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Stop Selling, Ask for A Sales Referral! By : Bob Urichuck A sales referral is when you, as a sales professional, ask a client, a prospect (or even an acquaintance or friend) for the name and contact information of someone who might have an interest, need or want for your product or service.nAn introduction to the individual makes the sales referral even more powerful. Stop Selling! Build Relationships and They Will Buy. By : Bob Urichuck Let's face it, people buy from people, particularly people they trust and like ' people who remind them of themselves. This is the foundation of a relationship. Therefore it is important for you, as a sales professional, to learn how to quickly build rapport and gain that trust. To Coach, or Not to Coach? By : Huth waite To coach, or not to coach: that is the question. Whether ‘tis nobler in the mind to suffer The slings and arrows of occasional "time lost," Or to take arms against a sea of troubles... Coffee is for Closers....and for Coaches By : Huth waite You've likely watched the iconic scene from David Mamet’s Glengarry Glen Ross where Blake, a young hotshot from downtown with an $80,000 BMW and a holier-than-thou attitude, browbeats a room full of downtrodden salesman. He threatens them, insults their sales skills, and questions their manhood. His only advice? Sales and Life Baggage: 8 Step Strategy for Effective Dumping By : Daniel Sitter Baggage is fine for carrying-on short flights and overnight car trips, but nagging personal baggage can paralyze your sales efforts. What do you carry around with you that is constantly weighing you down, limiting your flexibility and holding you back? Most of us carry the burden of something; usually more that we should. Why do we and how does this behavior impact our selling? If You Forgot to Follow-up - These Simple Steps Relieve the Pain By : Elinor Stutz Have you ever lamented,I never got around to calling one special person, and I will look silly if I call now? Using Neuro-Linguistic Programming To Close The Deal By : Tim Harris If you aren't closing as many real estate deals as you would like, you need to learn how to speak another language. I'm not talking about learning Spanish, French or German. You need to learn to speak the language of sales if you want your conversations to translate into profits. Treat Your Sales People Like Customers! By : Chris Stiehl In many companies, if a salesman doesn't sell well right away, he is fired. In smart companies, sales people are as valued as customers. 11 Rules for Selling to a Skeptic By : rajiv jindal Let's face it: the greatest accomplishment for a member of the sales community is closing a deal with a skeptic. Many who are proficient at this art agree that it is far more gratifying to convince someone who initially felt your product was not necessary that it indeed is, than to complete what the industry terms an "easy sell." Lucky for us all, plenty of doubters buy products and services everyday. Uncovering The Top Ten Sales Myths By : Mark Winder While its no secret that entrepreneurs and self-employed professionals need sales skills in order to thrive and survive, often times sales is exactly what stands in their way to success. And, too often one (or more) of these Top Ten Myths, is to blame. This article uncovers these misconceptions - one-by-one - and sheds light on them for what they are: false myths that can kill ANY business. What's in Store For Trade Show and Event Industry in 2008? By : Joyce McKee Trade show industry veterans share expert predictions on trends for 2008 to help exibitors and event promoters alike stay ahead of the changes and succeed in the coming year. The Psychology Behind Successful Sales Team Motivation By : Daiv Russell One of the biggest challenges facing Sales Managers today is motivating and retaining employees. Motivation is an organization's life-blood; yet "motivation," as a business subject, is largely ignored. Motivated employees are needed in rapidly changing workplaces. Motivated sales teams help organizations survive simply because they are more productive. Seldom is a clear, coherent, and overall approach taken to the challenge of motivating people. Most organizations don't give it much thought until something starts to go wrong. Cold Calling: Not Just for Fools, Crazies and Door to Door Salesmen Anymore By : Jack Deal Cold calling is everyone's bane. But it needn't be. Getting out does wonders for the mind and body and sometimes even the pocketbook... Salespeople: Ask Questions to Find Out if You Are Getting Your Point Across By : Donald Mitchell Most salespeople focus on a great pitch for their offerings. But it may not be such a great pitch if the listener doesn't care about what you have to say or doesn't understand. Questions can help you make more sales than even the best pitch. Know Thy Prospect: The More you Know, The More You Will Sell By : Keith Harmeyer Success in sales negotiations is more about listening than it is about talking—especially in today's totally transparent business environment. Here are a few tips to help sales pros get and stay on the fast track. Why Can’t I Hire The Right Sales People? By : Lee Salz A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program. When the Sale Doesn’t Happen By : Lee Salz In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry. What’s The Plan? By : Lee Salz If you don’t have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people. What