Sales Articles

1). The Downlow on Buying and Selling Concert Tickets Online By : Jared Lock
Buying concert tickets online isn’t scary. In fact, it’s as easy as visiting Google and typing in the event you are looking for and follow with the word “tickets”. However, a couple of questions may come to mind when browsing for sports or concert tickets. 1. Why are tickets so expensive on the internet? On Ticketmaster the tickets are so much cheaper.
article related to: buy tickets, sell tickets, buy, sell, tickets, concert tickets, online, how, scalp, broker, internet, sellout, sold out, resale, secondary market

2). The Sales Training Series: Dealing With Sales Objections and Stalls By : Duane Sparks
Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.
article related to: sales training, sales training program, selling skills, selling, sales techniques, sales strategy

3). Power Words By : Wendy Weiss
I conducted a teleconference a few weeks ago with people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand their prospecting process. One of the participants on the call told me that she had been given the telephone prospecting script that her team leader uses to set appointments.
article related to: business, business marketing, cold calling, sales calling, prospects

4). The Five Cardinal Sins Salespeople Commit By : Bill Brooks
We have very candid conversations with the sales professionals who come to our seminars and through those discussions we’ve discovered five critical errors that most salespeople make. Of course, we help them correct those mistakes, but it’s somewhat surprising as to how common they are. Here are the mistakes, see if you commit them in your own sales career.
article related to: sales management

5). Forget the Eagle, Peacock, Owl or Dove ... are you a Canary? By : Clayton Shold
You may be familiar with the Eagle, Peacock, Dove and Owl from the program that identifies your behavioral social style. This isn't about any of those birds. It’s about being a Canary - or not! From the early 1900's to the mid 1980's, coal miners around the world used canaries deep in the mines to alert them to dangerous levels of carbon monoxide gas.
article related to: sales, upgrade selling skills, coach, professional development

6). Are Your Sales Scripts Working For or Against You? By : Joel Sussman
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.
article related to: sales script, sales and marketing, overcoming objections, sales rebuttals, rapport, nonverbal communication, marketing ideas, marketing strategies, marketing article, sales article

7). Stop Cold Calling and Double Your Sales in 30 Days By : Hartley Pinn
Everyone knows what “cold calling” is, but how about “warm calling”? That’s easy, warm calling involves contacting your former clients and people you have already identified as prospects. These are the people you had made previous contact with and are listed in your database or on your Rolodex. If appropriate for your industry, I recommend spending one hour a day calling your database.
article related to: cold calling, cold calling technique, cold calling tips

8). Why Your Customer’s Buy: 3 Motivators Small Business Owners Should Know About By : Robert Warlow
Whenever you go into a shop or pick up the phone to place an order, something has prompted you to take action and buy. Have you ever stopped to consider what that prompt was? What thought went through your mind, which led to you putting your hand in your purse or wallet? It’s all down to motivation – what motivates you to buy. Understanding your customer’s.
article related to: buying motivation, customer motivation, wants, needs, desires

9). Secrets to Getting Paid for Your Creative Ideas and Proposals By : Kirstin Carey
Many creative professionals such as event planners, interior designers, and decorative painters are frustrated when potential clients steal their ideas and take them to cheaper companies. They present their ideas in a proposal or presentation and later find that they didn’t get the client and their designs are being used by someone else. PROTECT YOUR IDEAS In order to protect your ideas and still get the client, you have to change how you deliver your concepts and specifically what you present.
article related to: decorative, painter, painting, wedding, consultant, interior designer, event, planner, creative, proposals, fees, ideas, create, paint, muralist, mural, faux, finisher, decorate, income, business

10). Getting Passed the Gate Keeper By : Jay
We all know the feeling of going out to make our cold calls, only to be shot down by the person at the front desk who looks at us as nothing more than a solicitor. These front desk people would be otherwise known as the gate keepers. Lets face it, getting passed the gate keeper can be tough, we are on their turf, what they say goes. Any slight resistance could end up with them making a call to security.
article related to: sales, marketing, loan officer, mortgage, leads, telemarketing, skills, training, communication, selling

11). High Probability Selling for Sales Professionals: Turn Cold Calling into Warm Sales Leads By : Jacques Werth
Like most sales lead consultants, I do not advocate cold calling . However, I acknowledge that cold calling is necessary at times. You need prospective clients and customers: If you don't have a customer list from which to solicit referrals, and you also lack an advertising/marketing budget, cold-calling to a highly targeted list is the fastest route to finding high probability prospects.
article related to: sales leads, cold calling, high probability selling, telephone prospecting, sales prospecting, selling techniques, telesales

12). IT Sales Calls: Getting Past the Gatekeeper By : Joshua Feinberg
IT sales calls require connecting with the right person in order to be successful. However, getting past the gatekeepers is no easy feat. In this article, you'll learn some techniques to help get you in touch with the person you need to for your IT sales calls. IT Sales Cold Calls are Difficult How do you get past the secretary gatekeeper/screener who only takes your name and number and says we’re not interested? This typically happens when you are cold calling so you may want to try another method of gaining new clients.
article related to: it-sales, it sales, it marketing, it-marketing

