Sales letter articles
Showing page 5 of 39 - There are 1152 Sales letter articles
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- 2007-11-13 22:16:19 - How to dramatically improve sales closing ratios
- A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented. Typical trial-closing questions can build in their directness as these examples illustrate:? "How does this approach sound?"? "Whi...
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- 2007-11-13 22:16:19 - Sales people have an advantage as entrepreneurs
- Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true that was until I got into franchising and saw how one franchise sale could add jobs to the economy, provide great service to a community and change the quality of life for the franchisee and their family. Sales people have an advantage over other folk...
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- 2007-11-13 22:16:19 - Everything follows the pitch
- If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or even the product. I would say it's the pitch. The pitch is that one message that, when delivered, makes people say "wow, that's a great idea!". The pitch gets everyone in the room excited about getting on board with your product and your company. It's the inspiration that...
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- 2007-11-13 22:16:19 - Never stop selling
- The question: "When should a growing company slow down its sales function and focus solely on delivery?"The answer: "Never!"When fast growth is the focus of your company, the only constant is that you will always, and I mean always, need more sales. It doesn't matter how full the sales pipeline looks, you need more sales. It doesn't matter that you have no idea how you're g...
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- 2007-11-13 22:16:19 - Creating more effective proposals
- The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.You know what? Her proposal was even worse than her live sales pitch. It was a completely canned message, which wasted her time and mine. With that, some thoughts o...
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- 2007-11-13 22:16:19 - What should i charge?
- People ask me, "What should I charge?"I say, "Ask your clients."If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay. They will not try to undercut you.And if you are a true professional, you will charge them a fair price and not try ...
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- 2007-11-13 22:16:19 - Youve got a great business, but nobody cares!
- I would like to share a disturbing little secret with you. Almost 70% of the people you do face-to-face business, with will never speak to you again!It's not that they didn't like you or get value from your services, but they just don't care. They have other things on their minds. The kids need new clothes, the furnace needs repairing, and the car is making that strange knocking sound again...
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- 2007-11-13 22:16:19 - Model dell: the art of the affiliate coupon
- Along with having an innovative supply chain, there's another reason Dell is the largest computer company in the world. They always offer great coupon codes to online affiliates that let the buyer "in" on deals that they otherwise wouldn't get.By offering coupon and discount codes that are both new promotions and/or expiring deals, it motivates buyers into taking advantage of a one time off...
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- 2007-11-13 22:16:19 - Selling ? remember these ten rules and succeed
- There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson ? even if you're selling an idea!Here are the ten simple but powerful rules that will guide you in all your selling decisions.* Helping. Get into the mindset of respecting and helping the customer. The hard sell today does not work.* Knowledge...
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- 2007-11-13 22:16:19 - What do mobile auto detailers clean when it rains?
- A mobile auto detailer and their profits are tied to the weather perhaps more than any other business. There are ways to make money even on a rainy day if you are smart. A mobile detailer can do many things. They of course can specialize during these time on the interior detailing of automobiles, SUVs and mini-vans. It might not be as glamorous but there are plenty of latte stains on the inside of...
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- 2007-11-13 22:16:19 - How to make sure you sell more!
- Make sure you target women. It's true for almost anything you are selling. According to Women Mean Business: The Secret to Selling to Women, eighty percent of all checks written in the US are written by women and they purchase 80-% of all consumer goods in the U.S. That's not a market segment you can afford to ignore. Even for items traditionally thought of as male dominated, such as consumer elec...
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- 2007-11-13 22:16:19 - Color psychology will make or break your sales success
- Color psychology is the biggest question I receive on a regular basis. The reason being is it's importance. Color is a trigger that is associated with traditions and used in marketing over the years so well that they must be honored or sales are lost.Color will also trigger reactions. It is a given. This is why you must know how to choose the right color for the right reaction at the right ...
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- 2007-11-13 22:16:19 - Everything in life is selling
- Robert Louis Stevenson said 'Everything in Life is Selling' and it is. Whether as a child you cry until you get what you want; whether as an adult you provide a service to your employer in return for payment; or whether as an individual you make sure that you look your best before meeting someone on a date, they can all be defined as selling.Selling has been with us probably forever. It cou...
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- 2007-11-13 22:16:19 - Sex sells!
- An attractive woman has a decided advantage as sales representative over her male counterpart. This "selling edge" is primarily due to the existence of the "glass ceiling" found in most business organizations today. The glass ceiling (women are still arbitrarily held back from leadership positions) means that there are many more men in decision-making positions in businesses th...
