http://articles.getacoder.com/business/sales.htm Free Content For Your Website http://creativecommons.org/licenses/by-nc-nd/2.0/ Those sales teams who achieve the sales edge, do so with a clear understanding of their pipeline's health. Pipeline management allows a sales person and/or management to more accurately forecast their sales, better manage their time, and ultimately close more sales. We all want it...the full pipeline that is-a sales funnel with more opportunities at the top, converting to qualified leads, and feeding the closed sales at the bottom. With it we are sales stars. Fri, 22 Aug 2008 05:44:25 -0400 http://articles.getacoder.com/Pipeline_Management_-_Your_Path_to_Achieving_the_Sales_Edge!_1536664x1219398265.htm http://articles.getacoder.com/Pipeline_Management_-_Your_Path_to_Achieving_the_Sales_Edge!_1536664x1219398265.htm In my article Establishing Credibility and Trust with Testimonials, I addressed the importance of offering proof to your prospects and how testimonials are one of the most powerful tools you can implement in your arsenal of marketing. In that article, I discussed the value of testimonials from satisfied customers, probably the most credible and effective type of testimonial because nothing beats a testimonial from a satisfied customer. I would now like to focus on another very powerful form of testimonials: celebrity endorsements. Fri, 15 Aug 2008 04:45:45 -0400 http://articles.getacoder.com/The_Other_Powerful_Form_Of_Testimonials_-_Celebrity_Endorsements_1531551x1218789945.htm http://articles.getacoder.com/The_Other_Powerful_Form_Of_Testimonials_-_Celebrity_Endorsements_1531551x1218789945.htm Online free classifieds today provide a very easy, fast and free medium for sellers or new entrepreneurs to reach out customers. However while going classifieds way to advertise your products it is important for seller to focus on classifieds which are search engine optimized to achieve maximum result for its efforts. Search engine optimized classified site in simple language means that on such site your ad is easily identified and indexed by search engines like Google and appears in top links when product related search is made. Fri, 08 Aug 2008 20:27:57 -0400 http://articles.getacoder.com/How_to_Sell_Products_Through_Online_Classifieds_and_Boost_Sales_1537472x1218241677.htm http://articles.getacoder.com/How_to_Sell_Products_Through_Online_Classifieds_and_Boost_Sales_1537472x1218241677.htm Profitable sales depend on how sales managers match customer communication needs with the appropriate contact medium. The ultimate goal is to increase selling productivity. Mon, 04 Aug 2008 11:38:57 -0400 http://articles.getacoder.com/Sales_-_The_Need_For_a_Second_Look_1420944x1217864337.htm http://articles.getacoder.com/Sales_-_The_Need_For_a_Second_Look_1420944x1217864337.htm So. You've met with the client. Provided a proposal. Asked when they wanted follow-up. You felt the meeting went well and secretly you were counting the dollars and where you were going to spend them. Mon, 04 Aug 2008 06:41:31 -0400 http://articles.getacoder.com/The_Most_REFRESHING_Tip_For_Dealing_With_Sales_Rejection_1420925x1217846491.htm http://articles.getacoder.com/The_Most_REFRESHING_Tip_For_Dealing_With_Sales_Rejection_1420925x1217846491.htm CRM merely stands for "Customer Relationship Management." With CRM in place, you have an integrated system of managing data, making your scheduling, planning, pre-sale activities, and post-sale activities flow more fluidly and with more wholeness. And you have less of the fragmentation of activities that can gum up the works for small businesses, where the people are already wearing more than one hat. Mon, 04 Aug 2008 00:53:56 -0400 http://articles.getacoder.com/CRM_For_Small_Business_-_Close_More_Sales!_1420952x1217825636.htm http://articles.getacoder.com/CRM_For_Small_Business_-_Close_More_Sales!_1420952x1217825636.htm Do you get frustrated trying to crack new accounts? Do you chase RFP's and wonder why you only win a few? Well, this article will explain what can be done to improve your situation tremendously. Sun, 03 Aug 2008 16:37:15 -0400 http://articles.getacoder.com/Eliminate_2_Common_and_Critical_Selling_Mistakes_by_Using_C-Level_Relationship_Selling_1420914x1217795835.htm http://articles.getacoder.com/Eliminate_2_Common_and_Critical_Selling_Mistakes_by_Using_C-Level_Relationship_Selling_1420914x1217795835.htm It was on a hot summer's day one August when I saw a group of kids sitting at a meticulously built lemonade stand with big smiles on their faces. As I jogged by, I noticed there were three of them: One was holding a sign, the other took the order and payment; making change if necessary, and the other poured the lemonade, all under the distant supervision of a caring mother. As I continued jogging, I thought about how such a simple and innocent transaction, such as selling lemonade, provides invaluable business lessons that can help ... Sun, 03 Aug 2008 14:55:49 -0400 http://articles.getacoder.com/How_to_Create_a_Thriving_Lemonade_Stand_-_Your_Blueprint_For_Selling_More_Services_1443533x1217789749.htm http://articles.getacoder.com/How_to_Create_a_Thriving_Lemonade_Stand_-_Your_Blueprint_For_Selling_More_Services_1443533x1217789749.htm "I hate sales scripts" and "I won't use a script when selling" are two comments that are frequently made when I introduce the concept of using a selling script during my training sessions. In many cases the objections are very strong indeed. And in spite of the fact that I emphasize that you only use a script until you know the words off by heart, many people, at first, absolutely refuse to have anything to do with sales scripts. Do you have a problem with using a script too? Sun, 03 Aug 2008 09:03:36 -0400 http://articles.getacoder.com/Sales_Scripts_Dont_Work_1420991x1217768616.htm http://articles.getacoder.com/Sales_Scripts_Dont_Work_1420991x1217768616.htm Adding seminars, workshops, or training initiatives to your current product or service offering can be a great revenue stream for your company. Marketing and conducting an effective seminar initiative, however, can be costly and time consuming if poorly planned. And, because it takes about 10-12 weeks to develop, coordinate, and implement a seminar effort, the planning phase cannot begin too soon! Fri, 01 Aug 2008 23:58:43 -0400 http://articles.getacoder.com/Seminars_As_Sales_Tools_-_Increasing_Revenues_and_Sales_Leads_1537106x1217649523.htm http://articles.getacoder.com/Seminars_As_Sales_Tools_-_Increasing_Revenues_and_Sales_Leads_1537106x1217649523.htm There are 4 types of words to use in your direct mail sales offer. Three types are the type that spice up and entice your prospect to read on. These are motivational and inspirational adjectives, adverbs, and verbs. The remaining category is limited to only 17 words. These are the top selling words. Fri, 01 Aug 2008 23:23:06 -0400 http://articles.getacoder.com/The_17_Top_Selling_Words_to_Motivate_Your_Prospect_to_Buy_1420983x1217647386.htm http://articles.getacoder.com/The_17_Top_Selling_Words_to_Motivate_Your_Prospect_to_Buy_1420983x1217647386.htm Be Impressed - not impressive. Spend most of your time with someone making him or her feel that you're tuned into his or her station and you're bound to have better results. Wed, 30 Jul 2008 23:19:39 -0400 http://articles.getacoder.com/Theyre_All_Tuned_to_WIIFM_1557307x1217474379.htm http://articles.getacoder.com/Theyre_All_Tuned_to_WIIFM_1557307x1217474379.htm Ok, you've located the prospect, qualified the lead, made the contact, secured the appointment, made the presentation, presented the proposal and finally closed the sale. You now have a customer; that is someone who has done some business with you. But now what do you do? Wed, 30 Jul 2008 17:34:20 -0400 http://articles.getacoder.com/Reviewing_Accounts_For_Further_Business_-_Care,_Cultivate,_Consult_1557306x1217453660.htm http://articles.getacoder.com/Reviewing_Accounts_For_Further_Business_-_Care,_Cultivate,_Consult_1557306x1217453660.htm Is referral sales really dead? Effective referral sales as we traditionally know it is rapidly changing... declining to be exact. The reasons are two and simple: Wed, 30 Jul 2008 08:54:17 -0400 http://articles.getacoder.com/Referral_Sales_is_Dead_1557303x1217422457.htm http://articles.getacoder.com/Referral_Sales_is_Dead_1557303x1217422457.htm Here are the three universal things anyone selling his or her services needs to know: (1) What are you selling or offering? (2) To whom are you selling or offering it? (3) Why should they buy it from/hire you? Wed, 30 Jul 2008 00:17:59 -0400 http://articles.getacoder.com/Why_Should_I_Buy_It_From_You_1557309x1217391479.htm http://articles.getacoder.com/Why_Should_I_Buy_It_From_You_1557309x1217391479.htm The art of selling is a lot like professional golf because success depends on having the right mental attitude. As a professional golfer, Tony Jacklin was inspired throughout his career by a poem his caddie wrote. Now you can be inspired by this poem. Tue, 29 Jul 2008 23:19:19 -0400 http://articles.getacoder.com/Art_of_Selling_1420908x1217387959.htm http://articles.getacoder.com/Art_of_Selling_1420908x1217387959.htm The popular trend today turns to the practical and long term effect of dried flowers and natural products used in arrangements for home and office. What better way to save money over the long term, the versatile use of such arrangements as this one using the amaranthus in green, draped over the edge of a large crystal goblet (which has a preserved sheet moss ball, in the bottom of such). You want the amaranthus falling at different lengths & depths. Tue, 29 Jul 2008 11:04:53 -0400 http://articles.getacoder.com/Going_With_Dried_Flower_Arrangements_1420897x1217343893.htm http://articles.getacoder.com/Going_With_Dried_Flower_Arrangements_1420897x1217343893.htm Keeping in touch with your existing clients is a critically-important part of your appraisal marketing system -- and I do mean "system." Effective appraisal marketing must be a systematic approach, designed to keep the telephone ringing and revenue flowing into your business. Using the "Rip & Read" technique keeps your name in front of all your clietnts and prospects every week. Mon, 28 Jul 2008 16:56:47 -0400 http://articles.getacoder.com/Appraisal_Marketing_-_Are_You_Barking_Up_the_Wrong_Appraisal_Money_Tree_1542009x1217278607.htm http://articles.getacoder.com/Appraisal_Marketing_-_Are_You_Barking_Up_the_Wrong_Appraisal_Money_Tree_1542009x1217278607.htm Successful retailing is much more than a product and a shopper. That's only the introduction. To get to the marriage, you've got to do the courtship. This article introduces the reader to one of the more "fun" aspects of the courtship process. Mon, 28 Jul 2008 13:00:08 -0400 http://articles.getacoder.com/Engage_Your_Shoppers_Senses_to_Get_Their_Sales_1542004x1217264408.htm http://articles.getacoder.com/Engage_Your_Shoppers_Senses_to_Get_Their_Sales_1542004x1217264408.htm It's expo season again. Do you find it a wonderful resource for future business? Mon, 28 Jul 2008 12:41:36 -0400 http://articles.getacoder.com/4_Sales_Tips_For_Attending_Business_Expos_1536439x1217263296.htm http://articles.getacoder.com/4_Sales_Tips_For_Attending_Business_Expos_1536439x1217263296.htm Most likely, there is a slew of competitors selling the exact same product and/or services as your business. How can you convert prospects into buyers? Sun, 27 Jul 2008 22:54:10 -0400 http://articles.getacoder.com/First_Impressions_-_You_Better_Make_Them_Good_1542003x1217213650.htm http://articles.getacoder.com/First_Impressions_-_You_Better_Make_Them_Good_1542003x1217213650.htm Increase sales by focusing on helping people buy, something they love to do, rather than sell them something they do not want. Learn how to make it easy for people to buy from you. Sun, 27 Jul 2008 11:11:49 -0400 http://articles.getacoder.com/People_Love_to_Buy,_But_Hate_to_Be_Sold_1542006x1217171509.htm http://articles.getacoder.com/People_Love_to_Buy,_But_Hate_to_Be_Sold_1542006x1217171509.htm In this articles I am revealing what years of research has proven to be true: there are six areas that virtually all top producers excel in. These isolated traits or areas of excellence, as I like to call them, are statistically sound and exist in nearly all successful people. Sun, 