospect when they first meet on the telephone or in person, you might get 100 different answers. Some people will suggest the salesperson should tell the prospect what they do, and how or why they are different. This article covers what works best in this situation. Tue, 26 Jun 2007 11:10:50 -0500 http://ezinearticles.com/?What-Should-a-Salesperson-Say?&id=620004 http://ezinearticles.com/?What-Should-a-Salesperson-Say?&id=620004 How would you answer an aspiring salesperson who asks -- "How long does a typical sale take from start to finish?" I thought about this answer and realized Mother Nature has answered this question since time began. Selling is like planting seeds so we can reap the fruit of our efforts. We just have to know where and when to plant the right seeds and how often to water them to get good results. Tue, 19 Jun 2007 13:20:43 -0500 http://ezinearticles.com/?If-You-Want-to-Increase-Sales-Think-like-Mother-Nature&id=610244 http://ezinearticles.com/?If-You-Want-to-Increase-Sales-Think-like-Mother-Nature&id=610244 When someone starts their career in selling or a new business, it's a constant battle to win new accounts and develop customers. The initial contact for new accounts is the dreaded gate keeper. How a business or a salesperson greets this opponent determines victory or defeat. Tue, 29 May 2007 16:47:30 -0500 http://ezinearticles.com/?How-To-Handle-A-Gate-Keeper-And-Make-A-Customer&id=583131 http://ezinearticles.com/?How-To-Handle-A-Gate-Keeper-And-Make-A-Customer&id=583131 What do you think of when you hear the word blister? My thoughts turn to poor preparation and the reason for this sales lesson. I have a blister from ignoring the basics of hiking. A Blister is a painful lesson for anything that comes your way. Wed, 23 May 2007 12:02:18 -0500 http://ezinearticles.com/?A-Foot-Blistering-Sales-Lesson&id=574816 http://ezinearticles.com/?A-Foot-Blistering-Sales-Lesson&id=574816 The reason for this article is to share the success of growing a business by writing and posting articles on the Internet. Thousands of business people just like you are generating sales and income from this method. Perhaps the reason you aren't using this method is because you don't know about this little secret. Well, if we can grow our business from this, you can too. Wed, 16 May 2007 13:16:31 -0500 http://ezinearticles.com/?How-to-Grow-Your-Business-Through-Writing&id=564205 http://ezinearticles.com/?How-to-Grow-Your-Business-Through-Writing&id=564205 This is an article on how to spin a web of one-to-one marketing activities that traps more customers for your business. Businesses should be like aggressive spiders that spin its web carefully to trap prey. If you have observed spiders, they are incredible to watch as they weave a geometrically correct web. It's easy to associate the web with a business sales and marketing plan. Wed, 16 May 2007 11:01:04 -0500 http://ezinearticles.com/?The-One-to-One-Spider-Marketing-Plan&id=563657 http://ezinearticles.com/?The-One-to-One-Spider-Marketing-Plan&id=563657 Having a break-in is a personal violation that creates a sense of fear, panic and confusion. The questions that race through your mind are, what happened and why me? What could we have done to prevent this? When a business experiences this, the reality is that simple measures could have prevented the customer loss. Thu, 10 May 2007 09:28:18 -0500 http://ezinearticles.com/?Who-Stole-My-Customer?&id=557619 http://ezinearticles.com/?Who-Stole-My-Customer?&id=557619 Your customers have changed. If you noticed the difference, are you making adjustments to communicate better with them? You know, it wasn't long ago that selling and communicating with customers was clear-cut. There were only three ways to reach customers. We could meet them in person, send them postal mail or call them on the telephone. This article reviews ways to adjust your communications for better results. Thu, 10 May 2007 09:06:20 -0500 http://ezinearticles.com/?How-Customer-Communications-Impact-Selling-Strategies&id=557323 http://ezinearticles.com/?How-Customer-Communications-Impact-Selling-Strategies&id=557323 How dumb is dumb? When I was young, I never thought I would end up in sales. In fact, someone told me that most salespeople end up in sales when they are looking for a real job and can't find one. The truth is that salespeople are strong role models. What do you think? Do you fit the mold of a salesperson? Tue, 08 May 2007 10:02:17 -0500 http://ezinearticles.com/?Are-You-As-Dumb-As-I-Was-About-Sales?&id=556038 http://ezinearticles.com/?Are-You-As-Dumb-As-I-Was-About-Sales?&id=556038 Have you ever been lost, really lost, not knowing where you are? The heart will pound as the palms sweat and the lips will quiver as the mind searches for what to say. This experience takes place every day in business. This experience is often called a sales call or an appointment. If you have a map, you can find your way to success. Wed, 25 Apr 2007 18:45:40 -0500 http://ezinearticles.com/?Never-Get-Lost-In-Sales-With-The-Right-Map-The-Selling-Process&id=540314 http://ezinearticles.com/?Never-Get-Lost-In-Sales-With-The-Right-Map-The-Selling-Process&id=540314 One of the questions I am asked is, when should I hire a salesperson and what should I look for? I have always felt that hiring a salesperson should be like any business decision. The business should consider the investment as a capital expense that will deliver profitable, measurable results. A budget should be allocated for the expense and a return on the investment should be calculated. Wed, 25 Apr 2007 10:58:34 -0500 http://ezinearticles.com/?When-To-Hire-A-Salesperson&id=539900 http://ezinearticles.com/?When-To-Hire-A-Salesperson&id=539900 As America and the world are shifting toward a greener policy. Businesses will want green strategic partners that are environmentally friendly, use recycled materials and who use on-line automation and technology to curb energy waste. We look at ways we can adapt selling strategies to meet future business trends. Sun, 22 Apr 2007 22:10:17 -0500 http://ezinearticles.com/?The-GREEN-Selling-Forecast&id=537171 http://ezinearticles.com/?The-GREEN-Selling-Forecast&id=537171 I learned some great sales management lessons in Las Vegas. Having multiple offers in my sales program is one of them. This article shares the value and benefits of multiple contacts, asking good questions and leaving clients alone for a while. It happened in Vegas, and I'm telling you about it. Thu, 12 Apr 2007 12:56:39 -0500 http://ezinearticles.com/?My-Las-Vegas-Sales-Management-Lessons&id=524035 http://ezinearticles.com/?My-Las-Vegas-Sales-Management-Lessons&id=524035 Business must adopt a balanced sales program that builds the trust and relationship with a company or salesperson with the new breed of buyers. This balance can be accomplished with technology, by automating and personalizing business communications. Wed, 11 Apr 2007 14:21:47 -0500 http://ezinearticles.com/?Mouse-Clicks-Or-Street-Smarts,-What-Wins-Sales&id=522517 http://ezinearticles.com/?Mouse-Clicks-Or-Street-Smarts,-What-Wins-Sales&id=522517 It occurred to me after hanging up the telephone that I was on sales mode during my call with my ten year old grand daughter. I was later talking with my wife at dinner. The results of each conversation are the sales lessons of this article. Tue, 03 Apr 2007 14:36:44 -0500 http://ezinearticles.com/?Sales-Lessons-From-A-Ten-Year-Old&id=512892 http://ezinearticles.com/?Sales-Lessons-From-A-Ten-Year-Old&id=512892 When someone asks me, "what are the benefits for automating the selling process?" The answer is easy. A business owner will have more profits, enjoy more free