5 Ways to Encourage Impulse Purchases

 
I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase. I was at one of those big show events and walked past a demonstration booth. I even knew it was coming. About 50% of the people walking out were carrying two bright yellow cylinder-things. As we walked toward the convention center, I told Tim (my other half), "There's one of those guys with a microphone in there, doing a demonstration. He gets people so excited they think they have to buy those things....
 

Is Cold Calling Dead?

 
Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on? Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their belief that the only possible way to succeed in the world of selling is to make no less than fifty calls each and every day. On the other hand, younger salespeople tend to become frustrated with this rather quickly and begin looking for more innovative ways to generate business....
 

Telephone Techniques

 
TELEPHONE TECHNIQUES Selling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct sales force. There are key personal qualities that are essential for phone work 1. Self Motivation 2. Determination 3. Sense of Humour 4. Self Esteem 5. Professionalism 6. Enthusiasm 7. Persistence 8....
 

Why USPs Dont Work

 
The USP (Unique Selling Proposition) is based on the assumption that if you can't be better than the competition then being different will usually suffice. It is true that most businesses scrape by in the midst of mediocrity. The bosses of these firms see an industry or profession that looks lucrative and join the ranks in a 'me too, I'd like some of that action', kind of way. If there's enough of a market for what they do then they'll pick up the odd client and eke out an existence without having to think or work very hard on their brand....
 

When the Nose of the Camel is in the Tent

 
My new job was to sell Commercial Service Agreements. It was a fine company. They were growing. They wanted to expand their Service Base. I had a territory that no one wanted. It was the farthest away from the office. "There is no business there!" was all I heard from everyone when I first took the job. I also heard, "You're nuts! Why did you give up the security of being a Technician?" I had to. I was stale. I was restless. I was a C+ technician on my best day. But I had people skills....
 

Sex Sells!

 
An attractive woman has a decided advantage as sales representative over her male counterpart. This "selling edge" is primarily due to the existence of the "glass ceiling" found in most business organizations today. The glass ceiling (women are still arbitrarily held back from leadership positions) means that there are many more men in decision-making positions in businesses than women. Therefore, when cold calling, an attractive woman has a better chance of getting an appointment for a sales presentation, than does a man....
 

Stop Screwing Up Your Sales Letter

 
"Sales Letter"... that's your web site's sales page. The page with the carefully written copy designed toconvince a visitor that they will benefit from buyingwhat you are selling. I began direct marketing before the internet and learnedthe basics of mail order marketing. I am glad to saythat many webmaster have adopted the teachings of theold time, direct mail copy writers. They learned thehard way what would sell and what would not. Mail order means spending thousands of dollars on every mailing....
 

Leave a Better Voice Mail Message

 
Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. This one didn't, so it ended up getting deleted. This is what he said. "Hello, Scott. My name is Richard ______ and I'm with ABC Financial in Phoenix, Arizona. We do 401K's for employers. My number is 480-555-1212. Please call me back." That was it. Nothing compelling....
 

A Quick and Simple Tip For Gaining Customers

 
In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. I'd like to talk about two of the more memorable vendors, and the simple technique that they used (perhaps unknowingly) which made them stand out in my memory. As my bio shows, I have the letters "Ph. D." after my name; however, I seldom use that title, except in my various writings and official correspondence....
 

Top 10 Ways to Maximize Your Approachability

 
After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them address what approachability means. Or maybe they just don't take the time to define it, stress its importance and offer suggestions on how to maximize it. That research was my impetus for writing The Power of Approachability. I wanted to give people a clear picture of what the idea meant, along with many small tips and suggestions to put that idea to use - one conversation at a time....
 

How to Write Effective Selling Proposals

 
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success. Some proposals are written in response to an RFP (Request for Proposal) or RFI (Request for Information). Organizations that go to the trouble of writing RFP's want to receive highly structured proposals, as this makes it easier for them to compare responses from various bidders....
 

Color Psychology Will Make Or Break Your Sales Success

 
Color psychology is the biggest question I receive on aregular basis. The reason being is it's importance. Coloris a trigger that is associated with traditions and used inmarketing over the years so well that they must be honoredor sales are lost. Color will also trigger reactions. It is a given. This iswhy you must know how to choose the right color for theright reaction at the right time. Because of a color's relevance to success in marketing, Ialways like to continue sharing and repeating in some cases, what colors to use and when....
 
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