http://www.articlealley.com en-us editorial@articlealley.com Have you ever worked really hard on a sale - put in a lot of time, money and resources - and they decided to do nothing or they bought from your competitor? When you looked back you could see that if you'd asked a few more questions you could have found o... http://tessastowe.articlealley.com/7-reasons-why-you-must-zealously-qualify-prospects-682432.html 04th November 2008 Do you find that your prospects are focused on the price of your products and services and often pressure you to give them discounts? You've told your prospects in so much detail about all the great value they will receive but they just don't seem to ... http://tessastowe.articlealley.com/4-secrets-to-selling-value-versus-price-645972.html 23rd September 2008 If you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single buyers, and then again everything is different. Selling to multiple buyers is the ... http://tessastowe.articlealley.com/7-differences-when-selling-to-companies-626128.html 08th September 2008 Selling is all about the whys. There are some very important whys that you want answered and there are some very important whys your prospect wants answered. If you focus on these whys, selling will become a lot easier for you plus it will be easier for y... http://tessastowe.articlealley.com/selling-is-all-about-the-whys-595147.html 12th August 2008 The majority of salespeople fall into the product trap when selling their products and services. Are you falling into this product trap too? You will know if you are falling into the product trap if: * When you are having a sales conversation, you... http://tessastowe.articlealley.com/make-more-sales-by-avoiding-the-product-trap-562927.html 25th June 2008 Are you a knower when selling? When selling to a prospect do you assume that your products and services will solve their problem? Then, as soon as you can, you jump in and tell your prospect all about your products and services and what they will do f... http://tessastowe.articlealley.com/are-you-a-knower-or-a-learner-when-selling-542702.html 21st May 2008 I'd like you to take a moment right now and, before you continue reading this article, decide whether you think selling is simple or complicated? Please now read on. Before I start to specifically talk about selling, I'd like to first discuss 'complic... http://tessastowe.articlealley.com/is-selling-simple-or-complicated-520840.html 22nd April 2008 Have you ever given a sales presentation and your prospect said thanks but no thanks? They didn't seem all that interested or even if they were interested, they didn't want to buy from you? Think of all the time, money and resources (TMR) you have was... http://tessastowe.articlealley.com/5-tips-for-giving-presentations-that-consistently-sell-500335.html 28th March 2008 Have you ever had a prospect say to you "Tell me about your products and I only have 10 minutes"? What have you done in this situation? What was the response you received? Before we look at three ways to respond, let's look at the "I only have 10 minu... http://tessastowe.articlealley.com/what-to-say-when-your-prospect-only-has-10-minutes-478472.html 21st February 2008 Are you focusing on selling the wrong thing? If you are, you are not alone as the majority of salespeople focus on selling the wrong thing. In addition, senior executives in companies encourage their own salespeople to focus on selling the wrong thing. ... http://tessastowe.articlealley.com/are-you-selling-the-wrong-thing-463941.html 30th January 2008 Just imagine for a moment that you have perfect sales skills. You know everything there is to know about selling and you know what to do in every sales situation. Now just suppose there is another person selling the identical products and services as you... http://tessastowe.articlealley.com/think-and-grow-sales-227482.html 15th October 2007 Do you know what your gap is? Why do you need to know what your gap is? What happens if there is no gap? Your gap is what your business is all about. Your gap is effectively what you do for your clients: the results you achieve and the problems you sol... http://tessastowe.articlealley.com/what-is-your-gap-209582.html 31st August 2007 There are a lot of sales myths that not only diminish your chances of success, they also make selling more complicated and harder than necessary. Selling is, in fact, quite simple, provided you know, understand and apply some fundamentals. And you ignore ... http://tessastowe.articlealley.com/6-sales-myths-busted-204603.html 22nd August 2007 Are you having sales conversations from your head? If you are, chances are that you are struggling with selling your services. Get out of your head and speak from your heart and watch how much easier your sales flow. Does this sound like you? *You a... http://tessastowe.articlealley.com/are-you-having-sales-conversations-from-your-head-196056.html 02nd August 2007 Questions are the answer when selling. If you ask the right questions, your potential clients will sell themselves on your products or services. You will not have to sell at all. How great is that? So why are questions the answer? Why will questions do... http://tessastowe.articlealley.com/questions-are-the-answer-186586.html 18th July 2007 Are you applying the "So What Factor" every time you talk about your products and services? If you are passionate about what you do, it is very easy to fall into the trap of telling potential clients as much as you can about the features of your products ... http://tessastowe.articlealley.com/are-you-applying-the-169979.html 05th June 2007 Manipulation is all about controlling others for your own advantage. As a professional you definitely don't want people thinking you are manipulating them into buying your products and services. In fact, your fear of being perceived as being manipulative... http://tessastowe.articlealley.com/6-steps-to-avoid-being-manipulative-148536.html 