The cold call. OK, I’ll admit it. I feel a rock in the pit of my stomach when I hear the words. As with any other challenges, it’s always the anticipation that is worse than the actual experience. Oh sure, there is the once in a blue moon when you might get hung up on or kicked out of the office, but if you are real, sincere and honest going in, that sort of experience is rare. Read the rest of this entry »
Take the Pressure Off of the Cold Call!
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July 25th, 2010
Sales Managers Quick Tip: Motivating your Sales Staff
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October 25th, 2009
Motivating and managing key employees can prove to be one of the most difficult tasks required of business owners and managers, and the ultimate success of a company can rely on the ability to understand the most common mistake that sales staff make. It is important to realize that most people consider a job in sales to be very tough and a competent manager or business owner must be prepared to handle the perceptions of their staff. The most common mistake that sales staff make is generating too much of their time to non-revenue generating activities. While the sales force may believe that they are working incredibly hard, the fact of the matter is that most of the “hard work” does not actually accomplish any progress towards quotas or goals. Read the rest of this entry »
Ideas to Keep Repeat Customers
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July 4th, 2009
Small Business Sales and Marketing Ideas to Keep Repeat Customers and Take Sales From Competitors
By Stephen Craine.
Small business sales can be increased with these marketing tips on building trust and credibility through regular contact with your customers. Use these small business marketing ideas to build repeat sales relationships, and take customers away from your competitors. This sales and marketing strategy works for any type of business in any type of market. The actions to achieve success can be started today and be working for you in just a few days.
Imagine the effect on your small business sales if you became a source of regular information to potential and repeat customers. You are the expert on what you sell and the services you provide. Use your knowledge to become the person people go to when they want information about your industry, market, or product. Think what you could recommend to people that were considering making a purchase and wanted more information. Customers want to make informed decisions, and they’re frightened of making mistakes. When you help them make informed decisions it’s a win - win situation. The customer gets good information and you get the chance of a sale. Read the rest of this entry »
Sales Ethics 101: sales tips on selling ethically
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March 4th, 2009
There is a company here locally who is well known for their questionable business practices. They sell a service based product to a very targeted niche market and have been known for giving no value with their service as well as ignoring the many customers who have problems. The operation runs very similar to the movie “Boiler Room” and once you subscribe to this service they make it extremely difficult to leave. Read the rest of this entry »
Build that customer relationship: most important sales tip
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November 19th, 2008
I can’t stress how important it is to build that relationship with the customer. Now notice I said “customer”, not “prospect”. Once the sale is made, keeping a solid relationship with the customer can be the most cost effective way for you to retain or up sell them. Some customers will stay with you forever even if they don’t really need your product. I was able to see an example of this the other day when a competitor of mine called one of my customers. They had tried everything in the book to try and get my client to switch to them. They bad mouthed, slashed prices and made themselves overly attractive. Read the rest of this entry »
Check your attitude at the door!
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October 15th, 2008
One thing that sale professionals overlook is how they are perceived by their prospect. It’s not just about your product, your company or your qualifications. An effective sales professional has to sell him or herself first. This means you have need to demonstrate personal characteristics consistent with likability. Now I’m not saying change yourself or become someone that your are not, but I am telling you to put your best foot forward. Remember, emotions are contagious. If your happy and full of energy your client to be too (even if they don’t’ seem like it). Read the rest of this entry »
