సందేశాలు   [ World ↓ ]
హోం పేజి వర్గం ఎక్కువగా చూసే ఇటీవల చేర్చు తెలుగు తెలుగు
యూజర్పేరు:
పాస్వర్డ్:
మీ పాస్వర్డ్ను మర్చిపోయారా?
నమోదు!

  ఈవెంట్స్     ఎగతాళియైన     కథలు     ప్రేమ     వంటకాలను     రిఫ్లెక్షన్స్     సైన్స్     సంఘము     కాంటెస్  

సంఘము » సందేశాలు - పేజీ 3792
arrow right Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're selling any product or service either online or offline this is horrible advice.You see sooner or later, your customers are going to find out the negative aspects of your product. Call it kama if you like, but they will.And when they discover it, at the very least you'll lose credibility, generate higher refunds and lose customers for life. At the worst your business reputation will get entirely trashed.This doesn't even take into account your prospects. If your product raises objections with actual customers you can be sure your prospects will pick up on them too.This is not voodoo. Every point of sale has a vibe. People pick up things unconsciously. If they get an adverse feeling then they back out and you lose another sale.So what's the answer?Air your dirty laundry. In fact be proud of it!If you point out any problems upfront then you're in control.Let me give you an example...A friend of mine recently tried to sell his treasured classic car. Unfortunately after test driving it nobody would offer him anything near what he thought it was worth.He came to me for advice. I asked him what were the things he loved about the car and if it had any quirks or problems. So he poured out his feelings about the car.Afterwards I wrote down an advertisment for him to sell his car. The first sentence began,

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right 10 Great Ways To Generate More Sales

1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run.2. Build up the number of people that join your free affiliate program quickly by temporally offering your product for free to the people that sign up.3. Allow people to download software or e-books from your web site at no cost. Just ask your visitors in return if they'll refer their friends to your web site.4. Offer daily or weekly visitor bonuses. This will increase your repeat traffic and sales because your visitors will visit regularly to get the visitor bonuses.5. Sell advertising space in your product package. You could sell inserts, flyers, brochures, booklets, and digital ads for electronic products.6. Publish your e-zine only on your web site. Have people subscribe to a

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right Jump Start Your Sales In 10 Quick Steps

1. Combine a product and service together in a package deal. It could increase your sales. If you're selling a book, offer an hour of consulting with it.2. Out source part of your workload. You'll save on most employee costs. You could out source your secretarial work, accounting, marketing, etc.3. Ask people online to review your web site. You can use the comments you get to improve your web site or you may turn the reviewer into a customer.4. Include emotional words in your advertisements. Use ones like love, security, relief, freedom, happy, satisfaction, fun, etc.5. Take risks to improve your business. Sometimes businesses don't want to advertise unless it's free, sometimes you have to spend money to get results.6. Model other successful business or people. I'm not saying out right copy them, but practice some of the same habits that have made them succeed.7. Remember to take a little time out of your day or week to brainstorm. New ideas are usually the difference between success and failure.8. Start an auction on your web site. The type of auction could be related to the theme of your site. You'll draw traffic from auctioneers and bidders.9. Brand your name and business. You can easily do this by just writing articles and submitting them to e-zines or web sites for republishing.10. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc.About The AuthorMohamed Rabea is the owner of the Internet's most popular home based business and marketing websites, available from http://www.bizpeak.com & http://www.bizpioneer.com

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable of selling any product fast.1. Sell your products at a wholesale price to retail web sites. You could sell them individually or in bulk.2. Set up joint ventures with other businesses to sell your product to new customers. They can introduce it to their customers for a set price.3. Allow other web sites to sell your product for a set commission. They can take a percentage of the sale and send you the rest of the order to drop ship.4. Sell your product through an affiliate program. You just pay people a set commission for each of their sales or click throughs.5. Sell people the rights to reproduce your product. You could sell them straight out for one price or collect royalty payments from each sale they make.6. Set up a cross promotion deal with another web business. Allow them to sell your product as a back end product to their existing customers base.7. Sell your product in a package deal with other web businesses. You can both advertise it and split the profits.8. Rent your products out for a set period of time. It's like selling but, you get the products back to rent again.9. Allow people to subscribe to your products. It works best when selling info products, services or memberships.10. Allow people to lease your products. It's like renting them but they have the option of buying at the end of the lease.May you succeed in your sales marketing and make a lot of money.Warmly,I-key Benney, CEOI-key, a Millionaire CEO from New York City is the creator of

