Grab All Your General Business Articles Ranging From Sales To Branding
All For Free
- How to Win New Clients (and Keep the Ones You Have): Two Strategies
By Jay Stubbs
I deal with many financial service professionals day to day. Some sell life insurance and annuity products, while others offer those products, as well as others, as part of a Financial Plan. Not so long ago, a veteran life and annuity agent sat me down and began to ask me questions. In his hand, he held a piece of paper. Continue To How to Win New Clients (and Keep the Ones You Have): Two Strategies
- Your Sales Process - Tweak It and Watch Your Sales Explode
By J Garces Jr
I was building a new computer the other day and everything was going well. That is, until I went to install the operating system. For some reason, it would not install.
At first, I thought it was the operating system’s CD, but I quickly discounted that as it was fairly new and it was not scratched or anything. I then checked all my connections to see if something was unplugged. The problem was not there either. Continue To Your Sales Process - Tweak It and Watch Your Sales Explode
- Why a Salesperson Fails at Selling and How to Prevent It
By Steve Martinez
If you stay in sales long enough, you realize that you can’t fix low sales activity. This is as blunt as I can put it. Sales activities drive opportunities which lead to sales. If salespeople don’t do the sales activities, the opportunities won’t develop and sales won’t appear. Continue To Why a Salesperson Fails at Selling and How to Prevent It
- Using Ego In Closing The Sale
By Kurt Mortensen
In persuasion, we are faced with the difficult task of building the egos of our listeners while placing our own egos on hold. In order to effectively persuade, you have to let go of your ego and focus on your objective. You don't have time to mend a bruised ego. Check your ego in at the door and remember your overriding purpose. Focus on persuasion, not on yourself. Continue To Using Ego In Closing The Sale
- The Exploratory Meeting - The Most Important Element In The Sales Cycle
By Jonathan Farrington
The Exploratory Meeting is a key element in the sales process. Typically the meeting will have been arranged after qualification via the telephone and a decision made by both parties that it would be mutually beneficial to meet. Continue To The Exploratory Meeting - The Most Important Element In The Sales Cycle
- The Actual Source of Selling
By Adam Reed
Top producers like Anthony Robbins use this technology and never say anything about it and if you are building a business or expanding an existing business then you must have and use this too. Continue To The Actual Source of Selling
- Stop Selling!!! – Help People to Buy
By Rikki Arundel
I have spent a lot of my life in the business of selling. I have sold life insurance, computer software, pots and pans, beauty treatments, nutritional products, clothes and training services to name bit a few. In those 30 years of sales experience one immutable fact has emerged. Continue To Stop Selling!!! – Help People to Buy
- Sales Speaker Asks: Are You A Straight-Commission Personality?
By Dr. Gary S. Goodman
Take a look at a few dozen want ads for salespeople and I assure you that you’ll find plenty that offer no guaranteed salary.They pay on what is called a “straight commission” basis. If you sell, you eat, and if you don’t you starve.Continue To Sales Speaker Asks: Are You A Straight-Commission Personality?
- Sales Lessons from Simple-Speak
By Tom Richard
Immediately after dropping off breakfast for me and my brother, the waitress was suddenly overcome with sheer excitement. It was as if she had remembered something incredibly important, or maybe had just a few too many cups of coffee. She leaned in and exclaimed, “I’ll be right back with some ketchup for you!” Continue To Sales Lessons from Simple-Speak
- Sales and Up-Selling is No Joke
By Don Doman
Everyday in addition to the basic spam of email, friends send me jokes. Some are funny, some are not. Those that are truly funny have a nugget of wisdom or enlightenment within. Here's a story that I like and it not only makes sense, but delivers a common sense sales message that we can all learn from. And, that's no laughing matter. Continue To Sales and Up-Selling is No Joke
- Pre Persuasion Preparation
By Kurt Mortensen
In order to successfully sell, you must first know your prospect.
