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B2B Marketing
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[2005-06-30] Don't Waste My Time!
Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual's are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent characteristics - they ask a continuing stream of questions, take up loads of our time, and seldom end up buying anything.
[2005-06-27] Email Follow Up Tips, 8 Of Them...
The first thing you need to do is get your e-mails opened & read. Spend at least as much time worrying about the subject line of each e mail in your sequence as you do worrying about the body.
[2005-06-27] Long Copy Secrets - Keys To Mental Engagement
Master copywriter Robert Collier often used a technique to get people to read more of his sales letters. You can use this same technique right now to increase the readership of your web pages and emails.
[2005-06-24] The 11 Secrets to Sales Leadership
In his classic book, "Think and Grow Rich", Napoleon Hill discussed the eleven secrets of leadership. Recently, as I was reading the book, it occurred to me that the attributes of strong leadership and effective selling have a tremendous amount in common.
[2005-06-24] Why Slicing and Dicing Your Customer List Can Give Your Customers The Most Targeted Message Ever!
Have you ever received a sales letter or marketing piece that didn't speak to you at all?
[2005-06-24] Selling to Executives Made Easy
A participant in one of my training workshops once commented how challenging it was for him to sell to senior executives. I could relate to his concern because I, too, used to find it intimidating.
[2005-06-24] How To Shorten the Selling Cycle and Reduce Buying Stalls
The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy.
[2005-06-23] There's More to Selling than Finding the Need
Many of us in sales are taught to believe that the most important job of the salesperson is to "find the need" of our prospects. If we can uncover "needs" then our job is easy; we just need to show our prospect how our product or service fills that need. Right?
[2005-06-23] Uncover Your Hidden Markets
Want a simple, low-cost way to boost your sales? Just uncover the narrowly defined sub-markets hidden in your main market. Then create special versions of your advertising to focus on the specific needs of prospects in these hidden market segments.
[2005-06-23] Get Over Your Resistance to Sales
I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call.
[2005-06-23] Throw Out Your "Selling" Language - Unlock Your Natural Voice
I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game." The woman on the other end of the phone said, "Hi, my name is Julie Jackson, I'm with XYZ company and we are a...and we offer...". As she continued to speak, I stopped her in mid-sentence and said, "Hi, Julie."
[2005-06-23] 12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.
[2005-06-23] Sales Therapy 101: Breaking Your Fear of Cold Calling
Almost every day, visitors to my Unlock The GameT website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question."
[2005-06-23] Leads, Prospects, and the Huge Gap Between Them
The leads marketing delivers to the sales team never seem good enough. Either the leads are "bad" and are wastes of a salesperson's time, or there are just not enough "good" ones.
[2005-06-22] The 3 C's of Getting Your Foot in the Door of a Prospect
Are you frustrated with cold calling because of all the rejection, phones slammed in your ear and being told to never call again?
[2005-06-22] Are You a Sales Consultant or An Order Taker?
One of the greatest challenges for many businesses is how to position themselves and increase sales. The primary frustration many business owners or executives have is that their people are stuck in the old way of thinking or doing business. Frequently this happens in the sales department.
[2005-06-20] Turning AAs Into a Competitive Advantage
We surveyed 160 Administrative Assistants and Executive Secretaries and asked them to identify the key things salespeople could do to gain their support in reaching their bosses.
[2005-06-17] Neutralize The Unspoken Objections To Boost Your Sales
You can increase your sales by neutralizing the unspoken objections your prospects may have to buying from you ...BEFORE you ask them to buy. Neutralizing unspoken objections will increase the sales you get from your web pages, sales letters and personal presentations.
[2005-06-17] Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?
[2005-06-15] SEO Marketing With Blogs
For the past two years, one of the best SEO inclusion tactics was the use of blogs. Blogs have become a base standard in SEO marketing, but as times change, so does the efficacy of any tactic.
[2005-06-13] The Three Traps of Selling Conventionally in a Complex New World
Prospect, qualify, present and close. These are the basic elements of the conventional sales process that most sales organizations and salespeople still follow today.
[2005-06-13] Persistence Leads to Sales Success – Don’t Drop the Clutch Too Soon!
If you are starting a business or are in the process of investing further into your existing business in order to take it to the next level, it is important that you keep the faith and keep moving forward until you have created enough momentum to keep your business moving into the black.
[2005-06-10] Psychology of Setting Prices
Pricing is one of the four major components of marketing. Psychological pricing forms one of the key elements of demand pricing wherein the consumer demand is the main focus. The price and quality relationship that governs the central theme of the consumer market relationship is surrounded by uncertainty and gives the consumer the perception that higher the price, better the quality.
[2005-06-10] It's Not About What You Take From Your Customer
Would you like to participate in an experiment?
[2005-06-07] The Power of Confidence
My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence.
[2005-06-03] 10 Essential Criteria For Choosing Your Target Market
A specific group of people you will focus on selling your selling services to is your target market. This is not to be confused with the problem you will be solving for this group.
[2005-06-02] The Biggest Myth in Sales
Did you hear the one about great salespeople being great talkers? They have the gift of gab and they dazzle their customers into buying anything. Some salespeople even believe it. It's the biggest myth in sales. Here's how it got started and why it is a myth.
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