27 Jul 2008 07:45:10 -0400 http://articles.getacoder.com/Two_More_Steps_Toward_Success_1527387x1217159110.htm http://articles.getacoder.com/Two_More_Steps_Toward_Success_1527387x1217159110.htm You could have the best product on the market at the lowest price, but without a client relationship based on trust, your chances for securing a sale decrease significantly. Building rapport founded on open communication is an important component to winning an account, and any opportunity that lacks this vital factor runs the risk of failing. Sat, 26 Jul 2008 14:41:15 -0400 http://articles.getacoder.com/Building_Client_Relationships_That_Produce_Results_1443541x1217097675.htm http://articles.getacoder.com/Building_Client_Relationships_That_Produce_Results_1443541x1217097675.htm Here is a story to show that networking is key to relationship selling. Included also are some tactics and strategies for implementation. Sat, 26 Jul 2008 09:14:10 -0400 http://articles.getacoder.com/Relationship_Selling_-_Taking_it_to_the_Streets_Implementation_1542005x1217078050.htm http://articles.getacoder.com/Relationship_Selling_-_Taking_it_to_the_Streets_Implementation_1542005x1217078050.htm Growing sales is a never ending challenge for every business. The fact is that there are many aspects to the sales growth puzzle. Sat, 26 Jul 2008 03:30:14 -0400 http://articles.getacoder.com/Growing_Sales_is_a_Never-Ending_Challenge_1537800x1217057414.htm http://articles.getacoder.com/Growing_Sales_is_a_Never-Ending_Challenge_1537800x1217057414.htm How do you motivate a sales team in a down economy? Especially when the contracts are being cancelled and people aren't reaching quotas? This article shares a couple of simple and easy things to implement immediately, that can get the team cranking out calls and have them get that fun, fresh attitude once again that is necessary so they can get the sales! Fri, 25 Jul 2008 23:35:17 -0400 http://articles.getacoder.com/Breathe_New_Life_Into_Your_Sales_Force_1531615x1217043317.htm http://articles.getacoder.com/Breathe_New_Life_Into_Your_Sales_Force_1531615x1217043317.htm I got a call from somebody in Texas the other night advertising "if you could place 20-30 people in your MLM business every month". I promptly said to him that I knew what program he was trying to pitch me on, and was not interested in it. He obviously wasn't listening to me very well, and went on with his sales spiel. Fri, 25 Jul 2008 23:09:41 -0400 http://articles.getacoder.com/Listening_to_Your_Prospects_1420901x1217041781.htm http://articles.getacoder.com/Listening_to_Your_Prospects_1420901x1217041781.htm Many people like to blame the economy for a downturn in sales. It's not the economy - it's your perspective and attitude. People do buy in a tough economy. You just have to change your approach. Fri, 25 Jul 2008 21:30:25 -0400 http://articles.getacoder.com/Its_Out_There_Somewhere_1420980x1217035825.htm http://articles.getacoder.com/Its_Out_There_Somewhere_1420980x1217035825.htm Research from dozens of studies on sales, leads and inquiry handling point to the same conclusion: although almost 25% of inquiries convert to a sale within half a year, most sales are longer-term. Consider one study which Reed Business Information undertook about inquiry handling. They examined forty thousand inquiries from advertisements and magazine press releases focused on manufacturing businesses. Fri, 25 Jul 2008 20:25:04 -0400 http://articles.getacoder.com/Inquiries_Eventually_Become_Sales_1537802x1217031904.htm http://articles.getacoder.com/Inquiries_Eventually_Become_Sales_1537802x1217031904.htm If you are a small business owner, you may be wondering if the US Government needs your service or product? Chances are they do. They purchase everything from needle and thread to aerospace components and satellite communications systems. There are over 13 million products and services purchased by the Feds each year. Fri, 25 Jul 2008 18:13:15 -0400 http://articles.getacoder.com/Need_More_Revenue__Take_on_the_Federal_Government_As_a_Client_1533276x1217023995.htm http://articles.getacoder.com/Need_More_Revenue__Take_on_the_Federal_Government_As_a_Client_1533276x1217023995.htm When talking about their business, most solo-preneurs make the mistake of describing exactly what they do, in boring detail. Hate to say this, but, so what... nobody cares. Instead, if you want to quickly get their attention and turn that prospect into a paying client, you'll want to say the words that will motivate them to work with you. My own personal list is all laid out in this article. Fri, 25 Jul 2008 17:32:26 -0400 http://articles.getacoder.com/To_Turn_More_Prospects_Into_Paying_Clients,_You_Must_Motivate_Them!_1420907x1217021546.htm http://articles.getacoder.com/To_Turn_More_Prospects_Into_Paying_Clients,_You_Must_Motivate_Them!_1420907x1217021546.htm You have a direct sales business and throwing parties is what you do to generate sales. Here are a few pointers on how to drum up more business by canvassing for more clients. Fri, 25 Jul 2008 16:11:48 -0400 http://articles.getacoder.com/Seven_Tips_to_Get_More_Bookings_at_Your_Next_Direct_Sales_Party_1533269x1217016708.htm http://articles.getacoder.com/Seven_Tips_to_Get_More_Bookings_at_Your_Next_Direct_Sales_Party_1533269x1217016708.htm Many sales people go to sales seminars with hopes of removing the struggles that can come along within a sales position. The optimistic outlook of finally learning that one "magical phrase" or technique that will eliminate all objections and close every sale is a powerful lure to a hungry sales person.... Fri, 25 Jul 2008 01:57:19 -0400 http://articles.getacoder.com/Sales_Training_Vs_Sales_Motivation_1420928x1216965439.htm http://articles.getacoder.com/Sales_Training_Vs_Sales_Motivation_1420928x1216965439.htm The number one competitor for most salespeople is not your low-cost undercutter or your big-name branded rival. It's the status quo - the customer deciding not to do anything. How can we beat this truly tough competitor? Thu, 24 Jul 2008 21:45:32 -0400 http://articles.getacoder.com/Beating_Your_Number_One_Competitor_-_The_Status_Quo_1420949x1216950332.htm http://articles.getacoder.com/Beating_Your_Number_One_Competitor_-_The_Status_Quo_1420949x1216950332.htm 1. Ask your customers what are the three main reasons they deal with you and use the reasons they provide in your advertising 2. Brainstorm your staff and find out the common characteristic s of your best customers are some or most doctors, small business owners, young mothers, left footed etc. Thu, 24 Jul 2008 06:21:08 -0400 http://articles.getacoder.com/Please_Generate_Leads_But_Dont_Forget_to_Sell_More_1533271x1216894868.htm http://articles.getacoder.com/Please_Generate_Leads_But_Dont_Forget_to_Sell_More_1533271x1216894868.htm If you ever want to be a true and lasting success in business, sales or marketing, you will need to be self-disciplined. These 10 items will ensure you're on the right track. Wed, 23 Jul 2008 20:50:11 -0400 http://articles.getacoder.com/10_Characteristics_of_a_Self-Disciplined_Achiever_1537803x1216860611.htm http://articles.getacoder.com/10_Characteristics_of_a_Self-Disciplined_Achiever_1537803x1216860611.htm If you thought that selling was difficult, think again. The truth is that successful selling involves a simple set of skills. One is the skill of getting information. The other is giving it. When you master the balance between the giving and the getting, you will find much more success in your sales situations. Wed, 23 Jul 2008 19:26:17 -0400 http://articles.getacoder.com/Simple_Skills_For_Successful_Selling_1537801x1216855577.htm http://articles.getacoder.com/Simple_Skills_For_Successful_Selling_1537801x1216855577.htm "I want your work" doesn't mean that a new prospect will automatically fit you into their schedule. If you have a high enough profile and big reputation, those down the pecking order may be flattered that you want to meet. However, those further up the decision-making tree are mostly far too busy to allocate precious time to you just because you think it's a good idea. Wed, 23 Jul 2008 18:53:14 -0400 http://articles.getacoder.com/Getting_to_Meet_With_a_New_Prospect_1537804x1216853594.htm http://articles.getacoder.com/Getting_to_Meet_With_a_New_Prospect_1537804x1216853594.htm Want to save hours in writing time? Want to make sure you develop profitable sales mailers? Then follow these 11 foolproof tips. Wed, 23 Jul 2008 17:44:11 -0400 http://articles.getacoder.com/10_Plus_One_Key_Tips_For_a_Profitable_Sales_Mailer_1441613x1216849451.htm http://articles.getacoder.com/10_Plus_One_Key_Tips_For_a_Profitable_Sales_Mailer_1441613x1216849451.htm People who know us, like us, and use us, often don't refer business to us. Perhaps they don't know how to identify who needs us, or how to refer us. Or maybe we are simply not at the top of their mind. A frequency marketing campaign can be a system deployed to develop and maintain regular contact with preferred clients. Wed, 23 Jul 2008 07:03:31 -0400 http://articles.getacoder.com/Frequency_Marketing_Campaign_-_Lets_Give_Them_Something_to_Talk_About_1533274x1216811011.htm http://articles.getacoder.com/Frequency_Marketing_Campaign_-_Lets_Give_Them_Something_to_Talk_About_1533274x1216811011.htm If you are in sales, you're in customer service. If your company has a customer service department, you still should provide your clients with customer service. When it comes to your customers, your word and your actions are all you have. If you've been late for an appointment, if you screwed up, if you weren't true to your word, you've committed business infidelity. But don't worry, there's hope for you. Wed, 23 Jul 2008 04:49:41 -0400 http://articles.getacoder.com/If_You_Are_Selling_B2B,_Do_Not_Commit_Business_Infidelity_1542008x1216802981.htm http://articles.getacoder.com/If_You_Are_Selling_B2B,_Do_Not_Commit_Business_Infidelity_1542008x1216802981.htm The game keeps moving on. Yesterday's best practice in professional services pricing may be today's problem and a big loser tomorrow. Pricing is an important part of keeping business and winning new work. But there is no point in searching for a pricing panacea - it doesn't exist. Tue, 22 Jul 2008 19:33:33 -0400 http://articles.getacoder.com/Pricing_Pointers_1537805x1216769613.htm http://articles.getacoder.com/Pricing_Pointers_1537805x1216769613.htm Industrial design is a growing field, and many industrial designers are finding jobs working within the sales departments of large companies. Creating custom, three-dimensional images for potential clients allows a company to provide prospective buyers with an accurate image of exactly what their purchase will look like, which can be a very effective sales tool. In addition to impressing customers, custom renderings will drastically reduce errors in production and confusion with clients, which will reduce customer service expenses. Tue, 22 Jul 2008 15:11:31 -0400 http://articles.getacoder.com/Using_Three_Dimensional_Renderings_In_Sales_1528656x1216753891.htm http://articles.getacoder.com/Using_Three_Dimensional_Renderings_In_Sales_1528656x1216753891.htm Have you ever wondered why you didn't get the sale? Just when you thought everything was going great in your presentation, they didn't buy?! Are you making a lot of presentations, but only a few sales? I may be able to help you. I will show you how to stop doing the things that are killing your presentations. Most of these actions you do without even knowing. I'll also give you some tips on how to improve your closing ratio. Tue, 22 Jul 2008 09:45:11 -0400 http://articles.getacoder.com/The_6_Deadly_Sins_of_a_Sales_Presentation_1537807x1216734311.htm http://articles.getacoder.com/The_6_Deadly_Sins_of_a_Sales_Presentation_1537807x1216734311.htm It is your choice to make your "R" word Recession or Resiliency? This is a time to get busy - not make excuses. You cannot afford to lose an existing customer and you cannot afford to be complacent. Tue, 22 Jul 2008 04:10:50 -0400 http://articles.getacoder.com/Choose_the_Right_R_Word_1533278x1216714250.htm http://articles.getacoder.com/Choose_the_Right_R_Word_1533278x1216714250.htm My husband and I recently went shopping for a health club. What ensued over the next week is nothing less than an incredible saga of poor salesmanship and worse customer service