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep revising, refining and polishing to keep pace with all the changes happening on the Internet.1. Publish testimonials for your free stuff. It would increase their value and if they're viral marketing tools, you'll have more people giving them away.2. Give your visitors a good time so they will visit your web site again. Use a few jokes, humorous graphics and funny stories.3. Make money from web sites that don't have an affiliate program, by doing a joint venture. Set up the affiliate program through a third party for them.4. Build rapport with your potential customers by teaching them something new. Provide them with free ebooks, articles, tips, courses, etc.5. Allow your visitors to collect things from your web site so they will stop back again and again. It could be a series of software, ebooks or articles.6. Keep each page of your web site consistent or similar. Use similar text fonts, colors, graphics and background on every page.7. Build a popular directory of freebies. It will draw tons of traffic to your web site and you can request that submitters place your link on their web site.8. Create traffic generators that people can add to their site without doing all the work. It can be an article directory, freebie directory, web tool, etc.9. Challenge your visitors to buy your product or service. People love a good challenge. Tell them if they can find a flaw you'll give them a refund.10. Form a strategic alliance with other related but non-competing businesses. You'll be able to beat your competition by selling to a larger audience.May you succeed in your sales marketing and make a lot of money.Warmly,I-key Benney, CEOI-key, a Millionaire CEO from New York City is the creator of

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right 10 Amazing Ways To Jump Start Your Sales

1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc.2. Brand your name and business. You can easily do this by just writing articles and submitting them to e-zines or web sites for republishing.3. Start an auction on your web site. The type of auction could be related to the theme of your site. You'll draw traffic from auctioneers and bidders.4. Remember to take a little time out of your day or week to brainstorm. New ideas are usually the difference between success and failure.5. Model other successful business or people. I'm not saying out right copy them, but practice some of the same habits that have made them succeed.6. Take risks to improve your business. Sometimes businesses don't want to advertise unless it's free, sometimes you have to spend money to get results.7. Include emotional words in your advertisements. Use ones like love, security, relief, freedom, happy, satisfaction, fun, etc.8. Ask people online to review your web site. You can use the comments you get to improve your web site or you may turn the reviewer into a customer.9. Out source part of your workload. You'll save on most employee costs. You could out source your secretarial work, accounting, marketing, etc.10. Combine a product and service together in a package deal. It could increase your sales. If you're selling a book, offer an hour of consulting with it.About the author:Max Danian is a self-made entrepreneur retiree who has a lifetime experience in business and other fields. He has been successful to learn what it takes to be happy and secure. Max is 53.-------------------------------------------------Max Danian Can Help You Make Money Online With A Simple & Proven Formula Others Are Using Now To Earn Multiple Streams Of Residual Income: http://www.MaxxBiz.com-------------------------------------------------Find out why and how I got out of 20 years in the restaurant business and started working from home full-time at: http://www.MaxxBiz.com

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right Sales and the Law of Attraction

