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Joel Sussman Profile and Articles
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1). Are Your Sales Scripts Working For or Against You?
Copyright 2006 Joel Sussman
Sales scripts are a double edged sword. On one hand, they can help you present your selling points and sales rebuttals in an organized, strategic way. Used incorrectly, however, they can undermine your sales effectiveness and actually cause you to lose sales. Here’s a caveat worth considering: Although sales scripts may.
2). 7 Marketing Ideas to Expand Your Customer Base and Profits
Copyright 2006 Joel Sussman
How do you grab people's attention, arouse their interest, trigger their desire, and motivate them to take action? Answer that four-part question correctly and you've identified the secret to achieving tremendous sales and marketing success in your chosen business or field. To complicate matters, however, the potential answers are as numerous and multi-faceted as the growing number of niche markets, products and services, and marketing trends in our culture.
3). Positive Thinking and Effective Marketing Go Hand in Hand
Copyright 2006 Joel Sussman
Successful sales and marketing requires persistence, continuous improvement, and the expectation of a positive outcome. If one doesn’t approach every aspect of marketing with enthusiasm, creativity, and a positive mental attitude, then it’s like embarking on schooner race with no wind in your sails. You’ll have no momentum or direction, and the competition is guaranteed to overtake you.
4). Nine Ways to Get Free Publicity and More Clients
Copyright 2006 Joel Sussman
One of the disadvantages of traditional marketing is that it often lacks credibility. Why should someone believe you when they know you're trying to sell them something? However, there are free or inexpensive techniques for gaining business-building, positive exposure through a number of channels that may not be occurring to you or that you may not be taking full advantage of.
5). Get a Competitive Marketing Edge with PR Techniques
Copyright 2006 Joel Sussman
One of the least understood, most underutilized marketing techniques in the business world is public relations. That fact represents an opportunity for small business owners and managers who are willing to devote a little time to cultivating relationships with reporters and editors in their community.
Advertising is the obvious approach to self-promotion, so a lot of your competition is doing it.
6). Make More Sales by Counteracting Fear
Copyright 2006 Joel Sussman
Possibly one of the biggest obstacles to making a sale or increasing your client list is fear: fear of making the wrong decision, fear of being ripped off, fear of getting lousy service after the sale. Two things fuel that fear: personal experience and news headlines.
Case in point: A couple years ago, I tried out a new dentist based on a full-page ad in the yellow pages and the credentials listed on his web site.
7). Vital Component to Marketing Success: Establishing Credibility
Copyright 2006 Joel Sussman
As a salesperson or the owner of a small business, do you consider yourself to be qualified, experienced, and dependable? More importantly, have 95% of your customers had a satisfying experience doing business with you or your company? If your answer is ‘yes’ to all those questions, then your services or products have the potential to be in high demand.
8). How to Write Results-Oriented Web Pages, Sales letters, Ads, and Flyers
Copyright 2006 Joel Sussman
First, the bad news: There are dozens of ways you can go wrong in writing and designing (what you hope will be) an effective sales letter, web sales page, promotional flyer or ad.
Now the good news: The learning curve for getting it right is relatively short. Here are some key guidelines and pointers for getting noticed, generating interest, and persuading people to respond to your offer.
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