Every Sales Person Could Learn From the Yankees By : Lee Salz The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience. The Most Underutilized Strategic Advantage By : Lee Salz Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference. Successful Selling and the Theory of Relativity By : Lee Salz Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success. Migrating from Vendor to Partner By : Lee Salz There is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner. Finding The Right Sales Talent For Your Company By : Lee Salz Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent. The Sales Person’s Kryptonite By : Lee Salz RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power! The Obama and Oprah Selling Machine By : Daniel Sitter Who is on your sales team? Often, success in the field is far from an individual effort. Even if you are a self-employed company of one who handles everything from sales to accounting, you too rely on vendors, FedEx, US Mail and reliable technology to ensure your sales success. You are indeed part of a team effort, albeit the focal member. So how do you maximize the impact of your team's effort? Finding the Right Home for Your Sales Skills By : Lee Salz Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills. Close Doors, Not Sales By : Lee Salz You have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens. Can’t Sell Today By : Lee Salz The following is a diatribe from a fallen sales hero. 12 Keys to Tuning Up Your Sales Force By : Lee Salz Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day. 5 Keys to Hiring the Right Sales Manager By : Lee Salz There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. 5 Keys to Ensuring a Spectacular Sales Training Engagement By : Lee Salz Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job. How To Be A Master Salesperson By : donyates Professional salespeople always present themselves first and the product second. A prospect will accept the salesperson first before considering the product. How To Be A Dynamic Salesperson By : donyates As individuals, sales people are an important part of their community because they fulfiller's of dreams and needs. It is an observant salesperson who spots and understands the dreams of others. Will You Pass the Flinch Test? By : Lee Salz There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test? 8 Habits of The Highly Successful Salespersons By : Daniel Sitter There are numerous skills and traits that help define successful salespeople. These traits are beneficial regardless of whether you sell tangible products, services or your ideas. Developing these skills will benefit every entrepreneur and business owner who must daily interact with others to transact business. No Better Cache than Made In USA By : Brain Made in USA products is a means of investing in our forefather's vision of America. Buying Made in USA products means investing in our children's America. Buying Made in USA products means you want the producer to be concerned with environmental well-being. Buying Made in USA products means you are an ethical consumer. Seven Words You Cannot Say In Sales By : Daniel Sitter Our word choices and uses are important. They often convey our level of intelligence and understanding to others. This is critically important, especially in selling, where perception often means everything. Clear word choices lead to clear communication which in turn leads to satisfying relationships and greater business opportunities. Create an Irresistible Product Story That Works Every Time! By : RoiceKrueger We’ve looked at the power of the opportunity story in network marketing. Now let’s look at other crucial piece of the puzzle – the product story. The Telephone Was My Sales Tool Of Choice By : Lendmeadime Most sales people readily use the phone to obtain business. Once the customer is on the “books” the telephone becomes an unusable foreign object if their customer leaves a message and a return call has to be made. This is beyond my comprehension and I can guarantee this lack of response can affect your standard of living. Creating Effective Referral Relationships By : Daryl Logullo Relationships of all kinds are often perceived as very delicate things, that require extra effort to maintain. However, a referral relationship can also be something that can provide security and can also be long lasting despite many trials. 5 Top Tips For Being The Best Sales Person In The Team By : Belinda Stinson When a top entrepreneur is talking about what makes the best selling skills he has seen I stop and take note. Here are Gerry Harvey's tips for what makes a great salesperson. 7 Top Tips for Increasing Jewelry Sales in 2008 By : Belinda Stinson It is that time of year again when we start looking ahead for ways to increase the sales and profitability for the coming year for our businesses. Planning ahead for success brings the best results so for the best increases in sales in 2008 for your business here are seven handy hints to get you going. 