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Daily Sales Tip
| Date |
Article |
| 09/02/10 |
To stimulate interest and to increase the odds of earning the business of a new client, many sales professionals spend too much of their tim ... |
| 09/01/10 |
The next time an automobile advertiser resists running overnight spots on Radio, it might be helpful to research the listening habits of pro ... |
| 08/31/10 |
The most successful salespeople stay that way by maintaining an edge on the competition.
The majority of them read industry l ... |
| 08/27/10 |
Compelling subject lines get your e-mails opened by clients and prospects...and that must be the first goal of any e-mail. Use these tips f ... |
| 08/26/10 |
Over the years as a speaker, manager and facilitator, I have observed the greatest retention of my message was from stories that I told.
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| 08/25/10 |
The primary rule in selling has been and always will be ABC: Always Be Closing. Unfortunately, some prospects identify ABC with pushy, aggre ... |
| 08/24/10 |
Manipulation is getting prospects or customers to do something for your benefit. Persuasion is getting them to do something for your mutual ... |
| 08/20/10 |
One bite at a time.
Selling your ever-expanding list of digital products can seem as daunting as eating an elephant. Make ... |
| 08/19/10 |
I read a column in a beach community newspaper last week written by a local columnist who covers home-based businesses. In this particular p ... |
| 08/18/10 |
You have little control over price, but you do have control over presenting the prospect with enough reasons to buy.
Your pri ... |
| 08/17/10 |
Have you planned how you're going to make successful sales? If you haven't, it isn't too late -- but you're already behind the eight ball. H ... |
| 08/13/10 |
I heard a sales trainer refer to the foundations of all sales training dating to 1936 and Dale Carnegie's book, How To Win Friends and In ... |
| 08/12/10 |
When you only offer one solution to a customer, the only possible response is to say yes or no. Whenever possible, offer two or more alterna ... |
| 08/11/10 |
Be aware when your competitors make changes to their processes or staff.
Sometimes their customers feel neglected or underser ... |
| 08/10/10 |
As a salesperson, you can thrive with buyers and purchasing departments if you follow these simple approaches: Be yourself, be professional, ... |
| 08/06/10 |
Having trouble tracking down prospects? Try Jigsaw (www.jigsaw.com). It's a free service similar to Ho ... |
| 08/05/10 |
Customer satisfaction is a very subjective thing to measure. It really is a matter of perception and experience.
If you meet ... |
| 08/04/10 |
Most salespeople sell the current benefits of what they do. But your customers already know the current benefit you offer.
On ... |
| 08/03/10 |
This may seem obvious, but it cannot be emphasized enough: You are not selling to an organization or to a conglomerate, but to actual, real ... |
| 07/30/10 |
Don't have a blog? Start one and promote it to your clients. Have one? Use these tips to make it killer:
1. Develop a ... |
| 07/29/10 |
The sales funnel is just like a funnel you might use to pour liquid from one container into another.
If you stop pouring the ... |
| 07/28/10 |
Prospects who react strongly to what you present, even with anger, are going to be more involved and passionate about your offerings.
< ... |
| 07/27/10 |
Sometimes, one of the most difficult things to teach beginning sales professionals (or sometimes even more senior sales professionals) is th ... |
| 07/23/10 |
Abacast, the online streaming provider (www.abacast.com), has come up with a list of advertiser benefit ... |
| 07/22/10 |
In most situations where a salesperson is willing to provide something extra for a prospect, it usually makes sense to ask for something els ... |
| 07/21/10 |
Get advances if you can't close.
"Let's do this" is a proven technique that allows you to talk about the next steps in the pr ... |
| 07/20/10 |
Here are three pitfalls usually associated with cold calling. You may correct them with a change in attitude:
* Making the ... |
| 07/16/10 |
The days of mailing, faxing or e-mailing presentations to out-of-town clients are over. Improve your opportunities for closing by presentin ... |
| 07/15/10 |
Instead of answering an objection you must first isolate and question it. Let's take two of the most common ones -- "Your price is too high, ... |
| 07/14/10 |
There are four verbal communication rules to remember in sales:
-- Use descriptive language
-- Use short sentences ... |
| 07/13/10 |
Closing sales is an art, not a science. Everything we do from our communication style, our dress, to our understanding of the customers' wan ... |
| 07/09/10 |
When you are on the phone trying to get an appointment and the prospect asks, "How much?" Remember rule number 1: tell them. Certainly we ... |
| 07/08/10 |
Tell customers upfront: "I don't know if there's a fit between what you need and what I have right now, but I'm hoping we can explore that i ... |
| 07/07/10 |
When salespeople start a sentence with the words "No," "But," or "However," no matter how friendly the tone, the message is, "You're wrong." ... |
| 07/06/10 |
The truest measure of your success is not whether or not you're better than everyone else, but if you are better than YOU used to be!
< ... |
| 07/02/10 |
A recent blog by Jay Baer outlined ways to track down prospective clients by using Social Media. He recommends:
1. Hire ... |
| 07/01/10 |
You have to ask questions that truly engage the customer. However, this doesn't mean you need to develop complex questions.
I ... |
| 06/30/10 |
Technology offers countless ways for salespeople to communicate with buyers: e-mail, cellphone, BlackBerry, text messaging, social networkin ... |
| 06/29/10 |
"Dining" alone at Appleby's last night I saw the future of a college-age waiter...one he has no idea of yet. (Appleby's because if you sit a ... |
| 06/25/10 |
These 5 advertising categories may be priority prospects in your market this summer, 2010. If you are not calling on them, now is a good ti ... |
| 06/24/10 |
A higher authority is a respected person known by your client who is willing to give third-party testimony. The higher authority will most o ... |
| 06/23/10 |
Learn to make dealing with you fun, relaxing, and rewarding.
You always want to leave your customers and prospects thinking a ... |
| 06/22/10 |
Here's a great way to show a prospect, right off the bat, how it'll feel to work together:
Four companies were given the chan ... |
| 06/18/10 |
Competing on price has caused considerable angst among Radio salespeople, sales managers, and broadcast groups, as evidenced by the many art ... |
| 06/17/10 |
Frequently interrupting customers when they are speaking sends a negative message. It's usually done for one of these reasons: |
| 06/16/10 |
This past week I contacted one of my vendors with a problem. As I began to describe my situation, the service rep interrupted me asking que ... |
| 06/15/10 |
A successful sales process is a proven, documented sales approach with messaging and job aids that represent your winning model for gaining, ... |
| 06/14/10 |
Where do you find NTR dollars? Not with the media buyer! Instead, look at a variety of budgets within a company: marketing, public relations ... |
| 06/11/10 |
Bear Bryant, longtime University of Alabama football coach, would often respond to reporters' post-game questions by saying he would have to ... |
| 06/10/10 |
The time of day you make your prospecting calls can have a major impact on your success.
Prospecting early in the morning or ... |
| 06/09/10 |
I've always heard managers report, "With all the interviewing you do, you really can't gauge someone's work ethic until they're on the job." ... |
| 06/08/10 |
You can't succeed in sales without being responsive to the needs of your prospects and customers. The only way to know what they want is to ... |
| 06/04/10 |
Are you new to this professional social network? LinkedIn (www.linkedin.com) is the world's largest p ... |
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