I'm about to challenge your belief system, or at least I'm going to try.I'm going to tell you exactly why you make a sale, and why you do not.By doing this, I'm going to give you access to some extraordinary principles that seem to fly in the face of logic, but nonetheless are at work in your life every moment of every day.There is a Law put in place that permeates the entire Universe. It is called the Law of Attraction. While this idea is generally associated with the new age and metaphysical communities, it is in fact, a Law. This means that there is not one entity in the Universe that is "immune" to it.To understand the Law of Attraction on a practical level, you need to have a basic understanding of the building blocks of our Universe. Specifically, you need to know that at our most basic physical level, we are 99% empty space. We are in fact, pure Energy. And this Energy has a specific characteristic that if we understand it fully, we can use this characteristic to create a life beyond our wildest dreams. And that includes making more sales, with more commission, and more effortlessly than you would have thought possible.The Law of Attraction is all about this characteristic that I mentioned. That is that Energy attracts like Energy. I understand that we're talking about non-tangible things here, and that some of this is beyond the scope of what you've thought about before, thus this all might seem very far out. However, I urge you to continue reading so that you can see that regardless of what you think about it, it IS at work in your life, and thus you have the power to redirect anything and everything in your experience.All Energy vibrates. Everything has a specific and unique frequency. You need to understand that EVERYTHING is Energy, including your thoughts, dreams, and passions. When two vibrations are in resonance, they attract each other.This manifests in subtle ways in our lives every day. We'll be thinking about someone and they will call. You'll think about something you want, and suddenly you obtain it through completely unexpected means. How does this happen?Every thought and feeling you have has a vibration. It's resonating out into the Universe at a specific frequency, basically seeking a matching vibration. If you're thinking about talking to a person, and really feeling what that would be like, you are literally attracting the circumstances for that feeling to manifest physically. You are attracting a situation that is in perfect resonance with what you're vibrating. When you do that, the Universe WILL respond appropriately every time.Given this, imagine the possibilities as it applies to sales!First, you have to understand that this is not about making other people do what you want them to do "against their will". To the contrary, it is about learning to literally ATTRACT the appropriate people who WANT to buy from you. Most people work far too hard trying to FIND the appropriate buyer, expending time and Energy on people who are not a vibrational match for them.Think about that. Wouldn't it be nice to NOT have to cold call all the time? Wouldn't it be nice to know that nearly everyone you deal with is going to make a purchase, or even be a lifetime customer? Of course it would.It's actually quite a simple process, however not always so easy for everyone. Many people have all kinds of "stuff" (limiting beliefs) about what is possible or necessary with regards to succeeding in sales. They've learned that nothing short of hard work will result in success, and they have had many models in their lives that have demonstrated this to be "true". However, there is NO Truth to it. It's simply a belief. And if that belief runs through you, it affects your energetic vibration ? your frequency ? and limits what you can attract into your experience b>no matter how much you consciously want something different.To attract something into your experience, such as a multitude of sales, you have to go from "wanting" it, to feeling that you already have it. There is a very specific vibration to "wanting". It implies you don't have it. The feeling that you don't have it causes your vibration to attract only more of "you don't have it". It's simply responding appropriately as it always will.Instead you have to take the idea of "visualizing the sale" to a whole new level ? because simple visualization without emotion does not serve to attract anything. The attraction starts at the level of your emotion. Changing your emotion is what changes your frequency, much like a radio, and thus changes what you will attract.You will need to be clear exactly how you want to feel as a result of making a sale. Are you? Don't make this about the money. Money carries a lot of "stuff" for many people. Besides, money is not the end goal here. What will you do with the money? How will spending that money make you FEEL? To the extent that you can conjure up that feeling, you then change your "attraction frequency", thus you begin to attract to you the circumstances necessary to perpetuate or match that feeling that you have.You're going to makes sales from time to time whether or not you are intentionally trying to use the Law of Attraction. But it's still going to be determined by what you're vibrating. Depending on where you have your attention during the course of the week, and how you're feeling, you will attract all sorts of people. Some will be a match and others won't. However, you can be more intentional about whom you attract by putting yourself in the feeling of what it will be like to work with enthusiastic people who just can't WAIT to buy from you!What counts is how you feel.Sometimes you'll be confronted with issues of "deserving". You'll realize that somewhere within you, you have a belief that extraordinary success is beyond you, or that you aren't worthy of it somehow. This is another limiting emotion and belief that CAN be eliminated with a little training.Hopefully, you're selling because you love selling. You're selling because it's who you are. Many people "sell" because they feel it's a good way to make money, but it's far from what they believe their purpose to be. This will always hold them back to some extent from the success they desire. Their vibrational frequency is all over the map as they go through various "roles" during their day. This is the recipe for mediocrity.But if you believe you are here to sell I invite you to begin to intentionally envision unreasonable success for yourself. But know what success means to you. What do you truly want as a result of a successful sales career? Is it time? Freedom? Peace? For the most part, these are the types of things people are really seeking from financial success.Again, I realize that this process sounds very bizarre to many. It doesn't seem, on the surface, to make sense. But we are not talking at the level of "surface". We're looking much deeper level of what we're truly made up of beyond the skin and bones we consider ourselves to be. When you can open your mind, you will begin to tap into an incredible power that has ALWAYS been at work in your life, and has always been at your disposal.Unfortunately most people are never taught these things, because not that many people know anything about them. This doesn't make them any less true. Further, there are many who DO intentionally use these principles every day and know unreasonable success in ALL areas of their lives.And now, you know the "secret" as well. You can scoff at it, and go right back to doing things how you've always done them. Win some, lose some. Or you can just give it a try for a while and see what happens. It costs you nothing, and can gain you everything.To summarize:Feel the sale. Visualize EXACTLY how you'd like your sale to transpire, but pay total attention to how you FEEL about experiencing that sale in the "now" moment of visualizing it. Make the feelings as intense and realistic as possible. Imagine the transaction on every sensory level ? any sights, sounds, smell, feelings, etc. that you can generate will help you "fine tune" the vibration so that you attract exactly what you want.Bob Doyle is the CEO and founder of Boundless Living and the developer of the

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right Sales: The Secrets Of Super Salesmanship Exposed