7 Top Tips for Increasing Your Business Sales for 2008 By : Belinda Stinson So you want to increase your sales income for 2008 and are ready to make it happen. Here are 7 ways to boost your sales across the business. Attributes of a Successful Selling Strategy By : T. Detty If you want to be a successful Internet salesperson, there are many attributes to this process. You want to influence the buyer that your product is what they need. Three Mistakes That May Cost You Sales By : Jim Klein As you read every word of this article you will discover three common mistakes that may be costing you sales. However, I don't want you to feel like you are alone, or thats it's totally your fault. These are common mistakes made by many sales people due to the lack of proper sales training. Persuasive Arm Twisting By : Gary Crow "We have found that the most effective persuaders use language in a particular way. They supplement numerical data with examples, stories, metaphors, and analogies to make their positions come alive. That use of language paints a vivid word picture and, in doing so, lends a compelling and tangible quality to the persuader's point of view." - Jay Conger - Read about the real persuaders and the dedicated snake oil hucksters. Sales Skills that Strike Gold at Trade Shows By : Deborah Walker Don’t spend thousands on trade shows to get little or no sales! Learn the secrets of making trade shows work for you, and generate solid sales leads that will impact your entire fiscal year. Tuning Your Sales Pitch By : Jimmy Cox Since words and meaning conflict, and since one unit of tone is more convincing than, six hundred units of words, it is wise to make use of tones when working on making a sales pitch. Top 10 Things Needed in a Successful Direct Mail Campaign By : Rory Fatt There are 10 key elements to a successful direct mail campaign. Follow these, and you will have guaranteed success. How Designer Nursing Scrubs have Changed The Nursing Uniform By : Doctors and nurses have been looked upon as saviors for a long time. Patients look up to them as the care takers who can take them out of their tunnel of darkness and cure them of every disease. 4 Classic Cold Calling Mistakes By : Ari Galper I’d like to talk about 4 classic cold calling mistakes from the old traditional approach that will put you on the wrong path if you’re not careful. How to Thrive in a Down Real Estate market: A Different Mindset for Real Esate Salespeople By : Shelley Stile When the real estate market was booming, being a success was not the challenge it is today. It was almost easy. As in all things in life, it is not the good times that are a true indicator of either our character or our ability to succeed. It is the tough times that bring out our very best. Cold Calls - A New Way to Open By : Ari Galper Most of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Sales strategies do the exact same thing. There’s something about scripts and sales strategies -- it always shows. I call this "The Wall." The traditional cold calling approach, which has been taught by the sales gurus for years, involves immediately giving a pitch about who you are and what you have to offer. How Mortgage Loan Officers Can Convert Mortgage Leads Into Applications By : ameen kamadia By using simple follow up tactics, mortgage loan officers can turn more of their leads into mortgage applications. Top 10 Retail Location Tips to Make Your Retail Business Grab the Best Sales By : Belinda Stinson Tips to get you started on picking the right location for your retail business so you know what you're looking for - what are the risks to look out for with location and leases. Sorting vs. Selling, The Strategy That Will Set You Free By : Mike Dillard So many people looking to start a home business are under the impression that you have to become a door-to-door sales person, professional telemarketer, or a Mary Kay lady doing home meetings to make money. Wll wrong. (Well, unless you like to do that sort of thing). How Much is Fear Costing Your Sales? By : Jim Klein Learn how to overcome the fear that may be costing you sales. How to Stop Cold Calls from Feeling Intrusive - 4 key ways to be seen as helpful while cold calling By : Ari Galper Most people sense that cold calls are self-serving to the person calling. When our cold calls do not feel intrusive, people naturally are more open to talking with us. Focusing on being helpful takes us away from the traditional sales mindset. To be perceived as helpful, we must actually be helpful. Understand the Truth About Buyers to Increase Sales By : Laura Adams Understanding the truth about buyers - what they really want, despite what they may say they want - is the secret to increasing sales. Discover the 5 types of Customer Needs and the four 4 questions that you must answer for customers in order to sell them any product or service. How your friends destroy your marketing message. By : A lot of blood, sweat, and tears goes into crafting your 'elevator speech' (I hate that term). You've probably agonized over it, striving to catch just the right tone and wording. Finally, you're (hopefully) finished. For the final blessing, you turn to your friends and colleagues, and test it out. They respond: "That's great! I love it. Go for it." They've just killed you with kindness. How To Promote And Sell Any Product By : Michael Laleye There are many strategies you can use to promote and sell your products to the market. But the challenge lies in choosing the best method for your particular product and service to be recognized and sold. The first thing you should realize... Five Ways To Help Your Customers Spend More By : Scott Oliver It's simple to make your customers spend more on your website. All you need to know is that customers value freebies, discounts, ease of shopping, and personal attention. Four Deadly Marketing Sins – And How You Can Thrive In Any Economy By : Dr. Enigma Valdez, C.H. In a sea