Sales Articles

1). Catalogs as a Way of Selling Products or Services By : viojieley
Catalogs generally range from small pamphlets to large bound books that contain hundreds of pages. By and large, catalogs consist of images or photos, the description of the products and their prices. If you are new to the catalog printing process there are several things you need to consider. First off, you have to carefully plan your catalog design and printing process.
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2). Why Your Artwork Is Garbage! By : Aubrey Richardson
You’ve heard the phrase “garbage in, garbage out!” It’s also true when they say “What You See Is What You Get!” The acronym is WYSIWYG! Having been in the digitizing logo business now for some twenty plus years, I’ve seen virtually all kinds and types of artwork. We all want and hope for the “camera ready” artwork to show up on our desk or computer files.
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3). Tips to maximize the sale of your business By : Steve fitzgerald
Question: How can I maximize the amount of cash I receive when I sell my business? Answer: Acquire every last after tax dollar and get paid in cash. Also, follow three critical steps before proceeding: 1. Preplan the sale of your business. This should not be a spur of the moment decision. Rather, it should be well planned in advance. Though it is not possible to control the external environment, such as interest rates and strength of the economy, it is possible to plan for an orderly transition.
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4). Cracking the Pareto Code By : DynoDonM
Ever heard of the “80/20 Rule”? That’s the well-known principle that says that in every sales organization 20% of the salespeople win 80% of the sales (and money!) while the remaining 80% are all splitting up 20% of the revenue. So, which category do you want to be a part of - the Top 20%, or what I refer to as the Sales HEROES, right? Where did this rule come from? In fact, the 80/20 rule is not a rule, it’s a “law.
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5). 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.
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6). How to Set Up a Wholesale Handbags Business By : Steve Pavis
Millions of people are getting their fashion fix from buying wholesale handbags online. They know that websites that offer wholesale handbags can give better prices. They also know that wholesale handbags also feature more variety than a typical boutique. After all, how can a small store display all the styles and colors? This is not a problem with wholesale handbags websites, which can show hundreds, even thousands of handbags, in ten different colors, and customizable prints as well.
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7). 12 Sales-Boosting Strategies By : Alex A. Kecskes
The competition is fierce and ad budgets are tighter than ever. If you’re looking to boost profits and gain market share, there are some things you can do to gain a bigger piece of the pie. Give your product a distinct personality. OfficeMax’s Rubber-Band Guy is an instantly identifiable, highly memorable character that has boosted sales and brand recognition.
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8). The Art of Selling By : Daniel Hunt
Before becoming a salesman a person has to go through a number of trainings and courses, for this profession may only seem easy but those involved in sales for years will say how hard it is to satisfy an average individual of the 21st century. A good salesman should be a first-class psychologist, experienced researcher and an idea generator. This type of profession requires 24 hours a day activity both physical and mental.
article related to: selling

9). Temperament Profiling is an Absolute Must. By : Fox Realtor
Sales managers who lack the benefit of temperament understanding are inclined to place too much emphasize on their gut-level feeling during the hiring process. Progressive organizations that understand the value of temperament profiling actively seek people with varied behavioral styles and thereby benefit from a richness and diversity of perspective.
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10). The Three Warning Signs of Not Doing Enough Prospecting By : Fox Realtor
Almost any salesperson can improve their results by doing more prospecting. When an salesperson is brand new in the business, oftentimes prospecting takes up a large part of their time because they really have no active transactions they're working on. But sometime thereafter salespersons can get out of the habit of prospecting regularly once they feel busy and working on activity.
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11). Proactive Selling By : Terence Traut
This article distinguishes proactive selling from reactive selling and illustrates the technique and benefits associated with proactive selling. Are you getting “no’s” bleed from customers saying no too often? Try asking questions that can’t be answered with a no. Try proactive selling. Reactive Selling Much of the time, we adopt a reactive posture with our customers.
article related to: sales, selling, customers, customer service, communication, value

