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Business Articles : Sales & Selling : Sales Management
Planning For The Slow Season Of Your Business To Increase Sales
Every business experiences slower periods. For some, they sell more during the Christmas season while others move at a snail pace. Some sell more during the summer and others less. The key is being aware of your seasons and alternatives available to solve the challenge and change the results.
Aug 9, 2005, 00:33

Business Articles : Sales & Selling : Sales Issues
How to Walk the Floor and Talk to Customers
This may seem a strange topic to introduce. Yet, it is the most under-used skill by many retail managers, but one of the most important roles in their supervision.
Aug 8, 2005, 03:04

Business Articles : Sales & Selling : Telemarketing
What Level Of Telephone Sales And Customer Service Do You Provide?
Using the telephone as an effective sales and customer service tool begins before you ever pick up the receiver to answer the telephone or make an appointment or sales call. When you reach for a ringing telephone, you need to put a smile on our faces and then greet people with the same enthusiasm you’d show them in-person. People can hear a smile, can’t they? You also need to have music in your voices and an attitude that conveys to a caller that he or she is your top priority. The impression you create on the telephone can help you stand out from other organization If you don't stand out, you lose your competitive edge.
Jul 31, 2005, 02:49

Business Articles : Sales & Selling : Telemarketing
Telemarketers May Have Ruined Everything
I had to really look at things a little different when I started calling people. Now I am not a telemarketer. I call people only when they request it.
Jul 31, 2005, 02:47

Business Articles : Sales & Selling : Telemarketing
7 Cold Calling Secrets Even The Sales Gurus Don't Know
More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying: “Cold calling terrifies me.”, “The phone feels like a 10,000-pound weight.”, “Every time I have to make a cold call, I freeze up.”, “I feel like a fraud when I’m cold calling.”, “I can’t take the rejection when I do cold calling. It just kills me.”, “I’ve gone from top producer to ‘hermit’ because of my mental brick wall when it comes to cold calling.”
Jul 31, 2005, 02:45

Business Articles : Sales & Selling : Telemarketing
Sales Call Success - Turbo Charge Your Sales Calls
Do you want to be a sales champion? There are a few small secrets that will help you achieve these goals. Commit to your goals. Write down your sales goals for this week, this month, this quarter and this year. I urge you to use specific numbers that challenge you, but are attainable. Post these goals in your office, commit yourself to meeting or exceeding those numbers. Commitment is the foundation that enables you to proceed with the remaining steps.
Jul 31, 2005, 02:44

Business Articles : Sales & Selling : Telemarketing
Sales Therapy 101: Breaking Your Fear of Cold Calling
Almost every day, visitors to my Unlock The Game™ website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." And do you know what their most common question is?
Jul 31, 2005, 02:42

Business Articles : Sales & Selling : Telemarketing
Closing That Big Sale With Conference Calling
So you’re in business. Whether it is micro, small, medium, or enterprise; you know the one key element you need to succeed in your business … sales.
Jul 31, 2005, 02:41

Business Articles : Sales & Selling : Telemarketing
Get Instant Rapport On Sales Cold Calls
Immediately establish rapport on cold-calls by matching your prospect's voice qualities - tone, pace, and emotion. Matching the emotion, or mood, of your prospect is key. If you begin your call sounding excited when she is not, you will be immediately branded as a salesperson, and the prospect's guard will be way up.
Jul 31, 2005, 02:40

Business Articles : Sales & Selling : Telemarketing
3 Simple Rules For Your Next Sales Call
The other day I received a call from a telemarketer selling a website "starter kit" for small businesses. If you are reading this right now, then you undoubtedly know that I have a website. Normally, I would quickly get the telemarketer off the line so I could get back to showing people how to make more money. But this call got my attention because I thought that this might be a potential service that I could recommend to my clients. So I decided to listen to this sales pitch to evaluate the offering and the approach that the telemarketer used.
Jul 31, 2005, 02:39

Business Articles : Sales & Selling : Telemarketing
Control Your Sales Calls From The Start
Sales calls that you control are what all salespeople want. I am a big believer that questioning is the most important skill for sales professionals. In order to stay in control of your sales calls, whether by phone or in person, you need to be the one asking questions most of the time.
Jul 31, 2005, 02:38

Business Articles : Sales & Selling : Sales Issues
How To Know You're On A Winner
The catchword today for business is flexibility. With changes in suppliers, customers, and the processes connecting them altering almost daily (or so it seems) the future clearly belongs to the organisations which can adjust to change quickly and effectively.
Jul 31, 2005, 01:42

Business Articles : Sales & Selling : Sales Issues
Sales Tactics to Beat Your Competition
This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition.
Jul 31, 2005, 01:39

Business Articles : Sales & Selling : Selling
Raise Concern About Sales Competition, Not About Yourself
As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig in your head right now? I thought I just told you not to do that. What are you doing then?
Jul 31, 2005, 01:37

Business Articles : Sales & Selling : Sales Management
Sales Plan? What's a Sales Plan?
In the past, if you said the word “plan” to me, I would bolt and run. I’m the “creative type,” a former ballet dancer and choreographer—I’m terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and dance. Even when I was choreographing, as long as I met my deadline for when the dance needed to be complete, I could go with the moment, go with the impulse and see where the dance led.
Jul 31, 2005, 01:36

Business Articles : Sales & Selling : Sales Management
How To Use A Powerful Leadership Tool To Step Up Sales Results
Good sales people can close, but few "step up" for even more sales from that close. Yet stepping up should be one of the easiest accomplishments in sales — that is if you know how to build the staircase
Jul 31, 2005, 01:34

Business Articles : Sales & Selling : Sales Management
Selling Successfully In The 21st Century (And Some Tips On How To Manage Your Sales Team)
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it.
Jul 31, 2005, 01:33

Business Articles : Sales & Selling : Sales Issues
How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business
When attending a Chamber of Commerce breakfast networking get-together, I'm always perplexed by the lack of thought and preparation many business owners display when giving a 60-second overview of their business. These people have spent enormous amounts of time, money, and energy on their businesses. Yet, when asked to give a quick synopsis, they fumble for the right words, they ramble, they go off on a tangent, the information is disjointed, or the words are boring and seemingly unimportant.
Jul 31, 2005, 01:32

Business Articles : Sales & Selling : Sales Management
8 Procedures to Take Control of Sales and Marketing
The Cash to Cash Cycle. We’re sprinting toward that million dollar mark...and we’re only a couple strides away…
Decreasing inventory carried us over the first hurdle, and last week reducing Accounts Receivable sped us through the half-way mark. We’re making great time, so let’s bring on the next mile marker – marketing and sales.
Jul 31, 2005, 01:21

Business Articles : Sales & Selling : Sales Management
Keeping Your Sales Team Motivated
Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even knowing it.
Jul 31, 2005, 01:20