We are currently looking for an Official SelfGrowth.com Guide to "Peak Performance". If you have expertise in Peak Performance and your own website and/or product for this topic, please review this form for complete details. The Official Guide Position is part of our Premium Placement Package
Why should you sell over the telephone?
• Telesales is cost effective compared to face to face sales
• Telephone selling is direct - typically no appointment is required or its a quick and easy way to make a sales meeting
• It's personal - your personality can shine through
• It's ... Views: 1056
The 80/20 principle is also know as the Pareto principle after the economist who developed it. It is an almost universal principle that can be applied to business and life. It generally shows us that 80% of your return comes from 20% of your effort. We use this principle right throughout our ... Views: 933
There is so much being written at the moment about cold calling being outdated, outlived and down-right dead. I couldn't disagree more.
Yes, we all know there are more sophisticated marketing and sales methods around. We would all like our phones ringing off the hook with potential clients ... Views: 949
Sales is not a numbers game and the way you control that is by clearly identifying who you would like to be working with and who is a good fit with your company. Define your ideal client or customer. Sales is only a numbers game game if you let it. It is your choice.
If you can't identify who ... Views: 1088
When sales people are prospecting we very often overlook the easy solutions. Where ethically acceptable to do so, the quickest way to get new business appointments meetings is to contact the competition of your existing clients.
Example 1:
My business was recently emailed by a search ... Views: 862
We are looking at the quickest ways to win new business by careful sales prospecting. The reality is there is no quicker way to develop a list of target clients than to revisit your past successes, the companies involved and target their competitors and their Industry.
An Example:
A ... Views: 852
Very often when I run telesales training courses, one of the biggest failures I see is an understanding of why people are calling. Before you ever embark on a campaign of appointment setting and/or telesales you need to understand why you are calling the other person.
Take a few minutes and ... Views: 906
Voicemail is the scourge of many salespeople and yet the number 1 prospecting tool for some of the worlds most successful salespeople. Where does it sit in your sales prospecting armory?
I really am surprised that even the most experienced sale people have never, ever taken the time to work ... Views: 1436
When you send sales literature in the post your job is only just starting not ending. Make sure you know how to develop this to make the sale.
All too frequently sales people spend an inordinate amount of time posting out literature to prospective clients and customers. Generally it is ... Views: 949
Sales Objection Handling - "Send Something in the post"
This has to be one of the most horrible phrases ever heard by many salespeople. In fact it generally goes something like this:
"Send something in the post and we will call you if we are interested"
When many sales people hear this, ... Views: 1763
Most people who come to my sales trainings want to know about objection handling and closing. Unless they have had training before or are a little bit more experienced, they think that sales relies on what you say at the end of the process.
This is not true because sales is a process that ... Views: 912
This has to be one of the most asked questions in my sales training.
"How do we deal with the sales objection -- we are happy with our current supplier?"
Firstly, let me talk you through a few key elements of what I notice in people when they have asked me that question:
Generally ... Views: 3196
Today's modern technology lets you do so much in terms of saving time and adding functionality to the sales process. One of the greatest advances is in the area of web meetings or 'webinars' as they more commonly know.
A webinar is an online meeting held over the internet using a service such ... Views: 1056
When working with sales people in my sales cinsulting business I am often amazed at the amount of time they spend focusing on the people that are actively interested in their product or service right now.
Now don't get me wrong, these are by far the hottest prospects and deserve attention. ... Views: 820
Are you fighting a losing battle with your work schedule? For anybody who works online it is important that the working schedule they organize be realistic as well as properly targeting priorities! It is understandable for anybody growing a business that they may be a bit ambitious in terms of ... Views: 825
Online Sales Training has been on the verge of breaking through to the mass market for many years. With some of the recent technological advancements and the changing dynamics of the business world due to the global recession, online sales training is set to take a massive increase in adoption ... Views: 922
Online Sales Training has been on the verge of breaking through to the mass market for many years. With some of the recent technological advancements and the changing dynamics of the business world due to the global recession, there is set to be massive increase in adoption in 2009/2010. Many ... Views: 872
Have you have experienced the absolute pleasure of listening to a true professional salesperson closing a sale on the telephone.
There is nothing like it and it really is something you must aspire to.
There is no stress or anxiety in his voice, just a smooth confident flow which you just ... Views: 891
Unfortunately, many average salespeople leave the closing of a deal purely to chance. Sure, they make some sales but if you compare their end results with those of a professional you will find there will be a massive gap. Professional and successful sales people always have a plan in place ... Views: 913
The main step you must take for successful sales planning is most definitely preparation. As with anything in life, to be successful you must have a written game plan.
Lets not pretend it's easy, because it is not.
But just because it is not easy does not mean you should put it ... Views: 908
One of the most important skills that any salesperson must utilize is to set out a strategy to achieve your objectives and to plan in advance how you intend to manage your time and sales territory to reach the end goal.
It is often said that time is the most valuable asset of any sales ... Views: 1120
You know how important it is to make plans which will propel you towards your goals but what is equally important is actually talking to your customers. Everyone one of your customers will have different requirements. Make sure you take time to listen to their requirements and decide how you ... Views: 880
It is a known fact that sales people hate planning. Let's be brutally honest here, most of us hate planning. Even though most sales people are motivated by actually taking action they wrongly assume that the time it takes them to plan their leads and administration is time that they just cannot ... Views: 909
You should really try to look at cold calling in a different light because it really can make a big difference to your personal and business success.
