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Closing (3)	Follow-up (3)
Lead Generation (13)	Presentations (5)
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Do Sales Presentations Make You Nervous? Try Taking A Speech Class By : Cash Miller Making a presentation to a group of people yo know is hard. But making a presentation to a group of people you don't know can cause many a sleepless night. And if you make a living dealing with the public you're either going to lose a lot of sleep or get really good at what you do. As with most things though practise makes perfect. So before you start to give those big presentations you might want to take either some speech classes or volunteer to be a guest speaker. Playing The Numbers Game By : When I first started in sales and marketing over 25 years ago my manager made one thing completely clear from the beginning – selling anything to anyone is a numbers game. The more people you put your product in front of, the more you will sell. Even a really poor salesperson will make some sales if their activity means they put their product in front of enough prospects. Now you can improve the numbers by being a better salesperson, having a great product or by being smart a... Customer Loyalty – Selling To Your Audience By : Everyone at one time or another has had an idea for a product or service that they absolutely knew would appeal to the world. With so many electronic avenues for getting these products in front of customers, from Ebay, Yahoo and Google, to self service websites, the idea of selling to the world has grown exponentially. It’s great that so many people have these ideas for providing products in a way that it becomes a one stop shop, but what is forgotten so often is how to of... How To Sell Your Products Like Jesse James & Tony Soprano By : Lawton Chiles The Mob has had business tactics so good, so respected, so envied…that massive amounts of books and movies have been written and filmed about their achievements. In addition, outlaws such as Jesse James and Butch Cassidy and the Sundance Kid had their own special brand of business ethics. The way of the gun seems to be a common theme. Let’s explore this more! The following analysis reveals some hidden traits of Mafia and Wild West Marketing. Here are a few ways you can ... 2 Ways To Transform Phone Inquiries Into Clients By : Jeremy D. Cohen Have you ever answered your office phone to be pleasantly surprised by someone who is looking for more information about your products and services? You have a hot prospect on the line and can smell a new sale. You have an extensive conversation. You tell your prospect all about the bells and whistles of your products and services, how long you’ve been in business and who your biggest clients are. You get great feedback. Everything seems to be going great, but when you ask... Passing the "Tell Me More" Test By : Jill Konrath What do prospective clients really mean when they ask you to tell them more? If you think they're looking for information about your product, service, solution or company – you're dead wrong! In this article you'll discover how to respond in a manner that advances the sales process and positions you as a trusted advisor. Market Yourself In Order To Market Your Business By : James Copper A terrific, sure fire way to promote your business optimally is to become an expert. For some reason the public and the media just love experts. Believe it or not even experts on obscure subjects such as termites or sports injuries become celebrities once they have been identified as experts. You should make the most of phenomenon and set yourself up as an expert in your field. The reward will be increased sales of your products and services. There are a number of ways to ... The Relationship Between Marketing And Sales By : James Copper When comparing marketing with sales and considering how they relate to one another I always think of the medium sized business where I had my first job. The marketing department people were serious and analytical, always busy with statistics and campaigns and meetings. The sales people were breathless, always on the go, always on the phone or going to meet customers, always on the cusp of some enormous deal, some magic sale that would catapult the company’s turnover way over ... Call-Killing Phrases By : Wendy Weiss "How are you?"