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Create a Selling Culture By : Colleen Stanley Everyone at your company is in sales. The person answering the phones is in charge of first impressions. The employee delivering your products has the ability to spot new opportunities and build relationships. Customer service personnel can determine whether or not you keep a client based on their handling of a complaint. Do You Really Believe That? By : Colleen Stanley The self help guru’s are the best at teaching, “You are what you believe. Your thoughts determine your outcomes and actions. And what you think about most will manifest in your life.” These guru’s are right and many salespeople and sale managers still subscribing to old beliefs and ways of selling do not serve them well in the information age. Prospects are smarter, well armed with information and detect sales techniques quickly. Sales 2012: What Will You Choose? By : Colleen Stanley It's that time of the year when people set New Year's resolutions and goals. Setting goals really boils down to making new and better choices. It's as much about what you are going to start doing as it is about what you are going to stop doing. Top Five Ways Of Becoming A Better Sales Coach By : Colleen Stanley Sales Managers execute several roles and wear many hats: manager, trainer and coach. These multiple roles can create challenges for some sales managers. Where should they invest their time? Should it be in attending internal meetings? Analyzing reports? Training and coaching the sales team? If you are serious about hitting and exceeding your revenue goals for 2012, invest your time in training and coaching your sales team. The Science and Art of Selling By : Jeff Blackwell Technology's (e.g., Sales 2.0) impact on selling comes up periodically in discussions about "Science" in selling. Master practitioners understand that the emergence and evolution of innovative enabling technologies is changing "how" salespeople do what they do but is not changing "what" salespeople do (i.e., connect, engage and interact with leads, prospects and customers) or changing sales from an art to a science. An Intelligent Contact Sheet By : Sharon Drew Morgen The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets. But with the available technology, it’s not possible. Cold Calling Works - and it's Fun! By : Sharon Drew Morgen I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun. Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution) By : Sharon Drew Morgen Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy? Are You A Good Customer? By : Colleen Stanley There are great books on the market about customer service: Raving Fans, Contagious Customer Service and Exceeding Customer Expectations. All good books, however, none address a core issue required for receiving great customer service from vendors and suppliers: be a good customer. The Differences Between the Solution Sale and the Buying Decision: Let’s Go to a Wedding By : Sharon Drew Morgen Let’s say you were going to a wedding. You had the gift, decided on the outfit, picked a time to leave to get there on time, decided to use your car rather than you’re spouse’s, because it was more comfortable. Then you had to plug in the directions to your trusty GPS system. How Much Time Do Sales People Waste? By : Sharon Drew Morgen We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and wait. And then, we only close a small fraction. How does social networking help make the sale? By : Sharon Drew Morgen With automatic ‘trust’ built in – we’re sort of family once we are connected – our conversations seem to flow smoothly: we’ve used Facebook, the net, and Twitter to discover who the other is, have determined whether and how we want to connect, what we can offer each other, and how to prepare. An off-handed comment about the person’s upcoming wedding, or a congratulatory mention of their new business venture compounds the trust. Do You Really Understand How Your Buyers Buy? By : Sharon Drew Morgen For decades, salespeople scrunched their faces when I mentioned “how buyers buy”. I heard comments like: “I know what they need.” or “I understand exactly how they buy: price, price, price.” But sellers only close 7% of their prospects (and far, far less if using marketing automation). A Buying Decision is a Change Management Problem By : Sharon Drew Morgen The sales model focuses on needs assessment and solution placement. Buying is a change management activity. They are two different activities, done at two different – and opposite – points along the buying decision journey. Does the sales model do what we need it to do? By : Sharon Drew Morgen Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since. Solution Selection: do we know how buyers choose one solution over another? By : Sharon Drew Morgen Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all. When Do Buyers Buy? By : Sharon Drew Morgen Buyers can’t buy until all of the people, policies, market drivers, partners and historic choices that maintain their status quo have bought in to, and added their voices to, the changes that will result when they make a purchase. The time it takes them to manage this change is the length of the sales cycle. Your solution cannot be chosen until it’s all figured out. "My Job is to Start a Conversation" By : Sharon Drew Morgen I recently contacted a man who runs a marketing automation company, thinking there might be areas of potential partnership. And while he agreed with my ideas about helping manage the buying decision journey, his baseline business beliefs were well out of the range of mine. In fact, it was fascinating to see how the concept "helping buyers buy" - my trademark for decades - has become a battle cry for the sales industry. Who’s in the meeting – and who’s not? By : Sharon Drew Morgen So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be. As you enter your meeting, do you know what percent of the entire Buying Decision Team is there? What weight your contact has on the full Buying Decision Team? Your Prospects Aren't in Pain By : Sharon Drew Morgen When I hear sellers say that buyers have ‘pain’ I ask how long it would take them to get to the hospital with a broken arm. “Immediately.” Why? Because they’re in pain. But buyers don’t buy ‘immediately’ and have had their problem for a period of time. Compensating Our Sales Folks By : Sharon Drew Morgen Our continued fascination with making an appointment as a precursor to making a sale is based on the belief that a buyer will buy based on the strength of the presentation. And although we get extremely low closing rates, we continue to do it and often throw more sellers at the problem, doing the same activity. That’s the definition of insanity! Think Like a CEO By : Colleen Stanley Debra Benton, author of Think Like A CEO, speaks to audiences all over the world about this topic. She is often directing the conversation to other leaders in the organization, not necessarily the sales department. We think it’s time that salespeople quit thinking like salespeople and take Debra’s advice: start thinking like a CEO. These are such salespeople and here are their thoughts, behaviors and actions. Do you want to make a sale? or an appointment? By : Sharon Drew Morgen How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20% of their leads, but they are counting from those who agreed to an appointment. Be The GPS For Your Buyer By : Sharon Drew Morgen Buyers have two identifiable responsibilities: maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the system. Sales addresses one of these jobs, but not the other. In fact, we’ve never been taught the skills to help with the off-line issues buyers address... Where does the buy-cycle start? By : Sharon Drew Morgen The buy-cycle begins with one person with an idea – a recognition that things could be better. Whether from a discussion with a salesperson, idea from an article, or just the exasperation of an every-day issue, one person starts the journey toward a purchase – and meanders, falters, through all of the change management issues that litter the way toward a new solution. Embrace the “New Normal” By : Mike Hawkins Here are five “A”ttributes that business owners and employees can embrace to be successful in the New Normal 13 Tips to Selling Your Idea By : Mike Hawkins If you have an important idea that you want others to adopt, here are 13 consultative selling best practices to employ that will give you the best chance of success What are we paying our sales folks to do? By : Sharon Drew Morgen I believe we are currently paying our sales folks to waste 90% of their time. They are spending time pushing solution information to the wrong people at the wrong time, and have no idea who will actually close until, well, until they don’t. Behaviors aren't rational By : Sharon Drew Morgen Science, sales, negotiating, and the prison system – not to mention neuromarketing, neurosciences, and decision making sciences – have a base-line belief that there is a ‘rational’ way to recognize choice - rationality assumed when the ‘appropriate information’ is available to decide with. In other words, when choices are made that go against what the world deems rational, they are, by definition, irrational. Change management and sales: influencing the buying decision path By : Sharon Drew Morgen Until the people that will touch a potential new solution buy-in to altering the status quo (their policies, relationships, rules, past decisions, job descriptions, etc), they will not make a purchase or a change: they will continue the dysfunctional behavior through time, even when an ideal solution is right in front of them. Emails and Voice Mails Guaranteed to Work By : Mike Brooks, Mr Inside Sales This voicemail discussion led to what was working for