13). Sales Success Tips-Take Control of the Sales Process By : Greg Beverly
Many of today's prospects seem to have left behind proper business etiquette. Missed appointments, no return calls, broken agreements, etc. Taking control of the sales process and demanding respect for your time, effort and product will lead to more sales and less wasted time.
article related to: sales and marketing, sales success, sales tips, sales hints, sales training, sales help

14). Paint a Picture With Your Words By : Jay
Paint a Picture With Your Words Depending on what you sell, it is not always easy to get your point across, so it is very important to paint a picture with your words to give your customer a visual of your product, or a visual of themselves using your product. When you are meeting someone face to face, and you can show them your product up close, it is easy for them to get a visual because they are looking at it with their own eye’s, and they can hold it in their own hands.
article related to: sales, marketing, loan officer, mortgage, leads, telemarketing, skills, training, communication, selling

15). Sales Training - 'Confidence 101' By : Ray Turnbull
First and foremost, the very first thing you need develop in sales and negations is your confidence. But be aware of the fools sense of confidence which plagues most salesmen, and that is the confidence which is based totally on bravado. Let me explain! Say you are a physically confident person. You would most likely tell yourself that you could.
article related to: sales, selling, sales tips, sales questions, sales techniques, selling techniques, sales training

16). Exactly What to Say When Asked, "How Much Do You Charge?" By : Kirstin Carey
A client with a creative business called me one day and asked the following question. It's a question I get asked frequently, so rather than write an entire article, I decided just to tell you exactly what I told her. Kirstin, "I never know what to say when a potential customer calls and asks 'How much do you charge? What are your fees?' I don't want to shoot myself in the foot by quoting something too low, but also don't want the caller to hear a number that they think is too high and hang up.
article related to: fees, charging, negotiating, setting, sales, marketing, creative, professional, freelance, design, subcontract, money, value, business, professional

17). Sales Mindset vs. Sales Training By : Clayton Shold
Picture the announcer in the middle of the ring broadcasting - "In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, winner of this year's collegiate championship, introducing Sales Mindset. Defending the long-standing domination of this event, winner of 35 title bouts, defending heavyweight champion, weighing 224 pounds, in the black shorts, please welcome Sales Training.
article related to: sales training, sales mindset, sales success, effective thinkers

18). Follow-Up: Diligence and Persistence Pay off By : Joshua Feinberg
Follow up is a critical activity for maximizing your lead potential. Whenever you meet anyone you should immediately send a follow up letter, postcard, phone call – anything to keep your name in their mind. You go to meetings and business networking events to make contacts. The contacts you make might not be interested right away but if you do a good job of follow-up, when they are ready they know who to call.
article related to: follow up, follow-up

19). What’s the Objective of Your 1st Sales Appointment? By : Jeff Hardesty
Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not. And with a pre-defined objective to your 1st appointment you can (1) set a realistic benchmark of success and (2) measure the outcome. It becomes part of your sales performance scorecard.
article related to: sales leadership, sales training, sales performance, sales management training, corporate sales training

20). Employers Keep Screening Out Great Sales Candidates By : Robert Cameron
Companies hiring sales reps stick to the same old hiring practices, and hire low performers that turn over, while screening out some of the best candidates. Robert Cameron examines two hiring myths and shows you how to easily select sales people who can sell.
article related to: employee assessments, pre employment testing, sales turnover, employee turnover, employee retention

21). 7 Reasons Why Loan Officers SHOULD NOT Market to REALTORS By : Joe Pahl
This article expresses why marketing to real estate agents is not always the best option and explores seven other ways to generate purchase business.
article related to: loan officer, mortgage marketing, originator, fsbo, for sale by owner, leads, prospecting

22). Improve Retail Sales Performance With These Sales Coaching Tips By : Steven Lipschitz
Your POS system generates key statistics that tell you about your Retail sales performance. These key statistics are: Average sale, Transactions per hour, Items per sale, Conversion rate, Sales per hour. But did you know that tracking these statistics on an individual Salesperson basis can lead you to focused clues about improving individual performance.
article related to: improve retail performance, roster, kpi, retail software, increase retail sales

23). Sell Your Customer What They Need By : Jay
When it comes to selling your products it is important to ask your potential customers probing questions as well as open ended questions. These types of questions are geared toward gathering information. They commit your customer to giving you anything but a yes or no answer. For instance, an open-ended question would come across like this: What.
article related to: sales, marketing, loan officer, mortgage, leads, telemarketing, skills, training, blog, selling, internet mortgage lead

24). Increase Your Sales with Hypnotic Double Meanings By : Danek Kaus
Copyright 2006 Danek Kaus Advertisers know that the best way to sell something is to reach people on an unconscious level. That is why so many products are tied to sex in one way or another. Beer commercials, for example, show men drinking their brand surrounded by beautiful women. As the men in the audience watch, an unconscious link can be created between drinking the beer and sexual satisfaction, or at least the opportunity for it.
article related to: sales, selling, subconscious mind, unconscious mind, sales techniques, hypnotic influence, influence, hidden influence, persuasion, power persuasion

25). Why Use Lead Management Software? By : Halstatt Pires
Having a popular website, or popular company of any type, is entirely dependant on sales. Effective sales at that. Maintaining a healthy profit is key to the long-term survival of your web site or business and this means knowing the difference between your effective sales leads and your ineffective sales leads. Small Business Owner Lead management software is perfect for the small business owner or webmaster of a website.
article related to: lead management, lead management software, lead software