time and gain peace of mind. Let me explain the simple concepts we use to deliver outstanding results. We call it, creating T.O.M.A. - Top Of Mind Awareness. The idea is to reach TOMA with your existing customers so they always think of you whenever they need a service you provide. Wed, 28 Mar 2007 13:55:56 -0500 http://ezinearticles.com/?3-Key-Benefits-of-Automated-Sales&id=505814 http://ezinearticles.com/?3-Key-Benefits-of-Automated-Sales&id=505814 In my story, we admitted our mistake and were able to show the results of my error. We simply performed what we needed to do to resolve the situation. I remember willing to do just about anything we could if the customer would have asked. The customer didn't ask and remained a key customer for years because we were human and continued to perform for them. Tue, 27 Mar 2007 18:18:51 -0500 http://ezinearticles.com/?When-Mistakes-Happen-Do-What-You-Are-Trained-To-Do&id=504939 http://ezinearticles.com/?When-Mistakes-Happen-Do-What-You-Are-Trained-To-Do&id=504939 Experts agree that the best winning strategy in team sports is a strong defense and I totally agree. The NCAA basketball finals are proving the importance of defense with each game. We write this article, because protecting the basket is as important in basketball as protecting the sale in business. Every business and salesperson must maintain and develop strong business relationships if they want to hold back the competition. Tue, 27 Mar 2007 08:48:44 -0500 http://ezinearticles.com/?Final-Four-Winning-Sales-Strategies-Defense-is-the-Key&id=503076 http://ezinearticles.com/?Final-Four-Winning-Sales-Strategies-Defense-is-the-Key&id=503076 My fair skinned wife, a Tacoma, Washington native of German heritage can fix the best tasting Baja fish taco I've ever tasted. It isn't the cook, although I will never tell her this, it is the successful recipe she follows. The same is true with selling. It isn't the salesperson; it is the selling process they follow. Sun, 18 Mar 2007 18:09:35 -0500 http://ezinearticles.com/?A-Recipe-For-Selling-Success-and-Baja-Fish-Tacos&id=493575 http://ezinearticles.com/?A-Recipe-For-Selling-Success-and-Baja-Fish-Tacos&id=493575 If You sold Hot Dogs, would people drive 64 miles to do business with you? What can you do to make your business an experience people will talk about? This is my sales lesson from the Worlds Best Chili Hot Dog stand. When you bite into these hot dogs, the mixture of flavors explodes in your mouth. Mon, 05 Mar 2007 08:31:03 -0600 http://ezinearticles.com/?A-Hot-Dog-Sales-Lesson&id=476460 http://ezinearticles.com/?A-Hot-Dog-Sales-Lesson&id=476460 One of the reasons salespeople get lost in sales is they don't have a map. Having a map is critical to ending any journey with success. Unfortunately, many business owners and salespeople don't have a sales or marketing map. Thu, 08 Feb 2007 06:06:27 -0600 http://ezinearticles.com/?The-Selling-Process-is-a-Sales-Map-to-Success&id=446805 http://ezinearticles.com/?The-Selling-Process-is-a-Sales-Map-to-Success&id=446805 Perspective, Confidence and Attitude Drives sales. Are you driven by success? If you are, you will be challenged with failure everyday. How well you perform with the fear of failure depends on three things. Thu, 28 Dec 2006 10:07:19 -0600 http://ezinearticles.com/?What-Drives-a-Successful-Salesperson&id=397473 http://ezinearticles.com/?What-Drives-a-Successful-Salesperson&id=397473 Have you ever wondered why Eagles are great hunters? Some salespeople sell like the Eagle and take the high ground to see where the opportunities are in their territory. A natural hunter will learn the habits of its best and most valuable prizes. Tue, 05 Dec 2006 12:19:31 -0600 http://ezinearticles.com/?How-to-Sell-Like-an-Eagle-Not-a-Sparrow&id=377179 http://ezinearticles.com/?How-to-Sell-Like-an-Eagle-Not-a-Sparrow&id=377179 Many salespeople or businesses never build a sales pipeline that will deliver the results needed to become successful. These are guidelines for building a successful sales pipeline. You must lay the sales pipeline so it provides the contact nourishment for maximum yield. This would be the best practices of selling. Fri, 01 Dec 2006 16:49:11 -0600 http://ezinearticles.com/?How-to-Build-a-Sales-Pipeline&id=374205 http://ezinearticles.com/?How-to-Build-a-Sales-Pipeline&id=374205 If you are hiring a salesperson for 2007, you should have a list of superstar qualities your candidate must match. If we were talking, I might ask you; do you really need to hire a salesperson to get the results you want? This short checklist will take some of the emotion out of your important salesperson decision. Tue, 28 Nov 2006 07:10:42 -0600 http://ezinearticles.com/?How-to-Hire-a-Superstar-Salesperson-for-2007&id=370693 http://ezinearticles.com/?How-to-Hire-a-Superstar-Salesperson-for-2007&id=370693 Fear is a powerful concept that works in sales. People who realize the impact of NOT doing something are motivated to take a positive action. Here is a creative sales letter written to apply the fear tactic normally found in a recall notice. This humorous twist is an effective way to turn a negative into a positive. You can modify this letter to your business and generate outstanding results. Sat, 25 Nov 2006 06:39:26 -0600 http://ezinearticles.com/?How-a-Fictional-Negative-Sells-a-Real-Positive&id=368115 http://ezinearticles.com/?How-a-Fictional-Negative-Sells-a-Real-Positive&id=368115 We use algebra to motivate and influence clients everyday. You are probably using algebra and don't realize it. Yes, you are using Algebra in selling! When we do this, we get the results we are looking for. Sales and commissions are the direct result of following the Selling Magic algebra formula in the right sequence. Mon, 20 Nov 2006 07:14:35 -0600 http://ezinearticles.com/?The-Winning-Algebra-Selling-Formula-(X+Y)-O=$&id=363751 http://ezinearticles.com/?The-Winning-Algebra-Selling-Formula-(X+Y)-O=$&id=363751 There are only a few ways to make a memorable impression. When we blend and balance our communications, we become more noticeable. One of my favorite technology branding tools is brand mail. Fri, 10 Nov 2006 08:31:16 -0600 http://ezinearticles.com/?Why-Faceless-Technology-Requires-More-Contact&id=355226 http://ezinearticles.com/?Why-Faceless-Technology-Requires-More-Contact&id=355226 Sales are NOT immune from automation and businesses can either take advantage of automating the selling process or fight the technology. Here are a few things you can expect from a sales automation system. These are the functions I build into my sales automation solutions. Fri, 10 Nov 2006 08:29:56 -0600 http://ezinearticles.com/?Sales-People-are-NOT-Immune-to-Bionic-Automation&id=355219 http://ezinearticles.com/?Sales-People-are-NOT-Immune-to-Bionic-Automation&id=355219 If you could design the perfect salesperson, where would you start? Would it be a male or female design? You can probably think of a few quality sales traits beyond these seven. Fri, 27 Oct 2006 08:36:54 -0500 http://ezinearticles.com/?How-Would-You-Design-The-Perfect-Salesperson&id=339877 http://ezinearticles.com/?How-Would-You-Design-The-Perfect-Salesperson&id=339877 Just like an orange, if you're not around when a prospect is ripe for your services, the opportunity will spoil. Worse yet, your competition will capture the sale. Here are some tips to prevent this. Thu, 26 Oct 2006 08:06:44 -0500 http://ezinearticles.com/?Orange-You-Ready-To-Buy?&id=338741 http://ezinearticles.com/?Orange-You-Ready-To-Buy?