Closing the Sale With Tie-Downs
No matter how much time you spend with a client it will all be wasted if you don't close the sale. Many people start off with a great presentation, but somewhere they lose the client. They will call you, they will let you know, they have to think about it, but it all adds up to a potential loss.
http://www.salesnewz.com/2003/1211.html
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12.11.03 |
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The
History Of Sales : Dale Carnegie Is Still With Us
I've
recently been hearing sales companies talk about how they
are 'helping their buyers buy' with a system that is the
'next thing' after Consultative Selling. After becoming
familiar with their concepts and methods, I've come to
believe they are correct: they are definitely on to the
next iteration. But of what?
http://www.salesnewz.com/2003/1203.html
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12.03.03 |
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Let
The Client Lead The Way
When
I was a broker at Merrill Lynch in the late '70s and early
'80s, I was trained to sell stocks using classic cold-calling
techniques. My colleagues and clients were tough and fast-moving
and wanted only answers. Quickly. I had to know my product
and have my sales skills down pat. Smile and dial. Come
in with a great opening. Wow them with sexy stocks and
great numbers. Be clever and charming, and let the buyer
think he was calling the shots.
http://www.salesnewz.com/2003/1107.html
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11.07.03 |
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Let's
Teach Our Buyers How to Decide
Direct
response has been a subset of sales. In its most simplistic
definition, it can be defined as any medium that will
get a product offer in front of the most appropriate purchasing
audience, offer product information relevant to the target
consumer, and make available a response mechanism so they
can purchase the product.
http://www.salesnewz.com/2003/1030.html |
10.30.03 |
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The
Ten “Golden-Rules” Of Selling The Way CEO’s Sell
Some
of the most advanced sales tactics I’ve ever seen were
demonstrated during a weekend seminar given by two purposeful,
motivated, passionate salespeople who truly know how to
build relationships with executives. These two pros are
persuasive and relentlessly positive.
http://www.salesnewz.com/2003/1013.html
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10.13.03 |
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Eight
Tips For Selecting A Sales Lead Management Service Company
1.
Determine what your inquiry handling or sales lead management
system must include. Construct a flow chart of the process,
including the steps required and the time allotted to
each.
http://www.salesnewz.com/2003/0929.html |
09.29.03 |
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Sales
Lead Success Checklist
You've
spent a great deal of time, effort and money putting together
your sales lead generation programs. How you handle those
sales leads once you get them makes the difference between
happy salespeople and new customers or unhappy salespeople
and lost sales.
http://www.salesnewz.com/2003/0922.html
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09.22.03 |
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Opening
the First Face-to-Face Meeting with a Prospect
What
do you think of this opening with a prospect?
"I'm ______ from _____. Thank you for taking time out
of your busy schedule to meet with me. I appreciate your
time since I know this is your busy season. On the phone
you mentioned you are looking to modify your X system.
What I'd like to do today is talk about what we can do
to help you meet your objectives."
http://www.salesnewz.com/2003/0918.html |
09.18.03 |
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Are
You Selling To The CEO Without Knowing It?
CEOs
take much the same energetic, visionary approach to buying
as they do to selling. Whether or not you plan to sell
to them directly, it behooves you to understand how they
approach buying, as the head of the buying is usually
the ultimate “Approver” within that organization.
http://www.salesnewz.com/2003/0822.html
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08.22.03 |
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Advice
For The Shy Salesperson
There
are several aspects to being persuasive, but from your
question I will focus on the ones that are most related
to "shy"; Confidence is a very important aspect for persuasiveness.
Customers must feel you believe in your solution and are
capable of delivering it. It is also very important in
this environment for you to be appropriately aggressive
in things like gaining access and follow-up.
http://www.salesnewz.com/2003/0729.html |
07.29.03 |
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Discussing
Vs. Sending Price
In
addition to connecting price to value, to help you justify
your pricing there are a few more guidelines to follow
when it comes to positioning pricing: don’t just send
it, consider how you position it.
http://www.salesnewz.com/2003/0724.html
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07.24.03 |
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Close
Prospects with Multimedia Presentations
Using
motion, graphical elements, animation, audio and video,
multimedia presentations are an excellent way to motivate,
inform, and captivate a wide range of audiences.
http://www.salesnewz.com/2003/0714.html
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07.14.03 |
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The
Sales Letter
Although
e-mails have taken a front seat in business communications,
the business letter remains an important communication
medium for salespeople for more formal or complex situations.
