Are your sales people ready for the coming year? Based on my personal observation as well as conversations with sales people from all over the country, the answer is no. Most sales people are not ready for what’s ahead of them this year. And for the most part, it’s not their fault.
What is the key to keeping your sales team motivated? Read More »
The pathway to riches is that opening in the front of your head called a mouth and one of your biggest assets is the telephone. Most appointments are set by telephone and there are certain steps to follow to do it well.
Step 1: Greeting
The greeting sets the tone for the entire telephone call and often for the appointment that follows. Courtesy is always the key. It’s also important to use the person’s formal name right at the beginning. Read More »
Mark Cuban is a very smart businessman. He was featured in a front-page article in The Wall Street Journal.
A Bit of Background
In the 1980s he formed a company that helped small businesses link their personal computers. In 1995 he and Todd Wagner, a college classmate, had an idea: Use the Internet to allow sports fans to hear local broadcasts of their favorite teams even if they are far away. Read More »
When Henry Ford asked his customers what they “needed” what do you think they said? Here is the answer:
“A faster horse!”
If you’re asking your customers what they need what will they tell you? “Cheaper prices!”
Henry Ford could see beyond the immediate obvious, look into the future and see a bigger picture. And that is what you must do to have a record breaking year. Read More »
Any sales call or presentation generates a certain amount of tension in both you and the potential client. When entering someone else’s home or office, be aware that they see you as a stranger. They don’t know for sure if you are what you say you are, or if you’ll just end up wasting their time.
Your first job when meeting someone new is to put them at ease. Here are several simple sales strategies that work. Read More »
Having trouble building a relationship with a prospect in that first phone call? Yes, me too.
Ever wish you had a simple, effective method to get that 2nd-call welcomed, that you could use time and time again. And it worked every time. Yea, me too.
Hey wait! here’s a solution! It’s about getting the client to willingly accept your second call. Read More »
Do you think the danger is over and the economy is about to rebound along with your finances? Think again!
I’m sorry to say but too many people are still losing their jobs, their homes and much of their wealth. Times are tough and my prediction is that this year and for next few most people are in for a rough ride but….
That doesn’t mean you have to put your dreams or your goals of accumulating wealth on hold. Anyone can achieve financial success, even in tough times, if they have the will and the right strategy. Read More »
With a year like 2009 behind us, how is it possible to predict what will happen in 2010? If you are having a hard time trying to put together your 2010 sales plan, here is the reason and how to be 2010’s biggest winner.
Let me ask you a question. Is selling an art or a science? What do you think?
If you said it is a science, you would be wrong. That doesn’t mean you can’t use scientific principles for your selling activities. It means selling itself cannot be a science. If you are trying to use scientific principles to predict your 2010 sales plan you will have a hard time.
Here’s why. Read More »
Years ago, UCLA conducted a little survey and asked people who did not make purchases why they didn’t go ahead with whatever it was they were offered. Interestingly enough, the most common answer was that they were never asked.
The prospects were contacted, a product or service was demonstrated to them, and their questions were answered. In some cases, they were convinced of the value of the offering and probably would have gone ahead, but nothing happened. The salespeople didn’t ask the prospects to make a commitment or to part with their money, so they didn’t.
Don’t ever let the fact that you didn’t ask someone to make a buying decision be the reason a prospect doesn’t go along with you. Read More »
“Car Incentives Backfire On Big 3”
“Rebates Can’t Halt Big 3 Sales Share Slide” were headlines in the Chicago Tribune.
For years GM, Ford and Chrysler have been using rebates, incentives, and Zero Percent financing to sell cars. Unfortunately for them, the auto-buying public aren’t motivated by these incentives any longer.
To get a car buyer’s attention they must create bigger – and more expensive – promotions. Read More »
