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Expert Author: Colleen Francis | Summary 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. Expert Author: Colleen Francis | Summary 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. Expert Author: Colleen Francis | Summary 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. Expert Author: Colleen Francis | Summary 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. Expert Author: Colleen Francis | Summary 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. Expert Author: Roy Chitwood | Summary 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. Expert Author: Frank Hurtte | Summary 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. Expert Author: John Di Lemme | Summary Each and every day as we are building our businesses, we all know the key to a successful presentation is a product being sold to the end-line consumer and/or sponsoring a new person. In an upcoming issue, I am going to write about the difference between making a sale and having customer loyalty in the sales process. Expert Author: Colleen Francis | Summary Colleen Francis describes how sales people decrease their sales pressure in the year-end. Connecting regularly with your clients not only at the end of the year but any time and giving them regular latest updates about your products and services, helps the sales executive to close his sales timely. She says avoid the temptation to hold a "slash and burn" sale in the under considerable pressure. Colleen has described ten ideas for the sales people, how they can stay away from end of the trap. Expert Author: Colleen Francis | Summary It's no secret that lasting success in sales, no matter what kind of market you're working in, relies on building and maintaining long-term business relationships with your clients. Indeed, most of us get plenty of advice on activities we can do to help make that happen-from follow-up calls to thank-you notes. As a sales trainer, I've noticed that what's often missing from that advice is a recognition of what needs to come first...the missing element that is at the root of all great communications. Direct mail is still the number one marketing strategy used by many successful sales companies. With direct mail, you have total control over the presentation of your message. Direct mail is a unique blend of advertising and sales. While good advertising should certainly lead to sales, direct mail allows you to present the product or service, make an offer and try to close the sale-all at once! Dividing your time equally between soliciting (or marketing), selling and servicing is a time management skill that once mastered will return great benefits. During the day there are many things that come up and all of them seem urgent. You feel like you have some many things to do and they all need to get done now. This attitude causes unnecessary stress. The first step in getting people to take immediate action is for them to perceive your product or service as being in demand or in limited supply. People want what is "hot" right now. Psychologists have proven, people find more value in things they have a difficult time obtaining. If you're told you can't have something, you want it even more. In these tough economic times it is even more important that a business is financially robust, efficient and strong for the future to ride the credit crunch storm. This is a worldwide problem so all sectors should take note and plan carefully. The UK is said to entering a formal recession. The wisdom of the Bible, combined with successful sales techniques, will help you to become the kind of salesperson God wants you to be. "In Christ are hidden all the treasures of wisdom and knowledge. (Colossians 2:3) Learn to appropriate God's promises in your career of selling to reach new heights of success. Goal Setting Tip #1: Where are you going? This goal setting tip can be summed up with the title of a book my father bought me on goal setting quite a few years ago. The title of the book was "If you don't know where you're going you'll probably end up somewhere else". Those words have stuck with me all these years. I'm sure you'll agree, building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to yourself "I will never buy anything from that person"? You have probably also had the experience where you hit it off with a salesperson and you would buy just about anything they recommend. Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? Imagine you make an announcement to a friend you're going to take a vacation in a couple of weeks. Your friend gets excited and asks, "when are you planning on leaving?" Your reply, "I don't know". She asks, "where are you going"? Again you reply, "I don't know". Now I know you would never decide to go on vacation without first making a plan. Expert Author: Meiyoko Taylor | Summary If you want someone to treat you with respect as a professional, you have to give them the same type of treatment. They need to feel as though they are taken seriously, that their opinion matters, and that you are their to help them not YOURSELF.
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