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    Technology Transforms Real Estate

    Technology Transforms Real Estate
    The Internet and mobile technologies are transforming the lives of real estate professionals by challenging long-held assumptions about the business. A new generation of agents is eager to find an advantage from their familiarity and comfort with MP3 players, online video and other staples of the digital age. Today's agents tote Treos and tablet PCs. They buy specialized software packages to ...
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    Relocate Your Real Estate Career

    Relocate Your Real Estate Career
    Real estate is a people business. So what happens when a real estate agent moves to a new city as a trailing spouse or because the weather is better? The bad news: You start over again. The good news: It's easier the second time around. Just ask Mark Riley, a high-end property specialist in Cincinnati. Several years ago, he decided to ...
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    Not All Business is Good Business

    Not All Business is Good Business
    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 ...
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    Ace the First 2 Minutes of Your Sales Meeting

    Ace the First 2 Minutes of Your Sales Meeting
    When you control the meeting's focus, you control the meeting. During the first two minutes, you want the meeting's focus to be the prospect's problem, not you and your product. We live in the Age of Interruptions. The typical businessperson experiences 170 to 190 interactions per day. These interactions include voice mail, email, faxes, pages, hallway conversations and the dreaded "got ...
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    Thrive in a Difficult Work Environment

    Thrive in a Difficult Work Environment
    Julie Jaqua has found herself in a rare situation: She and her coworkers love going to work each day at GCI Group, a public relations agency in Los Angeles. "The environment is warm and friendly, yet professional," she says. "Even as an intern, everyone treated me with tremendous respect. This creates such a wonderful environment that even with the stress and ...
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    5 Ways to Increase Sales in the New Year

    It’s 2010! And in honor of the new decade I thought we could start of the year with a top 5 list. You might notice that the entire list is focused on the front end of the sales cycle. Specifically targeting, prospecting and calling net-new leads. That’s because in order to make sales, you have to have more leads and ...
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    6 Ways to Avoid Killing Workplace Productivity

    6 Ways to Avoid Killing Workplace Productivity
    In an attempt to increase morale and productivity, organizations will attempt anything. I recently read an article in The Wall Street Journal about how to liven up boring meetings. Leaders allowed crayons and water pistols for creating productivity. Such rote behavior is meant for recess, not productivity. The problem with organizations today is leaders that cannot lead and workers that have ...
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    Looking to Start a Business? Now is a Good Time

    Looking to Start a Business? Now is a Good Time
    As we move into the winter months, and the economy is slowing coming out of its "economic winter," one only need look around to see that one person's recession is another's great buying opportunity. That is especially true if you are in planning and buying mode for your start-up. Few times in recent memory have been as kind to buyers of ...
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    Our Brains are Wired for Fairness

    Our Brains are Wired for Fairness
    Play this game with me: I have $100 that is owed to both of us. We're going to split it between us and I get to decide how. You get to decide whether to accept my offer -- but you cannot make any adjustments or comment on it. If you accept, we split the money as I suggested. If you decline, ...
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    Love Your Job? You're One of the Few

    Love Your Job? You're One of the Few
    Think working folks are happy to have a job - ANY job - in this miserable economy? Think again. The number of Americans who reported being happy with their careers dropped to an all-time low - 45 percent - in a new survey that found people are more miserable than ever in nearly every aspect of their work lives. Job satisfaction ...
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    Begin The Year By Consolidating What You Already Have

    Begin The Year By Consolidating What You Already Have
    So here we go: For most people it will be the first week, of the first month, of the first quarter, of a brand new trading year, and we really do need to get into gear early and go for it from day one. Hopefully you will have conducted your own personal audit? No? You might want to, because you really ...
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    A New Year: Turn the Possible into the Actual

    A New Year: Turn the Possible into the Actual
    It's not only the start of a new business year but a new decade as well. Whether you’re a top producer or on the bottom of your company’s sales board, whether you‘re an old pro or fresh out of school, you start today, this year, this decade with the opportunity to create a completely new future. Maybe 2009 wasn’t what you ...
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    Ten Career Resolutions for 2010

    Ten Career Resolutions for 2010
    Like the old saying, "Today is the first day of the rest of your life," it's never a bad time to start moving your career in a better direction. Here are 10 New Year's resolutions to help. Pay Attention in Class Treat every workday like a school day. Be sure you learn something and use it to make yourself more productive. ...
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    9 Quick Fixes To Re-align your Sales Tactics

    Study after study has told us that only about 20 percent of all sales people are top performers, meaning they regularly close at least half of their qualified prospects. Similarly, about 20 percent of the sales force are either underperformers, brand new or on their way out. This means that the considerable majority of sales people - roughly 60 percent ...
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    7 Common Myths of Sales

    7 Common Myths of Sales
    With over 27 years in the field of selling, Stevens Consulting Group has encountered numerous selling myths. Many are so focused on closing sales but fail to avoid many of the trappings of ridiculous behavior. As I have stated in many of my posts, 92 percent of professionals lack a process in which to conduct relationships that affect business. So many ...
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    Secrets of Lead Generation

    Secrets of Lead Generation
    Peter Drucker once stated that there is only one reason for any organization to be in business - the customer. CEO’s and entrepreneurs currently conduct myriads of activity to generate prospective clients. Organizations must function to create and develop customer relationships. Prosperous issues include sales promotions, direct mail, even cold calling. The practical issue is not the generation of leads; it ...
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    Why Sales People Lie to Their Clients

    Why Sales People Lie to Their Clients
    Ask most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest." Those of us who work in sales and know ourselves to be fine, upstanding people may wonder exactly what we ever did to earn such an enviable ...
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    Promoting Your Top Sales Person to Management

    Promoting Your Top Sales Person to Management
    Before moving your top sales person into sales management, there are some key considerations. Early Greek mythology tells tales of sailors lured by Sirens. Their sweet music mesmerized the sailors and led them to believe that the illusion was reality. Ultimately, those sailors who blindly followed the tunes crashed their ships on the rocks and their boats sank. Sirens lure business ...
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    Be Prepared: Sales Trends for 2010

    Be Prepared: Sales Trends for 2010
    The New Year is only twenty days away and already the anxiety and excitement is building. As many seek refuge from the negativity of the media, others look ahead to new beginnings. We are moving toward a pre-boom economy and selling professionals and managers will need to be more efficient and more productive next year. Here are some of the areas ...
    Rated: +2
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    Tis the Season to be Nice to Your Clients

    Tis the Season to be Nice to Your Clients
    At this time of year it’s time to focus on giving more of yourself to your clients rather than just trying to close sales. Actually … come to think about it, that’s a good strategy any time of year! As a sales trainer, I’m a big believer in the focusing on basics. Never mind the elaborate “selling systems” or prefab scripts ...