that sent us running home to dig out old exercise videos and try it on our own. Here are the events that transpired, as well as the sales and customer services questions they prompted. Tue, 22 Jul 2008 02:23:27 -0400 http://articles.getacoder.com/Is_Your_Company_a_Great_Choice_-_Or_Simply_the_Lesser_of_Two_Evils_1533297x1216707807.htm http://articles.getacoder.com/Is_Your_Company_a_Great_Choice_-_Or_Simply_the_Lesser_of_Two_Evils_1533297x1216707807.htm If ever there should be a Salesmen's Hall of Fame, one of the first pedestals must be reserved for Jay Cooke. There is no doubt that some of the abundant glory that has gone to Grant and Lincoln ought to have gone to this Philadelphia banker-salesman. As one editor very fitly said: "The nation owes a debt of gratitude to Jay Cooke that it must remember." Without his valuable aid the wheels of government might have been seriously entangled." Tue, 22 Jul 2008 00:22:38 -0400 http://articles.getacoder.com/History_of_American_Sales_Culture_-_Part_Two_1420893x1216700558.htm http://articles.getacoder.com/History_of_American_Sales_Culture_-_Part_Two_1420893x1216700558.htm What do Victoria Secret, DELL, Staples, Radio Shack, and Montgomery Ward have in common? Each of these companies has used the catalog to achieve a dominant position in a competitive marketplace. Each organization has used the catalog in a slightly different manner, but each has achieved the ultimate goals of market-share and profitability. How did they do it? Mon, 21 Jul 2008 23:28:54 -0400 http://articles.getacoder.com/Measuring_the_Benefits_of_Sales_Catalogs_1533287x1216697334.htm http://articles.getacoder.com/Measuring_the_Benefits_of_Sales_Catalogs_1533287x1216697334.htm This article will help you learn some important key points in selling. It talks about how life affects our lives every day and though we are not aware we have done some selling of ourselves and others at some point in our lives. Mon, 21 Jul 2008 18:49:35 -0400 http://articles.getacoder.com/Selling_and_Your_Natural_Skills_1533291x1216680575.htm http://articles.getacoder.com/Selling_and_Your_Natural_Skills_1533291x1216680575.htm Finding the perfect sales job often involves thinking outside the square. This article discusses a few unusual ways to land your sales or marketing role. Mon, 21 Jul 2008 01:56:45 -0400 http://articles.getacoder.com/How_to_Get_the_Perfect_Sales_Job_1537029x1216619805.htm http://articles.getacoder.com/How_to_Get_the_Perfect_Sales_Job_1537029x1216619805.htm Making money in any business whether it be an Internet based business or a bricks and mortar business takes skill and dedication. People have been selling for thousands of years and like any business there are those who get it right and then there are those who can't quite seem to get it right and then there are those who just can't sell full stop. However there is a way to even things out and a way for everyone to be able to sell anything and everything. Sun, 20 Jul 2008 20:27:46 -0400 http://articles.getacoder.com/The_Real_Businessmans_Selling_Tips!_1533283x1216600066.htm http://articles.getacoder.com/The_Real_Businessmans_Selling_Tips!_1533283x1216600066.htm In selling, it was never a question of prospects-I always had more prospects than I possibly could see. My problem was to cover the available prospects effectively and efficiently. To do this, it was necessary to have a good sales approach. Sun, 20 Jul 2008 18:52:42 -0400 http://articles.getacoder.com/A_Market_Can_Be_Created_From_a_Good_Sales_Plan!_1533279x1216594362.htm http://articles.getacoder.com/A_Market_Can_Be_Created_From_a_Good_Sales_Plan!_1533279x1216594362.htm Price should be treated like a member of the family: love pricing, understand pricing, respect pricing and treat pricing well. Price is a revenue contribution to your business, yet many business owners don't use price as a marketing and sales tactic. Sun, 20 Jul 2008 09:47:24 -0400 http://articles.getacoder.com/Price_Contributes_Revenue_-_11_Pricing_Strategies_to_Consider_1515894x1216561644.htm http://articles.getacoder.com/Price_Contributes_Revenue_-_11_Pricing_Strategies_to_Consider_1515894x1216561644.htm Are you having trouble achieving your sales goals? Maybe you are putting way too much effort after the fact and not enough effort before the fact? Sun, 20 Jul 2008 07:12:17 -0400 http://articles.getacoder.com/Increase_Sales_by_Putting_Your_First_Effort_Into_Your_Sales_Goal_Statement_1533299x1216552337.htm http://articles.getacoder.com/Increase_Sales_by_Putting_Your_First_Effort_Into_Your_Sales_Goal_Statement_1533299x1216552337.htm The competition for the service business owners is every bit as tough as it is for any other business. You have all the cash flow constraints and strains that every business owner has plus you're concerned about your professional image. Sat, 19 Jul 2008 13:05:23 -0400 http://articles.getacoder.com/How_Do_I_Get_My_Service_Business_Noticed_and_Increase_Sales_on_a_Shoe-String_Budget_1533315x1216487123.htm http://articles.getacoder.com/How_Do_I_Get_My_Service_Business_Noticed_and_Increase_Sales_on_a_Shoe-String_Budget_1533315x1216487123.htm Strong sales are the lifeblood of every thriving organization. Effective salespeople maintain contact with their sales network. Successful salespeople view rejection as temporary. They constantly work to uncover and deal with objections. Here are 5 Cool Ideas for stronger sales. Sat, 19 Jul 2008 10:46:26 -0400 http://articles.getacoder.com/5_Cool_Ideas_For_Stronger_Sales_1515887x1216478786.htm http://articles.getacoder.com/5_Cool_Ideas_For_Stronger_Sales_1515887x1216478786.htm After 20 years in sales and management, I have found that the most successful people stick to the basics. They have an abundance of knowledge of their product, a positive and winning attitude, excellent selling skills and the habits that ensure a full diary with qualified prospects. Some time ago, I attended a Tom Hopkins 'Boot Camp' in the USA. Sat, 19 Jul 2008 09:52:12 -0400 http://articles.getacoder.com/Sell_More,_Earn_More_-_Its_Back_To_Basics_1533285x1216475532.htm http://articles.getacoder.com/Sell_More,_Earn_More_-_Its_Back_To_Basics_1533285x1216475532.htm I am sorry to have to disappoint such people but selling is not a new art. It is as old as man himself. When man first began to exchange ideas he began to sell. Selling has always been employed as a means of influencing someone to do something. Sat, 19 Jul 2008 07:04:50 -0400 http://articles.getacoder.com/Selling_the_Old_Man_of_Time!_1533280x1216465490.htm http://articles.getacoder.com/Selling_the_Old_Man_of_Time!_1533280x1216465490.htm The highway to the interest of all men lies on the fertile plain of ideas. As a salesperson, you have access to this highway from a choice field of selling ideas. Sat, 19 Jul 2008 03:11:32 -0400 http://articles.getacoder.com/How_to_Snare_Your_Prospects!_1533284x1216451492.htm http://articles.getacoder.com/How_to_Snare_Your_Prospects!_1533284x1216451492.htm Here's a new spin on selling. You can use this to increase your sales in a down economy. Four new pieces to the selling puzzle - check it out. Fri, 18 Jul 2008 20:39:37 -0400 http://articles.getacoder.com/Putting_a_New_Spin_on_Selling_1515904x1216427977.htm http://articles.getacoder.com/Putting_a_New_Spin_on_Selling_1515904x1216427977.htm The current economic slump in United States has opened up a window of opportunity for foreign buyers interested in gaining foothold in USA. The deal is further sweetened for them as most of the domestic players will shy away from acquiring businesses due to the recession and weakening dollar situation. Fri, 18 Jul 2008 12:19:02 -0400 http://articles.getacoder.com/Mergers_and_Acquisitions_-_Opportunities_in_Downturn_1515896x1216397942.htm http://articles.getacoder.com/Mergers_and_Acquisitions_-_Opportunities_in_Downturn_1515896x1216397942.htm How to estimate a paint job. Or It's not guess work. You can do all things correctly; but, if you mess up here, you can get hurt. It's not rocket science to estimate a paint job. It's actually fairly easy. I have seen everything in the way of paint job estimates, from something scribbled on a torn off sheet of scrap paper to ones like mine which are broken down into each room, and within each room, the individual elements Fri, 18 Jul 2008 06:51:48 -0400 http://articles.getacoder.com/How_to_Estimate_a_Paint_Job_-_Or_Its_Not_Guess_Work_1457274x1216378308.htm http://articles.getacoder.com/How_to_Estimate_a_Paint_Job_-_Or_Its_Not_Guess_Work_1457274x1216378308.htm In making an analysis of these causes and interests, we discover that they may be influenced by certain advantages and the effect they have on the life of the prospect: First: The first advantage that the prospect desires is happiness or peace of mind. The prospect derives great satisfaction from what he or she buys. Their purchases buoy them up. Fri, 18 Jul 2008 00:40:00 -0400 http://articles.getacoder.com/The_Three_Advantages_Your_Prospect_Desires!_1533282x1216356000.htm http://articles.getacoder.com/The_Three_Advantages_Your_Prospect_Desires!_1533282x1216356000.htm For entrepreneurs, it's quite common to aim for short-term profits, especially from products that are "revolutionary" or in the initial stage of the life cycle. At this point, your aim is to make as much money as possible from fewer customers, which naturally means charging a premium price for your products. Thu, 17 Jul 2008 22:11:21 -0400 http://articles.getacoder.com/Pricing_Objectives_-_Playing_the_Numbers_Game_1515920x1216347081.htm http://articles.getacoder.com/Pricing_Objectives_-_Playing_the_Numbers_Game_1515920x1216347081.htm Garnering more sales requires specific skills. These skills are easily learned but require time, patience and the application of discipline. Learning to master relationships will lead you to more sales. Thu, 17 Jul 2008 19:06:10 -0400 http://articles.getacoder.com/More_Sales_-_Persuasive_Sales_Tactics_That_Will_Make_You_More_Money_Today_1533292x1216335970.htm http://articles.getacoder.com/More_Sales_-_Persuasive_Sales_Tactics_That_Will_Make_You_More_Money_Today_1533292x1216335970.htm Please for the sake of good family relationships at home, DO NOT use this report as a family guide. A sales situation is often a game encountering the prospect and the sales person. The showdown game involves the sales person persistently pursing the prospect, and the prospect avoiding being talked into buying. Thu, 17 Jul 2008 17:30:59 -0400 http://articles.getacoder.com/15_Signs_Your_Prospect_is_Lying_to_You_1420918x1216330259.htm http://articles.getacoder.com/15_Signs_Your_Prospect_is_Lying_to_You_1420918x1216330259.htm The term strategic selling is brought up frequently when describing complex or sophisticated selling. And while there is an element of truth in this, I think it has more to do with the way you approach a sale rather than that the actual sale is actually complicated. Firstly it may be useful to define what the word 'strategy' means. Thu, 17 Jul 2008 16:15:44 -0400 http://articles.getacoder.com/Sales_Strategy_-_Chess_Or_Checkers_1515895x1216325744.htm http://articles.getacoder.com/Sales_Strategy_-_Chess_Or_Checkers_1515895x1216325744.htm Hammering on customers is out! That is "Old Age" thinking. Being a Business Advisor/Sales Consultant is in! This is the "New Age" of the road toward a sale! Thu, 17 Jul 2008 14:08:51 -0400 http://articles.getacoder.com/Traveling_On_The_New_Age_Road_To_Success_1533270x1216318131.htm http://articles.getacoder.com/Traveling_On_The_New_Age_Road_To_Success_1533270x1216318131.htm Writing a USP is one of the most commonly missed success opportunities for small business owners. Learn how to craft your Unique Selling Proposition in less than one hour and begin communicating to your prospects the benefit of doing business with you, and you alone. Thu, 17 Jul 2008 11:16:29 -0400 http://articles.getacoder.com/How_to_Craft_an_Effective_USP_in_Under_One_Hour_1533288x1216307789.htm http://articles.getacoder.com/How_to_Craft_an_Effective_USP_in_Under_One_Hour_1533288x1216307789.htm You're in a conversation with your prospect, you're excited about your business opportunity and you have been very successful with sharing that excitement in a very real way. Your prospect seems genuinely interested in your business opportunity but has yet to make that final decision. He still has to pull