Archive for the 'Living With Sales' Category
The Processionary Caterpillar Syndrome Costs You Sales?
February 11th, 2009Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge.com/personalCoaching.htm ) have until the coaching sessions have failed to move beyond an intellectual understanding of sound selling principles. Do you have the [...]
Selling with Stories
February 3rd, 2009Stories are powerful tools for persuaders. Compelling storytelling automatically creates involvement and attention with your audience. We can all think of a time when we were in an audience and not paying attention to the speaker. We were off in our own world when all of a sudden we perked up and started to listen [...]
Break Out Strategy for the Invisible Salesperson
February 2nd, 2009Are you invisible?
We can be invisible to anyone and everyone at times. You know the feeling; it would be like trying out for an acting role with 10,000 other people dressed in the same black and white clothing. What we actually want is to stand out as if we were the only ones dressed [...]
Mortgage lead generation
January 30th, 2009If you are a loan officer or a mortgage broker looking for a good lead source, one of the first things you will want to do when considering a mortgage lead company is find out how they go about generating their leads.
How a mortgage lead company generates their leads is very important because it has [...]
Business Lessons Learned At The Mall
January 25th, 2009Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.
Q: Dear Me, I recently took my teenage daughter shopping at the [...]
What’s Your Opening Average?
January 24th, 2009“Closing the Sale” remains the focal point of selling and training, but … how do you Close the Sale if you don’t know how to Open it?
The most overlooked steps in the selling process are:
1. Establishing rapport – Not BS
2. Effective qualifying – asking questions.
These two steps will make or break your “Opening” average.
Help the customer feel [...]
What If You Could See Your Sales Sky-Rocket Using 5 Simple Steps?
January 19th, 2009If you want to multiply your sales, profits and dollars in your bank account, then this might be the most important article you’ll ever read.
If you want to create life-time paying customers, then I urge you to check out these simple tricks that can BOOST your profits through the ROOF.
If you’re sick and tired of [...]
To Sell Successfully, You Have to Be Willing to Be Different
January 15th, 2009We are complex. We confidently assert that we are independent thinkers but then we can feel uncomfortable — even embarrassed – if we break out of “the norm.” However, in business the biggest rewards often go to people who are willing to be different.
One night, I was in a mall at suppertime. There were a [...]
Sales Jobs Or Management Jobs – Which Are Better?
January 14th, 2009Are you starting a career and must decide whether to choose between a sales job or a management job? Are you at a point in your career where you have the option to get into a sales field or a management field? Here are my reasons why sales jobs are more rewarding, better paying, and [...]
Analyzing Internet Sales
January 9th, 2009Before creating an internet sales/marketing campaign or focusing
your products to their niche market, you need to know how buyers
think, what their habits are and how to persuade them to
purchase from you.
Marketing analyses are constantly performed by companies around
the world to measure their effectiveness and how to deal with
the new customer’s behaviors, and the competitor’s strategies;
and [...]