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  • +4

    How to Put an End to Voice Mail Jail

    How to Put an End to Voice Mail Jail
    As you prospect, do you long for a real live person to answer your phone calls? Are the phrases, “I’m not able to answer your call in person right now …” “I’m in a meeting right now or talking with another client …” and “If you want help with this, please press #2, #1, …” starting to wear on your last ...
    Rated: +4
  • +4

    Learn to Let It Go -- Or Lose The Sale

    Learn to Let It Go -- Or Lose The Sale
    Denise and I were getting ready to wrap up our weekly coaching call. She’s been a salesperson for about 18 years and recently took a new position in media sales. I sensed there was something going on with Denise that was getting in her way; some limiting or dangerous thinking that was sabotaging her selling efforts without her even knowing it. ...
    Rated: +4
  • +3

    How To: Effective Market Research

    How To: Effective Market Research
    Every small business owner-manager must ask the following questions to devise effective marketing strategies: Who are my customers and potential customers? What kind of people are they? Where do they live? Can and will they buy? Am I offering the kinds of goods or services they want at the best place, at the best time, and in the right amounts? Are ...
    Rated: +3
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    7 Ways to Succeed in the New Economy

    It’s a different market out there today from the one that many of us have known for the last several years. There’s no disputing that this new economy presents plenty of challenges, and yet by adopting the right approach, it’s also an opportunity for sales professionals to actually thrive...even in a tough market. The secret to success in sales today isn’t ...
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    4 Grammar/Spelling Pitfalls to Avoid

    4 Grammar/Spelling Pitfalls to Avoid
    It’s hard enough to come up with the right words to sell yourself in a resume or cover letter, without the English language tripping you up. One little mistake in spelling or grammar can ruin an entire resume or cover letter. It’s not easy to remember all the rules of the English language. So here’s a little cheat sheet to help ...
    Rated: +8
  • +3

    Horror Stories: Impressions That Failed to Impress

    Horror Stories: Impressions That Failed to Impress
    A great sales truism is that you never get a second chance to make a good first impression. Fortunately, as these Monster members learned, it is possible to make a sale despite a lousy first impression. h4. Facing Disaster Could you meet your clients the way Monster member tim_lex had to? My new company stressed professional appearance. After three weeks on ...
    Rated: +3
  • +10

    We Never Learned to Sell in School

    We Never Learned to Sell in School
    At a recent meeting attended by more than 50 salespeople and sales managers, the speaker asked this question: “If your children were choosing a profession, would you recommend that they choose sales?” Not one hand was raised. There’s the problem. Selling is not viewed as a profession—it’s not something we suggest our children do. It’s definitely not what we learned in ...
    Rated: +10
  • +3

    7 Ways to Guarantee Your New Offering Flops

    7 Ways to Guarantee Your New Offering Flops
    New products and services are the lifeblood of organizations. The sales force eagerly awaits their arrival, hoping for a short-term competitive edge in a cut-throat marketplace. Yet when new products or services are launched, many sellers become their own worst enemy. They make these seven critical mistakes that slow down or even totally derail their best sales efforts. h4. Mistake 1: ...
    Rated: +3
  • +2

    Succeed in the New Economy: Be Shrewd and Creative about Who You Target

    No one could hit a baseball the way hall-of-famer Ted Williams could. He knew there was a lot more to becoming a home-run champ than just swinging hard at every pitch. “To be a good hitter,” Williams once said, “you've got to get a good ball to hit.” Here’s a lesson in there for all of us as sales professionals to ...
    Rated: +2
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    Horror Stories: Involve Your Prospect in Your Sales Presentation

    Horror Stories: Involve Your Prospect in Your Sales Presentation
    In this horror story, rookie telecom rep Joe learns the hard way that it takes more than encyclopedic product knowledge to land the sale. Here's Joe's story: I was about to go on the first sales call of my life, and I was terrified! As a customer service rep for a company that sold telephone systems, I'd taken a call from ...
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    4 Ways to Connect Emotionally

    4 Ways to Connect Emotionally By Colleen Francis It’s no secret that lasting success in sales, no matter what kind of market you’re working in, relies on building and maintaining long-term business relationships with your clients. Indeed, most of us get plenty of advice on activities we can do to help make that happen—from follow-up calls to thank-you notes. As a ...
    Rated: +1
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    8 Signs of a Selfish Boss

    8 Signs of a Selfish Boss
    If you've ever worked in an office environment, you've probably dealt with some breed of bad boss. Micromanagers, control freaks, and selfish tyrants lurk at all levels of organizations, their destructive powers wreaking havoc in the workplace. In fact, employee-employer relations are major stressors for even the savviest professionals. According to a Gallup poll, supervisor problems surpass most other areas of ...
    Rated: +1
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    Learn from No: How to Turn a Negative Reaction into a Positive One

    Learn from No: How to Turn a Negative Reaction into a Positive One
    "No" is unpleasant. It's frustrating, it's demoralizing, it's downright annoying. It's also inevitable if you have a career in sales. You're going to hear it at some time or another, and though that initial sting might get you every time, there are ways to make "no" work in your favor. It doesn't have to resound endlessly in your mind and undercut ...
    Rated: +1
  • +12

    20% of Sales Persons Tell This Lame Lie

    20% of Sales Persons Tell This Lame Lie
    Yeah, yeah, smatterings of sales trainers see fit to advise audiences to incorporate one of these lame lies into their sales presentations. A very few high dollar sales professionals will tell one occasionally. Even you may be tempted to respond like this every once in a great while. What are the seemingly harmless white lies they tell? How about this one ...
    Rated: +12
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    Be Real And Grow Your Business

    Be Real And Grow Your Business
    Today we are overwhelmed with fake. We see fake Rolex watches, fake Mont Blanc pens and even fake body parts (we won’t go there right now!). Yikes! In business it is almost at an epidemic level. We see way too many people touting the hype of their business and no substance. I’ve seen way too many Internet Marketers whose “free teleseminar” ...
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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 ...
  • +2

    Master the Sales Cycle in Seven Steps

    1. Identify Sales Prospects The cycle begins with identifying target prospects, says Alan Rigg, president of consulting firm 80/20 Sales Performance. You have about 30 seconds to grab the prospect’s attention so they’ll give you two or three minutes of their time. “Prospects don’t sit by the phone hoping salespeople will call,” Rigg says. “You have to be compelling enough to ...
    Rated: +2
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    When the Going Gets Tough, Go Back to Basics

    Two things are on my mind this month. The first is surviving in a tough market. The second is an unexpected sales reminder that I experienced on my recent trip to South Africa. Surviving in a Tough Market What goes up must inevitably come down, although none of us likes to believe that truism when we're up in the clouds. But ...
  • +3

    Good Customer Relations: Why Try?

    Good Customer Relations: Why Try?
    “Why should I be nice to someone who is yelling at me?” says one of your people. Well, that is not an unreasonable question. Let’s try to understand the psychology of people who grumble - or worse, complain. Believe it: For most people (apart from a psychotic few), complaining is a very stressful thing to do. Apart from whether the problem ...
    Rated: +3
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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, ...