Posted on: 23 May, 2005
Author: Steve Waterhouse
If you have not experienced a drop in sales recently, you might choose to skip this issue. On the other hand, if you miss it, you just might find yourself competing with those who learned this techniq... If you have not experienced a drop in sales recently, you might choose to skip this issue. On the other hand, if you miss it, you just might find yourself competing with those who learned this technique. Two things happen in a down market that directly affect every sales professional. 1. Total spending is cut irrationally 2. Buying power moves up the organization...
Posted on: 23 May, 2005
Author: Steve Waterhouse
Cutting prices can lose businessIf you can do it for $12, you can have the business. With his next three words, Bill lost thousands of dollars of business. He said, Ill take it! Too many sales people focus on price and forget about value. Price is simply what you charge. Value is the sum total of all of the positive effects that the product or service has on the buyers business. In most cases, your offering has many benefits for the customer. Each of those has a corresponding value that adds to the equation. Business customers buy because they believe...
Posted on: 21 May, 2005
Author: Flo Schell, EdM
WE know that the profession of franchise sales is an honorable one...and that many franchise sales professionals are great at what they do...but let's face it...for many people the word "selling" is a mighty nasty word...and the idea of dealing with a "salesperson" is akin to having a root canal! Even you and I have experienced obnoxious salespeople who have turned us off...made us cringe...and even stopped us from pursuing a purchase that we really wanted. So how can we expect our prospects to trust us if we ourselves have had a poor experience or two? Well, if you're anything...
Posted on: 19 May, 2005
Author: Alan Fairweather
The best way to get a new customer is to clearly ... you want to do business with and then get in front of them. They canthen see what you look like, possibly see what your product looks like The best way to get a new customer is to clearly identifywho you want to do business with and then get in front of them. They canthen see what you look like, possibly see what your product looks like and alsoexamine any data or statistics you might have. It gives you the idealopportunity to start building a positive working relationship with...
Posted on: 17 May, 2005
Author: Kevin M. Stirtz
In the 20 years since I was in college I have read a lot of books and articles on how to sell and I've attended a lot of sales classes and seminars. I've even taught a few classes and I've written a few articles about it. In this time I have seen a lot of different theories on how to sell. One theory of how to sell has never worked for me. I call it the "Needle Nose Ned" school of selling. It's named for the pesky insurance salesman named Ned from the movie "Groundhog Day". If you've seen the...
Posted on: 09 May, 2005
Author: Jim Klein
Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk ... Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a sense of urgency and get your clients...
Posted on: 08 May, 2005
Author: Geraldine Jensen
Studies show that placing links within text often helps ensure that they will be seen by the reader Studies show readers look at a page in a somewhat of a "Z". They tend to start at the upper rig... Format Your Page to Sell--Web Page Layout is ImportantAccording to Eye Tracker III studies, smaller type encourages focused viewing behavior (that is, reading the words), while larger type promotes lighter scanning. And that for headlines -- especially longer ones -- it would appear that the first couple of words need to be real attention-grabbers if you want to capture eyes.Readers eyes...
Posted on: 04 May, 2005
Author: Thom Reece
(1) The pre-planned sales talk.(2) A carefully conceived and organized visual presentation that documents, confirms, supports, and strengthens the oral. Your visual aid can take a variety of forms. It may be a multi-page flip-over type with elaborate charts and graphs, extensive artwork, color photos, and other attention getting devices. It may be a computer driven multi-media event or a simple on-line presentation from a laptop. Or, it can be a basic set of 8 1/2 X 11 loose-leaf pages that can be arranged to fit diverse selling situations. Presentations, whether professionally designed or home made, are a vital component...
Posted on: 28 April, 2005
Author: Laura Thykeson
A special collection of jewelry, some of European descent, from a New York Estate, has recently been offered to the public for sale. Quite a few extroadinary pieces, especially for collectors and researchers of the time frame are available. Body Copy: Recently "Ice Originals II", a collectibles and antique website, had the pleasure of acquiring a portion of a large New York Estate that includes jewelry items from the 1800's through the mid 1900's. Quite a few of the earlier pieces are of definite European manufacture, as they feature the European style clasps and hinges and definite European designs. There...
Posted on: 24 April, 2005
Author: Wendy McClelland
First of all - keep in touch with your customers! One of the best ways to do this is with a newsletter. Today its easier than ever to have a newsletter use email. If you dont have your customers ... First of all - keep in touch with your customers! One of the best ways to do this is with a newsletter. Today its easier than ever to have a newsletter use email. If you dont have your customers email addresses already, start asking for them when they pay for something at the cash register. Give them an...