Sales Tips >> Browse Articles

Browse Sales Tips Articles

  • +1

    Mine Missed Sales Opportunities: Find a Silver Lining in the Dark Cloud of a Lost Sale

    Mine Missed Sales Opportunities: Find a Silver Lining in the Dark Cloud of a Lost Sale
    You’ve put in hours researching this account’s unique challenges, crafted a solution that perfectly addresses those needs, honed your approach and delivered a top-notch presentation. Now, finally, the decision is in — and you lost the sale. Before you tear out your hair, rend your garments and hurl your laptop out the window, remember that all is not necessarily lost. Professional ...
    Rated: +1
  • +7

    How to Achieve Sustained Sales Growth

    How to Achieve Sustained Sales Growth
    In his book 'Fundamentals of Selling', Charles Futrell identifies careful use of selling time as perhaps the distinguishing characteristic of the successful salesperson. Frequently there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply are not doing enough. What is enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls ...
    Rated: +7
  • +3

    A Great Selling Month Can Be a Matter of Perception

    A Great Selling Month Can Be a Matter of Perception
    Ahh, the holidays. A time for festivities. A time for vacation. A time for family. A time to relax, enjoy and reflect upon the year and your accomplishments. It is also a time when many businesses prepare for slow sales and a fall in performance and production. This is the time of the year when sales and appointments slow down and ...
    Rated: +3
  • +1

    6 Ways to Bring a Dead Contact Back to Life

    You are ready for a spectacular year. The resolution has been made to strengthen your business relationships, attract more customers and advance your career. You began reviewing the list of prospects who said “No” to you in the past. Sure, they may have turned you down before, but you know that change occurs throughout the year - in the economy, in ...
    Rated: +1
  • Rate

    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 ...
  • +1

    How to Tie a Tie: A Step - by - Step Video

    You may think you know how to knot a tie-but unless you can get the perfect dimple every time, you'll want the help of this step-by-step video. See More Articles on Fashion & Professional Attire
    Rated: +1
  • +5

    Don’t Sell Like You Buy

    Don’t Sell Like You Buy
    I was almost at the end of the keynote I was delivering to an audience of Internet Service Providers in Florida. As I bring the program to its natural conclusion, I let the audience know that I will open the floor to them to answer any questions they may have. Several hands went up. The third person I called on made ...
    Rated: +5
  • +5

    Negotiating Can Be a Bit Like Poker: Know When to Hold 'Em

    Negotiating Can Be a Bit Like Poker: Know When to Hold 'Em
    Negotiating effectively with a prospective employer is a little like winning at poker. Both necessitate that you play your cards close to the vest, maintain a poker face, know when to hold and know when to fold. Just don't take the poker/negotiating comparison too far when you enter the career casino. Unfortunately, many job seekers do just that. Questions asked on ...
    Rated: +5
  • +7

    Ten Interview Fashion Blunders

    Ten Interview Fashion Blunders
    Any article about what to wear to an interview might well begin with a qualifying statement covering the extremes in various states (New York and California, for example) and industries (technology, manufacturing), which are possible exceptions to the normal rules of fashion. But it might surprise you to learn that those extremes have, over the last couple of years, begun to ...
    Rated: +7
  • +2

    Hooked On Chaos

    Hooked On Chaos
    You may have a drug problem. Many people today are hooked on a commonly abused, yet elusive drug whose widespread use seems to be flying under our radar. That drug of choice is adrenaline. The classic symptoms? Saying "Yes" when you mean "No." Overcommiting or overbooking your schedule, then finding it difficult to deliver on deadlines or complete tasks. Procrastinating until ...
    Rated: +2
  • Rate

    Become a Mobile Money-Making Machine

    Become a Mobile Money-Making Machine
    As far as tech gadgets are concerned, it seems like iPhones and BlackBerry's have all the popularity. But in the world of small-business owners (and consumers), netbook computers, with prices below $500, are increasingly popular. They're small, affordable and functional--once you get used to the small screens and keyboards. As your company is looking into what technology to invest in, consider ...
  • Rate

    Social Networking and Prospecting: The Good, the Bad, and the Ugly

    I opened the email that said I had “won 35 MILLION DOLLARS” (yes, the email used all caps for that screaming at me effect!). It was about a lost bank account and they just wanted me — because I’m an honest person, of course —- to help them transfer it to my bank account. It was signed by some important-sounding guy ...
  • +3

    Opening Statements: The Good, The Bad, And The Ugly

    Opening Statements: The Good, The Bad, And The Ugly
    For the past 26 years I’ve worked on the phones as a qualifier, broker, sales associate, sales manager, director of sales, V.P. of sales, owner of various inside sales companies, consultant – you get the idea. I’ve worked with, monitored and heard thousands of sales reps over the years, and I’ve heard it all – the good, the bad, and the ...
    Rated: +3
  • +4

    A Little Passion Can Go a Long Way

    A Little Passion Can Go a Long Way
    Successful salespeople are involved with their products - and they show it. When I was in the radio business, my wife and I had an ongoing argument about commercials. We would be driving along in the car, listening to the radio like a normal couple. When the song ended and the commercial came on, I'd turn up the radio. "I was ...
    Rated: +4
  • Rate

    Business Holiday Card Help

    Business Holiday Card Help
    When Nevada Title Co. wanted to send a truly memorable holiday card to its clients, it sponsored a contest for the students of a local elementary school to design the card, says Patti Speer, an executive assistant with the Las Vegas-based firm. Speer addresses every card she sends by hand to ensure that recipients "feel really appreciated for their business," she ...
  • +1

    Find the Pain. Make the Sale.

    If you are involved in prospecting, then you will already know the challenges of persuading a prospect to give you the business. Ultimately, there is a four-step process involved in buying that all of us follow: 1. We have to feel motivated to make a purchase, irrespective of its type or size. 2. At some point after we have become motivated ...
    Rated: +1
  • +1

    Marketing 101: Buzzwords

    Buzz words annoy me. When words become labels which people use without thinking, they become worthless. People give the appearance of buzzwords actually shaping their thinking. How sad can we get? Here is an array of the most often used marketing buzzwords and their definition. Learn them. Even if they are annoying, you want more marketing tools under your belt and ...
    Rated: +1
  • +8

    Perfect Your Product Before the Sale

    Perfect Your Product Before the Sale
    Have you ever head of the “puppy dog close”? This phrase is from the old pet-store strategy of sending a dog home with prospective buyers to help them decide whether or not to keep it. In this tale, tools salesman Barry uses this technique to sell his product to an ideal buyer: A big-company decision maker who would also be a ...
    Rated: +8
  • +13

    Using Incentives to Get Referrals

    Using Incentives to Get Referrals
    I’m often asked why I don’t advocate using incentives to influence clients and prospects to give referrals. My reasoning is two fold: first, if your referral generation process is effective and you execute it correctly, you don’t need to give incentives; and second, if done correctly, incentives can be very effective—but most salespeople find giving effective incentives to be cumbersome and ...
    Rated: +13
  • +4

    Talking Politics at Work

    Talking Politics at Work
    In an election year, fodder for political debate is always abundant. As a result, discussions about the US presence in Iraq, the offshoring of US jobs, taxes, healthcare and other contentious issues can get heated. If you're a political junkie or a fan of healthy debate, it can be tough to contain yourself in times like these. What better way to ...
    Rated: +4