&id=338741 Businesses and marketers use the example of a sales funnel to illustrate how they capture sales opportunities in their marketplace. Sadly, some sales funnels are not only small; they are outdated, have holes in them or are too plugged up to help a business capture all the sales opportunities. Wed, 25 Oct 2006 14:38:40 -0500 http://ezinearticles.com/?How-To-Fix-A-Defective-Sales-Funnel&id=337666 http://ezinearticles.com/?How-To-Fix-A-Defective-Sales-Funnel&id=337666 The movie, "The Breakup" is a salesman's nightmare. Why, because no one wins! When a salesperson does their job right, everyone wins and business moves forward. It is the chase of a happy ending that drives the way we pursue a client. Tue, 24 Oct 2006 12:55:15 -0500 http://ezinearticles.com/?A-Salesperson-Should-Focus-On-The-Happy-Ending&id=336651 http://ezinearticles.com/?A-Salesperson-Should-Focus-On-The-Happy-Ending&id=336651 Do you act like an Ostrich when it comes to month end sales reports and forecasts? One of the biggest reasons a salesperson or sales manager has a problem with sales reports is usually associated with the lack of a sales process or selling system. Systems and processes are the key to solving many sales management and reporting issues. Mon, 23 Oct 2006 09:33:03 -0500 http://ezinearticles.com/?The-Ostrich-Sales-Reporting-Syndrome&id=335135 http://ezinearticles.com/?The-Ostrich-Sales-Reporting-Syndrome&id=335135 I normally write about selling strategies, today, is no different. I'm sharing insights on how you can improve your success at selling a business. As you read this, try to take the buyers perspective. Wed, 18 Oct 2006 15:50:42 -0500 http://ezinearticles.com/?Build-Business-Value-Before-Selling-A-Business&id=331950 http://ezinearticles.com/?Build-Business-Value-Before-Selling-A-Business&id=331950 Look around, do you see evidence of a salesperson in your organization? If you are the salesperson, do you leave a trace of what you have done? Some salespeople are excellent at looking busy, doing nothing and hiding like an invisible salesperson. Wed, 11 Oct 2006 09:46:06 -0500 http://ezinearticles.com/?Tactics-of-the-Invisible-Salesperson&id=324527 http://ezinearticles.com/?Tactics-of-the-Invisible-Salesperson&id=324527 Have you ever thought about where you want to live if you win the lottery? Creating a strong, vibrant image of our dreams is important and we must have a vision of success. We should be able to see, feel, hear, touch and smell our dreams. They say that stories sell. A story with visions of results sells better. Wed, 27 Sep 2006 06:26:16 -0500 http://ezinearticles.com/?How-To-Dream-BIG-In-Sales&id=311335 http://ezinearticles.com/?How-To-Dream-BIG-In-Sales&id=311335 Every business should follow a proven selling process, consistently. It could be as simple as following my award winning triple decker peanut butter and jelly sandwich recipe. Thu, 21 Sep 2006 06:09:20 -0500 http://ezinearticles.com/?The-Peanut-Butter-and-Jelly-Selling-Strategy&id=306147 http://ezinearticles.com/?The-Peanut-Butter-and-Jelly-Selling-Strategy&id=306147 Reaching customers isn't as easy as it was twenty years ago. Twenty years ago, there were three ways to reach a customer. The Internet and digital technology changed the business world. We must adjust our communications to match customers and prospects preferences Wed, 20 Sep 2006 07:58:26 -0500 http://ezinearticles.com/?Success-Strategies-to-Reach-More-Customers&id=305211 http://ezinearticles.com/?Success-Strategies-to-Reach-More-Customers&id=305211 Who would have thought my old comics or baseball cards would be so valuable. It is just like the value of my best customers. The better I take care of them, the greater value they yield. Do you know the lifetime value of a customer? Thu, 31 Aug 2006 05:44:14 -0500 http://ezinearticles.com/?How-to-Calculate-Lifetime-Customer-Value&id=286481 http://ezinearticles.com/?How-to-Calculate-Lifetime-Customer-Value&id=286481 Do you know the lifetime value of a customer? If you knew, you would take better care of your customers. Good customers are like comic books and baseball cards. Who would have thought they would become so valuable over time. Wed, 30 Aug 2006 07:21:44 -0500 http://ezinearticles.com/?What-Is-the-Lifetime-Value-of-A-Customer&id=285555 http://ezinearticles.com/?What-Is-the-Lifetime-Value-of-A-Customer&id=285555 They say that curiosity killed the cat. Satisfaction brought it back. Another title for this article might be, "how to make more sales creating prospect curiosity." Now that you have read this, you should read a little further to capture the truth behind the statement. Isn't curiosity wonderful? Mon, 21 Aug 2006 06:49:52 -0500 http://ezinearticles.com/?How-To-Sell-a-Cat-Curiosity-Of-Course&id=275216 http://ezinearticles.com/?How-To-Sell-a-Cat-Curiosity-Of-Course&id=275216 Sometimes, the genius of selling anything is breaking it down to the simplest concept. I was having a conversation with a prospect when they asked me how much my automated selling system cost. If you are in sales, you know this is a buying signal. It is also a critical point in the sales process. Sat, 19 Aug 2006 08:23:52 -0500 http://ezinearticles.com/?The-Three-Cup-System-for-Selling&id=273799 http://ezinearticles.com/?The-Three-Cup-System-for-Selling&id=273799 Selling is just like tending a garden. When you follow three master gardening guidelines, you become a master salesperson. Tending prospects and customers with a system of constant contact, makes the difference. Mon, 14 Aug 2006 10:24:44 -0500 http://ezinearticles.com/?A-Master-Salesperson-is-a-Constant-Gardener&id=267583 http://ezinearticles.com/?A-Master-Salesperson-is-a-Constant-Gardener&id=267583 The reality of business sales is that most prospects aren't ready to buy, when we are ready to sell. I have experienced the same loss in sales. If we are not there when a customer is ripe for our services or product, we lose a sale. We simply have to be around, checking the vines if we expect to collect our bounty when the prospect is ripe. Thu, 10 Aug 2006 20:59:04 -0500 http://ezinearticles.com/?Losing-Berries-Is-the-Same-as-Losing-Sales;-Do-We-Really-Have-To-Lose-Them?&id=265704 http://ezinearticles.com/?Losing-Berries-Is-the-Same-as-Losing-Sales;-Do-We-Really-Have-To-Lose-Them?&id=265704 When we are selling to our customers, it is important to uncover the pain of the customer. Sometimes the customer doesn't want to recognize they have a problem. Sometimes the customer is willing to ignore the problem they have. Our job is to help them realize that unless they change, disaster may hit them harder than they want. Sat, 05 Aug 2006 16:32:36 -0500 http://ezinearticles.com/?The-Workflow-Selling-Solution-for-Sales-Growth&id=261573 http://ezinearticles.com/?The-Workflow-Selling-Solution-for-Sales-Growth&id=261573 Because I sell for a living, I can't always follow the customer service philosophy that "the customer is always right". Challenging customers is part of sales because if we want to prescribe the right solution, we must get to the truth with our customer. Sometimes, customers don't start out telling us what we need to know. Sat, 05 Aug 2006 13:45:43 -0500 http://ezinearticles.com/?It-Pays-to-Challenge-Customers,-They-Arent-Always-Right!&id=261449 http://ezinearticles.com/?It-Pays-to-Challenge-Customers,-They-Arent-Always-Right!