emails as well, and I think we all got some really valuable ideas on what gets the most responses. How to Set SMART Goals By : Mike Brooks, Mr Inside Sales The most effective way to set goals is to start by using the SMART principles of goal setting. SMART goals give you a proven format and a much better chance of following through and achieving them. By the way, these SMART principles of goal setting also work extremely well when setting goals within a company, department, or sales team. Three Interviewing Mistakes – And How To Avoid Them By : Mike Brooks, Mr Inside Sales If you’re serious about getting a new position or moving up in your sales career, then avoid these 3 interviewing mistakes. Your chance of getting the new job will increase 100% if you do! How to Overcome the Top Three Objections in Real Estate By : Mike Brooks, Mr Inside Sales This article is designed to give you the most effective and up to date responses to the three most common objections you get when speaking with real estate prospects. In fact, these responses are the word for word answers that many top 20% producers are using right now to close more sales and earn more money. How to Overcome the “I Need to Think about it /I'll Get Back to You" Objection By : Mike Brooks, Mr Inside Sales One of the oldest and most used smokescreens in the book is the, "I need to think about it" objection. So many sales reps struggle with this one because they think the prospect isn't saying no, and so they don't know how to respond to it. Unfortunately, what many of you have found out is that your prospect actually is saying no - they're just saying it in a way that makes it difficult for you to handle it. Three Ways to Connect With Your Prospects By : Mike Brooks, Mr Inside Sales One of the biggest mistakes sales reps make who have to call prospects – either to set an appointment, generate interest, or qualify and then send information – is they don’t acknowledge in any way what is going through the prospect’s mind. Let’s face it, everyone you call has a reaction to being intruded upon, and each of them is having a similar reaction to the one that you and I have. How To Sell A Pencil – Any Your Product Or Service By : Mike Brooks, Mr Inside Sales If I gave you a pencil and asked you to sell it, how would you go about it? This is one of the most basic of interview questions for sales reps, and the answer reveals so much about your previous training, your understanding of the sales process, and ultimately about what kind of sales rep you are. The One Real Key to Your Success By : Mike Brooks, Mr Inside Sales That’s why some sales reps (the top 20%) are, and always will be, more successful than others. That is how they believe themselves to be; it is how they see themselves, and they will always produce the exact results according to their belief. There’s a very easy way to prove that this is so. Ask yourself, “Isn’t it true that the results in your life, in every area, down to every detail, are an exact mirror of what you think about it all day long?” How to Beat Your Competition By : Mike Brooks, Mr Inside Sales If a prospect hasn't bought anything yet, it means they haven't found exactly what they're looking for, right? And, as always, only your prospect knows what the magic "it" is (their true buying motive), and so it's up to you to ask the right questions to figure out what it's going to take to close each particular prospect. I'd start with these: The 3 Keys to Successful Sales Management By : Mike Brooks, Mr Inside Sales Sales management is actually real easy and straight forward if you break it down to its three most important elements. If you concentrate on these three keys and actually make it a priority to implement them, your job will get so much easier, and, more importantly, you and your team will actually start closing more business and making their numbers. Sales Prospecting Techniques - Discover How To Find Out What People Want You to Sell Them By : Peter ODonoghue Sales Prospecting Techniques - Discover How To Find Out What People Want You to Sell Them. This idea will make your selling easy.... Telesales Techniques - Discover How to Easily Find Highly Targeted Sales Prospects to Call By : Peter ODonoghue Telesales Techniques - Discover how to easily find highly targeted sales prospects to call who are receptive to your message. Never be stuck for new business sales leads again. Sales Prospecting Techniques - Discover How to Use YouTube to Generate B2B New Business Sales Leads By : Peter ODonoghue Have you ever thought of using YouTube as an effective sales prospecting tool? You might think that YouTube is for teenagers to share videos of dancing parrots and car crashes but you would be wrong. Sales Prospecting Techniques - How to Use Google So You Never Need to Cold Call By : Peter ODonoghue Don't like cold calling? Then don't worry! If you want a new and cutting edge way to