Beliefs.Understanding your audience's beliefs will help you know what approach to take. Beliefs are those things we accept as truth, consciously or subconsciously, proven or unproven. Beliefs come from our environment, our culture, our education, our experience, or even through osmosis from our friends and family. Continue To Pre Persuasion Preparation
- Motivational Speaker Identifies 5 Strengths of Resilient People
By Dr. Gary S. Goodman
Have you ever wondered why certain people can withstand the bumps and bruises of life better than others?Why are they hardier? Continue To Motivational Speaker Identifies 5 Strengths of Resilient People
- How To Make Your Cash Register Ring All Day
By Saleem Rana
A woman walks into a sweet-smelling shop, the product display is exquisite, the perfumes and oils and soaps bright and enticing.She is approached by a young man. His face is bright, enthusiastic, well-scrubbed. His hair is clean and fragrant, his nails trimmed, his suit pressed, and his shoes polished. Then he opens his mouth and uses words with the sophistication of a back-alley brawler. Continue To How To Make Your Cash Register Ring All Day
- How to Handle Sales Objections as Opportunities
By Steve Martinez
How do you handle objections? Let's say you just talked with your client on a fairly large project and they suggest to you that you are not in the ballpark on the deal. What do you say and how did you get to this point in the first place? I also have difficulty when someone asks me about objections. Continue To How to Handle Sales Objections as Opportunities
- How to Deliver the Right Message, Every Time
By George Ritacco
Frustrated CEO's and sales managers express that thought over and over, in one way or another. They're talking about their salespeople, of course. They harbor a feeling that some of their salespeople just aren't doing what they want them to do, communicating the right message and they don't know what to do about it. Continue To How to Deliver the Right Message, Every Time
- High-Income Seller Behaviors: 5 Attitudes A Sales Executive Must Have To Close The Deal
By Bill A Caskey
Read almost any book about sales and you’ll see some reference to, “you need to have a good attitude.” So what does that mean? Sometimes my most effective selling is when I have a “bad attitude” -- when I’m more discerning and skeptical about whether a prospect has money or is willing to make the change. Continue To High-Income Seller Behaviors: 5 Attitudes A Sales Executive Must Have To Close The Deal
- Four Hypnotic Sales Techniques
By Paul Archer
Getting under the radar is a way of sneaking in through the back door without anyone noticing. The Stealth Fighter plane is famous for evading the enemy’s radar systems so it can drop its bombs with precision accuracy. Harry Potter is legendary for his invisible cloak which allows him to sneak anywhere un-noticed. Continue To Four Hypnotic Sales Techniques
- Five Rapport Selling Tips
By Paul Archer
Dale Carnegie wrote “When dealing with people remember you are not dealing with creatures of logic, but with creatures of emotion, creatures bristling with prejudice and motivated by pride and vanity”
Selling in financial services has gone through enormous changes. In 1986 I vividly recall going for a job interview with an American life assurance company based in the UK. Continue To Five Rapport Selling Tips
- Breaking Out of Your Shy
By Ken Lomba
About two years ago, I was very shy. I was always concerned of what people thought of me. So before I did anything, I would get nervous and think oh that would make me look stupid or that's embarrassing. Continue To Breaking Out of Your Shy
- A Master Salesperson is a Constant Gardener
By Steve Martinez
Selling is just like tending a garden. As I write this, I am looking at my flower garden which is bursting with color and all the plants are healthy. However, it wasn't always this way. I discovered the benefits of using a drip watering system, which is nurturing my plants with the attention they need. Gardening is easy and care free with a system that automatically takes care of my plants. Continue To A Master Salesperson is a Constant Gardener
- Closing the Sale
By Paul Archer
What is Closing?
I recall the day effortlessly. I’d been busy selling mortgages to customers of an estate agency in the 1980’s and we had a new National Sales Director appointed. Now he was a pretty fierce individual. A big man with an equally big voice who had a reputation for reducing sales people to tears if you ever crossed him.
He came to visit us all on a one to one basis to see how we were doing and to get to know us, I guess. Continue To Closing the Sale
- Looking For New Customers? Start First With Your Direct Competitor’s Clients
By Bill Todd
Your overall success in prospecting for new clients depends upon identifying potential customers who need your product now and are comfortable with your price range. The good news is that your competitors’ clients fit the bill perfectly. In fact, year after year, research has confirmed that 17% of an average business’s customers would readily switch if simply asked. Over time, most dissatisfied customers continued to do business with their current suppliers simply out of habit. Continue To Looking For New Customers? Start First With Your Direct Competitor’s Clients
- The Art of Fact-Finding – Turning Needs Into Wants
By Paul Archer
I timed myself this morning in making our bed. I’ve got it down to 1½ minutes and I’m so proud but please don’t tell my wife.
The reason I do it quickly is that it’s simple and rather boring.
Some things in life are really simple. When we do simple things, such as make the bed, we go into autopilot, in other words we automate it so it takes as less of our conscious attention as possible. Continue To The Art of Fact-Finding – Turning Needs Into Wants
- Hooking Customers at the Bank Counter
By Paul Archer
Buying signals involve you constantly observing and listening to your customer to see if they’re interested to go to the next stage. And if they’re interested to go to the next stage, then take them there. And if the next stage happens to be signing the forms, then so be it. Just ask them to sign the forms. Continue To Hooking Customers at the Bank Counter
- Poison Words: The Top 6 Words that Sabatoge Sales
By Jacques Werth
One of the quickest ways to turn off your sales prospects is to use Poison Words. Poison Words are words or phrases that trigger suspicion, mistrust and loss of respect. Ironically, several Poison Words are part of traditional sales techniques and are intended to create trust and "build rapport." Chances are that you're inadvertently sabatoging your sales with one or more of these Poison Words! Continue To Poison Words: The Top 6 Words that Sabatoge Sales
- Prospecting - It is Simple, Only DOING Counts
By Bill Truax
"Actions speak louder than words."
"The smallest action is better than the greatest grand intention."
We have all heard these sayings for years. Why, because they are actually true. Continue To Prospecting - It is Simple, Only DOING Counts
- If You Want People to Buy from You Stop Trying to Sell to Them
By DJ Nelson
Have you ever had a person not listen to what you are saying because they have a sales script they want to follow? Continue To If You Want People to Buy from You Stop Trying to Sell to Them
