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    Digital Islam: A Sales Case Study

    Digital Islam: A Sales Case Study
    Brown Shoe Company, a $2.3bn (pound 1.5bn) US retailer, began to review its digital advertising last year. It wanted something more adventurous than banner ads to reach new audiences and markets. "We've been in the process of experimenting for some time with various forms of digital campaigns and advertising, achieving variable returns," says Kevin Smith, Brown Shoe's affiliate marketing and business ...
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    Your Sales Technique

    How savvy are you as a salesperson? Do you act and talk like every other rep out there, or have you found ways to distinguish yourself? Insurance salesperson Carol recalls blindly using an old technique that resulted in her failure. Here's her story: The sales call started out smoothly. I had generated a good lead and called on the company to ...
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    6 Beliefs That Can Impact Your Performance

    6 Beliefs That Can Impact Your Performance
    Performance has many components: For example, activities and abilities are typically what many organizations focus on. Yet beneath the surface, our beliefs about ourselves, our customers, or our job can either help or hinder our performance. You may have heard the expression, “Whatever you believe you can do, you will and whatever you believe you can’t do, you won’t.” It’s as ...
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    Sales Managers Must Manage People, Not Just Sales

    Sales Managers Must Manage People, Not Just Sales
    Why is moving from a job in sales to sales management so difficult? Why do some salespeople excel at selling but fail at managing sales staff? While the principles within the field are the same, the overall skills you need to succeed are very different, says Tony Alessandra, a professional speaker who wrote several books on sales management. Alessandra explains that ...
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    What Does Your Business Card Say About You?

    What Does Your Business Card Say About You?
    Of the four business meetings I have held so far this week; only in one case was the other person able to produce an up to date and informative business card, despite the fact that they were all very senior executives As I have said on numerous occasions, a common (and often overlooked) image feature for every would-be business professional, is ...
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    Overcoming 4 Common Cold Call Objections

    “I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out loud but that’s what you need to think to ...
    Rated: +2
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    Wrong Clothes? No Close

    Wrong Clothes? No Close
    You're taught to plan for success, but how well do you plan for failure? Bill is now a highly successful sales trainer whose clients fly him around the US to coach their reps. But he wasn't always so competent. Here's his story about dressing for an interview: As a rookie rep, I was extremely proud to land an appointment with an ...
    Rated: +15
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    Strategic Selling Begins and Ends In The Boardroom

    Strategic Selling Begins and Ends In The Boardroom
    In most industries to-day, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO’s or managing directors of those top companies, which logically means that there are maybe 500 customers for a million sellers. With such intense competition, conventional approaches are not equal to the challenge. Salespeople need to develop strategies that ...
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    The Sales Person's Kryptonite: the RFP

    The Sales Person's Kryptonite: the RFP
    RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power! Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded Request for Proposal. An RFP process doesn’t have to ...
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    Dice Mogul

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    The Don Quixote Approach To Opportunity Assessment

     The Don Quixote Approach To Opportunity Assessment
    Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and earn the respect of the more experienced and successful members of the team, it is difficult to ...
    Rated: +6
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    To Succeed, 3 Simple Words

    If you take a short click trip over to Amazon and search the word ‘sales’ in books, you’ll find over 630,000 books on sales currently listed. Those hundreds of thousand books are made up of words-billions and billions of words - that make up thousands and thousands of concepts. And certain concepts and words are encountered over and over again: prospecting, ...
    Rated: +2
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    Get Your Customers to Pay Up

    Get Your Customers to Pay Up
    For most small business owners, dealing with deadbeat customers comes with the territory. You want every sale you can get. However, a sale isn’t much good if you’re not paid. Given the sputtering economy, a growing number of clients or customers may decide to either delay payment or skip it altogether. However, there are ways you can cut the risk of ...
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    Pitching a Local Product That Really Cleans Up

    Pitching a Local Product That Really Cleans Up
    There is a reason why a good pitchman for Quick 'n Brite, a family-owned Mountlake Terrace firm, can make upward of $100 an hour at a fair or home show. Human nature cannot resist a good salesman. That's why those Billy Mays infomercials are still being aired four months after his untimely death. Quick 'n Brite first was hawked at local ...
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    Best Airlines for Business Travel

    The recession turned practically every carrier into a low fare airline; fancy flying was one of the first items chopped from businesses budgets. But the economy is finally turning around. And in an effort to bounce back from billion dollar losses, airlines are offering all kinds of extras to woo corporate fliers. So which perks would persuade you to pick one ...
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    5 Ways to Get and Stay Organized

    5 Ways to Get and Stay Organized
    Getting organized is on many a busy professional’s to-do list. But once you’ve set up systems to tame the clutter, staying organized can be a continual challenge. “You are always going in 10 different directions,” says admin-turned-author Jamie Novak, who wrote 1,000 Best Quick and Easy Organizing Secrets. “You are interrupted often, plus you need to keep everything at your fingertips, ...
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    The 4 Types of Buyers

    According to Merrill and Reid there are four personality types or social styles – Analyticals, Drivers, Expressives and Amiables – and all four have their own unique approach to business, their own language and thought processes etc. As a consequence, the very best sales professionals have become adept at recognizing which personality they are dealing with and adapt their approach and ...
    Rated: +1
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    What Screamers Lack: The Art of Persuasion

    What Screamers Lack: The Art of Persuasion
    We are living in a time when honest discussion is often drowned out by the noise of partisan cheerleading. More and more, cable TV shows, blogs, radio stations, Web sites and magazines exist to openly advocate a political agenda, ideology, candidate or product. Journalistic institutions are in decline, and many professional reporters are looking for new careers. As an old reporter ...
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    Sell in the Zone

    Sell in the Zone
    What is selling like when you are at your very best? How do you feel? How do you behave? How do your customers react? I asked a group of high tech salespeople and field service engineers those questions at an Orlando seminar. Here are some of their replies: h4. When I'm at my best, I: • Feel connected with the ...
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    Something Strange Happening in Sales

    Something Strange Happening in Sales
    That nasty, predictable objection doesn’t have the same old sting it used to have. You know the objection most of us think is a not-so-subtle-brush-off. The one stated by the gatekeepers who cut us off mid-sentence saying, “Could you send him something in writing?” It’s strange how one day a phrase can sound so negative. Then, with one teeny, tiny change ...
    Rated: +9