18th April 2007 Do you find yourself competing on price? Do you often talk to a prospect, think you have made the sale and then they decide to shop around and buy based on price? If this sounds familiar, then potential clients probably perceive you as a commodity. The... http://tessastowe.articlealley.com/are-you-a-commodity-140866.html 27th March 2007 There are a number of courses available that teach you how to mirror body language in others and how to understand and mirror people's styles. They suggest that if the person you're talking with crosses their arms, you should too. They also suggest you ma... http://tessastowe.articlealley.com/to-mirror-or-not-to-mirror-134775.html 05th March 2007 Do you love what you do but hate the thought of having to "sell" your services? Do some of these fears arise when you think of selling?: * fear of rejection * fear of being thought of as pushy * fear of getting a "no" * fear of being seen as... http://tessastowe.articlealley.com/how-to-overcome-all-your-fears-of-selling-123257.html 25th January 2007 When you're speaking to someone about your services do you sometimes feel as if a barrier is coming up for them? The person may resist listening to you, they may resist opening up to you and they possibly might not trust you right from the beginning. The... http://tessastowe.articlealley.com/how-to-overcome-sales-resistance-forever-112305.html 15th December 2006 Building trust between you and your potential client is a very important step that needs to occur first or else they won't buy from you. In fact, building trust is a prerequisite to selling. So how do you go about building this trust? Following are 7 t... http://tessastowe.articlealley.com/7-simple-tips-for-building-trust-107709.html 22nd November 2006 If you find the hidden treasure when you are talking to a potential client, you will dramatically increase your chances of gaining a client. What on earth do I mean by that? This hidden treasure sounds so mysterious. I would go so far as to say that ... http://tessastowe.articlealley.com/find-the-hidden-treasure-85930.html 01st September 2006 When selling your services, wouldn't it be great if you could get to a "yes" quicker? So how do you do that? There are several ways to do this. There are some low leverage but important strategies and there are some extremely high leverage strategies... http://tessastowe.articlealley.com/how-to-get-to-71991.html 13th July 2006 The secret to presenting to a potential client is "matching." Prior to presenting, you would have asked plenty of questions and uncovered the problems they want solved. The next step then is to present your solution and to do lots of matching. What do ... http://tessastowe.articlealley.com/what-has-matching-got-to-do-with-presenting-63281.html 16th June 2006 There is one simple thing that can lose potential clients fast. Once you have lost them due to this one thing, it is virtually impossible to ever get them back. You can also lose your current clients with this one simple thing. Not only will it cause ... http://tessastowe.articlealley.com/what-one-thing-can-lose-clients-fast-46928.html 25th April 2006 Believe it or not, no one actually buys your service. No one buys coaching. No one buys consulting. No one buys financial planning. So what do people buy? Well, there are, in fact, two things people buy. The first thing people buy is a solution to a pr... http://tessastowe.articlealley.com/dont-sell-your-services-thats-not-what-people-buy-37378.html 21st March 2006 There is the "fear of failure" and "failure" itself. The purpose of this article is to change your perspective on both, as this may be one of the things that is holding you back from the sales success you deserve. Your "fear of failure" may stop you... http://tessastowe.articlealley.com/a-simple-sales-strategy--be-grateful-for-25483.html 26th January 2006 Imagine that you are talking to a potential client and they say "no", they don't want your service. How does that make you feel? First off, let's be clear that a "no" is just a two-letter word consisting of "n" and "o". These are just harmless charact... http://tessastowe.articlealley.com/a-simple-sales-strategy-change-the-meaning-of-19092.html 10th December 2005 Has anyone ever said to you, "Your price is too high and I'd like a discount." In this article I outline two approaches for responding to this comment. One of the approaches even has the potential for you to make a bigger sale than you originally anticipa... http://tessastowe.articlealley.com/a-simple-sales-strategy--what-to-say-when-asked-for-a-discount-17210.html 26th November 2005 What's next after someone becomes your client? What's next is to deliver on what you said you would, and more! As they say, "Under promise and over deliver." People expect you to deliver results. Surprise them by also going the extra mile over and over ag... http://tessastowe.articlealley.com/a-simple-sales-strategy-turn-customers-into-raving-fans-13814.html 30th October 2005 Ask questions. Ask questions. Ask questions. In case you didn't get this, ask questions! Asking questions is one of the most powerful keys to successful selling. It really is. So, why should you ask questions? Ask questions to find out if you can help/... http://tessastowe.articlealley.com/a-simple-sales-strategy--ask-questions-11680.html 08th October 2005 You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturall... http://tessastowe.articlealley.com/a-simple-sales-strategy-talk-to-yourself-7248.html 31st August 2005 (c) Tessa Stowe, Sales Conversation Pty Ltd. 2005 A specific group of people you will focus on selling your services to is your target market. This is not to be confused with the problem you will be solving for this group. Why choose a target market... http://tessastowe.articlealley.com/10-essential-criteria-for-choosing-your-target-market-2341.html 20th June 2005