out his wallet and make that commitment. So how do you close the sale? Is that person someone you want to close and have as a part of your business team? Thu, 17 Jul 2008 07:44:49 -0400 http://articles.getacoder.com/Let_Me_Teach_You_How_to_Close_Your_Prospect_1515890x1216295089.htm http://articles.getacoder.com/Let_Me_Teach_You_How_to_Close_Your_Prospect_1515890x1216295089.htm Of the six major emotions that compel people to buy, greed and happiness are only two that could be called positive. Concentrating on happiness in a sales presentation from beginning to end is rare. Only a seasoned professional can change the traditional pattern of using emotional fear as the top reason to buy. Here's how its done. Thu, 17 Jul 2008 06:58:26 -0400 http://articles.getacoder.com/Capitalizing_on_Happiness_Lets_Your_Sales_Soar_1448298x1216292306.htm http://articles.getacoder.com/Capitalizing_on_Happiness_Lets_Your_Sales_Soar_1448298x1216292306.htm "Before we discuss whether we're all in sales," I asked at a recent workshop of assorted professionals, "someone tell me what selling is?" "Getting people to buy what you're offering," one attendee answered. "Manipulating them into doing what you want them to do," volunteered another. Thu, 17 Jul 2008 02:28:02 -0400 http://articles.getacoder.com/If_You_Want_More_Clients_-_Do_it_on_Purpose_1533294x1216276082.htm http://articles.getacoder.com/If_You_Want_More_Clients_-_Do_it_on_Purpose_1533294x1216276082.htm Bad profits are profits that are earned at your customer's expense. The good news is that there is a way to be a hero forever. It is just as easy as those bad profits to earn. Its simplicity is so obvious that is always overlooked. Thu, 17 Jul 2008 02:00:40 -0400 http://articles.getacoder.com/Are_You_Addicted_to_Bad_Profits_1515899x1216274440.htm http://articles.getacoder.com/Are_You_Addicted_to_Bad_Profits_1515899x1216274440.htm Many salesmen and saleswomen have great presentations that are often overlooked by their nonverbal cues. This article helps identify ways to make a prospect more comfortable by fixing certain frequently overlooked parts of your appearance. Wed, 16 Jul 2008 21:33:00 -0400 http://articles.getacoder.com/3_Anti-Puking_Techniques_For_Clothing_the_Deal_1420971x1216258380.htm http://articles.getacoder.com/3_Anti-Puking_Techniques_For_Clothing_the_Deal_1420971x1216258380.htm In the well-meaning arena of social service operated businesses,the idea that profitability may need to preceed social good is generally not widely-received, or welcomed. This article argues that perhaps a single bottom-line (economic) may perhaps be the only way to truly impact--or achieve--a social end. Wed, 16 Jul 2008 17:52:28 -0400 http://articles.getacoder.com/Mission_Requires_Margin_1515897x1216245148.htm http://articles.getacoder.com/Mission_Requires_Margin_1515897x1216245148.htm Pricing your product or service is one of the most important issues that you need to tackle. You must be wondering as to what is the procedure to follow to develop the best pricing strategy for your company. While there is no particular approach that you must adopt, definitely, there are some important things that you should bear in mind while creating one. Wed, 16 Jul 2008 15:39:33 -0400 http://articles.getacoder.com/Pricing_Strategy_-_Points_to_Ponder_1515921x1216237173.htm http://articles.getacoder.com/Pricing_Strategy_-_Points_to_Ponder_1515921x1216237173.htm The message you present is essential to your success. What you say and how you deliver your message in tonality and body language influences the results you achieve. It's the edge that your other sales agents don't posses. Wed, 16 Jul 2008 15:23:38 -0400 http://articles.getacoder.com/Increasing_Sales_Production_Through_Quality_Of_The_Message_1515909x1216236218.htm http://articles.getacoder.com/Increasing_Sales_Production_Through_Quality_Of_The_Message_1515909x1216236218.htm This technique is, of course, nothing new and has been recently highlighted in Kevin Hogan's fine book, The Science of Influence. It involves your potential clients view of time. Simply said, By changing ones relationship to time you help them make different decisions. Wed, 16 Jul 2008 00:39:47 -0400 http://articles.getacoder.com/Make_More_Design_Sales_by_Helping_Your_Customers_See_the_Future_1420939x1216183187.htm http://articles.getacoder.com/Make_More_Design_Sales_by_Helping_Your_Customers_See_the_Future_1420939x1216183187.htm If your business is competing on price alone, sooner or later, some rival will undercut you. Being the cheapest in the business is not a sustainable USP and doesn't make a great business model either. If your business has teeth and customers see value in your product or service, raising prices is not going to sound a death knell. Tue, 15 Jul 2008 17:08:29 -0400 http://articles.getacoder.com/Getting_Away_With_Raising_Prices_1515919x1216156109.htm http://articles.getacoder.com/Getting_Away_With_Raising_Prices_1515919x1216156109.htm Selling is not trying to convince someone to buy. It's asking appropriate questions so the buyer concludes for himself that he needs what you are offering. Tue, 15 Jul 2008 04:11:13 -0400 http://articles.getacoder.com/Dealing_With_the_S_Word_1509188x1216109473.htm http://articles.getacoder.com/Dealing_With_the_S_Word_1509188x1216109473.htm Did you ever realize that Mark Twain could be a sales coach for those truly want to increase sales. His wise words can be as aptly applied today as they were over 100 years ago. So what did Twain know about how to increase sales. You will have to read this article to find the answer to that question. Mon, 14 Jul 2008 20:30:42 -0400 http://articles.getacoder.com/Increase_Sales_by_Following_Mark_Twains_Wise_Words_1509185x1216081842.htm http://articles.getacoder.com/Increase_Sales_by_Following_Mark_Twains_Wise_Words_1509185x1216081842.htm Ever wonder why some salespersons drink Dom Pergnon but most are doing "Cold Duc." Ever wonder why some sales persons are driving BMW's but most are driving "beaters". Ever wonder why some salespersons always have money but most are living "deal" to "deal." The answer is that the successful few are not salespersons. They are "Closers." Mon, 14 Jul 2008 09:27:19 -0400 http://articles.getacoder.com/Closing_the_Sale-Seven_Professional_Tips_to_Making_Money_Naturally_1515902x1216042039.htm http://articles.getacoder.com/Closing_the_Sale-Seven_Professional_Tips_to_Making_Money_Naturally_1515902x1216042039.htm The world has changed. The way of doing business is changing. How we communicate is changing. The traditional methods of communication are changing. Companies must adapt their marketing and sales. Mon, 14 Jul 2008 06:11:47 -0400 http://articles.getacoder.com/The_Impact_of_Social_Media_on_Sales_and_Marketing_1515889x1216030307.htm http://articles.getacoder.com/The_Impact_of_Social_Media_on_Sales_and_Marketing_1515889x1216030307.htm Eco-friendly Products are on the rise these days. When shopping for eco-friendly products, you'll find everything from organic cotton clothing to natural cleaners. Selling eco-friendly products, as better for the environment as it may be, is not always easy to do. This article includes a few tips to help you get sales. Sun, 13 Jul 2008 18:47:26 -0400 http://articles.getacoder.com/How_To_Sell_Eco-Friendly_Products_1529300x1215989246.htm http://articles.getacoder.com/How_To_Sell_Eco-Friendly_Products_1529300x1215989246.htm One of the challenges that every dollar store business owner faces is to continually grow sales. They know that sales growth is a key indicator of the health of their business. Yet sales growth doesn't occur without focused efforts. Sun, 13 Jul 2008 16:03:23 -0400 http://articles.getacoder.com/Set_and_Achieve_Sales_Goals_in_Your_Dollar_Store_Business_1420986x1215979403.htm http://articles.getacoder.com/Set_and_Achieve_Sales_Goals_in_Your_Dollar_Store_Business_1420986x1215979403.htm If you offer a professional service, you need to sell that service in order to grow. Change how you view selling and you'll see immediate growth. Sun, 13 Jul 2008 12:34:47 -0400 http://articles.getacoder.com/Even_Engineers_Sell_1509186x1215966887.htm http://articles.getacoder.com/Even_Engineers_Sell_1509186x1215966887.htm Even in the best organizations the sales and marketing departments often work in parallel, though separate tracks. And, in most companies the sales and marketing departments actually work against each other, with each group planning their strategy, training their team, and implementing their plan without a) considering each other's plans, b) gathering their input, c) providing unbiased feedback, and most importantly d) gaining buy-in and support from each other. Sun, 13 Jul 2008 00:05:56 -0400 http://articles.getacoder.com/Including_Sales_in_the_Marketing_Process_(and_Vice_Versa)_1536241x1215921956.htm http://articles.getacoder.com/Including_Sales_in_the_Marketing_Process_(and_Vice_Versa)_1536241x1215921956.htm Here are a few phone selling techniques. There is a right way and a wrong way to use the telephone when you're talking to sales prospects and customers. Sat, 12 Jul 2008 21:30:13 -0400 http://articles.getacoder.com/Phone_Selling_Techniques_1500349x1215912613.htm http://articles.getacoder.com/Phone_Selling_Techniques_1500349x1215912613.htm Some weeks I find it difficult to come up with an appropriate subject for my blog and this week I was struggling until the last minute. Then late Friday I received an unusual and exciting e-mail. This is what it said... Sat, 12 Jul 2008 17:03:53 -0400 http://articles.getacoder.com/The_Two_Essential_Ingredients_For_Being_Successful_in_Sales_(and_Life)_1515928x1215896633.htm http://articles.getacoder.com/The_Two_Essential_Ingredients_For_Being_Successful_in_Sales_(and_Life)_1515928x1215896633.htm Yes you can. In today's competitive world differentiation is what sets you apart. Saying "Thank You" allows you to share your genuine and sincere gratitude. Being genuinely interested is a key differentiator in selling client value. Clients devour conducting business with those they can trust and respect. There is a lot of ways to keep in touch with people today. Only one allows you to do it in seconds; saving you money, resources and time. Sat, 12 Jul 2008 03:18:14 -0400 http://articles.getacoder.com/Can_You_Increase_Sales_by_50%_in_5_Minutes_1457268x1215847094.htm http://articles.getacoder.com/Can_You_Increase_Sales_by_50%_in_5_Minutes_1457268x1215847094.htm Thinking back about all the wonderful information and strategies that I have written about in my career, I decided I needed to take some time out to discuss the simpler aspects of what makes a good salesperson. If a salesperson is truthful and honest, this individual will go very far in the sales world. That means you might have to pass on a sale from time to time, take the high road instead of "bashing" your competitor, and give customers answers they don't want to hear. Sat, 12 Jul 2008 02:16:17 -0400 http://articles.getacoder.com/Truth_&_Honesty_Will_Take_You_Far_in_Selling_1515892x1215843377.htm http://articles.getacoder.com/Truth_&_Honesty_Will_Take_You_Far_in_Selling_1515892x1215843377.htm Many times our words and our actions don't line up. This article takes a closer look at the long term problems with this method and has you think about how to fix this problem. Fri, 11 Jul 2008 22:14:13 -0400 http://articles.getacoder.com/Steps_to_Better_Relationships_With_Your_Clients_-_Part_1_1420973x1215828853.htm http://articles.getacoder.com/Steps_to_Better_Relationships_With_Your_Clients_-_Part_1_1420973x1215828853.htm Closing does not occur at the end of the sales process. In reality, it proceeds throughout the sales process. When you do your job from the beginning, closing happens naturally and effectively. Fri, 11 Jul 2008 20:34:59 -0400 http://articles.getacoder.com/The_Magic_of_Masterful_Closing_1420979x1215822899.htm http://articles.getacoder.com/The_Magic_of_Masterful_Closing_1420979x1215822899.htm Pricing can be used to change the perception of the value involved in using your offering. This example explains how reducing incremental prices as low as possible can expand use and profits. Fri, 11 Jul 2008 12:04:35 -0400 http://articles.getacoder.com/Change_The_Way_Your_Offerings_Are_Used_To_Expand_Consumption_With_Pricing_1536734x1215792275.htm