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As a career salesperson, I have strong feelings about commissions and an important message to all business owners who utilize salespeople to penetrate new markets and grow the customer base. Here is my recipe for a win-win pay-plan that works well for both the business owner and salesperson alike. Related Article Tags: , , , , , ,
Guidelines for keeping your fundraiser offerings fresh, your customers interested, and your salespeople enthusiastic. Related Article Tags: , ,
Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that buyers and purchasing departments are nothing more than barriers that need to be broken down. Related Article Tags: , , , , , ,
Thinking "sale", not "sales" is the key to being a successful salesperson. Focus on selling to the primary need of the customer. Here's how. Related Article Tags: , , , ,
Many people regard sales as the most effective way of earning unlimited income. In fact, 7 out of 10 salespeople who were interviewed why they preferred sales as their job, they have contended that in sales, they can earn income on tap. This goes to show that they can either earn more or earn less.
Top salespeople spend their time focused on a few qualified top opportunities. Focus is key, as numerous studies have shown that it takes an average of twelve contacts to make a sale in typical business-to-business sales.
Most salespeople do not wish to be seen simply as product salesmen. Most salespeople sincerely want to help their prospective customers by improving their business, saving them money, and expanding their share of the market. The problem is that many prospects are cynical. They either were burned by an unscrupulous salesperson in the past or know someone whowas, with the result that they become extremely wary of salespeople. Related Article Tags: , , , , ,
New York Times Best-Seller Frank Rumbauskas explains the dark side of how companies use cold calling in an attempt to cut costs at the salesperson's expense. Related Article Tags: , , , , , ,
In sales you don't get paid for getting leads or making appointments. You get paid for closing the sale. So getting over the fear of asking for the sale is paramount to earning money in sales. I'm going to share two sales closing tips that will help you close more sales. One will show you how to eliminate the fear of closing sales. The other, how allowing your fear to prevent you from closing is costing you sales. Related Article Tags: , , , ,
RCA has always been known as a lower priced alternative to a lot of electronics and appliances such as DVD players, televisions, home theater furniture, and now the RCA wireless home theater. We should always remember that economical does not always mean that the products are cheap or trashy nor does it mean that it is far less superior then other brands that are out there. Related Article Tags: , , ,
Fatal Mistake No. 2 is "Winging It." When presenting to a prospect, how many times have you not really known much about his business or not really known what you're going to say or what road you're going to take the prospect down? This is a huge error salespeople make far too often.
I know because I've been there. Related Article Tags: , , , , , , , ,
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. Related Article Tags: , ,
Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we're supposed to be. Related Article Tags: , , , , , , , , ,
No matter your job title or position, everyone (and we do mean everyone) is in sales. You may not be selling cars or widgets or clothing, but we all rely on the - sometimes not so subtle - art of persuasion on a regular basis. If you want to have more success in selling your ideas or more people adopting your recommendations (and who doesn't) great salespeople can be great mentors. Related Article Tags: , , , , , , , ,
One of the most difficult parts of a salesperson's job is dealing with purchasing departments. Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress for a salesperson. Unless you are truly unprepared, there's no reason for anyone to fear dealing with a purchasing department. Related Article Tags: , , , , , , ,
It's easy to view purchasing departments as evil. The number of salespeople who have told me stories about how much they can't stand working with purchasing departments is huge! I've heard every reason "why" salespeople don't like working with purchasing departments, but let's cut to the chase. Related Article Tags: , , , , , ,
Most salespeople have all sorts of mental hang-ups about asking for referrals. However, most of those hang-ups are invalid and I find that those who ask, get! Related Article Tags: , , ,
Your POS system generates key statistics that tell you about your Retail sales performance.
These key statistics are: Average sale, Transactions per hour, Items per sale, Conversion rate, Sales per hour.
But did you know that tracking these statistics on an individual Salesperson basis can lead you to focused clues about improving individual performance? Related Article Tags: , , , ,
For as long as there have been salespeople, there have been sales techniques, both good and bad. Almost as long, there have been gurus touting the latest and greatest sales technique at the highest prices.
Companies seek the salesperson who has trained him/herself in the latest sales techniques and hope they can become highly productive in sales at their own cost. Most major companies have some type of tuition reimbursement but few offer salespeople opportunities to enhance their sales techniques. Related Article Tags: , , , , , ,
Here are the four most common time-wasters, regularly occurring patterns that develop, and- tendencies on the part of salespeople to do things that detract from their effective use of time. Related Article Tags: , , , , , , , , , , , , , ,
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