Prospecting for New Sales Opportunities, Your Premier Source

Salespeople are asked to prospect for new customers all the time. Businesses spend fortunes in advertising as they try to entice new people in to spend their money. Both business owners and salespeople regularly totally neglect the best ongoing source of constant sales.

Hunters and Farmers, To Be a Master Salesperson You Must Excel at Being Both

Yes this is an article on selling not about buying a large rural property. I'm referring rather to the nature of salespeople, the hunter nature of the majority and farmer nature of the rest. Everyone who sells feels most comfortable in one camp or the other. A small percentage of salespeople excel in both. These are the true masters.

Sales Skills & Tools – Use Agenda for Presentations

Learning new sales skills and tools, should be a lifelong part of being a professional salesperson. Adapting those new skills and tools to your unique style, and then using them to increase your effectiveness, is another skill all by itself.

How Telemarketing Services Can Attract Customers And Increase Sales Leads

The sales process of telemarketing services goes like this: Initial attraction generates sales leads - sales leads generate sales presentations - and sales presentations generate customers. So, assuming that an organization is effectively staffed to handle leads, presentations, and customers, is this: How do we create that initial attraction? Once that initial attraction is developed, the other elements fall into place with hard work and skill.

How to Handle the Price Objection

Here's how to handle the most common objection in sales - Your Price is Too High.

80% of the Work is Done in 20% of the Time

Could it be that communication or miscommunication is the foundation for why productivity is so low? Could it be that effective communication is the foundation to improve not only productivity but profitability as well?

The Most Important Asset to any Sales Organization

I must be starting to show my age. Thirty years ago, if I saw a headline on an article that read like this one does, I wouldn't have looked any farther. That is because I already understood the answer when considering a sales organization. Today, things seemed to have changed to the point where, within many companies, it isn't all that clear any more.

Three Simple Ways To Improve Customer Loyalty

There can be no greater work related priority than when we are interacting with a customer, either in person or on the phone. Each employee must be keenly aware that the only thing that sets your business apart from your competitors – long term – is how you make your customers feel whenever they are interacting with an employee.

Sales Prospecting Tools

Prospecting and making cold calls does not take a lot of work. We just need to add a few things to our skill base and we can have all the prospects we need.

Relationship Building for Long-term Repeat Business

Most business owners, along with most salespeople, understand the value of relationship building in securing customer loyalty and consistent long-term repeat business. Unfortunately, many are not aware of the cornerstone technique that must be present to sustain this ongoing loyalty.

Selling Experience, How Would You Describe Yours?

When most people, regardless of profession, refer to their experience level they generally tell you how long they have been in the particular field. They will state that they have, as an example, three years or twenty years of experience, but is this an accurate way to describe their level of expertise? I think it is a very poor way actually and here's why.

When Mistakes Happen - Do What You Are Trained To Do

In my story, we admitted our mistake and were able to show the results of my error. We simply performed what we needed to do to resolve the situation. I remember willing to do just about anything we could if the customer would have asked. The customer didn't ask and remained a key customer for years because we were human and continued to perform for them.

It's a Prosperous Time - Where Have Business Ethics Gone?

Times are good. The economy is booming. Consumerism seems to be insatiable. In the midst of it all there is a frightening trend appearing. Business ethics seem to be slipping away. Individual salespeople need to take heed and take personal responsibility in order not to slide down the slippery slope that can limit or, worse still, destroy their careers.