prospect in sales then you need to leverage simple technology that non of your competitors are using. Read this so you won't need to cold call.. Cold Calling Is Dead - Manage Google Alerts to Provide Warm Prospects By : Peter ODonoghue One of the greatest advances in sales prospecting techniques is the ability to use Google alerts to track prospects, customers and sales trigger events. If you set up a few of these alerts the amount of data gathered can begin to get overwhelming but don't fret there are easy ways to manage all of this data for you. Sales Prospecting Techniques - How to Use Google to Never Have to Get Past the Gatekeeper Again By : Peter ODonoghue How is your sales prospecting success? One of the applications of the Internet that really excites me more than most for sales prospecting, is the ability to get direct contact numbers for almost anyone you want contact with. Historically, appointment setting training and material has largely focused on: Selling Techniques - How to Convince People to Buy From You By : Peter ODonoghue People buy people is a well used phrase in sales training but no one has ever told you how to do it until now. This article does. Sales Prospecting Techniques - Blogging Can Replace Cold Calling As a Fantastic Lead Generator By : Peter ODonoghue Sales Prospecting in the 21st Century means you have to be blogging to raise your industry profile. Here you will discover the essential first part - the right name choice. Sales Prospecting With Blogging for Professional B2B Salespeople By : Peter ODonoghue Sales Prospecting with Blogging for Professional B2B Salespeople. If your searching for effective sales prospecting techniques then this advanced strategy may mean less cold calling! Sales Prospecting Techniques - Should You Use Twitter for B2B Sales People? By : Peter ODonoghue You can discover the answer for your sales prospecting questions here. Sales Prospecting with Twitter.com, is called a 'micro blog'. It is a blogging platform that allows posts to be a maximum of 140 characters. It has taken the online world by storm and is set to stay as a dominant online networking platform for years to come. Sales Prospecting Techniques - Should You Be Using Twitter for Selling to Businesses? By : Peter ODonoghue Sales Prospecting Techniques - Should You Be Using Twitter for Selling to Businesses? Discover advanced business sales prospecting techniques using twitter here.. Telesales - Telephone Sales Tips to Produce Results By : Peter ODonoghue Your attitude will have a huge impact on your success rate. Have you ever noticed how 2 people can work for an identical company, or even the same company, selling the same products to the same market place; one is an excellent success, the other barely scrapes by. The 80-20 Principle in Sales Success - Do You Know It? By : Peter ODonoghue The 80/20 principle is also know as the Pareto principle after the economist who developed it. It is an almost universal principle that can be applied to business and life. It generally shows us that 80% of your return comes from 20% of your effort. Cold Calling is Dead - What a Pile of Horse Manure! By : Peter ODonoghue Cold calling is dead seems to be the new catchphrase in sales. I say horse manure! Cold calling is alive and well and could earn you your commission easily. Find out why here... How to Find All the High Quality Prospects You Need - Prospecting Sales Success By : Peter ODonoghue Prospecting doesn't have to be hard if you know what you are looking for. This excellent article shows you the key things you need to identify to effortlessly qualify and find high quality sales prospects. Sales Prospecting - The Quickest Way to Find New Business - Part 1 By : Peter ODonoghue When sales people are prospecting we very often overlook the easy solutions. Where ethically acceptable to do so, the quickest way to get new business appointments meetings is to contact the competition of your existing clients. Sales Prospecting - The Quickest Way to Win New Business Part 2 By : Peter ODonoghue We are looking at the quickest ways to win new business by careful sales prospecting. The reality is there is no quicker way to develop a list of target clients than to revisit your past successes, the companies involved and target their competitors and their Industry. Telesales Tip - If You Don't Have a Reason to Call Then There is No Point in Calling By : Peter ODonoghue Very often when I run telesales training courses, one of the biggest failures I see is an understanding of why people are calling. Before you ever embark on a campaign of appointment setting and/or telesales you need to understand why you are calling the other person. The Secrets to Effectively Using Voicemail to Get Call Backs and Make More Sales By : Peter ODonoghue Voicemail is the scourge of many salespeople and yet the number 1 prospecting tool for some of the worlds most successful salespeople. Where