Knowledge Based Articles - Sales

 

I Propose

Many companies and their decision-makers require written proposals, and if you are like many sales people, you probably shudder at the thought of this request.

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Feeble Questions Can Kill Your Business

Let's face it. Selling today is a heck of lot more challenging than it used to be. Virtually every business I know faces more competition than ever before. That's why it is so critical you ask high-quality, thought- provoking questions instead of feeble ones.

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Actions Speak Louder Than Words

The study of nonverbal communication is similar to learning a foreign language in that it requires time and effort to achieve fluency. Acquiring this important skill will allow you to communicate more effectively, read your prospect like a book.

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Make Next Year the Best Ever

Another year is just around the corner and if you are like most people you want to improve your results next year. Use the techniques outlined in this article to help you achieve your targets.

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Principles of Persuasion

Whether you're conducting a one-on-one interview, motivating your sales team or delivering a keynote address, your success as a leader is defined by your ability to persuade with clarity and passion.

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The Truth About Lying

Some people can't tell a lie, others can't tell the truth and unfortunately, most people can't tell the difference.

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A Winner's Attitude

What does it take to be successful in sales? Certainly effort, hard work and dedication is important. An excellent understanding of the sales process is also essential. But it's more than that.

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The Trust Factor

Did you ever buy anything from someone you didn't trust? In all likelihood, probably not.

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How NOT To Handle a Cold Call

Like most business people, I receive my fair share of cold calls. During a more recent call, the person calling said that she worked for one of North America's largest website developers. She then asked me two questions.

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The Power of Questions

Participants in my sales training workshops often ask how they can better control the sales process. Most people spend the majority of their time talking about their product or service believing that telling is selling.

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Persistence Without Stalking

Persistence is a vital skill that every sales person needs. It's been said that most sales are made after eight contacts with a prospect. However, most people tend to give up after just three or four attempts.

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The Myths of Selling

For more than a decade I have the opportunity to interact with thousands of salespeople and I have discovered a few myths that many of them have fallen prey to. Here are just a few.

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Selling to the Four Temperament Styles

Have you ever wondered why you seem to hit it off right away with some customers, while with others it's more like oil and water? That's because we respond intuitively to the natural chemistry, or lack there of, between temperament styles.

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Six More Powerful Prospecting Tips

Selling is a contact sport and prospecting for new business is the name of the game! You'll never meet a salesperson that failed because they had too many prospects to talk to.

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Focus on a Trade, Not a Discount

 

Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request.

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It takes attitude to reach altitude

When he was coaching what had been a lackluster football team in the small Wisconsin town of Green Bay, Vince Lombardi surrounded himself with enthusiastic people.
He wanted coaches and players who loved the game of football.

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This one's for ladies only

Success Secret #1. You've already got what it takes.
Capitalize on your feminine strengths. Some of the most talented business people can read and understand a P&L statement but they don't pay attention to their intuition.

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Two keys to successful ad copy

In writing advertising copy or preparing a marketing campaign, it is important that you keep two keys to successful ad copy in mind. 1. There are major differences between “relational” customers and “transactional” ones.

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The Top 7 Sales Blunders

 

We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade.

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The Power of Partnering

 

Sales professionals in virtually every industry are under tremendous pressure to close sales. It is not uncommon for them to hear comments similar to ones above from their sales manager, supervisor, or boss.

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What Customers Really Want

 

Although Aretha Franklin was referring to relationships when she sang these words, they relate to the business world – more so now than ever before.

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You Should be a Monday Morning Quarterback

It is another Monday morning and you are heading off to your work. How do you feel about the approaching week? Are you driving to work excited about what lies ahead or are you wishing you were heading somewhere else?

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Prioritize Your Sales Calls

In today's busy work schedule salespeople find it difficult to see all of their clients. Advertisers are demanding more time from their sales representatives looking for the magic that brings results from their advertising.

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Selling Advertising With Enthusiasm

Within your advertising sales staff you see many different personality types each using various sales approaches. Despite their differences, many are successful in making the sale. That has always puzzled me.

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Your Appearance DOES Make a Difference

Casual dress surrounds us in today’s work environment. The customers we call on, the staff in our office and even the sales force at our papers is dressing more casual than we saw 10 years ago.

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Newspaper Advertising vs. Radio Advertising

Advertising salespeople at your paper hear a number of different objections everyday. One of the most difficult to overcome comes from the customer who has spent his budgeted advertising with another media.

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Newspaper Advertising vs. TV Advertising

 

Television advertising is a prominent source to reach the masses for an advertiser. Local television stations reach out beyond the normal circulation area that most newspapers reach.

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Selling in a Down Economy

 

I have a wonderful friend, Claire Chew, who is 91 years old and with a little encouragement he will tell me stories about what is was like when he was growing up. He is very sharp and knows more history than most people.

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How to Lose the Sale, Quickly and Easily

By Kelley Robertson

 

Today’s business world is more challenging and competitive than ever before. That means you need to ensure that your approach with prospective customers is more effective than that of your competitors. Here are four sure-fire ways

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The Regular Season Begins on Monday

 

For the past 15 years I have taught a fundamental skills class and operated a recreational youth basketball league. I enjoy (watching) the sport, but the reason I have spent so many years with the program is because I love working with the kids.

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Getting Noticed is the Key to Good Advertising

 

Developing long-term relationships between your paper and advertisers has fended off other media for years. Local papers have weathered the arrival of television, radio, yellow pages, direct mail and all types of advertising media by developing strong relationships

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Prospecting for Additional Sales

 

Whether advertising revenues have been weak or strong every paper needs to be working consistently to develop new business.