Most people tremble when they hear the word "sales".This explains why most businesses fail.No matter what product or service or business you have, if you can't market it, you'll fail.Salesmanship is not an easy skill to acquire.To improve your salesmanship skill, there are a few qualities you must improve on.Here are some secrets of super salesmanship to help you.To excel in any selling situation, you must have confidence, and confidence comes, first and foremost, from knowledge.You have to know and understand yourself and your goals. You have to recognize and accept your weaknesses as well as your special talents.The key to understanding your customers is to first understand yourself.If you don't know yourself, you'll not be able to know others and will not be able to sell anything to them.It is a no brainer!This requires a kind of personal honesty that not everyone is capable of exercising.Therefore not everybody can be a super salesman or woman!In addition to knowing yourself, you must continue learning about people.People change all the time.The more they change the more you must revise your knowledge about them.Just as with yourself, you must be insightful, perspective and able to see not only the trees but also the forest.In any sales effort, you must accept other people as they are, not as you would like for them to be.One of the most common faults of sales people is impatience when the prospective customer is slow to understand or make a decision.The successful salesperson handles these situations the same as he would if he were asking a girl for a date, or even applying for a new job.Learning your product, making a clear presentation to qualified prospects, and closing more sales will take a lot less time once you know your own capabilities and failings, and understand and care about the prospects you are calling upon.Our society is predicated upon selling, and all of us are selling something all the time.We move up or stand still in direct relation to our sales efforts.Everyone is included, whether we're attempting to be a friend to a co-worker, a neighbor, or selling multi-million dollar real estate projects.Accepting these facts will enable you to understand that there is no such thing as a born salesman.Indeed, in selling, we all begin at the same starting line, and we all have the same finish line as the goal - a successful sale.Most assuredly, anyone can sell anything to anybody. As a qualification to this statement, let us say that some things are easier to sell than others, and some people work harder at selling than others.But regardless of what you're selling, or even how you're attempting to sell it, the odds are in your favor.If you make your presentation to enough people, you'll find a buyer.The problem with most people seems to be in making contact - getting their sales presentation seen by, read by, or heard by enough people.But this really shouldn't be a problem, as we'll explain later.There is a problem of impatience, but this too can be harnessed to work in the salesperson's favor.We have established that we're all salespeople in one way or another.So whether we're attempting to move up from forklift driver to warehouse manager, waitress to hostess, salesman to sales manager or from mail order dealer to president of the largest sales organization in the world, it's vitally important that we continue learning.Getting up out of bed in the morning; doing what has to be done in order to sell more units of your product; keeping records, updating your materials; planning the direction of further sales efforts; and all the while increasing your own knowledge ? all this very definitely requires a great deal of personal motivation, discipline, and energy.But then the rewards can be beyond your wildest dreams, for make no mistake about it, the selling profession is the highest paid occupation in the world!Selling is challenging. It demands the utmost of your creativity and innovative thinking.The more success you want, and the more dedicated you are to achieving your goals, the more you'll sell.Hundreds of people the world over become millionaires each month through selling.Many of them were flat broke and unable to find a

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right Why More Sales Training Comes Before More Marketing Expenditure

In most businesses, when sales are slow or low, the first reaction is to spend more on marketing. Create better adverts, more adverts; direct sales letters is the cry. But is this always the right solution?Let's take a step back and examine the issue more closely.The first thing is to examine the numbers to see what they reveal. The critical ratio we need to look at is the conversion rate from lead / enquiry to sale. This will show us immediately where our emphasis should be.Let me explain?The numbers tell us that you're getting 100 enquiries per month and tracking shows 25 convert into customers. What we also see is that 75 don't become customers. This is the group you need to focus on. Typically, some will never buy so we can eliminate another 25. That leaves 50 who are still in the market.What happens to them? If they didn't buy from you, where did they buy? No doubt a competitor. Depending on the market, it may be that your advert stimulated their interest, but because you didn't connect with them and make the sale, they spent their money elsewhere.In other words, your advertising generated sales for your competitor. So when he sees your next advert, he's laughing all the way to the bank. Why should he advertise when you do it for him?Suppose you decide to either improve your adverts; better headlines, copy, offers etc, or simply double your advertising expenditure. Now instead of 100 leads, you get 200. Only you still convert 25%. Make 50 sales, yes, BUT you're now leaving 150 unsatisfied customers to spend elsewhere. If 50 never buy, there are now 100 buyers still out there.Your competitor thinks this is hilarious. "Guys, we're going to do well this month," he tells his staff. "Fred is running more ads".Let's take a better view of the situation. Instead of looking to the lead generation process, you teach your staff how to increase their conversion rate. You still get 100 leads but now you convert 45%. You're making 45 sales instead of 25; 25 still don't buy and instead of leaving 50 unsatisfied buyers for your competitors, you're now only leaving 30.Increase conversion to 50% or better and starve your competitor by reducing the number of unsatisfied buyers left in the marketplace.Now look to your lead generation process. Stimulate more buyers and capture the lion's share by converting more of your own leads into customers.Is this hype or reality? Let me give you simple four real-life case studies so you can decide for yourself.Docwise Information. A software company providing records management solutions. Needed to make more sales but in fact, couldn't convert the leads they had. Went looking to create more effective advertising but the diagnosis was that the conversion rate was too low. Within six weeks of starting a training program, their sales had increased by $32,000 without a dollar spent on marketing.Acorn Software. One day of training took a 10% conversion rate to 50%. Over a four-month period, sales increased by $100,000. Current conversion rate is around 50% resulting in regular $50,000 months. In less than 12 months sales have increased 10-fold.AAA Action Hot Water. Distributors of Solar Hot Water systems. A simple review of their sales processes resulted in a staggering 100% increase in sales in 1 month. At the same time, advertising expenditure was reduced!Phantom Screens Sthn Qld. Simple changes to their phone answering and sales processes and with no change in advertising content or expenditure, conversion rates increased by a staggering 250%.Hype or reality? You be the judge. Albert Schweitzer once said, "Example is not the main thing in influencing others, it is the only thing."Does sales training come before marketing expenditure?Categorically yes. There is absolutely no point in increasing the number of leads you generate if you can't increase the conversion ratio. Learn how to do that first otherwise the sales explosion you create will be for your competitor.About the author:James Yuille is a sales and marketing consultant and trainer with over 32 years experience. He is based in Brisbane, Australia. His free weekly sales and marketing newsletter provides topical information for business owners and salespeople. Find out more at http://www.jamesyuille.com