&id=261449 The right sales strategy is to make the required course adjustments of our solution with our client throughout the sales process. The only way for us to know what the buyer's challenges are, is to raise these issues during the sales development phase with good questions. Thu, 03 Aug 2006 05:03:52 -0500 http://ezinearticles.com/?Why-Changing-Course-is-a-Matter-of-Knowing-Where-We-are-Going-in-Sales&id=259586 http://ezinearticles.com/?Why-Changing-Course-is-a-Matter-of-Knowing-Where-We-are-Going-in-Sales&id=259586 The facts demonstrate is that most people don't want to be first in line. Being first in line has some risks. Our sales role is to create the vision of success in the hearts of our customers so they see the advantage of being first in their market with our system or solution. Wed, 26 Jul 2006 16:31:04 -0500 http://ezinearticles.com/?Sales-Leaders-Create-a-Vision-That-Places-Them-First&id=253185 http://ezinearticles.com/?Sales-Leaders-Create-a-Vision-That-Places-Them-First&id=253185 when I discovered the CEO was the voice on the telephone, my blood chilled to the core. However, this was my opportunity and it was the moment salespeople wait for. I needed to collect myself and create a sense of interest and share my reason for calling. You might say that I was lucky. I don't think so. It was simply a matter of preparation meeting opportunity. Tue, 25 Jul 2006 04:15:18 -0500 http://ezinearticles.com/?My-Lucky-Sales-Calling-Formula&id=251352 http://ezinearticles.com/?My-Lucky-Sales-Calling-Formula&id=251352 The computer will replace a salesman's best friend when it is programmed to perform the duties a salesperson doesn't like to do. In my case, the program reminds me of every contact or communication I need to make and it makes many of them for me. If I forget to make a call or overlook one, it reminds me that I need to take action. When I used to do this with a paper method, it would take hours to perform what now takes minutes and I have more time for additional sales calls. Mon, 24 Jul 2006 05:52:53 -0500 http://ezinearticles.com/?Why-My-Sales-Manager-is-a-Computer-Program&id=250547 http://ezinearticles.com/?Why-My-Sales-Manager-is-a-Computer-Program&id=250547 Customer Relationship Management (CRM) tools promote their ability to help salespeople automate the sales processes. However, there is a valid reason most salespeople or businesses can't adopt sales automation successfully and increase sales. Sun, 23 Jul 2006 12:04:08 -0500 http://ezinearticles.com/?The-Automated-Sales-Person&id=250044 http://ezinearticles.com/?The-Automated-Sales-Person&id=250044 The idea of fire branding customers comes from my grand daughter, Taylor. I realized that several companies are fire branding their image everyday. All I have to do is see a red and blue swirl and Pepsi comes to mind. A few yellow arches and hamburgers with fries make me hungry. A consistent image is what makes this work for them. Thu, 06 Jul 2006 06:32:53 -0500 http://ezinearticles.com/?Fire-Branding-Customers-to-Your-Business&id=237424 http://ezinearticles.com/?Fire-Branding-Customers-to-Your-Business&id=237424 Have you ever asked a salesperson a question and instead of getting your answer, you are asked another question? While this may seem frustrating, it is common for an experienced salesperson to use this tactic. Experienced sales people understand the art of questioning and how to take control of a conversation by asking questions. Tue, 20 Jun 2006 10:55:37 -0500 http://ezinearticles.com/?Who-is-in-Control-of-a-Sales-Call-the-Quiet-One&id=224083 http://ezinearticles.com/?Who-is-in-Control-of-a-Sales-Call-the-Quiet-One&id=224083 This is an article about sales as much as it is about challenging the Grand Canyon. I have ventured into the belly of the world wonder seven times. Each time it has been a different experience. The experience of each journey is like a sales experience because, although the journey is similar, it is never the same. Mon, 19 Jun 2006 13:50:45 -0500 http://ezinearticles.com/?How-to-Survive-a-Difficult-Challenge-in-Sales&id=223383 http://ezinearticles.com/?How-to-Survive-a-Difficult-Challenge-in-Sales&id=223383 Salespeople need a balanced system of using the basic four communications to be successful in sales. This playing card system makes it easy for anyone to adopt a balanced sales plan. Particularly when the business offers a suite of services or products. All you need is a deck of poker cards to get started. Thu, 15 Jun 2006 22:05:12 -0500 http://ezinearticles.com/?How-to-Teach-a-Sales-System-with-Playing-Cards&id=221105 http://ezinearticles.com/?How-to-Teach-a-Sales-System-with-Playing-Cards&id=221105 Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. This playing card system will work for you and increase your sales team's results! Thu, 15 Jun 2006 09:54:20 -0500 http://ezinearticles.com/?The-Poker-Selling-System&id=220516 http://ezinearticles.com/?The-Poker-Selling-System&id=220516 When I was losing money at the poker table with some friends, an idea for teaching salespeople how to use all four communications came to mind. This playing card system will probably work for you and increase your sales! Thu, 15 Jun 2006 09:52:10 -0500 http://ezinearticles.com/?The-Playing-Card-Selling-System&id=220511 http://ezinearticles.com/?The-Playing-Card-Selling-System&id=220511 Sales activity numbers are an important indicator of success and failure. The problem associated with calculating sales activity is that many salespeople and sales managers don't keep track of the vital numbers to make the analysis. Tue, 13 Jun 2006 05:12:31 -0500 http://ezinearticles.com/?Sales-Management-by-the-Numbers&id=218678 http://ezinearticles.com/?Sales-Management-by-the-Numbers&id=218678 Do you know how to apply the power of the X factor for Sales Management? The X factor is the simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this equation to sales contacts, they are released from the bonds of time and energy. Mon, 12 Jun 2006 06:46:40 -0500 http://ezinearticles.com/?The-X-Factor-in-Sales-Management&id=217872 http://ezinearticles.com/?The-X-Factor-in-Sales-Management&id=217872 When you are finished with this exercise, you will have a clear vision of sales growth mapped out for your sales team. Giving them a copy of what you drew and tell them what to look for provides the direction they need. Sun, 11 Jun 2006 19:49:17 -0500 http://ezinearticles.com/?How-to-Create-A-Vision-For-Sales-Success&id=217640 http://ezinearticles.com/?How-to-Create-A-Vision-For-Sales-Success&id=217640 Some salespeople don't realize how important sales steps are. Because of this, salespeople get lost in the sequence and sometimes try to skip steps of the sales process. This is usually how sales are lost. Sat, 10 Jun 2006 09:31:45 -0500 http://ezinearticles.com/?Its-The-Sales-Process-That-Sells,-Not-the-Salesperson&id=216866 http://ezinearticles.com/?Its-The-Sales-Process-That-Sells,-Not-the-Salesperson&id=216866 Sales Management, you can automate sales. The basic principles are the same today as they were back when Henry Ford revolutionized an industry. If you adopt these principles, you can increase market share in your industry. Just do it before your competition does. Fri, 09 Jun 2006 21:34:09 -0500 http://ezinearticles.com/?Automate-Sales-and-Start-a-Revolution&id=216714 http://ezinearticles.com/?Automate-Sales-and-Start-a-Revolution&id=216714 With today's technology, you can automate sales. The basic principles are the same today as they were back when Henry Ford revolutionized an industry. If you adopt these principles, you can increase market share in your industry. Just do it before your competition does. Fri, 09 Jun 2006 21:30:18 -0500 http://ezinearticles.com/?How-to-Revolutionize-Sales-With-Automation&id=216706 http://ezinearticles.com/?How-to-Revolutionize-Sales-With-Automation&id=216706 If you are not using a reminder tool in your sales process, your customers will forget you are around. In most cases, probably 90 percent of the time, a buyer is not ready to buy, when you are ready to sell. If you have an automated reminder program in your sales process, you will capture more sales automatically. Fri, 09 Jun 2006 