Sales Information

Everyones Favorite Topic - 3 Tips for How To


I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS. It?s been said that fully 85% of your success in life is directly related to your ability to effectively work with people. So I wanted to pass on a little tip that will make all your dealings with clients or co-workers much more effective.

Selling with Purpose


Selling With Purpose

Selling Abilities - Part 1


Selling ?-abilities?: Reliability

Selling -abilities : Part 2


In the last article I talked about different strategies for selling the ?reliability? aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their ?-abilities?: Reliability, Upgradeability, Compatibility and Expandability. In this article I want to discuss how to sell upgradeability. When is the right time to sell upgradeability? When do you mention the possibility of future upgrades? How do you position future upgrades to software or hardware with a new or existing customer without selling yourself short? How often should your company release upgrades? These are all great questions when it comes to the art of selling upgrades. Selling Upgradeability So how do you sell upgradeability? Well, lets start with a basic question. What does the word upgradeability bring to mind when a salesperson mentions the word? If you?re like myself, I think the product has room for improvement and in the future if I choose, I can upgrade to whatever new capabilities the software or hardware may offer. Microsoft Windows epitomizes the model for selling upgradeability. There are four ways to sell upgradeability: Strategy 1: Ernest Dichter a famous advertisement executive made a statement that talked about how we as sales or marketers must use the techniques of motivational thinking to make people constructively discontent. Dichter knew people would only buy a product when they are discontent with what they currently have. The job of marketing and sales is to make ?people constructively discontent? with what they?re currently using. A good example of this is our migration from the audiotape to the compact disc. Marketers reminded us of that annoying ?hiss? sound with tapes and how time consuming it was to rewind or fast-forward to find our favorite song. They went on to promise the delivery of full ?fidelity? with the compact disc along with the ease and convenience of finding your favorite song. Consumers bought the argument and the age of the compact disc was heralded in. When selling upgrades, are you making your customer ?constructively discontent?? Strategy 2: When I hear upgrade in any sales pitch I immediately think of options. The task of the salesman is to give the customer a ?vision? of what could be possible if they chose your product and decide later on to upgrade. Upgradability indicates there are other features that can be purchased without having to absorb the cost for them all at once. A customer likes to know that if they are satisfied with the products performance that they could upgrade at any time to something more sophisticated or advanced. This piece meal approach is especially effective with customers who have limited budgets. Strategy 3: Upgradeability, especially second or third generation indicates to the customer that your company is continually improving on the product (i.e., responding to customer needs and investing in Research & Development). This is key; many customers want to be reassured that the product has not ?peaked in performance? and that you will be improving the product over time. Upgrades should be sold on average once a year. To many upgrades a year can be seen as ?product fixes? or another way of extracting further sales from a customer leading to ?buyer resentment?. Strategy 4: A major mistake made by many salespeople is not taking the time to show or prove to the customer how using your product will increase sales and effectiveness thereby leading to quick return on the buyer?s Return On Investment (ROI). Customers want to see hard numbers on how the solution you?re offering is going to positively affect the bottom line. Too often salespeople will say things like, ?This is going to improve you productivity.?, ?This will make your employees more effective in their jobs.? Or, ?This is going save your company a lot of money adding this upgrade.? All these statements are qualitative, not quantitative; the latter can be proven, the former is just an assertion. Customers want quantitative proof of how your upgrade is going to improve their profitability either by increasing sales or reducing their cost. Highly trained salespeople go into a customer meeting armed with quantitative proof of how upgrading to the next product level will achieve their profitability goals. Upgrades are a great way to add an additional revenue stream to your company?s bottom line. Again, think Microsoft. Every year or so, a new version of Windows comes out and many of us technophiles rush out and buy it. How can you create this type of excitement or anticipation with your company?s product upgrades? Victor Gonzalez, All Rights Reserved 2004

Ten Quick Etiquette Tips for Business Lunches


Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times. Here is a quick list of items toremember:

I Am A Habit


JOHN DI LEMME on "I Am A Habit"

Miracles are Your Responsibility!


John Di Lemme on "Miracles are your responsibility"

5+5 = Your Dream


JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain. Let?s start with a question. How many times have you heard that you need to have a ?long term? goal and be focused for the entire length of that ?long term?? In this article, I am going to focus on a 5 year goal and explain how you will know if you are truly on track to achieve your 5 year goal in life. In the equation, the answer 5 is your five-year goal and the 5+5 is the underlying secret to attaining that goal.

Selling Commodities


"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?"