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right 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 -

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right The Canned Sales Pitch Myth

Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling.Studies conducted by the public opinion researcher, social scientist and author Daniel Yankelovich in the late '70's and the Stanford Research Institute's VALS (values, attitudes and life-styles) study that assessed buying motives in the early '80's, indicate that there are at least five distinct categories of purchasers or individual buying modes.These studies provided insight into how adults communicate, are persuaded and how they make buying decisions.It's almost impossible to create a verbatim sales pitch to address the variety of issues (sometimes conflicting) in each of these categories. Therefore a successful sales or service industry professional must learn through extensive in-depth probing what type of buyer he is dealing with and then create a custom-tailored presentation based specifically on the answers he receives from his probing.Please check out our self-directed learning system that will help you replace canned presentations with a simple six-step selling process where answering objections and closing the sale often take care of themselves:http://www.TheSellingEdge.com/manual5.htmVIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publicantions a dividion of Thompson Learning. He has also authored a client acclaimed Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, check out the listings on The $elling Edge, Inc. website at: http://www.TheSellingEdge.com/books1.htm.Note: You can contact Virden at: virden@TheSellingEdge.com.

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right In Sales, Words Just Don?t Compute

In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian's research at UCLA, who reported that only 7% of a person's communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc. Ninety three percent of what is effectively communicated is non-verbal.Think about it. Isn't it true that when you first meet someone new that your impression of them is based on how they look and sound? Even after you've known a person for a long time, you have a tendency to believe someone's body language more than the words that are used-and if the words don't match his or her body language, you may reject what is said altogether.Remember, it is impossible to talk a person into having a great first impression of you or your company, no matter how hard you try. Also remember, how you look and act, rather than what you say is what gives you "an edge" with your customers, clients or prospects. A firm handshake, good posture, self-assured smile, professional manner and the way you dress are what people tune into. Sales representatives who try to talk or persuade a prospect into buying are totally ineffective. It appears that in selling, listening skills and not speaking skills are more important than the words that describe your products.From the studies cited above and your own common sense, you can see that if you truly want to build a trusting relationship with a prospect, client or customer, you need to say as little as possible and get the other person to do most of the talking. When communicating with another person, always keep in mind that your words just don't compute!To acquire a system where people talk themselves into buying, just click on http://www.thesellingedge.com/manual1.htm and then apply the techniques outlined in this unique self-directed learning manual in each of your sales transactions:VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and WalHMart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides.Virden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://TheSellingEdge.com.

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right Three Essential Questions You Must Ask To Make More Sales ? Ignore Them At