11:47:27 -0500 http://ezinearticles.com/?The-Power-of-the-Reminder-in-Sales&id=216325 http://ezinearticles.com/?The-Power-of-the-Reminder-in-Sales&id=216325 If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking them one at a time, moving forward each step toward the sales close. Thu, 08 Jun 2006 12:46:16 -0500 http://ezinearticles.com/?The-Forward-Thinking-Sales-Manager-Begins-with-the-End-in-Mind&id=215582 http://ezinearticles.com/?The-Forward-Thinking-Sales-Manager-Begins-with-the-End-in-Mind&id=215582 Prospects can be exactly like the horse that was led to water, but didn't drink. Sure we can spend lots of time with them and show them plenty of food and water. Even so, they might not eat or drink of what we are offering them. This is why we must make them THIRSTY! Thu, 08 Jun 2006 05:41:36 -0500 http://ezinearticles.com/?Prospects,-You-Cant-Make-Them-Drink-if-They-Arent-Thirsty&id=215337 http://ezinearticles.com/?Prospects,-You-Cant-Make-Them-Drink-if-They-Arent-Thirsty&id=215337 If you stay in sales long enough, you realize that you can't fix low sales activity. This is as blunt as I can put it. Sales activities drive opportunities which lead to sales. Thu, 08 Jun 2006 05:36:22 -0500 http://ezinearticles.com/?Why-a-Salesperson-Fails-at-Selling-and-How-to-Prevent-It&id=215318 http://ezinearticles.com/?Why-a-Salesperson-Fails-at-Selling-and-How-to-Prevent-It&id=215318 If you hit a baseball and run towards third base. We both know you would be called out. In the game of sales, salespeople are called out everyday because they head for the wrong base in sales. There are rules in sales like there are rules in baseball. Thu, 08 Jun 2006 05:33:27 -0500 http://ezinearticles.com/?The-Game-of-Sales-Has-Rules,-Follow-Them-or-Your-Out!&id=215302 http://ezinearticles.com/?The-Game-of-Sales-Has-Rules,-Follow-Them-or-Your-Out!&id=215302 If you stepped back with me for a minute and took a bird's eye view of your sales plan, would it be considered a Master-Planned Sales Plan? Let's imagine that your original sales plan was to support 550 core customers. The strategy was to develop a community of customers that would increase your bank account and capitalize on the capabilities of your business. Thu, 08 Jun 2006 05:31:11 -0500 http://ezinearticles.com/?How-to-Develop-a-Master-Planned-Sales-Plan&id=215289 http://ezinearticles.com/?How-to-Develop-a-Master-Planned-Sales-Plan&id=215289 The primary reason professional salespeople don't get objections is because they eliminated them along the way. It is almost as if a professional salesperson gets advance warning that the client may have an objection. Before the client has a chance to voice their concern, the salesperson identifies it, supports it with information and overcomes the objection Wed, 07 Jun 2006 10:03:28 -0500 http://ezinearticles.com/?How-to-Handle-Sales-Objections-as-Opportunities&id=214795 http://ezinearticles.com/?How-to-Handle-Sales-Objections-as-Opportunities&id=214795 This week I was involved in a situation where a salesperson that had lots of energy, didn't seem to be reaching the success or goals expected. It was clear that the sales activity was there. However, after listening and watching the salesperson in action. We knew the sales process wasn't being followed. The situation made me think about how easily we can slip into bad habits. Wed, 07 Jun 2006 10:00:49 -0500 http://ezinearticles.com/?The-Basics-of-Selling-Hunting-and-Farming&id=214783 http://ezinearticles.com/?The-Basics-of-Selling-Hunting-and-Farming&id=214783 Too many salespeople including myself will focus on developing a perfect sales plan before they make the first call. To often the perfect letter never reaches the client because it isn't mailed. The sales call isn't made because the salesperson doesn't know the exact words to say. Tue, 06 Jun 2006 11:18:40 -0500 http://ezinearticles.com/?Why-a-Good-Sales-Plan-Today-Sells-Better-Than-a-Perfect-Plan-Tomorrow&id=214126 http://ezinearticles.com/?Why-a-Good-Sales-Plan-Today-Sells-Better-Than-a-Perfect-Plan-Tomorrow&id=214126 Do you search through piles and files on your desk looking for prospect and customer information? If you do, you need a simple system to eliminate this wasted time. Some salespeople have tried using digital technology to improve this sales nightmare. I was one of them and finally gave up, reverting back to the tried and true analog method of a pocket spiral notebook. Sat, 03 Jun 2006 06:00:52 -0500 http://ezinearticles.com/?Why-an-Analog-Notebook-Improves-Sales-Success&id=211633 http://ezinearticles.com/?Why-an-Analog-Notebook-Improves-Sales-Success&id=211633 When the Judge was presented with the business development evidence, Taylor Success confessed and was clearly identified as the responsible individual for sales growth. Taylor Success was easily tracked down when we followed the trail of consistent sales contacts indicating serial salesperson tendencies. Fri, 02 Jun 2006 13:57:53 -0500 http://ezinearticles.com/?Confessions-of-a-Serial-Salesperson&id=211463 http://ezinearticles.com/?Confessions-of-a-Serial-Salesperson&id=211463 You wouldn't think a dumb salesperson could get anywhere. Nothing could be further from the truth. Acting dumb on cold calls is one of the smartest sales strategies for breaking down the gate keepers information storehouse. Gate Keepers don't want you to know this because acting dumb, works. Wed, 31 May 2006 10:45:12 -0500 http://ezinearticles.com/?Dumb-Salesman-Reveals-Gate-Keepers-Secret&id=209668 http://ezinearticles.com/?Dumb-Salesman-Reveals-Gate-Keepers-Secret&id=209668 The popular television program, "Deal or No Deal" probably frustrates you like it does me. What is wrong with those people on the program? Take the DEAL! These are the words I shout from my home. It's also the words I secretly shout in my head to clients when I'm selling to them. Tue, 30 May 2006 10:47:36 -0500 http://ezinearticles.com/?Real-Life-Challenges-of-Deal-or-No-Deal-in-Sales&id=208632 http://ezinearticles.com/?Real-Life-Challenges-of-Deal-or-No-Deal-in-Sales&id=208632 I hated math in high school, which explains why I struggled through Algebra One two times and finally passed it my senior year. I hadn't expected math to become a major influence in my life. I didn't care how many apples Johnny had to have if he needed to eat one, three time a day over 14 days. I didn't like apples that much. I didn't get it then, but I love numbers today and I like apples too. Tue, 30 May 2006 08:37:54 -0500 http://ezinearticles.com/?How-to-Manage-Sales-By-the-Numbers&id=208399 http://ezinearticles.com/?How-to-Manage-Sales-By-the-Numbers&id=208399 Dad, you raised me to have integrity, be honest and help people. You raised four boys, a Marine, fireman and truck driver. I'm the one you wanted to become a doctor or lawyer. Well, I reached higher to become a salesperson and I know you are proud. Sun, 28 May 2006 17:24:46 -0500 http://ezinearticles.com/?Dad,-Im-a-Super-Hero-Im-in-Sales!&id=207728 http://ezinearticles.com/?Dad,-Im-a-Super-Hero-Im-in-Sales!&id=207728 If you are in sales, there are some ugly statistics that should alarm you. Research indicates that prospects attending trade shows and exhibits aren't waiting for your sales follow up. Why should they? You probably won't contact them anyway. Besides, cleaning day will wipe out most of the sales leads anyway. Wed, 24 May 2006 14:08:26 -0500 http://ezinearticles.com/?When-Important-Sales-Intentions-Go-Bad&id=204577 http://ezinearticles.com/?When-Important-Sales-Intentions-Go-Bad&id=204577 As I stormed out the door of the building my blood was pumping and all I could think of was how dumb the buyer was. How could this idiot not choose my deal over the one they selected? If you haven't felt like this at one time or another, you haven't been in sales very long. All I needed to do was sit in the car, look in the mirror and realize who the dumb one really was. I was looking at him. Tue, 23 May 2006 06:50:32 -0500 http://ezinearticles.com/?That-Buyer-Is-An-Idiot!