I know what you're thinking, How can this be so important?
There is a common misconception that cold calling is an unskilled job, a job that ... Views: 1135
The most straightforward way to avoid rejection in your selling activities is to try and make sure that your sales prospects are as qualified and as receptive as it is possible to be.
It is highly recommended that you spend time to research and prepare for your clients before you make the ... Views: 905
In an ideal world you would be getting a steady stream of enquiries all day long from people who were interested in the product or service you are selling.
Unfortunately this just does not happen and you have to go out and find your sales prospects, and if you like it or not one of the most ... Views: 1255
There are many points where it is possible for a sale to stall but the main three are as follows
1.After you have made the initial presentation,
2.The initial proposal
3.When the contract has gone to the legal department for verification.
As the last point is really not a matter for ... Views: 912
The people who make the decisions in any company, large or small, hate cold callers with a passion and they consider them to be one of the biggest time wasters that they know of.
They will often refuse to take your calls because they assume that you will just be wasting their time. End of, ... Views: 975
What can you say about a minute? That is what can you say about a minute other than it being 60 seconds.
Well, what you decide to do with that minute can have a profound effect on your sales career.
If you want to be successful, which I'm sure you do, then you must realise that every ... Views: 824
Are you having trouble closing leads?
If so you are amongst the many sales people who find this most important part of the sales process to be a big problem This really is one of the most tricky things that salespeople face.
It is so important that you learn how to deal with your prospects ... Views: 889
Everyone can probably remember a cartoon or television show that makes them laugh every time they think about it.
And every time we think about it, it makes us laugh again and we tell all of our friends that they have go to watch it as soon as they get a chance.
This kind of Humour, you ... Views: 862
Many sales people, from those with experience to newcomers to the industry, go to sales seminars hoping to learn the tricks to get rid of the many struggles associated with selling.
The more hopeful amongst them are aiming to find the holy grail of selling techniques which will close every ... Views: 932
It does not matter if you are salesperson of the year or if you are in the first week of your sales career, you will definitely come across a period of time where you will encounter a steady stream of 'No Thanks'
During these challenging times it is very easy, despite the salespersons amazing ... Views: 863
Master sales people are adept at using a strategy called framing to communicate with prospective clients. Framing ensures their sales messages 'cut through the clutter' and distinguishes them as the credible sales resource for their product or service.
Framing is not a difficult skill and it ... Views: 5145
The sales world is changing and you should be aware of the impact of the changing tastes of consumers and how it can effect your business.
Do you know what makes a millennial tick?
The Millennials:
Other wise known as the Generation Y, the Echo Boomers and the Net Generation, they are ... Views: 855
Using Behavioural economics To Increase Sales
In the course of my reading around the subject of sales, I always look to find new and innovative ideas to make a difference to my clients. One of the most fascinating areas that has emerged in the last few years is that of behavioural economics. ... Views: 817
One of the single biggest areas that delegates on my sales training want to cover when we look at cold calling and appointment setting is CONFIDENCE. When we set goals at the beginning of the day almost everyone wants to walk out of the door more confident in their ability to make cold ... Views: 994
The way You approach cold calling will have a big impact on the success You have. If you're constantly saying to yourself
"They won't be in"
"They will be in a meeting"
"They will have just come back from lunch"
"They won't want to talk to me"
"They are probably ... Views: 1437
I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other ... Views: 877
I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.'
When asked what the most pressing sales challenges in the room were, One of the other ... Views: 827
It's all about price!! Wrong. Wrong. Wrong. Wrong. And did I say - Wrong! If your attitude and mindset about your products and services before you start the day is: "Well it's a commodity marketplace and everyone buys on price" Then you have lost all chance of making any valuable sale ... Views: 742
We are faced with uncertain times and many people are fearing the worse about their ability to sell their products and services in his recession. It may not be easy but there are some proven ways that, if you work smart, will guide you in the right direction.
One of the key areas that I have ... Views: 846
Negotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the 'other' person in a negotiation. It may come as a surprise to you but your own worst enemy in a ... Views: 1019
In my previous two articles, available on this site, I looked at how you as a service business can articulate your USP. So how can you pull this all together?
If you can develop an angle on your uniqueness and as to why someone should be speaking with you then it should be the focal point of ... Views: 714
In part 1, I demonstrated it's not all about sales training. Sometimes sales can be increased by developing your companies uniqueness.
Believe me, I know how hard this process is and for some companies they believe they can never find uniqueness. To those I ask
"If you can't articulate why ... Views: 759
When I moved to California, I was physically unfit for strenuous exercise. My legs were weak; my chronic asthma debilitating. In spite of this, I took on the challenge of hiking a nearby 2,500 foot mountain, Mission Peak. The objective: To improve this fragile state of health and strengthen my ... Views: 1186
It's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. Without being too brutal here, most people do not ... Views: 865
Last year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of ... Views: 807
Last year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business.
The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits ... Views: 1196
A fascinating experiment was conducted on animal intelligence back in the mid-1950s. A hungry chimpanzee was placed alone in an empty room where a bunch of bananas had been suspended from the ceiling. The only other item in the room was a 10-foot long pole propped up against the wall.
The ... Views: 1130