of marketing books and experts, there are certain sins that nine out of every ten business owners continues to make. The most amazing part of it all, is that they are convinced that their marketing is great. They expect their phones to be ringing off the hook. Fat chance. How to Build Great Relationships through Cold Calling By : Ari Galper Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We’re real people talking about real things. This artificial role puts a great stress on us, and sabotages our cold calling conversations. Building relationships humanize our cold calling conversations -- and ourselves. Cold calling conversations become more natural. Gatekeepers Are No Trouble Anymore By : If you can't get past the gatekeeper, it's probably your own fault. Learn a simple 3-step approach that puts the gatekeepers who control executive access on your side. How to Sell Value Instead of Price By : Often sellers think they're selling value when they're not. Some clues are confused and frustrated buyers who attack price. Use this simple three-step process to sell value when the prospect wants to buy price. The PowerPoint Dozen Dare By : Paul Johnson Long PowerPoint presentations are sabotaging your sales. Learn an approach that will enable you to sell anything in twelve slides, or less. Sales Commissions Earned By : Daniel Sitter As a career salesperson, I have strong feelings about commissions and an important message to all business owners who utilize salespeople to penetrate new markets and grow the customer base. Here is my recipe for a win-win pay-plan that works well for both the business owner and salesperson alike. Is Your Attitude Around Selling Costing You? By : Lynette Chartier Just a few years ago, I could not of imagined for the life of me, that one day I would come to understand the whole sales process and choose to embrace it, in a network marketing business opportunity. Do You Hate Calling Your Pospects By : Chantell Dayes So you have a lead, a contact, someone who expressed interest in your business. Now it’s your turn to contact him or her to see if there’s a fit and to provide some more information about what it is that you do. But all of a sudden a feeling of angst overwhelms you and you... B2B Sales Leadership: How to Motivate Your Sales Team to Achieve Next-Level Selling By : Paul Cherry Her name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running. Frankly, it bugged me. Why should Solitaire Cindy game her day away while I busted my hump in my job, along with my fellow employees? I asked her manager how she felt about that. She sighed, "For what we pay Cindy, she does a decent job, so she's earned the right to futz around." Selling Your Business: How to Find Buyers So You Can Maximize Your Exit By : Harvey Zemmel As an entrepreneur you've put your blood, sweat and tears into building your business. You've worked 60, 70 or even 80 to 90+ hours per week trying to get new clients and retain them so you can increase your revenues. Sooner or later you'll consider selling your business along with all its worries and responsibilities. You'll fantasize about living the rest of your life in an exotic tropical paradise. Call-Killing Phrases By : Wendy Weiss How often have you started a call to a friend, family member or business associate with the phrase, “How are you?” I’m willing to bet the answer is a lot. I know I say it frequently. It’s commonly used as a greeting, as a “hello.” Appointment setters boosting sales activities through higher productivity By : Ron Packer Many companies today are turning to outsourced appointment setters to enhance their sales efficiency. Instead of having the marketing team to make cold calls, appointment setters can help the sales representatives to arrange an agreeable time with the client to meet at home or at the office. Trading Scrap Metal Online By : Gunaseelan Trading scrap metal might not sound like the most glamorous of vocations, but many a fortune has been built on the back of other people’s throwaway matter. How to Elevate Your Level of Enthusiasm By : Richard Cannon You can elevate your enthusiasm for higher sales productivity and job satisfaction. Secrets to Wholesale Dropship By : Jasmine Starr When it comes to starting a home based business one of the easiest ways is to use wholesale dropship products. However with all the clutter that surrounds the industry, its best to know what you're getting into before you spend your hard earned money and make the mistakes many others have made. Know Your Show, Know Your Market By : Lowell Nickens What are the current trends in the Trade Show Industry and what will your success largely hinge upon. Sales Motivation and the Role of Leadership By : James V Chapman Leadership is Motivation, the Leader is a Motivator How to motivate your sales teams to be more successful by providing the essential role of leadership. If you follow this step by step advice, on how to motivate your sales people, you will have a sales team that will do almost anything for you and they will work harder with you to succeed. What Is An Autoresponder...And Why Does Every Mortgage Professional Need One? By : Tom Domin An autoresponder also known as a mailbot, an automatic email, or email on demand system...is designed for handling a high volume of out-going email. This article explains all... The True Secrets Of Selling By : Thom Scott Scott Learn the secret to consistently have stellar sales success. Never again worry about where your next prospect or sale will come from. You will have the power to generate prospects from thin air. I Just Received Nine Mortgage Calls From Wal-Mart By : Tom Domin Three or four times a year I pull the following little origination tip out of my bag and go for it. This article explains all... Do You Sell? By : Alvin Day Have you ever had a prospect tell you how much they need your product or service and yet still refuse to buy? Find the missing link your prospects require in between needing your product or service and actually taking action. 