&id=203563 http://ezinearticles.com/?That-Buyer-Is-An-Idiot!&id=203563 If you have climbed the difficult mountain of sales to a point of success, you understand the pain of rejection. You have faced negative thoughts about your character and pushed forward. You knew you could do it and pushed past the negative forces that stood in your path. Self doubt is an adversary in our sales career that we must each over come. Tue, 23 May 2006 06:47:08 -0500 http://ezinearticles.com/?If-There-is-No-Pain,-There-is-No-Gain-in-Sales&id=203545 http://ezinearticles.com/?If-There-is-No-Pain,-There-is-No-Gain-in-Sales&id=203545 When a prospect says NO, don't jump to the conclusion it means never. The answer could mean "Not Now"! It does mean that you should back off and evaluate the situation carefully. The prospect could be telling you they are not ready right now. Do you have a sales system that pro actively contacts prospects that aren't ready? If you do, you will get calls from these prospects telling you, I'm ready now! Sun, 21 May 2006 15:01:56 -0500 http://ezinearticles.com/?When-NO,-Doesnt-Mean-NO-in-Sales!&id=202345 http://ezinearticles.com/?When-NO,-Doesnt-Mean-NO-in-Sales!&id=202345 In 2006 the US Post Office will deliver 212 billion pieces of mail to over 144 million homes, businesses and Post Office boxes. The question is, how much of that mail hit its target? How much of that mail was opened by your customers? The bottom line is that business printers can help you reach your sales growth targets when you design business letters or mailing campaigns to include variable components that personalize and target your customers. Fri, 19 May 2006 16:11:04 -0500 http://ezinearticles.com/?The-Sizzle-of-a-Sales-Letter&id=201556 http://ezinearticles.com/?The-Sizzle-of-a-Sales-Letter&id=201556 Establishing a TiVo mind set will help you sell more if you use it. Missing the key phrase the client says or miss an important detail, kills sales. Rewinding the sales appointment to capture the important and hidden details of the call wins more sales. Wed, 17 May 2006 18:19:27 -0500 http://ezinearticles.com/?Why-a-TiVo-Mind-Set-Wins-More-Sales&id=199940 http://ezinearticles.com/?Why-a-TiVo-Mind-Set-Wins-More-Sales&id=199940 Too often we rush the sales process or don't follow one. It is easy to get excited about a sale when the prospect is attentive and listening. The temptation of jumping ahead when we hear what we think is a buying signal is strong. If the situation is not ripe and we move to quickly we can easily spoil a good opportunity. Thu, 11 May 2006 11:00:59 -0500 http://ezinearticles.com/?What-Sales-Steps-Of-Success-Are-You-Following?&id=195592 http://ezinearticles.com/?What-Sales-Steps-Of-Success-Are-You-Following?&id=195592 Do you know how to apply the power of the X factor? The X factor in sales is simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this simple equation, they are released from the limits of time and energy. Mon, 08 May 2006 20:27:38 -0500 http://ezinearticles.com/?The-X-Factor-In-Sales-Success&id=193425 http://ezinearticles.com/?The-X-Factor-In-Sales-Success&id=193425 A Sales Plan is like a map to success. If you don't have one, you won't get there. Here are four ingredients a sales plan must have. Wed, 03 May 2006 05:33:29 -0500 http://ezinearticles.com/?A-Simple-Plan-to-Sales-Success&id=189779 http://ezinearticles.com/?A-Simple-Plan-to-Sales-Success&id=189779 The fold back side mirror feature on the Volkswagen Jetta was the clincher in our quest for the perfect car. Salespeople never understood our problem and what we were looking for. A few sales questions made the difference in our owning a Jetta. Don't lose sales by not asking the right questions. Tue, 02 May 2006 07:54:42 -0500 http://ezinearticles.com/?If-You-Dont-Ask,-I-Wont-Tell-and-You-Lose-a-Sale&id=188985 http://ezinearticles.com/?If-You-Dont-Ask,-I-Wont-Tell-and-You-Lose-a-Sale&id=188985 Swimming and Selling are very similar. It is critical for a salesperson to relax in front of the prospect or customer. Just like in swimming, we will sink if we tense up. One exercise we can use to improve our success in relaxing is to think peaceful thoughts and mentally slow down. There are more sales strategies to apply in this article. Thu, 27 Apr 2006 19:53:08 -0500 http://ezinearticles.com/?How-an-Old-Swimming-Lesson-will-Keep-You-Afloat-Instead-of-Sinking-in-Sales&id=186732 http://ezinearticles.com/?How-an-Old-Swimming-Lesson-will-Keep-You-Afloat-Instead-of-Sinking-in-Sales&id=186732 What does it cost to hire a good salesperson? Many companies spend about one fourth the annual salary of a salesperson on job placement. They spend another fourth on sales training before the salesperson becomes effective and efficient. A sales assistant is completely different than the investment of a salesperson. Tue, 25 Apr 2006 05:59:46 -0500 http://ezinearticles.com/?Which-is-Better-Hire-a-Salesperson-or-Invest-in-a-Sales-Assistant?&id=184768 http://ezinearticles.com/?Which-is-Better-Hire-a-Salesperson-or-Invest-in-a-Sales-Assistant?&id=184768 This article is about what to do when hunting for new business prospects. Hunters don't just wander through forests for the annual prized deer, they are careful not to leave traces of his existence along the deer path. Hunters are careful not to use any man made scent that will alert prey. Camouflage clothing hides them from their sight. He walks the trail slowly, deliberately, aware of all the surroundings and looking for clues on the trail. He is focused, listening and looking for signs that will lead to a prime opportunity to seize at the right moment. Mon, 24 Apr 2006 13:37:10 -0500 http://ezinearticles.com/?How-to-Hunt-and-Track-Profitable-Prospects&id=184437 http://ezinearticles.com/?How-to-Hunt-and-Track-Profitable-Prospects&id=184437 When someone questions price and/or adds a moan when they hear the price, don't be alarmed. Relax because they might just be thinking about something other than price. Here is a sales lesson about what happened when I recently bought eyeglasses and walked away with a free lunch. Thu, 20 Apr 2006 12:32:35 -0500 http://ezinearticles.com/?The-Blinking-Salesperson&id=181930 http://ezinearticles.com/?The-Blinking-Salesperson&id=181930 My sales manager was right, "the more cold calls I made the more sales I made". However, I was fighting a losing battle with time. There simply weren't enough hours in the day to meet my sales goals. Fortunately, I began examining the sales numbers and noticed a more important equation in sales. Thu, 20 Apr 2006 11:25:49 -0500 http://ezinearticles.com/?The-Half-Truth-of-Cold-Calling-vs-The-Sales-Ratios-Revelation&id=181903 http://ezinearticles.com/?The-Half-Truth-of-Cold-Calling-vs-The-Sales-Ratios-Revelation&id=181903 Outside Sales can be a challenge when we face a tough, secured company or organization. It helps to try multiple methods and contact several people using the information we find along the way. Our once easy walk through the front door of a business to get information has changed and security concerns may prevent us from reaching our contact. In some cases we will find a lonely telephone behind the front door and nothing else. These new security challenges won't prevent us from reaching our contacts. We must adapt and find new ways to achieve our goals. Thu, 20 Apr 2006 11:22:50 -0500 