There's loads of material about making money available on the Internet. Most of it is called "How you can make money on the Internet by selling products called How to make money on the Internet".If it's not that title, it's about how to write "killer" advertising copy or how to write adverts that draw people to your product like bees to the honey jar.There's never anything about sales, selling or the sales process. Why?Has selling become a dirty word?Let's take a look at the processes of selling and advertising and look at the links.Advertising is simply salesmanship in print (salespersonship just didn't sound right ? sorry!). Advertising has one purpose: to generate sales. It serves no other purpose. If you disagree, read "Tested Advertising Methods" by John Caples or Claude Hopkins books "My Life in Advertising" and "Scientific Advertising". You'll be left with no doubt.Like salespeople, there's good and bad advertising. Good advertising draws buyers to you. Its effectiveness can be measured and the results identified.As with sales, the goal is profitable revenue. Bad advertising is just that. It doesn't get the phone ringing or the Clickbank account swelling.When you buy books about copywriting, they give you a formula to follow. Essentially, that formula is to record your sales presentation, and then write it down. What you write forms the basis of your advert, website or direct mail piece. That's all well and good, but what if you don't understand the sales process?If you can't sell, you can't use the formula. So the fundamental lesson is to understand the sales process.Unlike sales people, direct marketers rely on high volumes of visitors or readers (traffic). Success in selling relies on high quality prospects, not volume. There's only a certain number of people you can see to sell to in any given week. Depending on what you sell, that may be as few as five people or as many as 30.Unlike an advert selling is interactive. The days of making a pitch disappeared along with the snake oil salesman. There has to be two-way dialog. From the two-way dialog comes an understanding of the process. You learn to read the buyer's response from their body language, for the questions they ask and the answers they give to your questions.With that understanding, you can start to write copy. You build the copy around the framework of your presentation, including the questions and your replies along the way.The process of the sale, like a good website, has a structure. A beginning, middle and an end. Even the best Internet marketers will tell you that a 5% conversion rate from your site is good. If you as a salesperson only made 5 sale from 100 presentations, you'd be worried wouldn't you?A good sale is based on trust. That's why McDonald's succeeds. In a strange town given the choice of Greasy Joe's Diner or McDonald's, we choose McDonald's. Trust.The sale is also based on you the vendor having an understanding of the buyer's needs and wants. It depends upon the buyer's ability to make a decision and on their capacity to pay for what you sell.How often have you tried to sell something and had the response "Thanks but no thank / we'll think about it / call me next week / have to talk with my partner"? Then when you tell someone that you're not making sales they suggest you should learn some sales closing techniques.That's when as a sales manager and trainer, I scream. To me, that's like a train driver giving racing tips to Michael Schumacher.They're coming from the wrong direction. If you think you need to learn closing techniques, you've made a fundamental mistake. That mistake is simple.Here is the explanation.Write it down. Memorize it. Don't ever forget it.Ready?You can't close a sale if you didn't open it properly. Let me spell it out for you in simple language: Unless you started right, it won't end right.If you get the "We'll call you" answer (or similar), you didn't ask the right questions. You didn't establish if your prospect had an interest in your proposal, you didn't ask if they could make the decision and you didn't ask if they had the capacity to pay.Here are three essential questions you must ask yourself...1. Have they an interest in what I'm selling?2. Can they make a decision without involving someone else?3. Can they pay for it?Don't expect to make any sale without finding out the answers.© James Yuille, Brisbane, Australia, 2004.About the author:James Yuille is a sales and marketing consultant and trainer with over 32 years experience. He is based in Brisbane, Australia. His free weekly sales and marketing newsletter provides topical information for business owners and salespeople. Find out more at http://www.jamesyuille.com

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right Sales Success ? The 5 Steps

It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.Avoid the sales peaks and troughs experienced by the average salesperson by building an individual selling system that will guarantee you results?Step 1: GoalsWithout clearly defined goals, measured over a specific time frame, you will achieve very little. When setting your goals consider your income, lifestyle and requirements.First aim to improve your last years' income by a specific amount, or, if you are new to sales, aim to achieve as close to the top sales person in your team as you can.Step 2: ProspectingThe level of success achieved by salespeople will always be determined by the number of customers self generated, that is other than floor traffic or telephone enquiries generated by your advertising.Put a system in place to regularly find new customers from referrals, past customers etc.Build up your database of loyal customers that you can sell time after time.Step 3: QualifyingQualifying is the factor, which has the greatest impact on the management of your time. You have to become skilled in sorting prospects. The greatest stress in your career will come from working with unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.Step 4: The Sales ProcessThe key to a successful sale is the ability to build rapport and trust with each customer.Meet, greet and build rapport, settle them on a model, garment or product to demonstrate.All the time check by asking trial-closing questions then asks for their business.Remember to sell the benefits of your product speaking in their own linguistic modality. For example talking to an auditory person about a car engine you would say."Listen to that engine, doesn't it sound great?"? Or to a visual person your could say, "You see how smooth that engine is"?Step 5: Follow upThis is the first step to the next sale to your customer or to obtaining referrals from them? First a thank you letter, then a 7 day follow up call followed by a call at least every 9 days. This will ensure a steady stream of referrals? All you have to do is askRemember? Do what you most fear to do, and you will have the results you most want to have?Gordon Goh is author of the free, informative website Simply Motivation offering quality useful tips for Motivation