12). Mortgage Leads, Increase Your Closure Ratio By : Jay
If you are a loan officer or a mortgage broker, and you are currently using a mortgage lead provider, or you are considering investing with one, one of the most important things you should take into consideration, is the closure ratio. If you are closing anywhere from 5% to 12% of the leads you purchase, than you are doing very well according to the industry’s standard.
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13). IT Sales: Determine Your Clients' Needs By : Joshua Feinberg
When you first meet with IT sales prospects, you'll want to get them talking about their top 3 problems. You may learn that the problems your prospects have aren't ones you or your network of partners or subcontractors can help with. In this case, you are barking up the wrong tree and should move on. But it's very important to get your prospects talking if you want IT sales.
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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). Finding Leads - A Sales Essential By : Natron Chango
Leads refer to people who have the potential to add to the sales or become part of the entrepreneur’s network of sales people. For many home businesses, the constant flow of leads greatly increases success, especially if the nature of marketing is multi-level. Without generating leads, the entrepreneur will not increase his commissions and sales. Thus, it is important for a home business entrepreneur to find leads.
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16). Three Reasons Why People Won’t Buy And Three Ways To Fix It! By : Aubrey Richardson
Most of us at some point in our career have experienced the frustration of being unable to “close the deal”! We’ve walked away wondering what else could have been said, shown or done in order to GTC (Get The Check). Well, I’m here to suggest to you that sometimes it’s simply not the right time for the prospect to “get in”, “do the deal” or “sign up”.
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17). Follow Up With Your Customer By : Jay
Follow Up With Your Customer After you go through a sales session with a customer, wether you sell them a product or not, follow up with them. Otherwise, your time was all but wasted. Every part of a sales process from the initial contact, to the presentation of the product, to the final step, following up, are all equally important. The following up process is an important element of the sales process for many key reasons, here are just a few: 1.
article related to: sales, marketing, loan officer, mortgage, leads, telemarketing, skills, training, communication, selling

18). Relax Your Customer By : Jay
Relax Your Customer One of the most important skills a doctor can posses, is that of a bed side manner. In the same sense, it is important that sales people posses the same type of skill, to be able to put their customer at ease. Relaxing your customer is important to any type of sales situation you may find yourself in. Remember, think of the customer as a guest in your house, you are the host, so you want to make them as comfortable as possible in your house.
article related to: sales, marketing, loan officer, mortgage, leads, telemarketing, skills, training, communication, selling

19). Purchasing Exclusive Mortgage Leads By : Jay
If you are a loan officer or mortgage broker, you may be on the market for mortgage leads. You may even be considering purchasing them exclusively. Purchasing exclusive mortgage leads may not be such a bad idea if you want to cut out your competition. Most mortgage lead companies will sell their leads up to four times, and some as many as five times.
article related to: sales, marketing, loan officer, mortgage, leads, telemarketing, skills, training, communication, selling

20). Taxi! What Consultants Can Learn From Cab Drivers By : David Newman
Most consultants are like cab drivers. Cab drivers run the meter. They throw the luggage in the trunk (that’s a $1.00 bag charge). They may or may not be personable. If you have extra passengers, that’s $1.50 each on top of the mileage. No smoking. And the radio is tuned to their favorite station – not yours. Most consultants charge by the hour or the day.
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21). 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.
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22). 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.
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23). Negotiating – The Myths and Realities By : Robert Warlow
We have all been there at some stage in our business lives – the dreaded negotiation with your most awkward client. He regularly screws you to the floor each year on price and everything else you have to offer! Pretty quickly you see every negotiation as a battle and all your self confidence goes. There are a lot of myths surrounding negotiating which don’t help if you are faced with handling such a situation for the first time.
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24). Restaurant Supply a Lifesaver for Caterer By : Kingston Amadan
A few years ago, I was working as a catering manager of a local historic hotel. The hotel had been in terrible condition for many years until a group of investors purchased it and began the long arduous process of renovation. They were able to get the majority of it renovated before the funding started to run out, at which time they opened for business to offset some of the costs of ownership.
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25). Eight Ways to Sell Value - Not Price! By : Fox Realtor
If you want to get paid what you're worth here are eight ways to sell value - not price: 1. Be Unique. If there is nothing that differentiates you from your competition you become common. Webster defines the word common as, "ordinary or not special" and the only way buyers select one common service over another is price. Take inventory of your skills, experience and knowledge.
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