Stuff We Make Up About Our Prospects


?Go through the ?no?s? to get to ?yes.?

Why People Use Long Sales Copy


Have you ever wondered why some people use long sales letter?

The Anatomy of a Sales Letter


When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things turned out. Many marketers create their own monsters in the form of sales letters. They throw everything into them and then are distressed at the response.

7 Ways to Stop Selling & Start Building Relationships


Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

7 Pitfalls of Using Email to Sell


* Are you sending e-mails to prospects instead of calling them?

Ten Top Tips for Terminating Telephone Terror


1. Make telephone callsFew things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing.

More Articles from Sales Information:
2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29




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The U.S. beer industry added more breweries and workers to payrolls from 2016 to 2018, despite a dip in sales during that period, according to a new report.


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Sales at established Kohl's Corp. stores fell 3.4 percent in the first quarter, the company's worst showing on the key retailing measure in three years.


TJX raises guidance as store traffic boost drives sales  Retail Dive

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Home Depot Holds Its Ground Despite Disappointing Same-Store Sales  TheStreet.com

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With the glut of 150 summer fests in Chicago, there are signs that the robust market for outdoor shows is approaching overload.


Walmart Memorial Day sale: 4K TVs, Laptops, and Apple iPads get price cuts  Digital Trends

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The Global Diamond Glut Worsens  Bloomberg

De Beers's diamond sales plunged to the lowest since 2017 in the company's latest offering, underlining a slump in the industry worldwide.


Every Beauty Sale Worth Shopping Over Memorial Day Weekend  Refinery29

From a mega-sale on Clarisonic brushes to 20% off Drybar hot tools, check out every beauty sale worth shopping over the long weekend.


Mitch McConnell And Tim Kaine Want To End Tobacco Sales To Anyone Under 21  HuffPost

Senate Majority Leader Mitch McConnell (R-Ky.) and Sen. Tim Kaine (D-Va.) introduced new legislation on Monday that would raise the legal age to purchase ...


God of War has passed 10 million sales worldwide  Android Central

Considering the critical acclaim that it received, it should come as no surprise that God of War has passed a huge sales milestone.


Four arrested in Schenectady underage alcohol sales sting  The Daily Gazette

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Roku Will Reportedly Earn $632.9 Million From Ad Sales in 2020  Cord Cutters News, LLC

Recently eMarketer took a deep look at Roku's ad sales and the future of Roku's ad sales. According to eMarketer Roku's ad revenue will grow to $433 million in ...


U. City's $70 million retail TIF will protect suburb from Chesterfield sales tax pool lawsuit, leaders say  STLtoday.com

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Sales tax rollback advances to Louisiana House  NOLA.com

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Auto analysts worry Tesla fires could dampen electric car sales as industry ramps up EV production  CNBC

Reports of Tesla vehicles spontaneously catching fire could make customers wary of EVs just as the industry ramps up production plans.


Madisonville city leaders consider changes to Sunday alcohol sales  14 News WFIE Evansville

Sunday alcohol sales is one of the topics at Monday's Madisonville city council meeting.


China tariffs could force 'widespread store closures' and put $40 billion in sales at risk  USA TODAY

The trade war with China could cause prices to rise on everything from toys to clothing, but it also could lead to “widespread store closures,” according to a report ...


Intown Atlanta home sale prices just outpaced national average by four times  Curbed Atlanta

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Medical marijuana is officially on sale in the Greater Cincinnati area.


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U.S. organic sales continue to outpace the broader market, surpassing $50 billion for the first time last year, as pesticide-free, non-GMO products take a bigger ...


Osceola County voters to decide on sales tax increase  WESH 2 Orlando

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Dressbarn Closing All 650 Stores Nationwide Due To Lackluster Sales  WTAP-TV

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Raw ivory sales: Zimbabwe, Botswana and Namibia call for end to ban  The Guardian

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Mallinckrodt sues U.S. health agencies, sees 10% hit to Acthar gel...  Reuters

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Hip Hop Album Sales: Logic Scores 3rd No. 1 Billboard 200 Album With "Confessions Of A Dangerous Mind"  HipHopDX

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The week before Memorial Day is filled with amazing sales and discounts.


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Retail Sales Declined in April  The Wall Street Journal

Spending at U.S. retailers declined in April, signaling hesitation among consumers as the second quarter began.


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Houston-based NewQuest Properties' effort to broaden its brokerage *service* offerings got a boost this week with the launch of a dedicated investment sales ...


