Marketing Sales

From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. So the question comes to mind.....are you making the right plans to reach your goals? It's GREAT to set a certain amount you want to make, so you have a little motivation, but without the proper planning reaching that goal is going to be more difficult. Ask yourself the following questions: What have you done in the past that created sales?...

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Imagine you've just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. An interesting observation is that the ripples closest to the rock are actually the smallest ones. Then each ripple creates another larger ripple? until finally it disappears. Welcome to the world of selling! Contrary to popular belief - it's not just the big things you do that create interest. Sure we get attention when we get a new customer or project - but the ripple effect doesn't stop there....

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Looking for a way to handle rejection? Edward W. Smith, motivational speaker, author and TV show host, who specializes in quick tips on how to move your life ahead even faster, offers the following advice. The secret to handling rejection is to keep coming back. You have to be in the game to win it and if you quit, it is over. Remember, success is generally located just beyond the spot you fell. First, find a way to avoid taking the rejection personally, so you can deal with the rejection objectively....

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Dogs are great teachers of how to sell easier and better. And if you think about a dog's life, it's quite a pampered and easy one. Some dog behaviors can serve as models for do's and don'ts for salespeople. Dogs mark their territory. Do what you can to stand out in your industry or in your working geography. The better you customers and prospective customers know you, the more you control your territory. That's as much as anything can be controlled! Dogs do not have problems expressing affection in public....

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We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them. 1. Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way of learning whether or not your product or service meets the needs of your prospect. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert....

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During the introduction of the "Stop Selling!" philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items. While using this example makes it easy to get a deeper understanding of buying behavior, it often creates doubts as to whether the "Stop Selling!" approach is equally applicable to selling high-value solutions in business-to-business (B2B) settings. As a matter of fact, this approach is practical for these situations as well....

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1. They talk instead of LISTEN. Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service...and fifty-five minutes buying it back, Result: "No order" or "Think it over". 2. They presume instead of ASKING QUESTIONS. 3. They ANSWER UNASKED QUESTIONS. When a customer makes a statement such as "Your price is too high", salespeople automatically switch into a defensive mode....

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A study done by the Association of Sales Executives revealed that 81% of all sales happens on or after the fifth contact. If you're a small business owner and you're only doing one or two follow-ups imagine all the business you're losing. Not following up with your prospects and customers is the same as filling up your bathtub without first putting the stopper in the drain! After asking many small business owners the reason they don't follow up I often hear responses such as, "I don't have the sales staff to chase down all our leads", or "We're usually too busy to do a lot of follow up....

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For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with. When we make a sales presentation, it is all too essential to look and sound the part. A professional appearance and product knowledge are to very important ingredients involved in sales. But don't ever lose sight of the fact that sales is supposed to be fun!...

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When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got a better schedule," or they will blame whatever happens to come to mind that day. Never, do they take stock of their own selling techniques. There are four basic reasons why salespeople don't make a sale....

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In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings: Nostalgia: Remember how wonderful things were back in the "good old days?" Whether those days were really "good" or not, we have a deep-rooted connection to our past. The smallest things -- an aroma, a song -- can bring back memories so powerful, it's as if the moment just happened....

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I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it. The secret is how NOW to get objections in sales! Throw away your books on 'how to overcome objections in sales', you won't need them once you understand what I am about to reveal. Here's the simple exercise you must answer truthfully in order to learn the secret... Get a piece of paper if you want to make a huge difference to your sales as you need to write down your answers....

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