Sales Information

Overcoming the Fear of Selling

For many of you the Fear of Selling is a huge challenge and obstacle for you from day to day. The first thing you need to do is find out exactly what it is you're afraid of. Are you afraid of success? Believe it or not there this is an actual fear of some folks. Are you afraid of failure or rejection? Do you fear being perceived as being pushy? Do you (secretly of course) fear that your product may not meet the expectations of your customer? You can't come up with a solution if you don't know what the problem is.

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects that just need a little more time in the decision-making process. They explain that a decision-maker?s stall is not always a put off and they just need to think a bit more about their decision, or that they have to sell the idea to someone else. Therefore, many sales and service industry professionals accept the stall, ?I?ve got to think about it.? at face value, believing that a buyer truly has an interest in what they are selling and just needs more time to think about the benefits of the offer. However, in their hearts many sales professionals know better, but hope usually wins out in the end and they accept the stalling tactic of a prospect as truth and continue to work with them for many weeks or months in the delusion that something positive will come from their persistence.

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.

The Problem With Technology At The Point Of Sale In Financial Services


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. Women are also given more attention in their presentations and less resistance up to a point, than a male sales representative or service industry professional (accountants, attorneys, consultants, bankers, etc.). This advantage has everything to do with sex and the physical appeal of a woman. It is clear to me as a sales trainer, coaching sales representatives and service industry professionals in the field, that male decision-makers often use a different part of their anatomy than their head to make their buying decisions.

Everything in Life is Selling

Robert Louis Stevenson said 'Everything in Life is Selling' and it is. Whether as a child you cry until you get what you want; whether as an adult you provide a service to your employer in return for payment; or whether as an individual you make sure that you look your best before meeting someone on a date, they can all be defined as selling.

Color Psychology Will Make Or Break Your Sales Success

Color psychology is the biggest question I receive on a regular basis. The reason being is it's importance. Color is a trigger that is associated with traditions and used in marketing over the years so well that they must be honored or sales are lost.

How to Make Sure You Sell More!

Make sure you target women. It?s true for almost anything you are selling. According to Women Mean Business: The Secret to Selling to Women, eighty percent of all checks written in the US are written by women and they purchase 80-% of all consumer goods in the U.S. That?s not a market segment you can afford to ignore. Even for items traditionally thought of as male dominated, such as consumer electronics, women have significant influence.

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to the weather perhaps more than any other business. There are ways to make money even on a rainy day if you are smart. A mobile detailer can do many things. They of course can specialize during these time on the interior detailing of automobiles, SUVs and mini-vans. It might not be as glamorous but there are plenty of latte stains on the inside of the modern American automobile.

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to succeed. What many don?t make explicit is the requirement to be a great salesperson ? even if you?re selling an idea!

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason Dell is the largest computer company in the world. They always offer great coupon codes to online affiliates that let the buyer "in" on deals that they otherwise wouldn't get.

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with you. Almost 70% of the people you do face-to-face business, with will never speak to you again!

What Should I Charge?

People ask me, ?What should I charge??

Creating More Effective Proposals

The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.

Never Stop Selling

The question: "When should a growing company slow down its sales function and focus solely on delivery?"

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