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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 : 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 : 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 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 Business Articles : Sales & Selling : Sales Management Sales Coaching... Fact or Fiction? The old adage in selling has always been, “Find out what they want, then, give it to them.” The fundamentals of selling are clearly that elemental. The application thereof, however, continues to be the litmus test that quickly separates the skilled from the rest. Jul 31, 2005, 01:15 Business Articles : Sales & Selling : Selling The Product or the Sale This is a quandary not unlike the chicken or the egg question, “Which comes first?”. Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services? Jul 31, 2005, 01:14 Business Articles : Sales & Selling : Selling Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them LOOKING for a “quick fix” to close more sales – sales aren’t closed, they’re opened. Solution: You must learn how to open the sale; build rapport with your prospective customer and develop an understanding of their business or of their lifestyle first. Only when you have some understanding of where they’re coming from can you even hope to advocate a solution that they will be interested in. Jul 31, 2005, 01:12 Business Articles : Sales & Selling : Sales Management Hiring--A Vital Key In Sales Management Success Recently, I was asked to spend some time on the telephone, coaching a client’s administrative assistant on how to check out an employment candidate’s references. After each in-person or telephone conference, I complete a brief written report going over the information discussed. The information that I gave this worker was so vital to the company’s overall sales management success that I felt impelled to share the report in my periodic client e-mailings, feeling that it might be of value to others that I serve. The information is so vital to the management process, I decided to reproduce it here as well Jul 31, 2005, 01:11 More Headlines