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

arrow right Why Salespeople Fail

Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:-1. Low confidence and self image2. A low sense of personal responsibility for their performance, and3. A low acceptance level of the need to practise selling skillsIn all top performers, and in sales team this might represent only between 15-20% of the population, these barriers have been overcome, or at the very least compensated for.Where many people make the mistake is in assuming that they can solve their overall sales force performance needs by employing people with the opposite of these characteristics.These people only represent some 15-20% of the population anyway and the stark fact is that merely because people are successful elsewhere, this does not guarantee that they will be successful with you. The reason for this is that your management style may not be conducive to a) creating and b) retaining high performers.80-85% of salespeople appear unable to overcome these barriers, but simply identifying what those barriers are is only part of the solution. In addition, if you do manage to employ the other 15-20%, without addressing the main influencing factors on performance you can also adversely affect top performers.Most salespeople, whilst enjoying the perceived freedom and benefits of selling exhibit internal conflicts which can dramatically affect their self image, thus reducing their confidence. This in turn is transmitted to customers, bringing about a self-fulfilling prophecy of low performance. The beliefs which produce this are:-a) no-one chooses selling as a first career choice. Most people drift into sales either because they can't think of anything else to do or due to low educational achievement, circumstances or lack of opportunity, and thus other career choices become unobtainable. In professions such as sports, music, dancing, and acting, the great mass of people in them make early conscious decisions about wanting to be in that profession. They understand what they must do in order to stand any chance of becoming successful.b) This apparent lack of understanding of the mechanics of professionalism leads people to focus on such professions as law, medicine, and finance as desirable yet unattainable professional status. The fallback position for all salespeople is that becoming a sales manager does not require any high academic achievement, and promotion to management is almost always based on sales achievement. In this way many salespeople are able to produce short-term performance levels in order to retire into management. The goal is to become a manager, which is seen to be a professional position. For many salespeople promotion is a reward and most fail in their first management role.c) Salespeople and customers have the same feelings about selling, in that the process is focussed on benefits to the person selling, not the person being sold to, and that part of sales technique is to persuade people to buy something they really do not need. Although many sales training theorists talk about creating an environment in which customers are encouraged to buy rather than having to be sold to, the way in which salespeople are trained and managed rarely allows this to happen. Once again, the top 15-20% do create this environment, mostly unconsciously, but instead of focusing on how they do this, too many organisations simply believe that finding and employing these top performers will solve all of their problems. We can all too easily recount stories of instances where service provided by an organisation falls far sort of the customer mission statements contained in their advertising.True professionalism comes from a process of accepting the rules within which the professional can perform.In order to release talent and ability that people have to be able to learn and perform the basics, mostly through repetition and skill drilling. There's a saying that amateurs practise until they get it right, however professionals practise until they never get it wrong.Most professionals have tools that they use and they also understand that the way in which those tools are used requires compliance to basic rules. For example, a javelin thrower knows that they cannot cross the line when running up to throw the javelin. They know that the javelin has to be thrown point first. An actor knows that they have to use a stage prop in a certain way at a certain time, and they know that they have to stick to the script. A dancer uses a certain type of footwear specific to a particular dance style. They accept that they have to perform a number of steps in a certain sequence. A guitarist knows that they have to strike the strings of a guitar in a particular fashion and hold the strings on the fret board in a certain way in order to comply with the music ? which they follow.These rules, which ensure consistency, and through consistency professionalism, are understood and accepted by professionals. They are neither understood nor accepted by salespeople or sales managers primarily because consistency brings with the responsibility of inflexibility.You might have heard McEnroe complain about the ball being in or out, but not of the necessity to serve over the net. Nigel Kennedy may have complained about always playing 'dead guys stuff' but he doesn't change the music or miss pieces out. When Michael Flatley disagreed with the rigid nature of Riverdance he had to set up his own company. There may be modern versions of Shakespeare productions, but they keep the original words.In following the rules, and adhering to the way basic training has moved them to competence, and the coach towards excellence, professionals have no issue with compliance, repetition, and constant practice of the same skills. They understand that it is through this process that they can release their talent and personality.Too many salespeople, and many sales managers believe that selling is about personality and therefore seek to employ or become the perfect salesperson without understanding how talent and personality is released.Once performers have experienced the benefits of practice and structure and of eventually the release of talent and personality it becomes a natural follow on to reach for constant improvement. Were it that easy. There is a missing element.The way in which the salesperson feels about the job they do has a major impact on their effectiveness, but that's not the whole story. Whenever I ask senior managers what the reason is for one team performing well and one not so well, the answer is inevitably the difference is the manager. My own experience, and research over the last ten years bears this out.All sales managers are drawn from the population of salespeople and therefore bring with them the same baggage they acquired in their sales role. Although many want to treat their old peer group in a different way few have been shown any other example other than the status quo of ? 