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1) Forget the Eagle, Peacock, Owl or Dove ... are you a Canary?
You may be familiar with the Eagle, Peacock, Dove and Owl from the program that identifies your behavioral social style. This isn't about any of those birds. It’s about being a Canary - or not! From the early 1900's to the mid 1980's, coal miners around the world used canaries deep in the mines to alert them to dangerous levels of carbon monoxide gas.
article tags: sales, upgrade selling skills, coach, professional development

2) The Sales Training Series: Dealing With Sales Objections and Stalls
Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.
article tags: sales training, sales training program, selling skills, selling, sales techniques, sales strategy

3) Power Words
I conducted a teleconference a few weeks ago with people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand their prospecting process. One of the participants on the call told me that she had been given the telephone prospecting script that her team leader uses to set appointments.
article tags: business, business marketing, cold calling, sales calling, prospects

4) The Five Cardinal Sins Salespeople Commit
We have very candid conversations with the sales professionals who come to our seminars and through those discussions we’ve discovered five critical errors that most salespeople make. Of course, we help them correct those mistakes, but it’s somewhat surprising as to how common they are. Here are the mistakes, see if you commit them in your own sales career.
article tags: sales management

5) Stop Cold Calling and Double Your Sales in 30 Days
Everyone knows what “cold calling” is, but how about “warm calling”? That’s easy, warm calling involves contacting your former clients and people you have already identified as prospects. These are the people you had made previous contact with and are listed in your database or on your Rolodex. If appropriate for your industry, I recommend spending one hour a day calling your database.
article tags: cold calling, cold calling technique, cold calling tips

6) Are Your Sales Scripts Working For or Against You?
Copyright 2006 Joel Sussman Sales scripts are a double edged sword. On one hand, they can help you present your selling points and sales rebuttals in an organized, strategic way. Used incorrectly, however, they can undermine your sales effectiveness and actually cause you to lose sales. Here’s a caveat worth considering: Although sales scripts may.
article tags: sales script, sales and marketing, overcoming objections, sales rebuttals, rapport, nonverbal communication, marketing ideas, marketing strategies, marketing article, sales article

7) Sales Mindset vs. Sales Training
Picture the announcer in the middle of the ring broadcasting - "In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, winner of this year's collegiate championship, introducing Sales Mindset. Defending the long-standing domination of this event, winner of 35 title bouts, defending heavyweight champion, weighing 224 pounds, in the black shorts, please welcome Sales Training.
article tags: sales training, sales mindset, sales success, effective thinkers

8) Exactly What to Say When Asked, "How Much Do You Charge?"
A client with a creative business called me one day and asked the following question. It's a question I get asked frequently, so rather than write an entire article, I decided just to tell you exactly what I told her. Kirstin, "I never know what to say when a potential customer calls and asks 'How much do you charge? What are your fees?' I don't want to shoot myself in the foot by quoting something too low, but also don't want the caller to hear a number that they think is too high and hang up.
article tags: fees, charging, negotiating, setting, sales, marketing, creative, professional, freelance, design, subcontract, money, value, business, professional

9) Secrets to Getting Paid for Your Creative Ideas and Proposals
Many creative professionals such as event planners, interior designers, and decorative painters are frustrated when potential clients steal their ideas and take them to cheaper companies. They present their ideas in a proposal or presentation and later find that they didn’t get the client and their designs are being used by someone else. PROTECT YOUR IDEAS In order to protect your ideas and still get the client, you have to change how you deliver your concepts and specifically what you present.
article tags: decorative, painter, painting, wedding, consultant, interior designer, event, planner, creative, proposals, fees, ideas, create, paint, muralist, mural, faux, finisher, decorate, income, business

10) The Downlow on Buying and Selling Concert Tickets Online
Buying concert tickets online isn’t scary. In fact, it’s as easy as visiting Google and typing in the event you are looking for and follow with the word “tickets”. However, a couple of questions may come to mind when browsing for sports or concert tickets. 1. Why are tickets so expensive on the internet? On Ticketmaster the tickets are so much cheaper.
article tags: buy tickets, sell tickets, buy, sell, tickets, concert tickets, online, how, scalp, broker, internet, sellout, sold out, resale, secondary market

11) What’s the Objective of Your 1st Sales Appointment?
Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not. And with a pre-defined objective to your 1st appointment you can (1) set a realistic benchmark of success and (2) measure the outcome. It becomes part of your sales performance scorecard.
article tags: sales leadership, sales training, sales performance, sales management training, corporate sales training

12) IT Sales Calls: Getting Past the Gatekeeper
IT sales calls require connecting with the right person in order to be successful. However, getting past the gatekeepers is no easy feat. In this article, you'll learn some techniques to help get you in touch with the person you need to for your IT sales calls. IT Sales Cold Calls are Difficult How do you get past the secretary gatekeeper/screener who only takes your name and number and says we’re not interested? This typically happens when you are cold calling so you may want to try another method of gaining new clients.
article tags: it-sales, it sales, it marketing, it-marketing