http://articles.getacoder.com/Change_The_Way_Your_Offerings_Are_Used_To_Expand_Consumption_With_Pricing_1536734x1215792275.htm This article talks about how to create a positive reputation in sales for you and your company. It gives tips on ways to accomplish these goals and how to carry yourself when doing it. Fri, 11 Jul 2008 10:44:50 -0400 http://articles.getacoder.com/Learn_to_Achieve_Excellence_in_Selling_1500350x1215787490.htm http://articles.getacoder.com/Learn_to_Achieve_Excellence_in_Selling_1500350x1215787490.htm Your success can grow dramatically by managing distractions. We all have them and some avoid them better than others. While we cannot win every sale, every minute spent on a distraction is a guaranteed no sale. This article provides a list of 14 common distractions that sales people fall prey to. Fri, 11 Jul 2008 06:14:55 -0400 http://articles.getacoder.com/Remove_Distractions_to_Ignite_Sales_Growth_-_Part_2_1515930x1215771295.htm http://articles.getacoder.com/Remove_Distractions_to_Ignite_Sales_Growth_-_Part_2_1515930x1215771295.htm In the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive. Fri, 11 Jul 2008 04:48:33 -0400 http://articles.getacoder.com/Explode_Your_Sales_Success_1493369x1215766113.htm http://articles.getacoder.com/Explode_Your_Sales_Success_1493369x1215766113.htm Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation! Fri, 11 Jul 2008 02:42:06 -0400 http://articles.getacoder.com/Your_Sales_Need_a_Little_R_&_R_1497192x1215758526.htm http://articles.getacoder.com/Your_Sales_Need_a_Little_R_&_R_1497192x1215758526.htm A pretty common sales question is the following: Can I increase my overall sales and grow gross profit margins at the same time? That question has perplexed almost every CEO, business owner, executive, and top sales pro for centuries. It is certainly one of the most difficult tasks to accomplish in sales, maybe even the most difficult. Sales managers and top level executives try to rally the troops (salespeople) into believing is it very realistic, but in the real world it hardly ever happens. Thu, 10 Jul 2008 18:59:55 -0400 http://articles.getacoder.com/Can_a_Salesperson_Increase_Overall_Sales_and_Gross_Profit_Margins_at_the_Same_Time_1506491x1215730795.htm http://articles.getacoder.com/Can_a_Salesperson_Increase_Overall_Sales_and_Gross_Profit_Margins_at_the_Same_Time_1506491x1215730795.htm Are you a small business owner or a sales manager who wants to increase sales? Have you checked for any old or new vintage whines? Thu, 10 Jul 2008 11:19:22 -0400 http://articles.getacoder.com/Increase_Sales_Coaching_Tip_-_Improve_Your_Sales_Skills_by_Changing_Whines_1506492x1215703162.htm http://articles.getacoder.com/Increase_Sales_Coaching_Tip_-_Improve_Your_Sales_Skills_by_Changing_Whines_1506492x1215703162.htm This is one of my by biggest pet peeves in our current sales world. I want to go through some standard areas of "dress" that a lot of sales guys get wrong. I also don't want anyone to think of me differently because I am addressing this area. I'm no Rico Suave, latte drinker (coffee, straight up black), and I am straight (and married!). I am not a "fashion" elite, either. I just want everyone to know some of the basic standards when it comes to business attire. I would hate to think that someone would lose a sale or credibility because nobody took the time to teach them about dressing properly. Thu, 10 Jul 2008 09:51:40 -0400 http://articles.getacoder.com/What_Sales_Guys_Get_Wrong_When_Dressing_in_Business_Attire_1497191x1215697900.htm http://articles.getacoder.com/What_Sales_Guys_Get_Wrong_When_Dressing_in_Business_Attire_1497191x1215697900.htm As a young man, I believed in raw ambition, brute force, and getting my way no matter what. I felt like in order to persuade, I had to really work hard, I had to conquer, I had to dominate. Well, thankfully, blessedly, we are not young forever. And we have the potential to mature, to learn, and to ripen. I now understand that I don't have to be 'in domination' but 'in dominion'. My power doesn't rely on someone else being disempowered, but it relies on my inner sense of power, an assuredness that can only be obtained by being in dominion. Thu, 10 Jul 2008 06:42:15 -0400 http://articles.getacoder.com/Elegant_Persuasion_1420905x1215686535.htm http://articles.getacoder.com/Elegant_Persuasion_1420905x1215686535.htm A vending business is all about location. Where you choose to put you machine can dramatically effect your profits. Learn simple and free ways to start increasing your vending profits today! Thu, 10 Jul 2008 06:13:11 -0400 http://articles.getacoder.com/How_to_Find_Vending_Machine_Locations_1509196x1215684791.htm http://articles.getacoder.com/How_to_Find_Vending_Machine_Locations_1509196x1215684791.htm As a kid Saturday mornings had a very strict ritual - a cartoon ritual. My brother and I sat hypnotized in front of the black and white TV from 6AM until noon. We were immovable objects - only barely aware that anything existing beyond the glow of the gigantic 19" tube. Thu, 10 Jul 2008 05:58:08 -0400 http://articles.getacoder.com/Powerful_Selling_Secrets_Found_Hidden_in_Classic_Saturday_Morning_Kids_Cartoon_TV_Show_1509191x1215683888.htm http://articles.getacoder.com/Powerful_Selling_Secrets_Found_Hidden_in_Classic_Saturday_Morning_Kids_Cartoon_TV_Show_1509191x1215683888.htm What routines are preventing you from increasing your sales? Whether you realize it or not, you are a creature of habit. Unless you do shift work, you probably get up at the same time everyday, follow the same routine to wake up and get yourself ready for the day, drive the regular route to work, do the same things once you get to work, and take the same route home at the end of the day. Thu, 10 Jul 2008 02:20:55 -0400 http://articles.getacoder.com/Are_Routines_Holding_You_Back_1497188x1215670855.htm http://articles.getacoder.com/Are_Routines_Holding_You_Back_1497188x1215670855.htm This article talks about a different way of looking at presentations. It will give you a guide of things to remember before and during a presentation and how it will affect your outcome. Thu, 10 Jul 2008 02:19:26 -0400 http://articles.getacoder.com/Secrets_of_Effective_Sales_Presentations_1497189x1215670766.htm http://articles.getacoder.com/Secrets_of_Effective_Sales_Presentations_1497189x1215670766.htm Grrrr; when you lack credibility gatekeepers block you out, prospects won't give you the time of day, and sales opportunities are about as common as a $3 bill. How are you supposed to succeed in sales when you can't even get an appointment? Wed, 09 Jul 2008 20:10:10 -0400 http://articles.getacoder.com/How_Do_You_Establish_Credibility_1493378x1215648610.htm http://articles.getacoder.com/How_Do_You_Establish_Credibility_1493378x1215648610.htm It is sort of a rule in the selling community to take your best salesperson and make this individual a sales manager. After all, if a salesperson is blowing away quotas, can you imagine what this person can do running an entire sales group? It makes sense, right? Making this assertion is a big mistake in most cases. Wed, 09 Jul 2008 16:12:09 -0400 http://articles.getacoder.com/Why_Do_Great_Salespeople_Make_Poor_Sales_Managers_1493373x1215634329.htm http://articles.getacoder.com/Why_Do_Great_Salespeople_Make_Poor_Sales_Managers_1493373x1215634329.htm A salesperson needs to understand what he or she can control and improve upon in order to close their skills gap. This comes down to a thorough competency model created for each unique selling role. A competency model helps management and sales team members collect the right information and gain support for the most appropriate training. Wed, 09 Jul 2008 15:13:48 -0400 http://articles.getacoder.com/Creating_Balance_With_Sales_Competency_1490192x1215630828.htm http://articles.getacoder.com/Creating_Balance_With_Sales_Competency_1490192x1215630828.htm So you've made the sale. Provided the product or service. Sent the invoice. Waited. Waited. Waited. And now your stomach is in a knot because you absolutely HATE having to call customers for cash? When I first got into sales, my biggest complaint to my boss was about collecting. I HATED IT. Wed, 09 Jul 2008 09:46:20 -0400 http://articles.getacoder.com/The_6_Steps_to_Collecting_Money_Without_Guilt_1509193x1215611180.htm http://articles.getacoder.com/The_6_Steps_to_Collecting_Money_Without_Guilt_1509193x1215611180.htm But what I really loved watching was The Barbara Walters Special. Why? She would interview famous people of all shapes and sizes. Hollywood actors and actresses, politicians, writers and anyone who was "Super Flavor Of The Year." This was pretty big stuff for a small-town Canadian girl. Wed, 09 Jul 2008 09:37:21 -0400 http://articles.getacoder.com/The_3_Best_Sales_Tips_You_Can_Learn_1509192x1215610641.htm http://articles.getacoder.com/The_3_Best_Sales_Tips_You_Can_Learn_1509192x1215610641.htm You probably answered "no." Who wouldn't? I wonder how your customers would answer that question. Wed, 09 Jul 2008 09:33:00 -0400 http://articles.getacoder.com/Are_You_Boring_1493372x1215610380.htm http://articles.getacoder.com/Are_You_Boring_1493372x1215610380.htm Last week-end, my two cutie-pie nieces told me I have a formula for getting their attention. They said: "Auntie - you never tell us EXACTLY what you have planned for us - it drives us crazy!! Wed, 09 Jul 2008 00:28:36 -0400 http://articles.getacoder.com/A_Truly_Unusual_Sales_Tip_You_Can_Learn_From_Hitchcock_Movies_1515908x1215577716.htm http://articles.getacoder.com/A_Truly_Unusual_Sales_Tip_You_Can_Learn_From_Hitchcock_Movies_1515908x1215577716.htm No matter the sales organization, a unique sales culture has developed over time. This sales culture is often informally built to replicate the most influential and effective sales managers and executives. Through shared stories, anecdotes, or personal quotations of mentors from long ago, it's not uncommon to find sales teams that talk alike, dress alike, and even think alike. If history does indeed repeat itself, and salespeople learn from each other and their managers, it's useful to understand the evolution of the sales profession and the potential impact on sales culture. Tue, 08 Jul 2008 21:18:58 -0400 http://articles.getacoder.com/Is_Your_Sales_Team_Stuck_in_the_1940s_1490220x1215566338.htm http://articles.getacoder.com/Is_Your_Sales_Team_Stuck_in_the_1940s_1490220x1215566338.htm Successful sales people bring in lots of deals, no matter the cost. Productive sales people bring in lots of high-profit deals, at manageable costs, retain more customers, and are happier at their jobs. Here are the Ten Golden Rules of Sales Force Productivity. Tue, 08 Jul 2008 15:15:38 -0400 http://articles.getacoder.com/The_Ten_Golden_Rules_of_Sales_Force_Productivity_1493370x1215544538.htm http://articles.getacoder.com/The_Ten_Golden_Rules_of_Sales_Force_Productivity_1493370x1215544538.htm This is the first article in a five part series about The Patterns of Successful Selling. The first article is about identifying selling patterns, next patterns in people, then patterns of motivation and last the patterns in the sales process. The final article will be about how to put it all together and profit from this valuable information. Tue, 08 Jul 2008 13:31:36 -0400 http://articles.getacoder.com/How_to_Increase_Sales_and_Profit_With_Success_Selling_Patterns_-_Part_1_1509195x1215538296.htm http://articles.getacoder.com/How_to_Increase_Sales_and_Profit_With_Success_Selling_Patterns_-_Part_1_1509195x1215538296.htm So many sales are lost because salespeople do not take the time to read. They are sooo anxious to make the sale or presume that they know what the customer wants truly truly becomes the deal breaker. Are you one of these people? Learn some simple strategies to improve sales communication. Tue, 08 Jul 2008 12:07:14 -0400 http://articles.getacoder.com/Increase_Sales_by_Just_Learning_How_to_Read_and_Not_Waste_Your_Prospects_Time_1497193x1215533234.htm http://articles.getacoder.com/Increase_Sales_by_Just_Learning_How_to_Read_and_Not_Waste_Your_Prospects_Time_1497193x1215533234.htm We all dread doing it. We make excuses not to do it, we procrastinate, delay, we put it off. We even consider paying someone else to do it. I refer, of course, to the dreaded cold call. Why do we fear it so much? Tue, 08 Jul 2008 11:21:20 -0400 http://articles.getacoder.com/Cold_Calling_Works!