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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 : 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 : 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 Issues
Overcoming Sales Objections for Small Business Networks
Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients.
Jul 31, 2005, 01:09

Business Articles : Sales & Selling : Sales Issues
Offer Package Deals To Increase Profits And Sales
An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals are a better value. You want all the products or services to be closely related. For example: if you're selling a computer you could add in software, hardware, computer furniture, etc
Jul 31, 2005, 01:07

Business Articles : Sales & Selling : Sales Issues
Increasing Sales by Using Coupons - Will it Help Your Business?
Increasing Sales by using Coupons. Will it help your business? Well, the Promotional Marketing Association’s (PMA) “Coupon Council” shows that 3.8 Billion coupons were redeemed in 2003. Consumers saved over 3 billion dollars. 79% of American’s used coupons last year. There are many Coupon Franchises out there with quite a track record.
Jul 31, 2005, 01:05

Business Articles : Sales & Selling : Sales Issues
7 Tips for Testing Your Sales and Marketing
One marketing technique may work wonders for someone, but that doesn't guarantee that it'll do the same for you. The only way to really know what works for YOUR products and YOUR target audience is to experiment. Testing and experimentation are crucial to increasing your profits.
Jul 31, 2005, 00:57

Business Articles : Sales & Selling : Sales Issues
The Get Dangerous Quickly Approach to Product / Service Training
In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. The distributor's management felt a team of specialists could help jump-start growth in software sales.
Jul 31, 2005, 00:47

Business Articles : Sales & Selling : Sales Issues
6 Steps to Avoid Losing Summer Sales
It's a fact - the online world dies down in the summer time. Kids are out of school, families are on vacation, there's fairs to attend to, and many are just spending too much time outside to be online. For those that market mostly online, the summer months could be eating your profit. The good news is, it's easy to take your product to where your market is - offline.
Jul 31, 2005, 00:38

Business Articles : Sales & Selling : Sales Issues
Beyond the Golden Rule
There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale.
Jul 31, 2005, 00:31

Business Articles : Sales & Selling : Sales Issues
Why Performance-Based Recruiting Produces Top Sales Performers
Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates have a minimum number of years of sales experience.
Jul 31, 2005, 00:29

Business Articles : Sales & Selling : Sales Issues
How To Have A Successful Retail Sales Event
In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was “how can I make sure I have successful sale?” While there are no hard and fast answers to this question, there are some guidelines you can follow to maximize your chances of that sale being successful.
Jul 31, 2005, 00:27

Business Articles : Sales & Selling : Sales Issues
Make Time, Not Excuses
There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)
Jul 31, 2005, 00:26

Business Articles : Sales & Selling : Sales Issues
How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools
You’ve probably heard of focus groups. It’s a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call “clue hunting.” For example, I once sat through a series of focus groups on a new camera-related product. After three focus groups, we were able to pretty well conclude there wouldn’t be much of a market for this particular product, and the idea was dropped. The three focus groups probably cost this advertiser around $5000 vs. the hundreds of thousands of dollars that would have been wasted had they put the product into manufacturing.
Jul 31, 2005, 00:24

Business Articles : Sales & Selling : Sales Issues
A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers
As a previous owner of a Franchise I know the importance of maintaining employee commitment, loyalty and enthusiasm in maximising customer satisfaction, generating positive customer perception and protecting your investment.
Jul 31, 2005, 00:12

Business Articles : Sales & Selling : Sales Issues
How Qualified Business Slipped Away
Picture this. You are a fund development director for a respectable school at a well-known state university. Someone calls and says they wish to donate $25,000 for a special scholarship fund in honor of her deceased brother, an alumnus of the school. What would you say? If you think like we do, you’d say, “So sorry about your brother. Thank you for selecting us. When can we get your check!”
Jul 31, 2005, 00:00

Business Articles : Sales & Selling : Sales Issues
8 Line Items of a Trade Show Budget
Budget Guidelines for Trade Show Marketing. B’techa didn’t know - Trade shows are the second largest expenditure of corporate marketing dollars in the US. Only the field salesperson costs a company more.
Jul 30, 2005, 23:54

Business Articles : Sales & Selling : Sales Issues
Sales 101
For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don’t prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales.
Jul 30, 2005, 04:17

Business Articles : Sales & Selling : Sales Issues
Three Types of Salespeople
There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. Actually, there are two different types of salespeople and they are easy to tell apart
Jul 30, 2005, 04:14