Articles related to: sales techniques
1: The Secret Peril That Causes Sales to be Lost
It's September, also known as back to school time. My neighbors and I escort our children to the bus stop for the first day of the new school year. However, we're puzzled about the location of the bus..
2: How to Avoid Cold Calling Burnout
Old-school traditional cold calling can take a toll on a person's self esteem over time. It's just not natural to have somebody hang up on us, or to experience rejection over and over each day. Becaus..
3: How to Make Cold Calling Effective
How can we make cold calls "work" when we're talking to someone we haven't met, about something they may not need? Well, it's really simple. First we look at how to relate to them rather than hoping t..
4: Every Cold Call Needs a Problem to Solve
In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best! This really doesn't work very well in building a business relationship (or ..
5: How to Make Cold Calling Opportunities out of Voice Mails
Most people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, "Oh well, I may as well leave a message and hope he calls me back."This almost n..
6: How to End Your Fear of Cold Calling
Most of us really dislike cold calling. It's probably the most dreaded of all sales activity, and causes the most rejection. But there are wonderful ways to think differently about cold calling. We ca..
7: Cold Calling With Integrity - The Way We've Always Wanted To Do Cold Calling!
You probably never tell potential clients your real goal in calling them, but you don't need to. They're already aware, because we're all sensitive when the phone rings and it turns out to be someone ..
8: How to End the Cold Calling Game of Chasing a Sale
Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we're not really being forthright. We're not focused on the conversation or the trut..
9: How to Build Great Relationships through Cold Calling!
Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We're real people ..
10: How to Stop Cold Calls from Feeling Intrusive
Can't you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover whe..
11: How To Plan Your Presentation So You Close Sales
By the time you finish reading this article, you will have learned how to present your product or service properly. Before I talk about the right way to present, let's first talk about the wrong way.O..
12: How Do You Know If Your Prospect Is Ready To Purchase?
So, you believe your prospect has a problem you can help him/her solve with your product or service. It appears the prospect has the desire to solve the problem, and the finances to afford the solutio..
13: Avoid These Two Big Sales Mistakes
Two important things you must determine during the qualifying are whether your prospect has the authority to make a buying decision today, and whether they have the finances available to make the purc..
14: Discover the 2 Reasons Why People Buy Any Product or Service
When it comes to qualifying a prospect it's important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy yo..
15: How Emotions Can Increase Your Sales
When you are qualifying a prospect or finding the problems as I call it, you want to probe deep inside to find the logical and emotional reasons why they want what you are offering.I have also seen th..
16: Are You Making Critical Mistakes Qualifying Your Prospects?
You created interest with your prospect by making a big promise, and stated a feature to back up your promise. You gave them a logical and emotional benefit, and backed everything up with evidence.Fin..
17: To Persuade More (and Sell More) This Comes First
You're sitting in front of your prospect. You've spent time building a deep level of rapport, trust, and making them your best friend. They're smiling and very at ease with you. So what's next? What's..
18: Three Mistakes That May Cost You Sales
As you read every word of this article you will discover three common mistakes that may be costing you sales. However, I don't want you to feel like you are alone, or thats it's totally your fault. Th..
19: How Much is Fear Costing Your Sales?
How many times during your work day do you experience fear?Maybe it's fear of making calls, qualifying, asking for the sale or fear of asking for referrals.The dictionary defines fear as: a distressin..
20: How To Get Referrals Month After Month After Month
It's another day at the office, and you're waiting for a potential customer to call or walk in. How different would your business be if your current customers were enthusiastically seeking out prospec..
21: The Structure Of A Selling System
It’s a Friday afternoon in early 1980 and I get the call to meet with the Regional Sales Manager. I’ve been promoted into sales! WOW, was I excited. I had no idea what I was getting into. The ..
22: Are You Trying to Sell Me Something?
Every now and then I receive an email or a comment from a subscriber that just makes me chuckle. Chuckle may not be the right expression. Actually these comments make me shake my head in amazement at ..
23: The Foundation Of Expectations
The strongest houses are built on the strongest foundations. No matter how well-constructed and reinforced the walls and roof are, none of it will stand under stress if the foundation is weak. Conve..
24: How to Make Maximum Sales in Minimum Time!
How would you like to get more positive results in sales? I want to give you an exercise you can use to dramatically change the results you are currently getting.Before I do that I need to give you a ..
25: Top Ten Ways to Become a Great Salesperson!
Being a better salesperson is more than learning new skills and techniques. Here are my top ten ways to become a better salesperson.1. Smile and Walk TallChanging your physiology is a great way to fee..
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