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    Make Sales Like Rabbits Using The Hidden Sales Multiplier

    Make Sales Like Rabbits Using The Hidden Sales Multiplier
    Many salespeople think, the sales process is finished when the deal is closed; when really it is just the start of the next sales cycle. The things that you do right then will determine whether you’re successful as a sales professional. Here is what I mean; do you want another sale from this contact? Do you expect, or at least, hope ...
    Rated: +2
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    Terry’s Top Twitter Tips

    Terry’s Top Twitter Tips
    Twitter is already a strong tool for communicating with important people. More and more business leaders today are realizing this tool is a force for profits today. Much like we gradually accepted e-mail as a force to be dealt with years ago, successful businesses are embracing today’s new technology. Business leaders are embracing Twitter and other social media and social networking ...
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    4 Tips to Negotiate Like a Pro

    Many of my colleagues and friends do not enjoy negotiating – in fact they absolutely hate it. Me, I love the cut and thrust, and look forward to that stage of the buying cycle. Here are some thoughts. A skilled negotiator will create high levels of rapport and be sensitive and empathetic to the people they are negotiating with, yet ...
    Rated: +4
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    Making Marketing Toe the Mark

    Making Marketing Toe the Mark
    Most small businesses don’t have marketing, but too many of those that do, don’t get what they need. Don’t give marketing any excuse As a business owner, you expect your employees to do their job. Then why do you allow marketing to only do half the job? You allow them to place ads and print flyers which do nothing to improve ...
    Rated: +5
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    5 Ways to Increase Sales in the New Year

    It’s 2010! And in honor of the new decade I thought we could start of the year with a top 5 list. You might notice that the entire list is focused on the front end of the sales cycle. Specifically targeting, prospecting and calling net-new leads. That’s because in order to make sales, you have to have more leads and ...
    Rated: +4
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    Sales Guru Gift Guide

    [page] Keychain Flash Drive Description: Sales professionals are constantly on the go, but they also need client information at their fingertips 24/7. A customized flash drive is not only a practical gift, but can be personalized to fit any personality or style. The drives range from professional – with your company logo – to fun and wacky – like guitar ...
    Rated: +1
  • +6

    The Key to Consultative Selling: Become The Source of All Knowledge

    The Key to Consultative Selling: Become The Source of All Knowledge
    We have all heard about consultative selling, but most of us aren’t quite sure what it is. It sure does have a loud following, though. Why the big deal? Because it works well, particularly for high ticket products and services. So, call yourself a consultative sales professional and all your problems are solved. Right? Not really. Since the average person today ...
    Rated: +6
  • +7

    The Three “Musts” of Marketing

    The Three “Musts” of Marketing
    1. You Must Separate Your Business From Your Competitors: And here’s the catch . . . You must be able to communicate those differences in a compelling way to people who don’t know you, who probably don’t want to listen to you, who are generally skeptical, who hate making decisions, and who resist change at almost any cost. Yes, I’m talking ...
    Rated: +7
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    Are you getting your 80% by focusing on the right 20%?

    Are you getting your 80% by focusing on the right 20%?
    We have all heard of the 80/20 rule in business. We’re sure you remember the adage that 80% of your business/revenue comes from 20% of your customers/efforts. It has been true for many years and it continues to be true today. Recognizing this as a universal rule of business is the most critical thing you will do. The question that naturally ...
    Rated: +3
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    Achieving Your Sales Goals

    Achieving Your Sales Goals
    Anyone who has spent any time reading books or talking to Sales Consultants will have heard the idea that you must set goals for you to achieve success. These goals would include the date you expect to reach them clearly identified, or they would be just dreams. We are taught to make them either lofty or tiered, depending on the guru, ...
    Rated: +7
  • +4

    Why Would a Customer Come to You?

    Why Would a Customer Come to You?
    Unless you are offering something patented and totally unique, you more than likely have competition. What makes a customer want to come to you as opposed to someone else? Whether you have 5, 100 or 1000 competitors, what brings the person to you the first time, especially if you are selling a service as opposed to a “thing”? The single most ...
    Rated: +4
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    Gradualism: Leveraging Time To Get What You Want

    Gradualism: Leveraging Time  To Get What You Want
    "Great ability develops and reveals itself increasingly with every new assignment." -Baltasar Gracian We live in a world that wants everything now --- or yesterday. We have little patience and seem to be constantly in a hurry. Just look at “rush” hour traffic and listen to the horns blaring away. Nature has a way of achieving greatness over time. The myth ...
    Rated: +4
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    Don't Make Blind Assumptions

    Don't Make Blind Assumptions
    In this tale, an experienced sales pro, Tim, learns a lesson about the value of asking questions before blindly making assumptions. He pays a steep price for the lesson, since it costs him 85 customers. Here's Tim's story: Cecil was an older man about to retire. As president of his company, he was determined to see that his insurance needs, as ...
    Rated: +2
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    Social Networking vs. Real-World Networking

    Social Networking vs. Real-World Networking
    I love Social Media and Social Networking! In my audiences where I speak, I see more and more serious business people are devoting time, money and effort to learn how to use these tools. Social Networking tools provide the ability to connect with others in ways that we never would otherwise. By using Twitter, I have connected with people that I ...
    Rated: +7
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    5 Steps to Get Business Today

    5 Steps to Get Business Today
    You need more business! We’ve heard it loud and clear. In today’s economy many are struggling, but there are some who are doing very well. The key is the principles which one applies. Here are some important steps you can take right now to generate more business --- and one to avoid at all costs. Apply these principles and notice how ...
    Rated: +6
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    Projecting an Expert Image

    Projecting an Expert Image
    Virtually every salesperson with any experience what so ever proclaims him or herself to be an expert in their field. Their business card, their fliers, their door hangers (if they use them), their cold calling spiel, their brochures, and everything else they have tries to communicate this expert status to prospects and clients. Why is everyone so anxious to get the ...
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    Developing a Referral-Based Mindset

    Developing a Referral-Based Mindset
    Are you like over 85% of all salespeople, professionals, and business owners who find acquiring high quality referrals from your customers and clients difficult and frustrating? You’ve heard the sermons about how referrals are the best marketing method there is—and then discovered that few generate enough high quality referrals to actually make referrals a significant part of their marketing plan? Like ...
    Rated: +1
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    12 Ways to Get Your Prospects to Call You Back

    No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave them sounding just like every other sales person in the world. If you want to get more return calls from your ...
    Rated: +1
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    Secrets of Top Sales Achievers

    Secrets of Top Sales Achievers
    As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer, what are their characteristics, where are their strengths, and what differentiates them? Over the past fifteen years I have trained and developed thousands of sales professionals, from foundation right up to ...
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    8 Closing Mistakes You Can't Make

    Mistake #1: Not earning the buyer’s trust. If your prospect doesn’t trust you, 98% of the time, you won’t make the sale. There are two important things to remember about trust. First, trust extends from you. If you begin the sales process by building rapport so that the prospect starts to like you, they will soon begin to trust you ...