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- 2007-11-13 22:16:19 - The problem with technology at the point of sale in financial services
- BackgroundThere's a conundrum that currently exists between the customer and the seller in financial services. The customer buys and the seller sells. The customer is focused on their wants as much as needs, and whilst the seller often says they are focused on the customer's needs, all too often the focus is on products and profit. Indeed a wider examination of the decline in customer servi...
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- 2007-11-13 22:16:19 - Top 10 ways to maximize your approachability
- After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them address what approachability means. Or maybe they just don't take the time to define it, stress its importance and offer suggestions on how to maximize it.That research was my impetus for writing The Power of Ap...
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- 2007-11-13 22:16:19 - The biggest mistake in selling!
- Some trainers and sales managers teach that there are prospects that just need a little more time in the decision-making process. They explain that a decision-maker's stall is not always a put off and they just need to think a bit more about their decision, or that they have to sell the idea to someone else. Therefore, many sales and service industry professionals accept the stall, "I've got ...
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- 2007-11-13 22:16:19 - Overcoming the fear of selling
- For many of you the Fear of Selling is a huge challenge and obstacle for you from day to day. The first thing you need to do is find out exactly what it is you're afraid of. Are you afraid of success? Believe it or not there this is an actual fear of some folks. Are you afraid of failure or rejection? Do you fear being perceived as being pushy? Do you (secretly of course) fear that your product ma...
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- 2007-11-13 22:16:19 - An ideal selling situation
- The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that I was selling at the show. He saw my nametag for the Foreign Study League and wanted to learn more about my products....
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- 2007-11-13 22:16:19 - The relationship between colour & sales
- Make no mistake that emotions are the driving force behind sales, and customers making buying decisions can be influenced through visual elements towards a particular behaviour or emotion that will encourage more sales.Not convinced? Have you noticed that a lot of restaurants are decorated in/heavily feature reds and/or oranges? Still not convinced?Pizza Hut Frankie & Bennys ...
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- 2007-11-13 22:16:19 - Sales letters - how to write them
- You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter.Personalise - Using the person's name in a sales letter will give you the greatest success. It's feasible to address sales letters to - "Dear Transport Manager" or "Dear Friend" or "Dear Sir or Madam" or no salutation at all. However this lessens you...
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- 2007-11-13 22:16:19 - Is sales profession an oxymoron?
- If you are in Sales, you have probably heard these before:Q: "How can you tell a sales person is lying?"A: "His lips are moving."Q: "Why do lawyers like sales people?"A: "They give them someone to look down on."Sadly, the term sales professional is often seen as an oxymoron, in much the same manner as plastic silverware, ac...
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- 2007-11-13 22:16:19 - The struggle to decide: the paths customers take to solve problems
- Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption that a sale can be achieved through a c...
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- 2007-11-13 22:16:19 - What is a pitch?
- I've been training in countries outside the U.S. recently, and have finally accepted a universal truth about sales people: you love to pitch.For some reason, sellers continue to believe that knowing about a product solution - and all of the features, functions, and benefits it affords ? would lead a prospective buyer to change what they are doing, shift their status quo, place their usual h...
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- 2007-11-13 22:16:19 - Going global: communication across mental boundaries
- A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion.Sometimes, when we have something we passionately want to say, we become so involved in formulating the crucial words that might make the l...
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- 2007-11-13 22:16:19 - The trusted advisor relationship: what is it, and what should it be?
- For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I suspect that the problems cropping up in the sales arena these days ? the increased length of the sales cycle, the increased levels of competition - are leading sales management to base their initiatives on being of true service to prospects, as a way to seem dif...
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- 2007-11-13 22:16:19 - Selling the difficult: how to sell what people dont understand how to buy
- I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you. Once we're done with that component, I'll review how it would be different using Buying Facilitation;...
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- 2007-11-13 22:16:19 - Gatekeepers
- When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.I've probably gotten approximately $500,000 in business as a result of the word or deed of gate...
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- 2007-11-13 22:16:19 - Save your breath: how to sell in trade shows without pitching
- You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. But the worst part of do...
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- 2007-11-13 22:16:19 - Stop talking - start selling
- Selling is not talking. It's listening. You may have heard the saying "the first person who talks, loses". And, it's true most of the time. There are dozens of reasons to stop talking so you can start selling. Here are a few worth listening to:Let Them Take Center StageMost people would rather talk than listen. When working with a prospective buyer it's a good idea to let t...
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