… How often have you started a call with this phrase? If you do use this phrase as an opening for your introductory call, please stop immediately. It's an introductory call-killer, & this is why: The Spirit of Service By : Mark Hunter A spirit of service is…an attitude that communicates the desire to make a difference in the life of each customer the salesperson meets. Quit Being a Salesperson By : Mark Hunter Thinking "sale", not "sales" is the key to being a successful salesperson. Focus on selling to the primary need of the customer. Here’s how. Three "Secrets" To A Successful Networking Event By : Paul Mccord - Are you one of the millions of small business owners and professionals who have attended networking events held by the chamber of commerce or a business organization and found the experience to be far less than what you had hoped? Attending networking events has proven to be frustrating and ultimately a waste of time for many business owners and professionals. Typically, the frustrations and wasted time arise from two basic issues: 1. Overblown expectations 2. No pl... Marketing Lessons From The Apocalypse By : Ray L. Edwards In the last book of the Bible called Revelation or the Apocalypse, the writer John is given seven letters to be delivered to seven different churches. They all contain commendations, rebuke and a promise to those who take action based on the advice given. The last of these letters addressed to the Laodicean congregation is quite harsh and contain no commendations. This lack of compliments sets it apart from all the other letters. What’s so different about this group of peo... Is Your Message Vanilla? By : Michael J. Beck Ever wonder why you don’t get more referrals? Ever wonder why, when money wasn’t the issue, a prospect didn’t buy from you? It may be because of your message. (or lack of one!) Often I’ll ask an agent why someone should do business with them. Their answer often goes something like this: “I have good products/services, competitive pricing, and give good customer service.” That’s a good answer, but if I went down the street to your competitor and asked them the same qu... B2B Marketing: Drive Leads & Sales With A “Get It Done” Attitude By : Mac McIntosh While thinking how to make your marketing perfect think what constitutes being good enough, and how to get it done sooner rather than later. No one would respond to your business-to-business marketing if it doesn’t reach them in time. Saluting the Squawkers: Complaints Often Key to Improving Sales, Retention and Loyalty By : Craig Harrison In customer service complaints are key to improving sales, retention and loyalty. A complainer is doing a favor by providing invaluable, often real-time feedback on what isn't working in your business or your relationship with them. Become a Credible Communicator: Make Honesty Your Policy! By : Craig Harrison To command attention when you speak, you have to be credible. Credibility in the workplace means believability. Are you striving to be a credible communicator, here is the right way to speak and write. How To Create And Work Your Leads For Super Profits By : Larry Klein There’s a formula to make lead prospecting work and here it is. 1. Make an offer to your prospect that matches their agenda. Whether you use email, direct mail, newspaper advertising, it doesn’t matter. The goal is to put something in front of our prospect that matches their concern and not your concern. Here’s an example. If you want to have a prospect respond for your offer for mutual fund selection, you don’t send a mailing “Get my mutual fund selection system for only ... Explode Your Sales With These Killer Techniques! By : Karen Moehr After the sale follow up with the customer. You'd be surprised how often this simple tips is overlooked! You could follow-up with a "thank you" email and include an advertisement for other products you sell. You could follow-up every few months. 2. You could upsell to your customers. When they're at your order page, tell them about a few extra related products you have for sale. They could just add it to their original order. 3. Tell your customers if they refer four cu... Overcoming Call Reluctance By : Michael J. Beck Everyone in marketing faces it at one time or another - reluctance to pick up the phone and make calls. Logically, it makes no sense to feel that way. We believe in our product or service. We have a script that’s either been given to us or one that we’ve carefully written out. We have a list of prospects that are at least somewhat targeted. We know that when someone says “No”, it’s not directed at us. And still… the phone weighs a ton. OK. You decide that the pain of being... Talk to your Clients Effectively and they will Listen By : How to talk to your clients so they will listen. How To Turn Leads Into Sales By : Larry Klein Some people in sales think a lead is a name from a list. That’s not correct. A name from a list is not a lead--it’s a suspect, a total stranger and it does not matter if they meet some criteria (e.g. age, occupation, net worth). A true lead meets your criteria AND has expressed interest in what you offer. Specifically, the lead has responded to an email, a print ad, a piece of direct mail, etc. A true marketer and sales professional only contacts people that have first expre... I'm Looking For Effective "Pique" Phrases... By : Kim Klaver That's what the ACN gal's email said today: "I'm looking for effective 'pique' phrases to pique the person to attend a one-on-one, or evening events." Pique=arouse, as in, arouse someone's interest. Here's what I told the gal. What piques YOUR interest about this business? Why did YOU decide to do it? 1. You've always been a closet entrepreneur and this was your chance to come out? 2. You've always wanted something you could get behind, something you could b... How