9 Unusual Ways To Use Postcards In Your Mortgage Business By : Tom Domin Traditionally, we use postcards in our mortgage business to pass along holiday greetings, reminders, and general information. Here are a few unusual ways you can use postcards in your mortgage business... Business Networking For Stronger Sales By : Kevin Sinclair Every business depends on networking between employees and other stakeholders in the company to accomplish the goals of management. To be effective in a small business, you have to take a look at the way a corporation builds its network of clients and recruits their employees. Are You Trying to Sell Me Something? By : Jim Klein Are you doing everything you can to get your product or service in the hands of those who need it? Your Mortgage Tagline...Is It Workin For Ya Or Agin Ya? By : Tom Domin The most successful companies in the world choose words carefully when they create their advertising taglines. You can learn from their advertising strategy and experience. This article explains all... Are You Obnoxious? By : Alvin Day People not only do business with people they know, they do business with people they like. How do your prospects feel about you? How To Find First Time Home Buyers...Your Never Ending Supply Of Mortgage Prospects By : Tom Domin Regardless of the "doom and gloom" mortgage stuff that is being publicized these days, the first time home buyer market just doesn't waiver very much. This article explains all... Improve Your Mortgage Business...Make Yourself Available By : Tom Domin The idea of being accessible might be a little disarming for many of you, but it is one of the best and easiest things you can do to grow your mortgage business. This article explains all... Realtor Referrals - A Mortgage Marketing Strategy That Works By : Shane Brooks The mortgage industry today is jam packed with all sorts of incomplete, outdated, and/or ineffective strategies for todays mortgage professionals. realtor referrals is by far the most effective mortgage marketing strategy that exists and will stand the test of time no matter what state the market happens to be in at the time. The trick is knowing how to get these referrals, and knowing which realtors to work with. How To Set Up A Totally Free Direct Mail Program For Your Mortgage Business By : Tom Domin This super simple idea will actually allow you to mail 500 or 1,000 or 10,000 or even more...postcards and/or fliers each week for free. This article explains all... A Powerful Influencer By : Alvin Day Learn how to gain influence over your prospects’ decisions by mastering important elements of persuasion. The Best Way To Increase Online Sales By : Stephan Smith When it comes to selling online, there is nothing better than finding out that you have tons of orders to fulfill. It just means more business, more revenue, more profits. But if you’re ready to grow your Internet business, one of the biggest questions you may have is, "What’s the best way to increase online sales?" This is a question commonly asked by many online business owners, though the answer is as obvious , its not always easily achieved. Print Advertising... The Forgotten Direct Sales Income Generator By : Kevin Sinclair Over the years, the Internet has become the primary means of trying to sell products, services, or information for many marketers and businesses. However, as popular as the Internet is, it still may not be the most profitable way to advertise or sell. Are You Receiving Your Daily Free Mortgage Marketing Lessons? By : Tom Domin Did you know that you have access to a series of free marketing lessons delivered to your postal mailbox and your email inbox every single day of the year? This article explains all... 10 Spring Cleaning Tips For Mortgage Professionals By : Tom Domin Spring is the time to clean out all of out-dated tools, procedures and systems that you use to generate mortgage business. This article explains all... Bulletin Boards And Mortgage Marketing...A Perfect Match By : Tom Domin Yes, I love bulletin boards. I'm referring to those old fashion "cork boards" that in order to post notices require the use of push pins, thumb tacks or even staples (a bulletin board no no). This article explains all... Put That Phone Down, Quit Cold Calling, and REALLY Start Prospecting By : Tim Hagen Cold calling is a tough job in the sales world. Sales people typically do not like to cold call nor do customers like receiving them. There are internet based services that brings customers and sellers together comfortably. How to Make Sure Your Customer Never Says NO By : Robert Greenshields How important are the questions you ask your customers and the words you use when you speak to them? It turns out they make a huge difference. Discover how one legendary marketing expert used 'word laboratories' to find the best words to use and how they had a major impact on sales.
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