does it sit in your sales prospecting armory? Sales Techniques - Know What to Do to Increase Sales When Sending Literature By : Peter ODonoghue When you send sales literature in the post your job is only just starting not ending. Make sure you know how to develop this to make the sale. Telesales Objection Handling - Send Me Some Information in the Post By : Peter ODonoghue Sales Objection Handling - "Send Something in the post." This has to be one of the most horrible phrases ever heard by many salespeople. In fact it generally goes something like this... Objection Handling Techniques - Learn the Lessons of the Worlds Star Performers By : Peter ODonoghue If you ever get stumped by sales objections then you need to read this article that dispels some of the old school objection handling techniques. You will learn the only professional ways to engage with a client that you will ever need and your sales figures will go through the roof. Objection Handling Techniques - I'm Happy With My Current Supplier By : Peter ODonoghue If you are stuck with the sales objection -- we are happy with our existing supplier then you have to read this article. Find out the secret to making sure this never, ever stumps you again. Forget objection handling techniques you can use this instead... How to Get Sales Meetings - Use Technology to Increase Sales Conversion By : Peter ODonoghue Today's modern sales environment is absolutely geared to using technology to help you sell more efficiently. Never has it been a better time to leverage technology to help you make more appointments and make more sales. Read this article to find out how. Sales Process - Ensure You Have a Sales Process For Successful Selling By : Peter ODonoghue The key to successful sales prospecting should be your sales system. You Do have a sales system, don't you? This fantastic article will provide you with a few key pointers to rapidly increase your sales success. Online Sales Training - Is it Right For You? By : Peter ODonoghue Online Sales Training has been on the verge of a major breakthrough for many years yet many people still prefer to attend a workshop or an In-house programme. If you are considering sales training then you need to consider if taking it online is going to be the best option for you. Become an Expert in Telephone Selling By : Peter ODonoghue Have you have experienced the absolute pleasure of listening to a true professional salesperson closing a sale on the telephone? There is nothing like it and it really is something you must aspire to. There is no stress or anxiety in his voice, just a smooth confident flow which you just know will lead to a sale. Don't Leave Closing the Sale to Chance By : Peter ODonoghue Unfortunately, many average salespeople leave the closing of a deal purely to chance. Sure, they make some sales but if you compare their end results with those of a professional you will find there will be a massive gap. Professional and successful sales people always have a plan in place before they start the sales process.Learn the secrets that they would rather you didn't know.... Successful Sales Planning Made Easy By : Peter ODonoghue The main step you must take for successful sales planning is most definitely preparation. As with anything in life, to be successful you must have a written game plan.Lets not pretend it's easy, because it is not... Sales Training Tip - Using Time Management Techniques to Achieve Your Goals By : Peter ODonoghue When a sales person loses hours the end result is always lost sales and therefore less earnings. Carry on reading to discover the secrets to making lost sales a thing of the past. Close the Sale by Becoming a Friend By : Peter ODonoghue You know how important it is to make plans which will propel you towards your goals but what is equally important is actually talking to your customers. Everyone one of your customers will have different requirements. Make sure you take time to listen to their requirements and decide how you will become part of these plans. Fail to Plan, Fail to Sell! By : Peter ODonoghue It is a known fact that sales people hate planning. Lets be brutally honest here, most of us hate planning. Even though most sales people are motivated by actually taking action they wrongly assume that the time it takes them to plan their leads and administration is time that they just cannot afford to lose. Cold Calling - Is it Really That Bad? By : Peter ODonoghue You should really try to look at cold calling in a different light because it really can make a big difference to your personal and business success. I know what you're thinking, How can this be so important? Don't Allow Lost Sales to Get You Down By : Peter ODonoghue The most straightforward way to avoid rejection in your selling activities is to try and make sure that your sales prospects are as qualified and as receptive as it is possible to be. It is highly recommended