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29th September 2009
"Salespeople spend 79 percent of their time doing things other than selling or prospecting. The actual time spent selling averages 11 per cent." Source: Sales and Marketing Management
I was blown away when I read this statistic. I love that saying an... Read >
Author: wbdoyle17th September 2009
Many people when they first think or are invited to a lingerie party thing of scantily clad women running around in their underwear however this is far from the truth of quality lingerie parties. Alternatively, there is a perception of either sinful act ... Read >
Author: Chris Le Roy24th August 2009
A question that is often asked on sales training courses is ‘how should I dress?’ I think this is a vitally important question. You see a prospect will subconsciously have a perception of you built up in their mind in the first 30 seconds to 1 minute ... Read >
Author: Henry Funk07th August 2009
Purchasing a new vehicle can be a daunting ordeal for the unprepared consumer. So, prepare yourself for the car buying experience by following these simple tips:
Plan Your Budget
First and foremost, decide on an honest budget. When purchasing a new ca... Read >
Author: Chelsi18th June 2009
When looking into power wheelchairs like any other product on the market there are no two alike. They may have similarities, but they are not exactly the same. The same can be said for the users; there are no two users just alike either. So when you are s... Read >
Author: Chris I.15th May 2009
In retail sales environment, it is well known, that while advertising might pull in potential customer to the store, the final decision about which product to buy happens, when he sees his options laid out in the shop itself. Similarly, in work domains of... Read >
Author: Randy Harmat07th May 2009
Copyright (c) 2009 Curtis Bingham
In Part Three of this article series, I described the current situation with how customers are feeling vulnerable during these tough economic times: Now more than ever, your customers are being bombarded by competitiv... Read >
16th April 2009
In today’s competitive sales environment there’s still the very real opportunity to make money selling on eBay. But as eBay buyers become even more informed and cautious in their purchasing sellers must get it right when it comes to identifying the ri... Read >
Author: Bob Hamilton09th February 2009
How to talk your way into a sale.
The world is changing. People are changing. It's the law of evolution really, it's how the universe works.
So why is it then that so many sales people just don't get that?
Every day you see salespeople who are st... Read >
Author: Troy Hazard03rd February 2009
Even at the best of times, the job of the salesperson isn’t easy. There is work to be done to generate leads, qualify those leads, build a relationship, present, overcome objections, and close – and that’s just a single sale! That needs to be repeat... Read >
Author: Rahul Rungta03rd February 2009
Even at the best of times, the job of the salesperson isn’t easy. There is work to be done to generate leads, qualify those leads, build a relationship, present, overcome objections, and close – and that’s just a single sale! That needs to be repeat... Read >
Author: Rahul Rungta22nd January 2009
When you think of retail jobs, you may think of the high school kid who has his summer free and decides to take a part-time job. But the retail industry actually provides a whole variety of jobs that can be great for someone at any stage of her or his car... Read >
Author: BrendanFranklin09th January 2009
If you've seen any of my previous articles, you'll know I believe there is a strong case for managers in organizations to learn to become effective coaches. Let's now turn our attention to the personal benefits derived from doing so.
The big prize is i... Read >
Author: Matt Somers08th January 2009
In today's competitive sales environment, time is money. Distribution and presentation of your sales material quickly and professionally - while providing personal attention to the client - can make the difference between the sale and lost business. Web s... Read >
Author: Joel McLaughlin08th January 2009
In these tough economic times the hospitality industry must look at new way to cut cost and attract new business. Hotel and catering sales professionals need to take a look at their sales materials and examine how they sell in the virtual world, virtually... Read >
Author: Joel McLaughlin08th January 2009
Web sites are good marketing tools but they do not provide hotel sales, catering sales and the event planning sales professional with the resources and education needed to streamline the sales process to each sales and inquiry call.
In today's competit... Read >
Author: Joel McLaughlin08th January 2009
The service sales industry has lost track of the basic fundamentals of selling. Sales 101, tells us the importance of building rapport, education, communicating accurate information quickly and providing special personal attention above and beyond the com... Read >
Author: Joel McLaughlin08th January 2009
The hotel and event planning industry must begin presenting sales information by traditional sales standards whereby web sites are virtual sales presentation tools to be viewed by the client under the guidance of a sales professional.
Web sites are goo... Read >
Author: Joel McLaughlin08th January 2009
Hotel sales and catering sales industry needs to start thinking outside the box when it comes to web sites and search engines through virtual presentation of services.
