Diverting the Flow of Customers to Your Business

 
I was a lucky kid when I grew up. Lucky, because I had a big back yard for playing. It was about 28 acres big. My siblings, friends and I spent many days exploring, building, digging and hiding in the vast outback. Geographically disadvantaged as a flatlander, there were no rushing mountain streams or flowing rivers in the valley for exploration and water play. There were only a few ditches that the rain and snow runoff would eventually pool in to create a kid's river. Kids' rivers are navigable by toy boats and are only inches deep at flood stage....
 

Selling To Your Difficult Person

 
We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as difficult gets in the way of our selling effectively and their buying wisely. It is easy to blame the other person. They're the difficult ones. But, the truth is, if you find someone difficult, for sure they will find you just as difficult. And, if you're difficult they won't want to work with you. They'll take their business elsewhere....
 

Ten Tips for Choosing the Right Direct Sales Company

 
Direct sales can be your ticket to a profitable home-based business. There's low risk and low overhead - and you'll find lots of conversation, creativity, and cooperation among the company's representatives. But how do you know which company is right for you? Here are ten things to look for as you research your options. 1. Products. Successful direct sales consultants exude a genuine enthusiasm for their products. Before joining a company, you'll need to have the inner conviction that your company brings products and an opportunity that no other company can....
 

Keep the Referrals Coming

 
A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction. When we receive a referral from someone, it seems like an easy way to get a sale, but keep in mind, referrals don't come without first building relationships with your current customers, and within your business community. There are several ways to get referrals, but perhaps the easiest way to get them is from the people closest to you, the people right in front of you....
 

The History of Sales: Dale Carnegie is Still with Us

 
I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. But of what? The next iteration of How to Win Friends and Influence People. Interestingly, Dale Carnegie's beliefs and sales models continue to capture the mainstream audience for sales professionals, complete with the beliefs and behaviors he put into place in 1937....
 

How Leaky is Your Sales Pipeline?

 
Does your Sales Pipeline leak? If you answered no, you don't even understand the question. Every business' Sales Pipeline leaks to some extent. The question is: Have you done everything you can to ensure that it does not leak excessively? Do you even know what your Sales Pipeline looks like? Very simply, a Sales Pipeline starts with an initial enquiry and ends with a sale. While the Sales Pipeline looks different in each business, there are still some similarities between them. In all businesses, there is a need to generate enquiries....
 

How to Acquire More Leads

 
The most effective prospecting techniques were revealed inthe August 1st, 2002, issue of TIP (URL at end of article)that resulted from a survey of financial advisors earning over $200,000 annually. Here's how they rated the following techniques: 100.0% for Referrals from clients, and non-clients 69.6% for Contacting clients by phone, or in person 60.9% for Seminars, teaching classes 60.9% for Speeches, talks to civic, trade, and select audiences 56.5% for Participation in organizations composed of clients 47....
 

Is Sales Profession an Oxymoron?

 
If you are in Sales, you have probably heard these before: Q: "How can you tell a sales person is lying?" A: "His lips are moving." Q: "Why do lawyers like sales people?" A: "They give them someone to look down on." Sadly, the term sales professional is often seen as an oxymoron, in much the same manner as plastic silverware, accurate forecast, or affordable housing in the metro DC area. In the interest of complete candor, many of our predecessors, and some of our contemporaries, have earned this less than stellar reputation for our profession....
 

How To Shorten The Selling Cycle And Reduce Buying Stalls

 
The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy. If you sell an intangible product or service, it may be even tougher to close down a sale because your product or service is not something people can see, touch, or feel. So the reasons for your prospects to buy have to be vivid, logical, and emotional. There has to be a reason for them to buy NOW, or they'll put off making the decision until later....
 

At-ti-tude, n

 
At-ti-tude, n. One of Webster's dictionaries describes the word attitude as: a mental position; the feeling one has for oneself. Your attitudes are mindsets-or points of view based on what you believe to be true about life, other people and yourself. The $elling Edge®, Inc. has taught thousands of selling professionals how to consistently close sales. Some of these people have incredibly high natural sales ability but sell very little and others, with seemingly few innate skills, are able to achieve high levels of closings....
 

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

 
Long-term sales success has less to do with skills or knowledgethan you might think. Nor are stunning brochures or excellentproducts guaranteed to make one iota of impact over time. Unlesscertain critical elements already exist in the salesperson, providing training and tools in hopes of improving performancedoes nothing more than giving a PGA golfer's best driver to anamateur. The club itself can't make someone a pro. Yet a pro can take a cheap driver and make a better shot than anamateur with the best and biggest Big Bertha has to offer....
 

Selling Your Way To Success

 
I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world. My best mates wanted to be a truck driver or Fireman, Policeman, Soldier, Banker, Doctor, Pop star, Football player and so the list went on. I have yet to meet anyone who knew when they were young that they were going to be a salesman or woman. So where do we learn our trade? Most of it will be through mentoring, reading and actually learning 'on the job.' Here are a few tips to help you continue to grow your wealth and personal happiness through your sales efforts....
 
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