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The goal to reach for in selling goods is the decision and action of your customer. You want him to reach a decision to buy a product or service, then act on that decision and buy it. You must aim at his will, which is the power that chooses and decides. You can reach his will through his intellect, with which he thinks; his sensibilities, with which he feel. |
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We have great news to share with you! Our CEO Alen Majer is one of the exclusive authors for a company called CanDoGo that delivers concise advice for sales, personal development, leadership and motivation over the Web. CanDoGo has just launched a brand-new site with thousands of free pieces of advice. |
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When you as a salesperson approach the close of the sale be on the alert, but you should not allow yourself to become nervous. One of the difficulties which loses perhaps more orders than any other one is a kind of panic which seizes the salesperson when she comes to the critical point of asking the prospect for his signature. |
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You as a salesperson should give every opportunity to the prospect to ask questions and make objections if he is inclined to do so. It is frequently desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the prospect, especially if you are thoroughly prepared. |
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By definition, a sale is the act of meeting prospective buyers and providing them with a product or service in return for money or other agreed upon compensation. A sale is an act of completion of a commercial activity. The "deal is closed", means the customer has consented to the proposed product or service by making full or partial payment (as in the case of installments) to the seller. |
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Every sales person, no matter how successful, has this basic problem of whom to sell to each month. Anyone whoever worked in sales knows how one month you can be the best sales person in the company and then the calendar turns to a new month and you are starting from zero again. Your previous success is forgotten and your manager is coming to your desk with the same old questions – what will you do for me this month? What is in your pipeline? How many deals are you going to close this month? |
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If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your price list. |
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Find out if it pays you to approach leads in a certain way. Don’t' guess about when to close – get the figures. Keep an accurate cheat sheet and let the figures tell you where you ought to improve.
Special: buy the book "Sales Dog" today and get this cheat sheet for free! |
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Web 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or days. |
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