Sales letter articles
Showing page 20 of 39 - There are 1152 Sales letter articles
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- 2007-11-13 22:16:19 - How to maximize sales by minimizing windshield time
- During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended).Sure, you could have cell phone conversations with prospects and customers, but you couldn't write notes w...
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- 2007-11-13 22:16:19 - How to boost your sales letter conversion rate
- Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the time.The famous Robert Collier must have been a real master of this technique. When I studied some of his letters, I discovered the use of emotional triggers so subtle that ...
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- 2007-11-13 22:16:19 - More customers! less work!
- Wouldn't it be nice if there were an inexpensive method for creating more customers? There is!Many businesses spend a lot of money in an attempt to increase sales and generate a larger customer base. They use online advertising and print ads. Both these methods can be costly. Instead of spending money on expensive advertising campaigns, let's look at these simple methods to increased sales....
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- 2007-11-13 22:16:19 - Youre hired... i think
- I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages me to watch - and each week I decline. I keep telling her she is probably the only person over 35 to be interested in his show. "Oh, I think you...
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- 2007-11-13 22:16:19 - The biggest mistake in sales prospecting
- Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was "the leader in Microsoft hosted Exchange solutions" and he encouraged me to visit his company's website. That was it - that was the "meat" of the voice mail message.If you received that salesperson's voice mail message, what would go through your mind? Do you think it might it ...
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- 2007-11-13 22:16:19 - Seven critical qualifying questions
- Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long the term success of our sales team and your company.By understanding your salespeople's natural fear of qualifying, you can better coach them to ask the seven critical qualifying questions early in the sales cycle. Their p...
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- 2007-11-13 22:16:19 - Why sales people are creating their own objections
- I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it.The secret is how NOW to get objections in sales!Throw away your books on 'how to overcome objections in sales', you won't need them once you understand what I am about to reveal.Here...
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- 2007-11-13 22:16:19 - 7 ways to cut loose from old sales thinking
- Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way to sell their company's technology solution.Regardless of what product or service you're selling, y...
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- 2007-11-13 22:16:19 - Leverage avoidance values for irresistible selling
- What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria.Values:In simple terms, values are what is most important to us. If you ask yourself: what is most important to me about having a new car? You will discover...
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- 2007-11-13 22:16:19 - Three secret keys to persuasion magic
- Just a few critical distinctions can supercharge your communication skills:1 Appeal To Peoples´ ValuesValues are the criteria by which people make sense of all the information they must process before making a decision. In simple terms, your values consist of what is most important to you.When you ask someone: what is most important to you about ....? They w...
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- 2007-11-13 22:16:19 - Win more sales with a 5-step sales process
- Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the "next step".If they are lucky to get to a face-to-face meeting, they &quo...
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- 2007-11-13 22:16:19 - Busting your assumptions: effective probing techniques for sales professionals
- Do you find yourself making these kinds of assumptions?- "I lost the sale because my price was too high."- "I know exactly what my customer wants."- "I can't hold a member of my team accountable for the delays in our project because she won't like me if I do."- "I don't delegate often enough because I know I can do the work better myse...
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- 2007-11-13 22:16:19 - Survival on the road! a resource for the on the road sales professional
- It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car.The successful sales road trip begins long before the first appointment...
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- 2007-11-13 22:16:19 - How to write sales letters that deliver
- Tired of sending out sales letters that generate anemic response? You could blame your list, or decide you just didn't send out a high enough volume to get the replies you were looking for. Or, you could face the truth: Your sales letter just didn't have what it takes.Here's how to make the next one better:1. Ditch the "professional" tone. Too many businesses think they nee...
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- 2007-11-13 22:16:19 - Why all sales decisions are based on emotion - heres the proof!
- Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine?From my research your answer will almost certainly be yes, at some time. So let me ask you why did you stand there reading the magazine instead of just saying to yourself, 'I've read this magazine before, I think I'll buy it?'The ...
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- 2007-11-13 22:16:19 - Direct sales and the use of clipboards
- Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to sell and take orders. Clipboards come in many colors and styles; plastic, aluminum, clear, etc. These clipboards should h...
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- 2007-11-13 22:16:19 - Being politically correct when selling can cost you sales
- In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must...
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- 2007-11-13 22:16:19 - The multiplying factor in sales success
- Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into his office to discuss a new job assignment. Mark was floored when the boss asked him to become the company's sales...
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- 2007-11-13 22:16:19 - How pareto?s principle impacts your sales success
- Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto'...
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- 2007-11-13 22:16:19 - The dos and donts of an elevator pitch
- The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer?One of the first steps in positioning and branding a new company is to craft an elevator pitch. Simply put, an elevator pitch is a clear, compelling description of your business that is short enough to be understood (by your mother no l...
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- 2007-11-13 22:16:19 - How business coaches avoid the yearly training feeding frenzy
- What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn't have any training needs and now I have a shed-load of them?It's called the year-end appraisal.In companies up and down the land, filing cabinet drawer...
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- 2007-11-13 22:16:19 - Elearning is dead - long live blended learning!
- There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are:1. A Lack of an Holistic Approach Elearning was viewed as being a replacement for traditional training methods. To be successful, elearning should ado...
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- 2007-11-13 22:16:19 - The myth of the natural born sales wonder
- When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation:1. Personality researchers assume that people are predisposed to sales and that there exists an 'ideal' sales personality. From experience alone you will know people of widely different personalities in sales who are bo...
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- 2007-11-13 22:16:19 - The truth about sale success!
- Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and c...
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- 2007-11-13 22:16:19 - The 12 dumbest things salespeople do
- We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID!Maybe this list will serve as a helpful reminder. Maybe it won't. But at least you're curious to learn what these blunders are or why would you keep reading this?In...
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- 2007-11-13 22:16:19 - Value add negotiating for sales professionals
- Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laborat...
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- 2007-11-13 22:16:19 - How to build rapport in 7 seconds!
- I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months didn't even make one sale.I knew I had to change my approach. Meanwhile I realised there were two sales I had to make, first myself, so that my customer "believed" what I might have to say or recommend, then the se...
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- 2007-11-13 22:16:19 - Cross-selling for increased sales, profits, and customer satisfaction
- Cross-selling - the art of selling for non-salespeopleCross-selling is the act of selling related products at the time and point of sale. Here's a couple of examples:You buy trousers, the salesperson offers you the shirt, tie, cufflinks, shoes? You buy a computer, the sales person offers you a printer, scanner, software? When done well cross...
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- 2007-11-13 22:16:19 - Sales closing: dont close sales - open relationships to achieve multiple sales
- A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my expe...
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- 2007-11-13 22:16:19 - How to reduce sales resistance
- Sales resistance is a fact of life for most sales people. We encounter sales resistance in 5 specific areas. In any sales transaction we must negotiate these 5 barriers. They can be real and permanent, which means no sale. Or they may merely represent perceptions that the prospect currently entertains through lack of knowledge. These perceptions can be changed through the sales process resulting i...
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