_1493371x1215530480.htm http://articles.getacoder.com/Cold_Calling_Works!_1493371x1215530480.htm Basic sales strategy is a set of steps that take a potential customer from prospect to partner. Here is a review of those seven steps. Tue, 08 Jul 2008 11:17:47 -0400 http://articles.getacoder.com/Sales_Basics,_Prospect_to_Partner_1490187x1215530267.htm http://articles.getacoder.com/Sales_Basics,_Prospect_to_Partner_1490187x1215530267.htm How to generate annuity leads and the careful process to convert these leads into appointments. What not to do with annuity leads and blow your chances. Tue, 08 Jul 2008 10:25:11 -0400 http://articles.getacoder.com/Annuity_Lead_Generation_-_How_to_Convert_Annuity_Prospects_Into_Sales_1515898x1215527111.htm http://articles.getacoder.com/Annuity_Lead_Generation_-_How_to_Convert_Annuity_Prospects_Into_Sales_1515898x1215527111.htm The Components of Salesperson Competency - For anyone in any profession, they usually seek to become better. To do this, they must first start with an objective understanding of where they currently are and where they want to go. They must objectively analyze their performance against existing benchmarks from their organization or from their professional trade association. Tue, 08 Jul 2008 08:43:38 -0400 http://articles.getacoder.com/What_is_Sales_Competency_Anyway_1490203x1215521018.htm http://articles.getacoder.com/What_is_Sales_Competency_Anyway_1490203x1215521018.htm History is said to repeat itself, and sales history is no different. Whether it's the dress code, the compensation plan, or the frequency of sales team meetings, chances are you have heard someone in the sales team say; "we've done that before." Tue, 08 Jul 2008 07:50:35 -0400 http://articles.getacoder.com/Is_Your_Sales_Team_Stuck_in_the_1890s_1490222x1215517835.htm http://articles.getacoder.com/Is_Your_Sales_Team_Stuck_in_the_1890s_1490222x1215517835.htm Virtually everyone is afraid of picking up the phone and initiating contact. Learn why and how you can make permanent changes in how you view your telephone time. Tue, 08 Jul 2008 07:02:35 -0400 http://articles.getacoder.com/Beating_Phone_Fear_Subconsciously_1506490x1215514955.htm http://articles.getacoder.com/Beating_Phone_Fear_Subconsciously_1506490x1215514955.htm Reinventing yourself as a salesperson is serious business. It's not easy and it's also not impossible - that's the good news. Discover the 4-step plan. Tue, 08 Jul 2008 03:34:39 -0400 http://articles.getacoder.com/Reinventing_Yourself_in_Sales_1420946x1215502479.htm http://articles.getacoder.com/Reinventing_Yourself_in_Sales_1420946x1215502479.htm Self motivation is the major barrier keeping a salesperson from success. A sales professional will self motivate himself with strong internal direction. This pro already knows without a doubt that his flexible presentation is going to get a sale if the right sales conditions exist. Mon, 07 Jul 2008 23:02:28 -0400 http://articles.getacoder.com/11_Incentives_to_Use_Self_Motivation_to_Control_Your_Sales_Success_1457273x1215486148.htm http://articles.getacoder.com/11_Incentives_to_Use_Self_Motivation_to_Control_Your_Sales_Success_1457273x1215486148.htm What is the difference between selling and manifesting? To me, it's simple. Selling asks "How may I be of service to you?" Manifesting asks "How may I be of service to me?" Mon, 07 Jul 2008 23:02:23 -0400 http://articles.getacoder.com/Selling_Vs_Manifesting_1497190x1215486143.htm http://articles.getacoder.com/Selling_Vs_Manifesting_1497190x1215486143.htm Sales department? Isn't unapplied time a measurement of service department productivity? Who ever heard of unapplied time in the sales department? Maybe those of us in the sales departments can learn a few lessons from how the service shop operates. Mon, 07 Jul 2008 22:40:07 -0400 http://articles.getacoder.com/Unapplied_Time_in_the_Sales_Department_1420927x1215484807.htm http://articles.getacoder.com/Unapplied_Time_in_the_Sales_Department_1420927x1215484807.htm The primary buzzword in sales for the 21st century has been "consultative selling". This type of selling has been applied to everything from telesales to actual consultants. While I have a few problems this idea of selling, (this implies you will recommend the best product or service, even if it is a competitor), I'll save that for another article. In short, the more technical and overall business ability the salesperson is perceived in having, the more likely the prospective customer will view this person as "credible" and "worthwhile". Mon, 07 Jul 2008 16:31:52 -0400 http://articles.getacoder.com/The_Products_Or_Services_Salespeople_Represent_Greatly_Determine_How_They_Are_Viewed_1490209x1215462712.htm http://articles.getacoder.com/The_Products_Or_Services_Salespeople_Represent_Greatly_Determine_How_They_Are_Viewed_1490209x1215462712.htm Sales Performance Analysis brings Sales Cycle Management full circle. Let's find out what components of your sales process should be analyzed. Mon, 07 Jul 2008 14:42:27 -0400 http://articles.getacoder.com/Sales_Performance_Analysis_1490201x1215456147.htm http://articles.getacoder.com/Sales_Performance_Analysis_1490201x1215456147.htm The term 'salesperson' had earned a bad reputation in modern times. Even inside organizations, some of the employees are uncomfortable dealing or working with salespeople. Personally, I have been involved in companies where salespeople were generally viewed as people who were overpaid and indulged at best, and in some cases seen as devious and liars. Mon, 07 Jul 2008 14:28:09 -0400 http://articles.getacoder.com/Undersell,_Overdeliver_1497195x1215455289.htm http://articles.getacoder.com/Undersell,_Overdeliver_1497195x1215455289.htm Have you ever purchased something and then immediately realized you wish you hadn't, or tried to figure out how that salesperson at the store or door got you to purchase something you never really wanted in the first place? This recently happened to a friend of mine named John. You see, he recently got his carpets cleaned for free. Mon, 07 Jul 2008 13:58:52 -0400 http://articles.getacoder.com/The_Six_Pillars_of_Persuasion_Knowledge_That_Could_Save_Your_Pocketbook_1485869x1215453532.htm http://articles.getacoder.com/The_Six_Pillars_of_Persuasion_Knowledge_That_Could_Save_Your_Pocketbook_1485869x1215453532.htm If you train and develop salespeople, you understand better than most that an overly simplistic understanding of sales processes and selling systems can be a recipe for disaster. While organizations spend thousands of dollars to help sales teams succeed, it's rare to find an organization that analyzes their sales culture as a key contributor (or roadblock) to their success. Mon, 07 Jul 2008 11:37:52 -0400 http://articles.getacoder.com/Is_Your_Sales_Team_Stuck_in_the_1920s_1490221x1215445072.htm http://articles.getacoder.com/Is_Your_Sales_Team_Stuck_in_the_1920s_1490221x1215445072.htm How would you like to sell the same information for twice the price and double the demand for it. Sounds like a pipe dream? Not anymore and here's why. Mon, 07 Jul 2008 08:25:32 -0400 http://articles.getacoder.com/How_to_Exponentially_Increase_the_Value_of_Your_Product_and_Charge_More_For_It_1493375x1215433532.htm http://articles.getacoder.com/How_to_Exponentially_Increase_the_Value_of_Your_Product_and_Charge_More_For_It_1493375x1215433532.htm Genghis Khan was a tremendous strategist who conquered more territory in 40 years than the Romans did in 400. You can use his strategies to dominate your sales territory the same way! Here are the tips and tricks that the Great Khan used and a step-by-step plan to make it work for you. Mon, 07 Jul 2008 05:09:28 -0400 http://articles.getacoder.com/Dominating_Your_Sales_Territory_-_Genghis_Style_1490189x1215421768.htm http://articles.getacoder.com/Dominating_Your_Sales_Territory_-_Genghis_Style_1490189x1215421768.htm Many salespeople have a "pipeline" - but is it truly based on reality? Today's salespeople need to upgrade their pipelines into a Sales Cycle Management System. Here are the basics. Mon, 07 Jul 2008 04:36:27 -0400 http://articles.getacoder.com/Sales_Pipeline_-_Fact_Or_Fiction_1490202x1215419787.htm http://articles.getacoder.com/Sales_Pipeline_-_Fact_Or_Fiction_1490202x1215419787.htm When buyers mislead or deceive salespeople, we tend to get frustrated. With the accuracy of hindsight, however, I readily understand why buyers do this. Look at my actions with the prospect in the above paragraph. Here was a guy just being honest, and I punished him for his honesty by firing back with a product dump along with a boring company story. Later on, I actually did devise a different strategy and ended up selling to this account. But imagine if I wouldn't have reacted like a typical salesperson. I might have ended up doing business with this company sooner. Mon, 07 Jul 2008 04:14:33 -0400 http://articles.getacoder.com/Salespeople_Are_Punishing_Honesty_1490208x1215418473.htm http://articles.getacoder.com/Salespeople_Are_Punishing_Honesty_1490208x1215418473.htm This article takes a look at the evolution of the sales profession, and the corresponding training emphases. Ask yourself if your sales team is operating in a selling era of twenty years ago or if they are well positioned to thrive in the new emerging era of sales competency necessary of today. Mon, 07 Jul 2008 03:18:40 -0400 http://articles.getacoder.com/Is_Your_Sales_Team_Stuck_in_the_1980s_1490218x1215415120.htm http://articles.getacoder.com/Is_Your_Sales_Team_Stuck_in_the_1980s_1490218x1215415120.htm Getting the attention of your prospect is critical. Information overload is beyond critical mass. There are so many gray suits out selling similar products and services. How to stand out like the red jacket is a never ending struggle. Mon, 07 Jul 2008 03:09:51 -0400 http://articles.getacoder.com/10_Seconds_is_All_That_You_Have_to_Begin_to_Increase_Sales_1487980x1215414591.htm http://articles.getacoder.com/10_Seconds_is_All_That_You_Have_to_Begin_to_Increase_Sales_1487980x1215414591.htm There are many challenges to sales team competency. While many sales trainers and sales managers are focused on basic sales knowledge or sales skill, savvy sales development and performance professionals are focused on strategic aspects of selling. One of those key areas, sure to impact the competency of the sales team, is the changing demographic of sales teams. This article discusses the shifting trend. Mon, 07 Jul 2008 03:05:50 -0400 http://articles.getacoder.com/3_Ways_to_Beat_the_Demographic_Shift_in_Your_Sales_Team_1490194x1215414350.htm http://articles.getacoder.com/3_Ways_to_Beat_the_Demographic_Shift_in_Your_Sales_Team_1490194x1215414350.htm As we enter yet another presidential election season, the politics of "change" have taken center stage (which they always do after eight years of any president). Both candidates are scurrying about trying to present a strong image of change. There is a lesson that we as salespeople can learn from this presidential election. Sun, 06 Jul 2008 21:03:36 -0400 http://articles.getacoder.com/The_Politics_of_Change_and_What_it_Teaches_Salespeople_1490191x1215392616.htm http://articles.getacoder.com/The_Politics_of_Change_and_What_it_Teaches_Salespeople_1490191x1215392616.htm In distribution sales, adding value is the key to success! Being a Wholesale Added Value Engineer is the secret to success. Here are the simple basics of being a WAVE. Sun, 06 Jul 2008 17:02:40 -0400 http://articles.getacoder.com/Making_WAVEs_in_Distribution_Sales_1490188x1215378160.htm http://articles.getacoder.com/Making_WAVEs_in_Distribution_Sales_1490188x1215378160.htm Every month we diligently publish our newsletter presenting ideas, techniques, as a means helping sales professionals sell better. Add ours to the thousands of other fine newsletters appearing each month, hundreds of books published, webinars, blogs and multitudes of other sources of sales advice available. Yet despite this wealth of quality advice and techniques, consistent application and results continues to be an unattainable goal for many. Sun, 06 Jul 2008 14:50:51 -0400 http://articles.getacoder.com/Success,_by_Choice_1506493x1215370251.htm http://articles.getacoder.com/Success,_by_Choice_1506493x1215370251.htm Academically, selling is thought of as a part of marketing, however, the two disciplines are completely