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  • +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

    7 Steps to Overcoming Objections

    7 Steps to Overcoming Objections
    In essence there are two combat strategies regarding objections. The first is pre-empting them – in other words, by anticipating and responding to the objection before the prospect has even had a chance to voice it. The second is by dealing with the objection as it arises. If you are prepared to incorporate both strategies then you’ll encounter fewer objections and ...
    Rated: +2
  • +36

    How to Use E-Mail "Cold Calls"

    How to Use E-Mail "Cold Calls"
    "I always hear people talking about how e-mail is today's 'killer app,'" my coaching client Janice told me when we were discussing ways of making contact with prospects. "But I'm afraid that people will think I'm spamming them if I try to e-mail them when we haven't met yet. I know I hate spam with a vengeance!" "You're not the only ...
    Rated: +36
  • +14

    Product Features, Advantages and Benefits

    Product Features, Advantages and Benefits
    The sales mantra goes that we must sell benefits, not features. To explain what I mean read the following extract of an on-line advertisement for Miele ovens. "The Miele fan forced cooking system, for example, enables you to cook on up to three levels. Rather than just circulating hot air with a fan we use a mini-turbine together with a ring ...
    Rated: +14
  • +15

    How to Motivate your Slacking Sales Team

    How to Motivate your Slacking Sales Team
    Her name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running. Frankly, it bugged me. Why should Solitaire Cindy game her day away while I busted my hump in my job, along with my fellow employees? I asked her manager how she felt ...
    Rated: +15
  • +5

    20 Best Business and Sales Books

    Little Red Book of Sellingby Jeffrey Gitomer With The Little Red Book of Selling, Jeffrey Gitomer has created a real-world, practical, and fun book that salespeople will love and profit from. Salespeople want answers. That’s why the Little Red Book of Selling is short, sweet, and to the point. It’s packed with answers that people are searching for in order to ...
    Rated: +5
  • +3

    Secrets To Writing Killer Prospecting Scripts

    Secrets To Writing Killer Prospecting Scripts
    I've written, tested, re-written, tweaked, copy edited, composed, marketed, reviewed, and used thousands of telemarketing scripts over the last 26 years. I've written and used opening scripts, closing scripts, prospecting cold calling scripts, warm inbound scripts, closing scripts, rebuttal scripts, trial close scripts, initial resistance scripts, blow off scripts, qualifying scripts, etc.... Bottom line? Nobody writes better scripts than yours truly, ...
    Rated: +3
  • +1

    How To Create A Major Account Strategy

    How To Create A Major Account Strategy
    Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do but when a key account works well it is extremely satisfying. Major account management is a broad subject and this paper is designed to help make the management of ...
    Rated: +1
  • +41

    7 Cold Calling Secrets Even Sales Gurus Don't Know

    More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying: • “Cold calling terrifies me.” • “The phone feels like a 10,000-pound weight.” • “Every time I have to make a cold call, I freeze up.” • “I feel like a fraud when I’m cold calling.” • “I can’t take the rejection ...
    Rated: +41
  • Rate

    S.C.O.T.S.M.A.N.

    S.C.O.T.S.M.A.N.
    As I have highlighted in a number of articles dealing with opportunity assessment, having a tilt at every windmill that presents itself, is neither practical nor profitable. Qualification, is a core competency that every professional salesperson should take on board as quickly as possible. Working to the maxim that “All business is good business” is unrealistic and totally erroneous. It takes ...
  • +14

    Seven Steps to Motivating People at Work

    Seven Steps to Motivating People at Work
    1. Ask Ask people questions. There are two goals of asking questions. To find out what people are passionate about and to make sure that they know you care about what they think. [widget:460] If you are at a loss as to what motivates people, their passions are a great start. Do not fall into the error of asking, "What are ...
    Rated: +14
  • +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
  • +25

    6 Sloppy Speech Habits

    6 Sloppy Speech Habits
    You may look good on paper or in your suit, but if you're looking to nail your big interview, looks aren't everything. How you sound is often more important. But many job seekers let careless speech habits sink their chances of landing that plum job. The Bottom Line: You don't have to study elocution to speak well. Simply slow down, take ...
    Rated: +25
  • +6

    Build Instant Trust, Rapport over the Phone

    Build Instant Trust, Rapport over the Phone
    Did you know that the way you speak makes a big difference on your sales calls? For example, are you a self described slow talker or do you like a fire rapid pace of conversation? I bring this up because I never used to pay attention to the way I spoke during a sales call. After all, as long as ...
    Rated: +6
  • +9

    The 10 Worst Fashion Mistakes: Men

    Clothes make the man. Naked people have little or no influence on society. —Mark Twain We hate to admit it, because we personally feel that clothes shouldn’t matter. In a perfect world, a person would be judged at their workplace based solely on their performance. Unfortunately, that’s not how the world works. How you choose to dress each morning reflects how ...
    Rated: +9
  • +1

    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
  • +3

    7 New Sales Methods

    7 New Sales Methods
    Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way to sell their company’s technology solution. Regardless of what product ...
    Rated: +3
  • +6

    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
  • +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
  • +4

    The 10 Worst Fashion Mistakes: Women

    We hate to admit it, because we personally feel that clothes shouldn't matter. In a perfect world, a person would be judged at their workplace based solely on the caliber of their work. Unfortunately, that's not how the world works. How you choose to dress each morning *reflects how you feel about your job* – that you take your position seriously, ...
    Rated: +4