By: C.J. Hayden If you've ever wondered why more people don't respond to your sales attempts and marketing messages, here's the first place to look -- are you selling something that people are willing to spend money on?
By: Kevin Nunley Successful upselling needs to be at the core of every business or professional practice. It can instantly multiply your profits. You might well go from just getting by to living comfortably, and from living comfortably to rolling in wealth.
By: Robert Middleton Good, professional salespeople are very persuasive but they don't use these outmoded persuasion techniques. So how does one succeed in "being persuasive" instead of "using persuasion?" Good question. Here's a few ideas.
By: Susan Dunn EQ—Emotional Intelligence—is all those “soft” skills that drive a hard bargain in the marketplace. Research is showing what a powerful performance differentiator it is, separating the outstanding performers from the average performers.
By: Susan Friedmann Make no mistake -- you're in a rough spot. Exhibiting is a competitive environment. You're vying for attendee's attention, against companies that are larger, better-funded, with newer exhibits and cooler ideas than you've got.
By: Sharon Drew Morgen Usually my essays discuss the issues that the ‘sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption that a sale can be achieved through a clear-cut equation:
problem + appropriate product + professional sales effort = sale.
By: Sharon Drew Morgen What is wrong with telling prospects that you're placing a sales call? They'll guess it anyway when they don't recognize your voice. It will also be obvious because your opening remarks will probably sound uncomfortable - like a stranger placing a call to another stranger.
By: Ron Sathoff and Kevin Nunley No matter how large or small your company is, you could benefit from more experts selling your product or service. The easiest and cheapest way to build your sales force is to give customers a chance to promote your products and services.