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  • +1

    Always Ask: What Can Go Wrong?

    Always Ask: What Can Go Wrong?
    When Jack Welch was chairman of General Electric, he would regularly ask the top managers in the company's 14 major businesses a series of questions about the global competition. These questions are worth sharing. What are your global market dynamics today, and where will they be over the next several years? What actions have your competitors taken in the last three ...
    Rated: +1
  • +2

    Business Etiquette 101

    Introductions The proper way to make an introduction is to introduce a lower-ranking person to a higher-ranking person. For example, if your CEO is Mrs. Jones and you are introducing administrative assistant Jane Smith to her, the correct introduction would be "Mrs. Jones, I'd like you to meet Jane Smith." If you forget a person's name while making an introduction, don't ...
    Rated: +2
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    Social Networking vs. Real-World Networking

    Social Networking vs. Real-World Networking
    I love Social Media and Social Networking! In my audiences where I speak, I see more and more serious business people are devoting time, money and effort to learn how to use these tools. Social Networking tools provide the ability to connect with others in ways that we never would otherwise. By using Twitter, I have connected with people that I ...
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    The Dirty Secret of Selling

    The Dirty Secret of Selling
    How often have you heard the hype that if you just buy this list of prospects your problems will be solved, or if you’ll just get this book, pay $899 for this sales ‘secret,’ or use this sales system you’ll only have to work three days a week? How many websites have you gone to that have a never ending sales ...
    Rated: +1
  • +4

    All Customers Ever Want Are The Five Rights, Preferably In Order

    Handling any sort of conflict requires you to draw on all your resources, your communication skills in particular. The reality is that we all have many communication skills but don’t always use them effectively and certainly do not take the opportunity to improve them as often as we should. We relate to people on two levels: Consciously: when we carefully select ...
    Rated: +4
  • +40

    11 Stupidest Writing Mistakes

    11 Stupidest Writing Mistakes
    Professional writers often worry that their work is unnecessary. After all, can't anyone with even a basic education write? The answer: no, they can't. Even college graduates don't seem to be learning composition basics. Of course not everyone is going to be the next Mark Twain, but career success does depend on not looking stupid. Sure, some clients, coworkers, or resume ...
    Rated: +40
  • +2

    5 Closing Questions You Must Be Asking

    5 Closing Questions You Must Be Asking
    I get a lot of Ezine topic requests each week. The majority of them are requests for different questioning techniques to use during the qualification stage. I’m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers. I've written many feature articles over the years that address these kinds of questions, ...
    Rated: +2
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    Hired: Dress for Success; Make a Lasting Impression

    Hired: Dress for Success; Make a  Lasting Impression
    To land a job these days, prospective job seekers need more than an impressive resume. Their dress and image need to mirror their credentials. Dick Lerner, a certified wardrobe consultant and certified custom clothier, points out, "An investment in an appropriate wardrobe is an investment in career success." In his book, "Dress Like the Big Fish: How To Achieve the Image ...
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    Writing Mistakes that Make You Look Dumb

    Constipated Clauses Reporting on the feats and foibles of the Red Sox, a writer for South Coast Today notes: "It goes without saying that these exploits take a tremendous amount of skill." If it "goes without saying" then don't say it. If it doesn't, in fact, go without saying, then don't say it does. "Obviously, the sky is blue." Putting ...
    Rated: +6
  • +7

    The Two Most Powerful Words in Sales

    So, the title pulled you in because you think that someone has found a new formula for water…that there are two words that you can say that will skyrocket your revenue and commissions. The title referred to these words as "powerful" so they must be new, since you haven't heard them before. Perhaps, these words are a deceptive trick that hypnotizes ...
    Rated: +7
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    Tweeting Isn't Just for Birds

    Tweeting Isn't Just for Birds
    Facebook, MySpace, Twitter, Bebo, Linkedln, YouTube - how many of these inescapable social media platforms have you signed up to? One or two, perhaps? Unfortunately, this is simply not good enough. Because far from being the waste of time you perhaps berate your staff or your teenage children for perusing endlessly, social networks are actually an innovative way of bringing benefits ...
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    Making Sense of IT All

    Making Sense of IT All
    We live in an age when vast seas of information can drown any enterprise. Lost revenue, poorly managed expenses, lost confidence, compliance problems and customer dissatisfaction are some of the outcomes of this information overload. In the face of such pressures, governance over enterprise information assets is no longer a luxury - it is a necessity. To support decision-making, companies today ...
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    5 Steps To Get Business Today – And One To Avoid At All Costs

    You need more business! We’ve heard it loud and clear. In today’s economy many are struggling, but there are some who are doing very well. The key is the principles which one applies. Here are some important steps you can take right now to generate more business — and one to avoid at all costs. Apply these principles and notice how ...
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    Turn Prospecting Rejection Into Future Sales Opportunities

    Turn Prospecting Rejection Into Future Sales Opportunities
    Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in turning rejection into a sale. Unfortunately those instances are rare - ½% - 1%. Prospecting rejection ...
    Rated: +2
  • +5

    9 Ways to Create a Positive Customer Experience

    Success in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: 1. Love what you sell, the company you work for and the customers you serve. If ...
    Rated: +5
  • +1

    The Networking Expert's Checklist

    The Networking Expert's Checklist
    Networking, networking, networking. We’ve all heard about it and we’re sure you’re all doing it — but are you doing it right? Trying to develop job leads and new business contacts the wrong way can be just as damaging as not trying at all, if not worse. You want to (net)work smart, not hard, so make sure you’re making all the ...
    Rated: +1
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    Video Over PowerPoint?

    Video Over PowerPoint?
    Technology Tools By Collinge, Justin With the advent of LCD projectors, video was poised to become the next big thing. Alongside PowerPoint, it was expected to be a natural and pervasive part of the training environment. Yet it doesn't seem to have quite made it. Oh, it is there, it's just not quite the resource people want it to be. I ...
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    Buyers Avoid Pushy Salespeople

    Buyers Avoid Pushy Salespeople
    Dave Wedzina detests pushy salespeople. Like many of today's shoppers, the Lackawanna man likes to do his own research and make his own purchasing choices. Sure, he wants a sales associate to be around if he has questions, but he doesn't like feeling "sold to." "I want them to say, 'If you need any assistance, my name is Fred,' not 'I've ...
    Rated: +1
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    Demystifying the Rules of Networking

    Demystifying the Rules of Networking
    If you've ever read a book on job-hunting, you've probably encountered a statistic that says 80-85% of job offers come through networking. Personal contact, it seems, is essential to getting a new position. But despite the numbers, many job-seekers remain in resume-overdrive, or try to click their way to a new career. "Our culture tends to act as though we all ...
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    Social Media Networking: The New Frontier for Interacting With Customers

    Social Media Networking: The New Frontier for Interacting With Customers
    The marketing experts tell us that there are three steps to getting our customers to act to choose us - think, feel, and do. Last month, we discussed some of the items that develop the "think" component, making people aware of your company. We stressed the importance of the basics in getting your Web site to best represent your company and ...