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In the week ahead, surveys of purchasing managers in the eurozone are released. In the U.S., data on existing- and new-home sales and durable goods orders ...


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AT&T defended the sale of user location data in a letter made public today, saying that the practice was technically legal because it did not involve the type of ...


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Memorial Day brings a (hopefully) warm three-day weekend and hot, hot, hot deals. Curbed is here to help you take advantage of the best sales.


FIFA Screws Up Ticket Sales For Women's World Cup, Does Terrible Job At Apologizing  Deadspin

Soccer fans who purchased tickets to attend the Women's World Cup in France this summer were finally able to download their pre-ordered tickets on Monday.


6 paid iPhone apps on sale for free on May 20th  BGR

Look, the Game of Thrones finale clearly wasn't as good as any of us hoped it would be, and we all need to vent. Once you're done whining about it though, turn ...


Citizens committee puts Saudi arms sales under scrutiny  The Guardian

The failure of Britain's “broken select committee system” to mount a new inquiry into UK arms sales to Saudi Arabia has prompted a group of MPs, arms sales ...


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2019 Dell Memorial Day Sale is Now Live: 50% off 34" Alienware Gaming Monitor  IGN

Score Memorial Day Deals on Dell and Alienware Laptops, Desktops, and Monitors.


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American's Summer Business Class Award Sale To Europe  One Mile at a Time

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Sugary drink sales plummeted in Philadelphia after soda tax  CNN

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The North Korean restaurant accused by a think tank of using software sales to bypass sanctions  CNN

Hanoi, Vietnam (CNN) With its bold red paintwork, bright signage and blue Korean unification flag on prominent display, the Koryo restaurant in the northern ...


Travis Scott Donates Merch Sales to Planned Parenthood  Complex

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Memorial Day sales 2019: a guide to the best deals going on  TechRadar

Your guide to the best Memorial Day sales and deals going on from top retailers like Amazon and Walmart.


Street Sense Colt Tops Midlantic Sale Opener  BloodHorse.com

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Stronger home sales boost builder confidence in May  CNBC

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Voter-approved sales tax quickly pumps $12 million into Reid Park Zoo  Arizona Daily Star

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Contemporary Art Evening Sales Bring $981 Million, Led by Koons and KAWS  The New York Times

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Nissan Warns of Sharp Drop in Profit as Sales Fall in Major Markets  The New York Times

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Capitol Views: Centralized sales tax issue dead for this year  Greater Baton Rouge Business Report

The House Ways and Means Committee essentially defeated legislation Monday afternoon that would have drastically changed the way in which Louisiana's ...


Soda sales in Philly dropped after tax on sugary drinks, study says  NBC News

A new study bolsters evidence that soda taxes can reduce sales, but whether they influence health remains unclear.


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The earnings game on Wall Street is stacked in favor of generating positive headlines for companies as they “beat” earnings estimates. Investors have learned to ...


The New York Day Sales: Highlights from a Week of Modern and Contemporary Auctions -  ARTnews

New records were set for Mickalene Thomas, Amy Sherald, Ed Clark, Rashid Johnson, Kevin Beasley, and many more.


Arming dictators, equipping pariahs: Alarming picture of Israel's arms sales  Haaretz

Extensive Amnesty report cites Israeli sales to eight countries who violate human rights, including South Sudan, Myanmar, Mexico and the UAE □ Amnesty calls ...


Cuomo departs Westchester as sales tax bill languishes in Albany | Tax Watch  The Journal News | LoHud.com

As Gov. Andrew Cuomo leaves Westchsester, the bill to increase the county sales that passed six weeks ago languishes in Albany.


AI translation boosted eBay sales more than 10 percent  The Verge

AI is supposedly very important for economic growth, but surprisingly there's not a lot of empirical evidence to back up that claim. A new paper studying eBay's ...


Why 'Days Gone' Sales Are So Much Better Than Its Reviews  Forbes

'Days Gone' got pretty bad reviews when it came out, but it's sales are looking a whole lot better. The answer comes down the bias of expertize.


4 Mistakes Companies Make When Hiring Sales Leaders  Harvard Business Review

Any company that relies heavily on salespeople naturally wants a highly-qualified person to lead the sales force. Judging by the modest tenure of sales leaders ...


Walmart’s Memorial Day sale includes deals on Instant Pot, TVs and mattresses  Fox Business

Walmart's Memorial Day sale is officially here.


4 Instagram Best Practices for Increasing Sales  Entrepreneur

Users are shifting from editorial to visual *content*, which demands a completely new set of best practices for social media marketing.





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