Also, since the business letter is used less frequently
than even a year ago, writing a letter can be a way to
differentiate yourself. One client puzzled me when he
said he appreciated the handwritten note I sent. When
I looked confused, he corrected himself by saying, “It
was a real letter.”
http://www.salesnewz.com/2003/0627.html
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06.27.03 |
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Grow
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http://www.salesnewz.com/2003/0626.html
|
06.26.03 |
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Sell
More. Travel Less.
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http://www.salesnewz.com/2003/0618.html
|
06.18.03 |
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Prospecting:
Getting Through Voice Mail
When
the salesperson described this to me I was intrigued -
so I called and positioned Cyber Sales Tips and asked
the prospect to call me back because I wanted the opportunity
to interview him about his message. When I called the
voice mail I not only heard his message but got insight
into his approach by the delivery of his message. The
prospect was positive, energetic, and sounded nice. I
was pretty certain he’d call me back - and this CTO of
a major retail chain did. Here’s what I learned from him:
http://www.salesnewz.com/2003/0616.html
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06.16.03 |
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Tips
For Selling In A Highly Competitive Marketplace
The
first challenge is for you to establish differentiation
in your own mind. No two things in this universe are identical
and if you think there is nothing special or beneficial
in your offerings compared to your competitors, your prospects
are guaranteed to follow suite. Look outside the technical
features of your product to the level of service, speed
of delivery, and the value you yourself bring in delivering
what you sell. You need to position your capabilities
so there is value. If you don't, the prospect won't see
the value.
http://www.salesnewz.com/2003/0609.html
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06.09.03 |
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Always
Ask About Competitors
Sometimes
you can get so caught up in learning about the client's
needs and so excited by your own enthusiasm for your solution,
that you can miss asking about the competition even if
the client mentions "competitors." Although
you can, you may not want to ask about the competitor
the minute the client brings it up, but you must get back
to it.
http://www.salesnewz.com/2003/0603.html
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06.03.03 |
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Fire
That Salesman
That
salesman can’t sell anything! Fire’m!! This phrase has
been uttered innumerable times by frustrated managers
and executives who failed to make their numbers. The blame
is always laid at the salesperson’s feet. He did not close,
she did not get the account; and so it goes, but few stop
to look at the reasons for the salesperson’s inability
to bring home the proverbial bacon.
http://www.salesnewz.com/2003/0514.html
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05.14.03 |
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Strategies
For Getting Past the Gate Keeper
Question:
In telemarketing, if a gatekeeper, without transferring
me over to the decision maker, says that we should send
information across via e-mail and then says that they
will get back to us if there is any need, how do we as
telemarketers handle it? It just seems to be the best
way of avoiding things adopted by assistants or gatekeepers,
right?
http://www.salesnewz.com/2003/0421.html
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04.21.03 |
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Better
flow charts and diagrams call for the right tools
Still
using Microsoft® PowerPoint® to create org charts or diagram
timelines? Then it's time to check out Microsoft® Visio®.
Visit MSRightTools.com/Visio and register to receive your
FREE Right Tools Toolkit, including trials of Microsoft
Visio 2002 and other software, with guides and templates
designed specifically for the work you do.
http://www.salesnewz.com/2003/0318.html
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03.18.03 |
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Hoover's
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so take advantage today!
http://www.salesnewz.com/2003/0311.html
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03.11.03 |
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Create
Winning Proposals with Sant
ProposalMaster
is a powerful tool designed to produce winning proposals
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http://www.salesnewz.com/2003/0210.html
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02.10.03 |
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How
to Succeed at Cold Calling
There
it is. That darn phone. And you have to pick it up and
call someone you don't know. You need to make some cold
calls. The first thing to know is this - the longer you
put off picking up the phone and making that first call,
the heavier that phone gets. Give it enough time and you'll
swear the phone weighs 500 pounds when you try to lift
it.
http://www.salesnewz.com/2003/0128.html
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01.28.03 |
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