different. Sales departments often form a separate grouping in a corporate structure, employing individuals who specialize in sale specific roles. While the sales process refers to a systematic process of repetitive and measurable milestones, the definition of the sales "profession" doesn't exist (until now with this article). Sun, 06 Jul 2008 13:37:19 -0400 http://articles.getacoder.com/The_Definition_of_Sales_-_Professional_Selling_Defined_1490185x1215365839.htm http://articles.getacoder.com/The_Definition_of_Sales_-_Professional_Selling_Defined_1490185x1215365839.htm How a value based sales approach can help you increase your sales. A six step to-do list for building a value based sales program. Sun, 06 Jul 2008 11:59:51 -0400 http://articles.getacoder.com/Value_Based_Sales_-_A_6_Step_Approach_to_Increasing_Your_Sales_1493376x1215359991.htm http://articles.getacoder.com/Value_Based_Sales_-_A_6_Step_Approach_to_Increasing_Your_Sales_1493376x1215359991.htm Account Planning is the third component of Sales Cycle Management. Let's look at turning the sale into a well-planned project. Sun, 06 Jul 2008 11:52:42 -0400 http://articles.getacoder.com/Account_Planning_1490200x1215359562.htm http://articles.getacoder.com/Account_Planning_1490200x1215359562.htm This article takes a look at the evolution of the sales profession, and the corresponding training emphases over the last 100 years. While it provides a U.S. focused timeline, this approach has been used to understand the development of sales cultures across the globe including South Africa, Europe, South America, Africa, and Asia. Ask yourself if your sales team is operating in a selling era of forty years ago or if they are well positioned to thrive in the new emerging era of sales competency necessary of today. Sun, 06 Jul 2008 09:53:07 -0400 http://articles.getacoder.com/Understand_Your_Sales_Team_Culture_-_Unlock_Potential!_1490204x1215352387.htm http://articles.getacoder.com/Understand_Your_Sales_Team_Culture_-_Unlock_Potential!_1490204x1215352387.htm You know the features and benefits of your solution and now it's time to put your sales skills to the test! But before you hit the pavement or the Internet, you have to implement the right sales tools to support your sales efforts. Sun, 06 Jul 2008 07:23:19 -0400 http://articles.getacoder.com/4_Key_Sales_Tools_You_Cant_Sell_Without_1532345x1215343399.htm http://articles.getacoder.com/4_Key_Sales_Tools_You_Cant_Sell_Without_1532345x1215343399.htm Cold calling does SUCK! Anyone who tells you any different simply has not done it. If they have and say they like it, then that flaw in their character alone would keep them from achieving success in sales. Sun, 06 Jul 2008 04:54:16 -0400 http://articles.getacoder.com/Cold_Calling_Sucks!_-_Anyone_Who_Tells_You_Any_Different_Simply_Has_Not_Done_It_1420912x1215334456.htm http://articles.getacoder.com/Cold_Calling_Sucks!_-_Anyone_Who_Tells_You_Any_Different_Simply_Has_Not_Done_It_1420912x1215334456.htm Chances are your company already has testimonials on their products or services you represent. I can tell you first hand, this will do very little for your sales results if decide to present these sort of testimonials to your prospects. Would do you need to have and present in the way of customer testimonials then? Sun, 06 Jul 2008 04:09:52 -0400 http://articles.getacoder.com/Why_Salespeople_Need_Their_Own_Customer_Testimonials_1490186x1215331792.htm http://articles.getacoder.com/Why_Salespeople_Need_Their_Own_Customer_Testimonials_1490186x1215331792.htm The blue collar salesperson is certainly a hard worker. This individual makes the extra sales calls, relies on cold calling for almost all new business, and typically works over 60 hours a week in maintaining & developing their customers. This individual usually never reads books and may have come from a background outside of sales. They rarely ever make important contacts (non-customers, but important people like mentors or folks that are in a great position to give referrals) that can improve their sales numbers with less work. In short, the blue collar salesperson is very dedicated, but is certainly headed for a huge burnout in their selling career. Sun, 06 Jul 2008 03:55:21 -0400 http://articles.getacoder.com/The_Blue_Collar_Salesperson_in_Review_1490211x1215330921.htm http://articles.getacoder.com/The_Blue_Collar_Salesperson_in_Review_1490211x1215330921.htm To me, cold calling is the last avenue of attack. Let's say you know of a prospect that absolutely could use your product or service. You have tried finding another method of getting in the "door", but all of your efforts have fallen flat. This is one of the few situations where cold calling is still applicable. Ok, now we have a prospect that we need to place a cold call on, right? Well, not so fast. I happen to think the timing for yourself has to be in place also. Sun, 06 Jul 2008 01:42:54 -0400 http://articles.getacoder.com/When_Salespeople_Should_Cold_Call_1493374x1215322974.htm http://articles.getacoder.com/When_Salespeople_Should_Cold_Call_1493374x1215322974.htm Every salesperson must spend adequate time to be truly "Professional" if earning a major amount of money and recognition are to be attained. Understand how the prospect views your professionalism. Sun, 06 Jul 2008 00:12:55 -0400 http://articles.getacoder.com/Sales_Professionals_Must_Be_Professional_1497194x1215317575.htm http://articles.getacoder.com/Sales_Professionals_Must_Be_Professional_1497194x1215317575.htm Continuing with our series on Sales Cycle Management, we now move to the second component, Sales Forecasting. Now that you've identified opportunities, a good forecast will allow you to realistically plan future sales. Sat, 05 Jul 2008 23:34:15 -0400 http://articles.getacoder.com/Sales_Forecasting_1490199x1215315255.htm http://articles.getacoder.com/Sales_Forecasting_1490199x1215315255.htm No matter how good your advertising materials are, you still need to have a personal message that you can convey to customers. There is still no better way to make a sale than with some good old fashioned conversation. Brochures and fancy ads alone will not cut it. Sat, 05 Jul 2008 16:13:08 -0400 http://articles.getacoder.com/Developing_Your_Sales_Message_1490195x1215288788.htm http://articles.getacoder.com/Developing_Your_Sales_Message_1490195x1215288788.htm The age of the millennial salesperson... In today's complex business environment, a need continues to exist for sales professionals who can build relationships, truly understand the customer, and bring value to the client. It may be true that remnants of preceding sales Eras still exist in your organization. While most organizations would argue that they are working diligently to understand the customer and consult with them to develop win-win solutions, this continues to be extremely difficult. Sat, 05 Jul 2008 15:28:17 -0400 http://articles.getacoder.com/Is_Your_Sales_Organization_Ready_1490217x1215286097.htm http://articles.getacoder.com/Is_Your_Sales_Organization_Ready_1490217x1215286097.htm Oh no, the most dreaded words we could possibly hear. "William, well I know I said I was going to go ahead with the order, but...I just feel like we been with this vendor so long, I really...uh...maybe things will change down the road. I'm going to give them another chance." You got in the door with the prospect. You gave them a good price, a profit justified solution, and got a "yes" answer. Heck, you didn't even close, the deal closed itself. The bottom line here is you could have prevented this from happening. Sat, 05 Jul 2008 13:20:51 -0400 http://articles.getacoder.com/Putting_the_Last_Nail_in_the_Coffin_of_Your_Competitor_1490206x1215278451.htm http://articles.getacoder.com/Putting_the_Last_Nail_in_the_Coffin_of_Your_Competitor_1490206x1215278451.htm Many in sales could learn from the opening lines of Charles Dickens "It was the best of time, it was the worst of times." Each day unaware sales people are being compared to each other. Read how these comparisons affect the goal to increase sales. Sat, 05 Jul 2008 12:14:35 -0400 http://articles.getacoder.com/Are_Your_Sales_Skills_&_Behaviors_the_Real_Problem_to_Your_Poor_Sales_Results_1487981x1215274475.htm http://articles.getacoder.com/Are_Your_Sales_Skills_&_Behaviors_the_Real_Problem_to_Your_Poor_Sales_Results_1487981x1215274475.htm This article talks about one of principles that can spell the difference between being a regular salesperson and a salesperson extraordinaire. This principle is: "A salesperson's job is not getting deals. It is getting customers." Sat, 05 Jul 2008 11:06:30 -0400 http://articles.getacoder.com/Win_-_Win_-_What_it_Really_Means_and_How_it_Can_Help_You_Become_a_Better_Salesperson_1487977x1215270390.htm http://articles.getacoder.com/Win_-_Win_-_What_it_Really_Means_and_How_it_Can_Help_You_Become_a_Better_Salesperson_1487977x1215270390.htm We know we are trustworthy, we know we are excited about our product or services, and we know we could have benefited this prospect by doing business together. While we where sitting back talking a mile a minute thinking this person was ready, they had it in their head they were not going to be doing business with us all along. See, most salespeople out there are not trustworthy. We ended up being thrown in a pile with other untrustworthy salespeople, whether we deserve it or not. Can you blame these prospects, chances are they have been burnt from a salesperson in the past. Sat, 05 Jul 2008 10:03:14 -0400 http://articles.getacoder.com/Why_Dont_Prospects_Trust_Salespeople_1490196x1215266594.htm http://articles.getacoder.com/Why_Dont_Prospects_Trust_Salespeople_1490196x1215266594.htm Many times, when a customer is right on the edge of doing business with you, they might ask you to sharpen your "pencil" just a little. Especially if it is large business deal, you will have to think really hard about whether or not you need to do this. I'm not talking about a huge price drop here, either. When I refer to sharpening the pencil, it requires a reduction in price by less than 5%. Sat, 05 Jul 2008 09:59:25 -0400 http://articles.getacoder.com/Sharpening_Your_Pencil_a_Little_is_Alright_to_Close_a_Sales_Deal_1490197x1215266365.htm http://articles.getacoder.com/Sharpening_Your_Pencil_a_Little_is_Alright_to_Close_a_Sales_Deal_1490197x1215266365.htm Without a doubt, my belief is that the best sales books for top professionals are not in book stores yet. The main reason is that our sales world is changing faster than it ever has before. Companies are still trying to make the "old school" methods of activity level planning successful in the face of an ever changing business environment. With $4 a gallon gas and expenses going up at record rates, companies will eventually make the move themselves towards a new selling future. Sat, 05 Jul 2008 02:32:18 -0400 http://articles.getacoder.com/The_Best_Sales_Books_Are_Yet_to_Be_in_Book_Stores_1490207x1215239538.htm http://articles.getacoder.com/The_Best_Sales_Books_Are_Yet_to_Be_in_Book_Stores_1490207x1215239538.htm You already have in place the tools to survive the recession. Learn the psychological factors behind offering incentives. And then enjoy the 8 Practical Strategies listed for precisely how to offer incentives. Sat, 05 Jul 2008 00:51:07 -0400 http://articles.getacoder.com/Recessionary_Incentives_1457261x1215233467.htm http://articles.getacoder.com/Recessionary_Incentives_1457261x1215233467.htm With the continual spiraling prices at the fuel pumps, those involved in the goals to increase sales and business building are making some hard decisions. Is deciding between a stamp and a gallon of gas a hard choice? So why not use more stamps and less gas if your goal is to increase sales? Fri, 04 Jul 2008 18:44:19 -0400 http://articles.getacoder.com/Postcards_and_Stamps_Are_Far_Cheaper_Than_Gas_1474132x1215211459.htm http://articles.getacoder.com/Postcards_and_Stamps_Are_Far_Cheaper_Than_Gas_1474132x1215211459.htm It's the holy grail of Professional Services - to become a trusted advisor to your senior clients. To be viewed - and sought out - as a source of valued advice and support. This article sets out a roadmap for professionals (accountants, lawyers, consultants) for building these hugely valuable relationships with clients. Fri, 04 Jul 2008 12:14:36 -0400 