To Motivate People To Buy By : Vincent Murphy What motivates the people who visit any website to buy? This is the one question that every Internet Marketer is seeking the answer to. If you know how to motivate people to buy, then you can increase your sales and your conversion rate. And wouldn’t that be good for your profit and your business? So what motivates people to buy? It is often said that you should give people what they need, because that is what they are going to buy. That may well have been the case o... Peddlers, Strawberries And Motives... By : Kim Klaver Most everyone earns a living doing something - working for an organization or peddling something. We are the peddlers. That is, all of us who have something remarkable (we hope) for others. Something we believe in - products, services, ideas and programs - that we hope a few people like us will try, buy, and be happy they did. Now there are all sorts of peddlers. There is the peddler who shows the fat red strawberries at the top of the basket. You get wide-eyed when ... You Never Get A Second Chance To Make A First Impression By : Joyce Filbeck Your website is the first thing your new potential customers will see when they meet you. Are you making a good first impression? Meeting someone online is little different than meeting them in person; unfortunately, you have less than a minute to catch their attention and keep them reading. Do they like the look of you? Are you saying what your customers are looking to hear? With the future of your online business riding on your words, are you making a good impression? Here ... Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers By : Craig Harrison DOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) — those professionals who “guard” the decision makers and often run interference for them — to get in front of decision makers (DM). Sales Secrets for Entrepreneurs: Increase Profits in 12 Months Flat Through Consumer Education Programs! By : Chet Holmes When you SELL, you're breaking rapport. No one wants to be "sold." When you EDUCATE, you are building rapport. You can attract far more prospects to look at your offer by providing an education than you'll ever get by simply offering your products or services. If you embrace the concept of "educational-based-marketing" you will out-market your competitors at every turn. Switching on Motivation: Speaking of Attitude By : Barry Maher An easy, successful sales strategy that also helps you motivate and sell yourself, switching on your attitude. Getting To “Yes”: Asking The Right Questions By : Lawrence Groves See how many of the following questions you can adapt to your own sales efforts. Situation : Despite making a good sales presentation, the customer remains uninvolved. Your Question: "Based on the data, it looks like you can save $90,000 a year with this solution. What needs to be done before you are completely comfortable with this?" Situation: The client agrees that there are still a number of items that need to be cleared up before he can make a commitment. Y... Three Ways To Start A Conversation And Finish With A Sale By : Michel Neray Ditch your elevator pitch. Zap your infomercial. And whatever you do, keep your carefully worded, painstakingly developed, positioning statement to yourself. They may make you sound clever, but your elevator pitch, infomercial or positioning statement don’t exactly make for good conversations. Which is a shame, because last I checked, even a sales conversation is just that – a conversation. So what can you say to a prospect sitting across the boardroom table, or someone... 10 Easy Ways To Keep Your Customers Coming Back - And Spending Money With You Forever! By : Dan Caskie You want customer loyalty in your business. You want repeat business. How about making your customers into valued friends? Showing concern and empathy for their situation. The more your able to treat your customers as friends, the more business they will want to do with you. You'll watch your profits soar. Let's go through 10 ways you can keep your customers coming back to you, time and time again. And you will no doubt make "friends" in the process. 1. Send Birthday Ca... Sales Strategies for Entrepreneurs: #1 Way To Skyrocket Your Sales This Year By : Chet Holmes Entrepreneurs, you can improve your marketing effectivess just by grasping the power of the Best Buyer Concept. This article will teach you this simple, yet powerful concept that can double your sales in the next twelve months. Why Market To Women And How Should You Do It? By : Maria Davies Even if the decision to buy appears to rest elsewhere, women frequently have a major influence on whether or not the sale is made. It’s easy to consider the car industry as predominantly male-driven. The majority of salespersons, journalists and mechanics are male, and published statistics of new car sales are weighted toward men. For example, in 2002, almost 850,000 new cars were sold in Australia, according to the Federal Chamber of Automotive Industries. It is estimated...

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