http://ezinearticles.com/?A-Good-Pigeon-Knows-the-Way-to-Sales&id=181892 http://ezinearticles.com/?A-Good-Pigeon-Knows-the-Way-to-Sales&id=181892 If you have a sales manager or someone above you in sales, are you using their special powers? Your boss probably has insight you don't know about that will break open sales for you. When you learn how to use this, everyone wins in sales. Most managers would love to be taken advantage of in this manner. I can't think of one sales manager who wouldn't want to be used like this. Thu, 20 Apr 2006 11:14:19 -0500 http://ezinearticles.com/?Why-Sales-Management-has-Special-Insight-on-Sales-Calls&id=181876 http://ezinearticles.com/?Why-Sales-Management-has-Special-Insight-on-Sales-Calls&id=181876 The care and development of sales and gardens is in full season. We can learn a lot from Expert Gardeners on sales planting and toiling the soil. There are many similarities to gardening and sales. Here are a few strategies to apply. Tue, 18 Apr 2006 15:03:27 -0500 http://ezinearticles.com/?How-to-Develop-Sales-like-a-Garden-of-Profits&id=180549 http://ezinearticles.com/?How-to-Develop-Sales-like-a-Garden-of-Profits&id=180549 Lets say I want to buy a nail from you, will you ask me why? Or, will you take my order and sell me what I think I need? Will you give me a demonstration on why your nails are superior to the competition? Or, will you ask me questions on how I will use the nails? Your questions will make the difference. Mon, 17 Apr 2006 04:15:09 -0500 http://ezinearticles.com/?How-Questions-Help-us-Focus-on-the-Reasons-Buyers-Purchase&id=179836 http://ezinearticles.com/?How-Questions-Help-us-Focus-on-the-Reasons-Buyers-Purchase&id=179836 Digital selling techniques will safeguard your profits and grows your business dynamically. These sales strategies are designed to slash your sales expense. The age and reign of the automobile and the asphalt highway is over. Embrace the benefits of the Digital Highway and enrich your sales. Thu, 13 Apr 2006 06:50:06 -0500 http://ezinearticles.com/?How-Using-the-Digital-Highway-Instead-of-the-Asphalt-Highway-Improves-Profits&id=178003 http://ezinearticles.com/?How-Using-the-Digital-Highway-Instead-of-the-Asphalt-Highway-Improves-Profits&id=178003 Newspaper personal ads are a great source for sales ideas. Where else can 25 words make such a difference? When you think about it, salespeople are faced with the same challenge of attracting the smart, desirable, striking and motivated buyer of their dreams. Tue, 11 Apr 2006 20:48:03 -0500 http://ezinearticles.com/?SWM,-Professional-Seeks-Motivated-Buyer-for-LTR&id=177275 http://ezinearticles.com/?SWM,-Professional-Seeks-Motivated-Buyer-for-LTR&id=177275 Forget about what you know about diets. In sales you want to be fat and happy! Why do some salespeople bring a small plate to a buffet? In sales we want to gorge ourselves with all you can eat buffets. Thu, 30 Mar 2006 15:40:53 -0600 http://ezinearticles.com/?The-Sales-Diet-for-FAT-and-Happy-Results&id=170130 http://ezinearticles.com/?The-Sales-Diet-for-FAT-and-Happy-Results&id=170130 The impact of the Multi-Media generation mandates a change in the way business sells. Unfortunately only 20% of sales professionals practice new sales skills. If sales people and business doesn't adapt and embrace technology sales will be lost. Wed, 29 Mar 2006 05:08:54 -0600 http://ezinearticles.com/?Why-Business-Must-Practice-Multi-Media-Sales-Techniques&id=169314 http://ezinearticles.com/?Why-Business-Must-Practice-Multi-Media-Sales-Techniques&id=169314 If you have walked into the domain of a Top Buyer, you know the courage it takes to walk out with the information you need. If we are not careful, the Shark (buyer) will feed us with questions and discard us when they are finished. We can reverse this with a few questions of our own. Mon, 27 Mar 2006 13:39:14 -0600 http://ezinearticles.com/?Buyers-Are-Sharks,-Dont-be-Shark-Bait&id=168096 http://ezinearticles.com/?Buyers-Are-Sharks,-Dont-be-Shark-Bait&id=168096 Businesses can transform their sales when they follow the recipe for success that franchising has used for decades. The formula is easily followed in three steps. Document, Duplicate and Automate. Fri, 24 Mar 2006 05:39:18 -0600 http://ezinearticles.com/?Do-It-Once-Do-It-Right-Repeat-Automate&id=166488 http://ezinearticles.com/?Do-It-Once-Do-It-Right-Repeat-Automate&id=166488 Who do you think will win the championship? My belief is that a good defense always beats the offense. However, if we asked the same question about sales, what would be the answer? Is it better to have a strong offensive strategy? Does a defensive strategy make more sense? Wed, 22 Mar 2006 19:32:32 -0600 http://ezinearticles.com/?Which-Sales-Strategy-Wins-the-Game-of-Sales-Offense-or-Defensive?&id=165781 http://ezinearticles.com/?Which-Sales-Strategy-Wins-the-Game-of-Sales-Offense-or-Defensive?&id=165781 The rubber band is a symbol of bad sales habits we want to change but are pulled back by the tugging force. We can break this force with help from others. Alone we are hard pressed to make the change. Embracing help makes the difference. Tue, 21 Mar 2006 06:24:14 -0600 http://ezinearticles.com/?Stretching-the-Rubber-Band-to-Create-Change-in-Sales-Habits&id=164955 http://ezinearticles.com/?Stretching-the-Rubber-Band-to-Create-Change-in-Sales-Habits&id=164955 If salespeople were more like fly paper, they would connect more with customers. They would talk less, listen more and uncover more opportunities to create a solid grip on prospects and customers. Here are a few sales tips to make customers stick like fly paper with multiple contacts. Mon, 20 Mar 2006 14:49:05 -0600 http://ezinearticles.com/?How-to-Make-Customers-Stick-Like-Fly-Paper&id=164346 http://ezinearticles.com/?How-to-Make-Customers-Stick-Like-Fly-Paper&id=164346 One of my secret weapons for getting a C-Level sales appointment is to use a little imagination, creative writing and a digital camera. The idea started with an April Fools joke and has become a powerful sales tool. Sun, 19 Mar 2006 20:18:10 -0600 http://ezinearticles.com/?How-to-Get-C-Level-Sales-Appointments-with-a-Digital-Camera&id=163760 http://ezinearticles.com/?How-to-Get-C-Level-Sales-Appointments-with-a-Digital-Camera&id=163760 We miss opportunties in sales when we are too tired to listen and we need to recharge our batteries. The focus and attention to detail is critical to our sales success. Sat, 18 Mar 2006 02:33:47 -0600 http://ezinearticles.com/?Why-We-Miss-Sales-Opportunities-When-We-Dont-Recharge-Our-Personal-Batteries&id=163380 http://ezinearticles.com/?Why-We-Miss-Sales-Opportunities-When-We-Dont-Recharge-Our-Personal-Batteries&id=163380 Bad habits are hard to break. We look at three steps that lead you to become an obnoxious salesperson. If you avoid them, you will sell more and customers will love you. Thu, 16 Mar 2006 06:52:04 -0600 http://ezinearticles.com/?How-to-Become-an-Obnoxious-Salesperson-in-3-Easy-Steps&id=162455 http://ezinearticles.com/?How-to-Become-an-Obnoxious-Salesperson-in-3-Easy-Steps&id=162455 If you can recite the steps of your success driven sales process and can show the ratios of success you are in the minority. We ask the question of how to define a certified success driven sales process and suggest how to develop one that passes the sales management grade. Tue, 14 Mar 2006 11:29:13 -0600 http://ezinearticles.com/?A-Sales-Process-Must-be-Certified-to-be-Successful&id=161314 http://ezinearticles.com/?A-Sales-Process-Must-be-Certified-to-be-Successful&id=161314 If you don't follow a sales process, you're losing sales. When sales management focuses on the process of sales and monitors the path salespeople take for each