'there are those that lead and those that follow'. Indeed most sales managers take up their new positions without any instruction, formal or informal. They then adopt the behaviours their past managers have taught them, perpetuating the status quo. There's an analogy with parenthood. Where did we all learn to be parents? From our own parents. There is no other profession where you are allowed to practice on a live audience other than as a salesperson or a sales manager. Although the title manager provides some internal satisfaction regarding professionalism, the practise of sales management is rarely professional.Insofar as personal responsibility is concerned all sales managers believe that they are responsible for the success of their teams. Whilst they are certainly accountable no-one can be responsible for the performance of another person. It's a difficult and complicated lesson to learn but it represents the foundation stone of professional performance coaching.The major influence on sales success is provided by the behaviour of sales managers, not salespeople. In common with other professional groups, changing the manager changes group performance for better or worse. Yet in most cases of poor sales performance the first casualty is usually the salesperson.Messages about self-worth, preferred career paths, and the nature of authority start early. We quickly learn that we generally have to do as we are told, that people in authority have the upper hand, and that the term professional is applied to white collar work excluding sales. In addition, the lessons about being personally responsible for decisions and success begin too late to have any effect.By the time most people begin their first job the way in which they relate to authority has become embedded. Unlearning these patterns of behaviour requires a significant effort both on the part of the employee and especially the manager. Remember managers have themselves been subject to the same history. By the time they arrive in a management role they have convinced themselves that their position of authority now bestows upon them the responsibility to change others. Whereas as Arguris rightly said in 1962 - ?"No-one can develop anyone apart from himself. The door to development is unlocked from the inside."Yet even understanding the sales process will not result in sales success. The key to unlocking potential is the coach.Professionals understand and welcome the involvement of the coach because they recognise that they will not achieve their potential within the intervention of a coach.Whenever top performers are asked to comment on their success inevitably they refer to the coach.The answer to sales success and the releasing of potential of both salespeople and sales managers does not lie in easy solutions. Other professionals know that the answer lies within, and in hard work. Most top salespeople will always cite 'hard work' as one of the primary reasons for their success. Hard work is however interpreted by sales managers as 'see more people', and 'selling is a numbers game'. It's not. Most top salespeople actually see less customers and spend less time at work that their unsuccessful and average performing colleagues. If 'seeing more people' was the answer then how is that the problem of low performance amongst the majority of salespeople has yet to be solved?Having worked with a number of professionals in other disciplines it has become clear that the solution to performance improvement lies within a professional approach to skills improvement through the intervention of a professional coach.The difference between a successful salesperson and an unsuccessful salesperson lies in the way in which the salesperson communicates with and behaves towards the customer. The difference between a successful sales manager and an unsuccessful sales manager lies in the way in which the manager communicates with and behaves towards the salesperson.The focus and foundation stone of sales improvement is the establishment, understanding, and implementation of personal responsibilities.The simplicity of this philosophy belies the hard work required by everyone involved to implement it, and the potential of all those involved in sales to improve themselves.It begins with setting the agenda and reviewing the journey towards excellence thus far.The key is goal-setting. Are the aims and objectives of the performer in line with those of the coach and the organisation?The third stage is about understanding whose actions have brought about the current results ? this is where the focus moves strongly into personal responsibility. The fourth stage is about taking that responsibility for making things happen, for making improvements, and for contracting with the coach to work on an improvement plan.The final stage is about analysing the results and making new plans for the next stage of improvement.It is a process that works in the fields of sports, music, acting, and dance. It works in sales. Selling is not an academic process, it is a physical skill, and as such we can learn from these other professions about professionalism, personal responsibility and achievement.Frank Salisbury is a highly experience motivational speaker, and inspiring business coach, particularly to the sales profession. Frank is recognised as a leading authority in the field of sales - including sales process design, sales performance, and sales coaching.He strongly believes that whether we work in the public or private sector; whether our organisation is commercial or non-commercial; that we are all in sales. His favourite quote, which has become his maxim, is from Robert Louis Stevenson ? 'Everything in live is selling'. He has spoken at numerous conferences and seminars where his style has received popular acclaim for a speaker with a passion for life, and achievement.He can be contacted at http://www.btsolutions.ie and at frank@btsolutions.ie; telephone: 0044(0)1295 250247

Bandu2 - Herit.gif  వర్గం: సంఘము   »   0 పుస్తకాలు   »   తేదీ: 02/01/2012 05:46   »   ద్వారా: Mouhamadou-bamb ...

© 2007 - 2024 :: Bandu2.com. All Rights Reserved - వాడుక నియమాలు మరియు నిబంధనలు -