Web sites are good marketing tools, but marketing does not close the sale. Studies h... Read >
Author: Joel McLaughlin08th January 2009
Traditional web sites are built for marketing. Web sites should be built to CLOSE THE SALE! Web sites should provide instant presentations of your services and the ability to create customized web sites to each inquiry and sales call. Allowing the sales p... Read >
Author: Joel McLaughlin08th January 2009
In the age of computers and Internet, it's easy to lose touch with guests. Quick, easy and up-to-date information is no longer available. In order to find the information they are looking for, clients may have to go to a corporate web site or independent ... Read >
Author: Joel McLaughlin15th December 2008
Copyright (c) 2008 Steve Smith
The UK mortgage market is beginning to return to a state of normality after an extended period of high prices and easy access to property purchase loans, Your Mortgage has claimed.
While many homeowners may be worried ... Read >
Author: smudger05th November 2008
Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.
1. Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or... Read >
Author: Kelley Robertson17th September 2008
The most often misguided perception of networking is you need to be outgoing and a real talker, to be good at networking and meeting potential referral partners. However this isn't the case, because normally the person who is shy (yet very good at what th... Read >
Author: Phile Evans05th September 2008
I've never seen a call center sales training program that uses state of the art techniques to set their participants up for success in the call center scenario.
As a sales coach I've had many people come to me for training, and it's sad to hear that th... Read >
Author: Adam Price06th May 2008
A client of mine emailed me the following question, which opens up the discussion around "who are you targeting... and why?" Keep in mind, this is for a photographer not your typical corporate/government sales environment.
Question: "I can see the pow... Read >
Author: Troy White08th October 2007
In today's sales environment it is safe to say that if you are involved in the sector then you have a website. However it is surprising how many companies appear to fail to use their website to it;s full potential, only using it as a reference or an on l... Read >
Author: UK Careers25th September 2007
The power of what is behind a choice“I don’t get it!” retorts Joe! “We had the best price both in cost and trade in, the unit was the most cost effective of the three competitors, yet we didn’t get the deal!” “You mean after all the preparat... Read >
Author: Harlan Goerger26th August 2007
Copyright (c) 2007 Mandy Leonard
Employee morale is something that no business can ignore. It is something that greatly impacts employee performance, especially in a sales environment. Sales environments can, by their very nature, be very stressful and... Read >
Author: Mandy Leonard26th July 2007
The DiSC Classic 2 Plus Personal Profile System is the only way to grow as a small business owner, manager, or employee. An expanded version of the DiSC Classic 2.0 learning tool, the DiSC Classic 2 Plus also includes additional reports that are generated... Read >
Author: Cheri Alguire09th May 2007
Skymol Corp., a provider of technology facilitating real-time online customer interaction using voice and video, and the traditonal text chat, today announced that PirulaPatika, the first Hungarian online pharmacy, has fully deployed Skymol Communicator o... Read >
Author: Thomas Morocz02nd May 2007
Adding value to what you're doing is what really sells your product or service, and this should certainly be the main focus. Packing also applies to YOU as well. I made alot more money once I understood the power of packaging. This article explains in det... Read >
Author: deanc29th June 2006
"Salespeople spend 79 percent of their time doing things other than selling or prospecting. The actual time spent selling averages 11 per cent." Source: Sales and Marketing Management
As they say in England, I was blown away when I read this statistic... Read >
Author: Clayton Shold05th May 2006
How Has Selling Change Since The Nineties?
by Jonathan Farrington
The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the bus... Read >
Author: Jonathan Farrington28th March 2006
Have you ever wondered if anything can get your employees to care about the work they're doing?
Managers who are self-starters, who enjoy and are motivated by the work they do and the organization they work for, are sometimes puzzled by the perceived ... Read >
Author: Helen Wilkie05th March 2006
In sales it's always said that if you understand your product and solve your customer's problems then you'll do well in the sales environment. But this presupposes one thing that you have really listened and understood what the customer is saying. We're... Read >
Author: Robert Warlow20th February 2006
What is SPIN?
The SPIN selling model has been developed through research studies of 35,000 sales calls. The objective of the research was to answer a question that had been troubling many people in high-end business to business sales.
The que... Read >
Author: Dr. Enigma Valdez, C.H.19th January 2006
Accurately tracking and reporting employee performance can present a huge problem for even the smallest of companies, not to mention much larger corporations. The value of tracking employee performance is quite apparent. When all is said and done your... Read >
Author: Adam Smith
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