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Author describes how to send your ships out. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. Nothing could be truer for sales professionals. Let me paraphrase: Your sales can not come in (close) unless you first send out (engage with) some prospects. Sales people that actively prospect every day (i.e. send out their ships) will always outperform those who just sit and wait.
Author describes how to Avoid the trap of overselling. It's every salesperson's nightmare: the sale that unravels just before the deal has been closed. It happens more often than it should, and overselling is quite often the cause. As sales professionals, it's important to recognize that this is a trap that we all can inadvertently set for ourselves. With a little forethought, however, we can learn to avoid making this costly mistake.
In this article Author says despite your best attempts to sell value and remain firm on your rate, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that your rate is fair, if your prospect is still pushing for a discount, you have a choice. If you want to give concessions, following a simple system will ensure a profitable negotiation. Always, is to find something else to give up that doesn't reduce your rate. A free day, no-charge reporting, a client profile on your Web site and much more.
In this article Author describes seven ways to boost sales and thrive in the new economy. Author says, as sales professional, we can embrace today to generate dynamite growth in our sales, even in this new economy. Author has shared with us how we can generate more sales from existing business relationships, and about how we can communicate in a manner that mitigates a prospect’s sense of risk.
In this article Author describes seven ways to boost sales and thrive in the new economy. She says as a sales professional and as a business owner, I’ve weathered all kinds of markets, and I’ve had the great fortune to learn from others who have also managed to stay at the top of their game. The secret to success in sales today isn’t found by adopting untested techniques, many of which are packaged with fancy sounding names that sizzle with promises but fall short on delivering results.
I know it's an old cliche, "When the going gets tough, the tough get going." However, I think it's really appropriate for todays marketplace. I don't believe many people would disagree with the fact that it is a tough marketplace that we are selling in today. I also don't think anyone, at least in their right mind, would call this economy a seller's market.
While attempting to reach new customers is a primary way of increasing profits, in times of a recession it is much easier to expand sales to existing customers. This article looks at some of the ways targeting is used with new and current accounts and how common misconceptions about this word can impact your business. Defining the word in your industry is essential and will help with product level targeting.