http://articles.getacoder.com/The_Key_Steps_to_Becoming_a_Trusted_Advisor_1490198x1215188076.htm http://articles.getacoder.com/The_Key_Steps_to_Becoming_a_Trusted_Advisor_1490198x1215188076.htm Successful salespeople adapt their sales presentations and sales messages to key lead-in phrases. You want to keep your prospect interested, usually by saying what he does not expect. Not only will you build his interest, but his willingness to hold off objections. This is earned by the trust given to you. You use surefire lead-in phrases where you already know what the reaction will be. Increasing sales are not achieved by working harder, but by working smarter. Fri, 04 Jul 2008 11:10:34 -0400 http://articles.getacoder.com/33_Killer_Sales_Generating_Lead-In_Phrases_1487978x1215184234.htm http://articles.getacoder.com/33_Killer_Sales_Generating_Lead-In_Phrases_1487978x1215184234.htm Why is your team losing sales to "low price?" Here are four reasons we see when working with individuals and sales teams. Fri, 04 Jul 2008 10:33:19 -0400 http://articles.getacoder.com/Price_is_an_Issue_-_Its_Not_the_Issue_1420959x1215181999.htm http://articles.getacoder.com/Price_is_an_Issue_-_Its_Not_the_Issue_1420959x1215181999.htm I often find that prospective customers would rather buy than to be put through some sort of sales process. Don't get me wrong, some situations require a little "push" to get the job done and put a sale on the board. A salesperson, however, should not have to continually fight an uphill battle with every prospect on "what's your best price" and "I am happy with my current vendor". Fri, 04 Jul 2008 08:41:27 -0400 http://articles.getacoder.com/Buying_Vs_Selling_Broken_Down_1490210x1215175287.htm http://articles.getacoder.com/Buying_Vs_Selling_Broken_Down_1490210x1215175287.htm There are a lot of companies out there who have started incorporating sales territory mapping to list an individual salesperson's accounts. While this software is pretty cool, I think a lot of companies and sales managers incorrectly use this information to manage their sales force. Sales territory mapping can be beneficial, and in the future I will publish several articles on how you can correctly use this information. Fri, 04 Jul 2008 06:57:10 -0400 http://articles.getacoder.com/Sales_Territory_Mapping_is_Being_Used_Incorrectly_1490190x1215169030.htm http://articles.getacoder.com/Sales_Territory_Mapping_is_Being_Used_Incorrectly_1490190x1215169030.htm We all need to remember that not every prospect is good for us to do business with. I have found, where there is smoke there is always fire. It seems like a beat-down on pricing, weekend visits, constant problems with products or services, and very slow or non-payments usually always go together. Fri, 04 Jul 2008 05:29:49 -0400 http://articles.getacoder.com/Not_Every_Customer_is_Worth_Having_For_Salespeople_1490205x1215163789.htm http://articles.getacoder.com/Not_Every_Customer_is_Worth_Having_For_Salespeople_1490205x1215163789.htm If you want to make a good first impression with prospective customers or clients visiting your brick and mortar business, you can dazzle them with, not diamonds, but with rubber! Rubber in your parking lot. A great way to make a good first impression. Thu, 03 Jul 2008 22:47:38 -0400 http://articles.getacoder.com/Your_Customers_First_Impression_Could_Be_Your_Parking_Lot_1485874x1215139658.htm http://articles.getacoder.com/Your_Customers_First_Impression_Could_Be_Your_Parking_Lot_1485874x1215139658.htm Nowadays, in the age of computers, the consumer still gains from a personal and favorable means of procuring products. The Internet has turned out to be a vital constituent of direct selling - basically providing each direct seller a customer base that spans across the globe. Thu, 03 Jul 2008 22:44:19 -0400 http://articles.getacoder.com/A_Glimpse_of_the_Top_Direct_Selling_Companies_1472741x1215139459.htm http://articles.getacoder.com/A_Glimpse_of_the_Top_Direct_Selling_Companies_1472741x1215139459.htm Did you know that 25% of sales people make a second contact and then stop! Are you one of those sales professionals who gives up after the second and does not make a third effort to connect with that desirable prospect? Thu, 03 Jul 2008 20:05:13 -0400 http://articles.getacoder.com/Increase_Sales_Through_That_Third_Contact_and_Beyond_1487985x1215129913.htm http://articles.getacoder.com/Increase_Sales_Through_That_Third_Contact_and_Beyond_1487985x1215129913.htm Work for Free I always felt crappy after having a sales call and spilling my guts, telling a customer everything I knew about the job, spending hours talking about product knowledge, techniques and such. And then giving the customer the estimate, only to call back several days later to ask the outcome of their decision and to find that the client wouldn't give me the time a day, needless to say, I felt betrayed, and really angry. After reading several sales books and going to several sales courses, I heard others speak of the same type of behavior. Thu, 03 Jul 2008 18:14:25 -0400 http://articles.getacoder.com/Work_For_Free_1506494x1215123265.htm http://articles.getacoder.com/Work_For_Free_1506494x1215123265.htm The most common thief of sales growth is distraction. Based on my experience, I estimate that on average, employees lose 40% of their time to distractions. This number ranges between 30% and 60%, depending on the company they work for, and can reach as high as 70%, depending on the individual. Distractions can be classified into two types: 1) leadership and organization; and 2) individual-specific. Thu, 03 Jul 2008 16:52:58 -0400 http://articles.getacoder.com/Remove_Distractions_to_Ignite_Sales_Growth_-_Part_1_1474134x1215118378.htm http://articles.getacoder.com/Remove_Distractions_to_Ignite_Sales_Growth_-_Part_1_1474134x1215118378.htm Sometimes you will have a bad day, week or month and that's okay. The question is what you do with it. Successful people say: what can I learn from this? And then they start with more determination and commitment to be the best they can be because they have a burning desire and determination to be successful. They keep that vision alive and exciting no matter what it takes to get there, and there is always a way. Thu, 03 Jul 2008 13:32:34 -0400 http://articles.getacoder.com/Sales_People_Never_Fail_-_They_Just_Stop_Trying_1420951x1215106354.htm http://articles.getacoder.com/Sales_People_Never_Fail_-_They_Just_Stop_Trying_1420951x1215106354.htm Are your sales behaviors and sales skills consistent with what you say and do? Learn how those gaps can significant affect your ability to increase sales and improve profits. Thu, 03 Jul 2008 13:03:53 -0400 http://articles.getacoder.com/Increase_Sales_&_Improve_Profits_by_Practicing_What_You_Preach_1487984x1215104633.htm http://articles.getacoder.com/Increase_Sales_&_Improve_Profits_by_Practicing_What_You_Preach_1487984x1215104633.htm How would you like to be in a selling position where there is no competition; price is not an issue; business you never thought existed keeps rolling in; and budgets are created to buy your offerings. Well this could be you and this article tells how to get there. Thu, 03 Jul 2008 08:21:22 -0400 http://articles.getacoder.com/C-Level_Relationship_Selling_-_10_Tips_For_Developing_C-Level_Relationships_1485871x1215087682.htm http://articles.getacoder.com/C-Level_Relationship_Selling_-_10_Tips_For_Developing_C-Level_Relationships_1485871x1215087682.htm Discover these amazing techniques!! Conversion, in the world of internet marketing, refers to the number of sales your online business will garner vis a vis the number of visitors your sales page will be able to generate. If you can sell 1 digital product for every 10 people who get to visit your website, your conversion rate is said to be at 10%. Thu, 03 Jul 2008 05:37:15 -0400 http://articles.getacoder.com/5_Super_Powerful_Conversion_Techniques_That_Will_Increase_Your_Profit_Overnight_1524873x1215077835.htm http://articles.getacoder.com/5_Super_Powerful_Conversion_Techniques_That_Will_Increase_Your_Profit_Overnight_1524873x1215077835.htm Sales is about numbers. How many people you touch, how much you sell and how many dollars you make are just a few of the critical numbers that sales professionals need to know. No matter what is said about numbers they remain part of what is, is. So the question is "How well do you understand the numbers game?" Thu, 03 Jul 2008 05:23:44 -0400 http://articles.getacoder.com/The_Sales_Number_Game_Continues_1487983x1215077024.htm http://articles.getacoder.com/The_Sales_Number_Game_Continues_1487983x1215077024.htm Even during the best of times procurement or purchasing specialists are a reality sales people would rather not deal with. As the economy tightens and companies reexamine their spending, reclassify things in terms of crucial or discretionary, the role of these professionals becomes even more critical and frequent. They make more decisions in a vacuum where value is a distant second to price, Procurement Specialist wield more power than ever before. Thu, 03 Jul 2008 03:52:19 -0400 http://articles.getacoder.com/Selling_to_Procurement_1487979x1215071539.htm http://articles.getacoder.com/Selling_to_Procurement_1487979x1215071539.htm Many of us worry about advanced sales techniques instead of focusing on a few simple actions that can lead to success. This article provides the scope that you need to use to sell on purpose like the pro's do. Thu, 03 Jul 2008 02:41:03 -0400 http://articles.getacoder.com/How_to_Sell_Like_a_Pro_1474135x1215067263.htm http://articles.getacoder.com/How_to_Sell_Like_a_Pro_1474135x1215067263.htm An article that outlines the basics of any successful sales strategy. It is based on a revolutionary sales strategy model in which sales are focused on for one day a week, thus making the most of a limited sales budget. Wed, 02 Jul 2008 22:59:30 -0400 http://articles.getacoder.com/4_Keys_to_a_Successful_Sales_Strategy_1420969x1215053970.htm http://articles.getacoder.com/4_Keys_to_a_Successful_Sales_Strategy_1420969x1215053970.htm Many sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all. Wed, 02 Jul 2008 18:58:03 -0400 http://articles.getacoder.com/Complete_Sales_Freedom_in_Two_Years_Or_Less_1474138x1215039483.htm http://articles.getacoder.com/Complete_Sales_Freedom_in_Two_Years_Or_Less_1474138x1215039483.htm The slowing of the economy coupled with a now official bear market has many in business and especially in sales feeling these affects. Possibly, your frustration or rage may be showing? Wed, 02 Jul 2008 15:54:56 -0400 http://articles.getacoder.com/Are_You_Suffering_From_Sales_Rage_1474133x1215028496.htm http://articles.getacoder.com/Are_You_Suffering_From_Sales_Rage_1474133x1215028496.htm Successful business is all about selling, earning those sales that keep the bills being paid and may just put a little extra cash in your pocket. So the simple question of the day is do you truly love to sell? Learn how to demonstrate that love while improving focus that increases sales. Wed, 02 Jul 2008 12:08:21 -0400 http://articles.getacoder.com/Do_You_Truly_Love_Being_in_Sales_1487982x1215014901.htm http://articles.getacoder.com/Do_You_Truly_Love_Being_in_Sales_1487982x1215014901.htm There's been a swarm of buzz lately about the new high-tech types of voice broadcasting software. What these systems do is automate the cold-calling process so you can literally send thousands of calls per hour with the press of a button. But, is this technological advancement for business owners the real deal or just a well-dressed scam? Let's review just a little, as to make a better educated decision, though. Wed, 02 Jul 2008 10:17:02 -0400 http://articles.getacoder.com/Voice_Blasting_Software_-_Automatic_Recruiter_Sales_Miracle_Or_Rip-Off_1493377x1215008222.htm http://articles.getacoder.com/Voice_Blasting_Software_-_Automatic_Recruiter_Sales_Miracle_Or_Rip-Off_1493377x1215008222.htm There are very few CEOs that are not concerned with sales growth. Ninety-five percent of CEOs that I have spoken with this year described their sales growth as follows: A) Overall sales are below last year. B) Overall sales are about the same as last year. C) We are growing, but our growth rate is slower than that of our top competitors. D) Our growth rate is slower than last year. E) Our growth rate is not where we want it to be.