13) Employers Keep Screening Out Great Sales Candidates
Companies hiring sales reps stick to the same old hiring practices, and hire low performers that turn over, while screening out some of the best candidates. Robert Cameron examines two hiring myths and shows you how to easily select sales people who can sell.
article tags: employee assessments, pre employment testing, sales turnover, employee turnover, employee retention

14) Sales Training - 'Confidence 101'
First and foremost, the very first thing you need develop in sales and negations is your confidence. But be aware of the fools sense of confidence which plagues most salesmen, and that is the confidence which is based totally on bravado. Let me explain! Say you are a physically confident person. You would most likely tell yourself that you could.
article tags: sales, selling, sales tips, sales questions, sales techniques, selling techniques, sales training

15) Paint a Picture With Your Words
Paint a Picture With Your Words Depending on what you sell, it is not always easy to get your point across, so it is very important to paint a picture with your words to give your customer a visual of your product, or a visual of themselves using your product. When you are meeting someone face to face, and you can show them your product up close, it is easy for them to get a visual because they are looking at it with their own eye’s, and they can hold it in their own hands.
article tags: sales, marketing, loan officer, mortgage, leads, telemarketing, skills, training, communication, selling

16) Getting Passed the Gate Keeper
We all know the feeling of going out to make our cold calls, only to be shot down by the person at the front desk who looks at us as nothing more than a solicitor. These front desk people would be otherwise known as the gate keepers. Lets face it, getting passed the gate keeper can be tough, we are on their turf, what they say goes. Any slight resistance could end up with them making a call to security.
article tags: sales, marketing, loan officer, mortgage, leads, telemarketing, skills, training, communication, selling

17) Why Use Lead Management Software?
Having a popular website, or popular company of any type, is entirely dependant on sales. Effective sales at that. Maintaining a healthy profit is key to the long-term survival of your web site or business and this means knowing the difference between your effective sales leads and your ineffective sales leads. Small Business Owner Lead management software is perfect for the small business owner or webmaster of a website.
article tags: lead management, lead management software, lead software

18) Tips for Successful Negotiating by Phone
Most of us negotiate something every day. Whether it's getting our kids to willingly clean their rooms, or hammering out an elephant-sized contract with more details than a politician has “special-interest” donors, our ability to haggle effects our results. Here are some useful negotiating tips. 1. Define Your Negotiables Other than Price. Inexperienced, unconfident, or plain old lazy reps take the easy route and drop price at the first sign of the other person seeking to get a better deal.
article tags: negotiate, negotiating, phone

19) Follow-Up: Diligence and Persistence Pay off
Follow up is a critical activity for maximizing your lead potential. Whenever you meet anyone you should immediately send a follow up letter, postcard, phone call – anything to keep your name in their mind. You go to meetings and business networking events to make contacts. The contacts you make might not be interested right away but if you do a good job of follow-up, when they are ready they know who to call.
article tags: follow up, follow-up

20) Call Center Services - Keeping up with the growing demand
If your company requires a comprehensive call center services package, it is worthwhile to seriously look at outsourcing.
article tags: call center services

21) Why Your Customer’s Buy: 3 Motivators Small Business Owners Should Know About
Whenever you go into a shop or pick up the phone to place an order, something has prompted you to take action and buy. Have you ever stopped to consider what that prompt was? What thought went through your mind, which led to you putting your hand in your purse or wallet? It’s all down to motivation – what motivates you to buy. Understanding your customer’s.
article tags: buying motivation, customer motivation, wants, needs, desires

22) Explode Your Sales With Good Communication
These are simple and effective methods to increase your sales. You may think that you know what your customer wants, but do you really? Instead of assuming that you know, why not listen to the customer and ask questions to find out what it is that they REALLY want. 1. Give your customers benefits, not features. Your customers don't want to know the ins and outs immediately of your products, they want to know how it benefits them! Save the details of the product for a secondary page that's NOT on your home page.
article tags: marketing, website, internet, web, income, ecommerce, online, sales, business, income, traffic

23) Seller Earn Outs in Business Sales – A Business Broker View
Contrary to what many sellers believe, an earn out component to a business sale is not necessarily a bad thing. As a business broker firm, we see the incidents of bad buyer behavior, but if properly used an earn out can be an excellent tool to maximize business valuation.
article tags: seller earn out, business broker chicago illinois, merger acquisition, sell technology company

24) Restaurant Supply a Lifesaver for Caterer
A few years ago, I was working as a catering manager of a local historic hotel. The hotel had been in terrible condition for many years until a group of investors purchased it and began the long arduous process of renovation. They were able to get the majority of it renovated before the funding started to run out, at which time they opened for business to offset some of the costs of ownership.
article tags: restaurant supplies and equipments, restaurant, restaurant success

25) Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement
Your sales day, week and month are full of scenarios. Each one is unique as to how, when and why they occur. But what's not unique is how often they occur in similar situations, similar prospect titles of contact and similar companies by industry. For example... Why do sales cycles get so drawn out, causing closing ratios to plummet? It's because salespeople fail to identify all significant decision-makers in line with their selling proposition.
article tags: sales leadership, sales training, sales performance, sales management training, corporate sales training

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