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Helping Retailers Develop a Realistic Advertising Budget

How do retailers develop an advertising budget? Research shows that less than half of independently owned businesses do any sort of planned budgeting for advertising.

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Finding New Business From Major Accounts

 

Revenues are down at your paper. What are you going to do? Almost every one of us has faced this situation. You continue to publish a quality product but advertisers are reducing budgets, trying new advertising media or going out of business.

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More Sales Calls Add up to More Sales

By Dave Baragrey

 

It doesn’t take a genius to figure out that when your sales staff contacts more businesses they are likely to improve their sales volume. You become a genius when you figure out how to get your sales staff to contact more customers.

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What is in Your Tool Belt

By Dave Baragrey

 

Have you ever tried to pound a nail with a screwdriver? It doesn’t work very well. To pound a nail, you need a hammer. You can’t tighten a screw with a hammer (although I have tried). You can’t complete all the household repairs using the same tool.

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Developing the Need for Advertising

By Dave Baragrey

 

Before any business will buy advertising they must recognize a need that advertising can help them fill. Developing the need for advertising is one of the things that set apart the great advertising salespeople from the mediocre advertising salespeople.

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Five Ways to Negotiate More Effectively

 

Most salespeople and business owners hear statements like this every day. That means it is important to learn how to negotiate more effectively.  Here are five strategies that will help you drive more dollars to your bottom line:

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Do You Want an Ad This Week

By Dave Baragrey

 

Too often our sales staff takes the selling process for granted when calling on customers. They walk in, start with a little light conversation about the weather, business climate or sporting event, then ask if they planned to advertise this week.

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How to Profit From Networking

 

Sales are frequently developed through the relationships we have created with other people. Networking functions provide the opportunity to expand our contact list, particularly when we create and nurture quality relationships.

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How to Eliminate Price Objections

 

Virtually every person in sales experiences price objections. Unfortunately, the majority of sales people take the wrong approach and try to box customers into a corner by asking questions such as:

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Maintaining Your Motivation

 

I recently spoke to a group of sales professionals at the end of their training conference. The attendees had participated in many learning sessions over a two day period – most of which were product related.

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Achieve More This Year

 

Setting goals is not a complicated process nor does it take a lot of time. Use the techniques listed below to help you achieve your targets.

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Selling the Dr. Seuss Way

 

“I am Sam. Sam I am. Do you like green eggs and ham? Would you like them here or there? Would you like them in a box, would you like them with a fox?”

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Price Isn’t Everything

 

Many salespeople and business owners mistakenly think that negotiating is something you do near, or at the end of, the sales process, particularly when discussing price or term of the agreement.

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Enticing Voicemail Messages

 

Sick and tired of prospective customers never calling you back? Then it's time to take a good hard look at what you're doing - or not doing - that's creating these results for you.

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10 Tips to Increase Your Sales

 

Want to take your business to the next level?  If so, take these actions.  They’re guaranteed to make a difference in your sales results.

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Eliminating Objections

 

Objections are trouble – pure and simple! And anyone who tells you to embrace them because it means you're one step closer to the sale is living in the past.

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Getting In - Using the "Hidden Web" to Research Your Prospects

 

Did you know only 20% of the information on the internet is accessible through Google?

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Making a Difference

 

No one likes to feel that they might as well be selling wastebaskets or rubber bands - and that their customers could care less about the quality of your products or services. 

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Presentations of Mass Destruction

 

Finally! After months of trying, you have an opportunity to make a presentation to decision makers from a company you would love to have as a client. This is your big chance …

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Why Prospects Should Advertise

Your prospects and customers need you. But you need them, too. You are both in for an education and should be committed to teach each other. Never forget that small principle. A dozen years ago, I came across a list,

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Nine Little Known Secrets of Advertising

New to advertising, some retailers will ask you, "But what should I advertise? All my products are great. Everybody knows where we are. Advertising is just a waste of money."

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Voice Mail That Sells

 

As a business owner, I receive my share of sales calls in a given month. More often than not, I’m away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person.

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Creating a Powerful Sales Presentation

 

The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, experience has taught me that most presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision.

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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.

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The Power of Persistence

 

Several years ago I accompanied my youngest daughter on a school ski trip. She had never skied, and after a few lessons, stood atop of the practice hill. During the next few hours she fell many times as she practiced her newly acquired skill.

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The Power of Follow Up

 

It never ceases to amaze me how few sales people make the time to follow-up after they have made initial contact with a prospect or customer. In the last few months, I can think of at least eight different situations in my own life

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Characteristics of Successful Salespeople

 

What separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics:

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Men Are From Mars

 

“Men are from Mars, Women are from Venus.” John Gray penned this phrase many years ago to help men and women communicate more effectively.

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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.

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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.

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Bite Your Tongue

 

Most people don’t realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week.

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How to Build Trust and Rapport Quickly

 

If you're working hard, but aren't consistently generating enough sales and getting referrals, chances are it's a matter of trust. One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of trust.

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Be My Guest

 

In recent years many different businesses have begun to approach their clients differently. They are now labeling them as guests, which has been the norm in the hospitality industry for decades.

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Dealing With Distractions

 

In today’s business world it is not uncommon for many sales people to work from a home office. At first this may seem like a great opportunity, however, it does create some unique challenges.

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Your Approach Makes a Difference            

 

Not long ago my wife and I were planning a get- together with some friends and wanted to serve a cheese board after dinner. So, we ventured to a local market to look for some cheeses.

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Six Powerful Prospecting Tips

 

Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet?

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