sale, they increase the success rate. Salespeople can get lost in the hectic world of sales reports and activities. When salespeople focus on the stages of the sale and what the next step is, they win more deals. Are you following a process? Mon, 13 Mar 2006 09:36:30 -0600 http://ezinearticles.com/?Its-the-Process-that-Sells-Not-the-Salesperson&id=160801 http://ezinearticles.com/?Its-the-Process-that-Sells-Not-the-Salesperson&id=160801 We only go to doctors when it hurts and we want the pain to go away. However, Doctors don't prescribe unless they probe and ask questions. Doctors want to be sure of what they are prescribing. In sales, we need to adopt this strategy when clients are hurting. It is our role to probe clients with questions to understand their pain and problems. If we don't, it will be sales malpractice. Mon, 13 Mar 2006 09:23:37 -0600 http://ezinearticles.com/?Dont-Commit-Sales-Malpractice-Ask-Questions-and-Probe-for-Pain&id=160759 http://ezinearticles.com/?Dont-Commit-Sales-Malpractice-Ask-Questions-and-Probe-for-Pain&id=160759 In large sales, do you know how to find a company advocate to help promote your sale? Or, are you barking up the wrong tree so to speak with the wrong contact. Finding the right contact to sell your product or service to is critical to success in large sales. They typically are the ones with the most pain. Mon, 13 Mar 2006 09:20:26 -0600 http://ezinearticles.com/?Barking-Up-the-Wrong-Tree-Can-Eliminate-Large-Sales&id=160741 http://ezinearticles.com/?Barking-Up-the-Wrong-Tree-Can-Eliminate-Large-Sales&id=160741 Customers give signals when they are ready to buy. Sometimes the signals are small, sometimes they are blatant. If we don't notice them, we will talk ourselves out of sales. Sat, 11 Mar 2006 15:41:23 -0600 http://ezinearticles.com/?How-to-Talk-Yourself-Out-of-a-Sale-Just-Keep-Talking&id=159865 http://ezinearticles.com/?How-to-Talk-Yourself-Out-of-a-Sale-Just-Keep-Talking&id=159865 The natural evolution of an analog salesperson is to migrate to automation and technology. Unless this transition takes place, businesses and salespeople will be lost in translation. The need to understand the changing landscape is clear and analog salespeople must automate and embrace digital technology. Thu, 09 Mar 2006 15:44:18 -0600 http://ezinearticles.com/?Analog-Salespeople-Must-Automate-to-Digital-Sales&id=158721 http://ezinearticles.com/?Analog-Salespeople-Must-Automate-to-Digital-Sales&id=158721 Outside sales is a game of gathering information. We win when we trigger the right behavior patterns of the receptionist at the front desk or over the telephone. Learning what the triggers are makes us successful or engages rejection. Thu, 09 Mar 2006 15:43:46 -0600 http://ezinearticles.com/?How-to-Trigger-Positive-Cold-Calling-Responses-to-Achieve-Sales-Objectives&id=158719 http://ezinearticles.com/?How-to-Trigger-Positive-Cold-Calling-Responses-to-Achieve-Sales-Objectives&id=158719 Even in dangerous sales situations focusing on opportunities rather than objections helps us reach our goals. If we lose our focus, we run the risk of pain and frustration. Thu, 09 Mar 2006 14:59:03 -0600 http://ezinearticles.com/?How-Riding-a-Motorcycle-on-the-White-Line-is-like-Reaching-for-our-Sales-Goals&id=158581 http://ezinearticles.com/?How-Riding-a-Motorcycle-on-the-White-Line-is-like-Reaching-for-our-Sales-Goals&id=158581 A pearl of wisdom in sales comes with using the law of reciprocation and being generous. This law isn't found in law libraries but it does exist. It exists in our minds when someone is nice to us and we reciprocate with purchase power. Thu, 09 Mar 2006 14:22:08 -0600 http://ezinearticles.com/?Pearls-of-Sales-Wisdom-using-the-Law-of-Reciprocation&id=158410 http://ezinearticles.com/?Pearls-of-Sales-Wisdom-using-the-Law-of-Reciprocation&id=158410 Good and frequent communications is not tormenting your prospects and customers, it is good sales and marketing strategy. If you apply and vary communications it works best. Tue, 07 Mar 2006 11:13:12 -0600 http://ezinearticles.com/?Why-Tormenting-your-Prospects-and-Customers-Works&id=157400 http://ezinearticles.com/?Why-Tormenting-your-Prospects-and-Customers-Works&id=157400 Going after large accounts requires a sales strategy that focuses on two major points. Points that a whale is interested and bring a large fish with you. Tue, 07 Mar 2006 11:12:10 -0600 http://ezinearticles.com/?Whale-Hunting-is-for-Experienced-Whalers&id=157407 http://ezinearticles.com/?Whale-Hunting-is-for-Experienced-Whalers&id=157407 If we don't know where we are going, it doesn't matter if we are a snail going in circles or a salesperson looking in the wrong place for sales. We will both be lost and soon fail to reach our goals. Tue, 07 Mar 2006 11:10:56 -0600 http://ezinearticles.com/?The-Snails-Plight&id=157328 http://ezinearticles.com/?The-Snails-Plight&id=157328 A focus on selling one product to everyone is a mistake. Asking questions to learn what the opportunities are is the remedy for expanding the sales opportunities for business. Tue, 07 Mar 2006 11:09:29 -0600 http://ezinearticles.com/?Selling-one-Solution-for-Everything-is-a-Mistake&id=157418 http://ezinearticles.com/?Selling-one-Solution-for-Everything-is-a-Mistake&id=157418 Even a Potato craving will only last so long. Why we need to satisfy cravings and problem situations quickly or sales opportunities will subside and opportunities will be lost. Tue, 07 Mar 2006 11:08:07 -0600 http://ezinearticles.com/?Why-I-Would-Sell-My-Kingdom-for-a-Potato-Today-but-not-Tommorrow&id=157279 http://ezinearticles.com/?Why-I-Would-Sell-My-Kingdom-for-a-Potato-Today-but-not-Tommorrow&id=157279 Hunting for prospects is a sales role, narrowing the focus of the hunt for sales to match the business profile is sales managements role. Maintaining a focus on the ideal profitability characteristics for salespeople is critical to success in any businesses sales program. Tue, 07 Mar 2006 11:06:55 -0600 http://ezinearticles.com/?Game,-Set-and-Match&id=157319 http://ezinearticles.com/?Game,-Set-and-Match&id=157319 Picking the right customers will lead to success. Salespeople must be Picky and have an ear for sales to make a difference. Tue, 07 Mar 2006 11:05:26 -0600 http://ezinearticles.com/?Experience-Doesnt-Always-Lead-to-Success-in-Sales&id=157337 http://ezinearticles.com/?Experience-Doesnt-Always-Lead-to-Success-in-Sales&id=157337 Pro-active sales strategies develop consistent, loyal clients. Close the door on competition and build long term business relationships instead of customers who will leave you during tough times. Tue, 07 Mar 2006 11:04:11 -0600 http://ezinearticles.com/?Developing-a-Pro-Active-Client-Strategy&id=157254 http://ezinearticles.com/?Developing-a-Pro-Active-Client-Strategy&id=157254 If you're in sales, you are dating. Prospecting for customers is like courting for business and the sales strategies are similar. Some dating strategies always work. Frequent contacts and different method will win prospects. If we court poorly, we won't sell. Tue, 07 Mar 2006 11:00:52 -0600 http://ezinearticles.com/?If-Youre-in-Sales-You-are-Corporate-Dating-Without-the-Flowers&id=157308 http://ezinearticles.com/?If-Youre-in-Sales-You-are-Corporate-Dating-Without-the-Flowers&id=157308 Break the mold of the typical salesperson so you don't become invisible. Research your propects and customers so you stand out with information that helps you stand out. Tue, 07 Mar 2006 10:59:22 -0600 http://ezinearticles.com/?Break-Out-Strategy-for-the-Invisible-Salesperson&id=157421 http://ezinearticles.com/?Break-Out-Strategy-for-the-Invisible-Salesperson&id=157421 Copyright 2008 EzineArticles.com - All Rights Reserved.