Have you ever worked really hard on a sale - put in a lot of time, money and resources - and they decided to do nothing or they bought from your competitor? When you looked back you could see that if you'd asked a few more questions you could have found out at the beginning that there was a very low probability that you were going to win this sale. There is a way of finding … [Read more...] about 7 Reasons Why You Must Qualify Sales Prospects
Your online business depends on your expert sales and closure technique. Simply put, the better you are at selling your product, the more money you will make! In fact, a good salesman is almost impervious to failure in the world of business. Here are 5 time tested, proven techniques and sales triggers to increase your online sales. But before we get into them, let me give … [Read more...] about 5 Simple Secrets to Increase Online Sales
People continue to say how cold-calling is dead and how in today's environment, it no longer can be cost justified. The answer in my book is both "yes" and "no." Let me deal with the "no" first. In the past few months, I've watched numerous salespeople shift all of their prospecting efforts to developing social media with such vehicles as Linkedin, Twitter and Facebook. The … [Read more...] about Should Social Media Replace Cold-Calling?
You will always be your number one customer. It's not the big account you service, nor is it the hot new prospect you just uncovered; it's you. The reason is simple. If you're not completely confident in what you're selling, you will never come close to maximizing your sales potential. The current sales environment makes the need to sell yourself even more important. If … [Read more...] about Do You Believe in the Products You are Selling?
Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a competitive edge in the marketplace, we must find ways to distinguish our selling process from our rival’s. One of the most effective ways to do this is to use each call to “learn” something about the customer and to … [Read more...] about Simple 3-Step Selling Process to Increase Sales
When times are rough, when everybody is hunting for new business, it is the best opportunity to listen to your frustrated customers. Actually the best time to find out how you can improve your service is now – before they complain. You might have experienced this: you call a supplier to complain or to request that a mistake be corrected. To your dismay, he does not answer up … [Read more...] about How to Use Complaints to Increase Sales
I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase. I was at one of those big show events and walked past a demonstration booth. I even knew it was coming. About 50% of the people walking out were carrying two bright yellow cylinder-things. As we walked toward the convention center, I told Tim (my other half), … [Read more...] about 5 Ways to Encourage Impulse Purchases
One of my favorite sports is the men's and women's hurdles. I'm always impressed by these athletes' ability to run at full speed and leap the hurdles without breaking stride. But each time I watch this track event, I have the same reaction. If they just went out on the track and removed those barriers, it would be a heck of lot easier to get around the track. The athletes could … [Read more...] about Common Obstacles to Sales
When closing a deal, knowing your customer's attitude is important as it will allow you to anticipate possible problems and objections. From the book "The Art of Closing Any Deal: How to Be a Master Closer in Everything You Do by James W. Pickens, here are 10 tips you need to remember about your prospects to increase your sales success: 1. Understand Body Language Signals The … [Read more...] about Close More Sales by Understanding Your Customer’s Attitude
You're in a meeting with a promising prospect. You review the project and the services you provide and then, just when you're hoping to get the okay, the prospect raises an objection. They may tell you: "I haven"t got the time right now." "Send me a written proposal and I'll think about it." "We already have a supplier." "We prefer working with a larger … [Read more...] about How to Eliminate Objections and Increase Sales