that you spend time to research and prepare for your clients before you make the initial contact with them and always make sure that you are speaking with the correct person from the very beginning of the relationship. Cold Calling Tips and Tricks By : Peter ODonoghue In an ideal world you would be getting a steady stream of enquiries all day long from people who were interested in the product or service you are selling. Unfortunately this just does not happen and you have to go out and find your sales prospects, and if you like it or not one of the most effective ways to do this is through cold calling. Don't Stall the Sales Process By : Peter ODonoghue Stall the sale, lose the sale, simple as that. Learn the closely guarded secrets that will make stalled sales a thing of the past. The Curse of the Cold Caller By : Peter ODonoghue The people who make the decisions in any company, large or small, hate cold callers with a passion and they consider them to be one of the biggest time wasters that they know of. They will often refuse to take your calls because they assume that you will just be wasting their time. End of, they won't even discuss their reasons with you.That is of course, unless you know better...... The Minute That Makes a Great Salesperson By : Peter ODonoghue What can you say about a minute? That is what can you say about a minute other than it being 60 seconds. Well, what you decide to do with that minute can have a profound effect on your sales career. Will you decide to make the most out of your minute... Closing the Sale, It's Easier Than You Think By : Peter ODonoghue Are you having trouble closing leads? If so you are amongst the many sales people who find this most important part of the sales process to be a big problem This really is one of the most tricky things that salespeople face. Laugh Your Way to Closing the Sale By : Peter ODonoghue Everyone can probably remember a cartoon or television show that makes them laugh every time they think about it. And every time we think about it, it makes us laugh again and we tell all of our friends that they have go to watch it as soon as they get a chance. How to Keep That Sales Seminar Motivation, Forever! By : Peter ODonoghue You know the buzz you get when attending a motivational seminar, and a few weeks later that buzz starts to fade, well how would you like to keep it forever. Many sales people, from those with experience to newcomers to the industry, go to sales seminars hoping to learn the tricks to get rid of the many struggles associated with selling. The Sales Motivation Secrets You Must Know! By : Peter ODonoghue If it is just not happening for you, your sales figures are down, the light has gone from the end of the tunnel. Fear not, I have some great motivational advice that will soon have you back on the right track... Sales Tips - How to Use Framing in the Sales Process By : Peter ODonoghue Master sales people are adept at using a strategy called framing to communicate with prospective clients. Framing ensures their sales messages 'cut through the clutter' and distinguishes them as the credible sales resource for their product or service. How Well Do You Know the Consumers of Tomorrow? By : Peter ODonoghue If you want to survive in sales in 2010 and beyond, you really should invest some time learning about the consumers of tomorrow. The sales world is changing and you should be aware of the impact of the changing tastes of consumers and how it can effect your business. One Change in Your Sales Offer Can Make You 30% More Profit Instantly By : Peter ODonoghue The new science of behavioral shows how one small change to a pricing offer increased sales by 30% instantly. Without any time, effort or work. Would you like that to happen in your business? Cold Calling - Do You Want More Confidence in Your Ability to Sell? By : Peter ODonoghue Do you struggle with the confidence to cold call? You are not alone. This fantastic article shows you the ket things you need to focus on to boost your cold calling confidence. Sales Training - How is Your Cold Calling Attitude? By : Peter ODonoghue Do you make cold calls for business? Do you set up appointments? The single biggest thing holding you back may be yourself. Read this fantastic article to find out why. Negotiation Techniques - How to Win by Not Negotiating Against Yourself By : Peter ODonoghue If you want to know how to avoid sales and negotiation training then you need this article. If you can conquer just one thing then your negotiation skills will go through the roof. Do You Always Have Trouble Closing Sales? By : Peter ODonoghue Do you sometimes feel like you always have trouble closing? Are you looking for the 'magical' closing question that will close every piece of business. Forget it! Focus at the beginning and closing will just fade away. Sales Training Tip - Most Sales Come Down to Price - Right? By : Peter ODonoghue If you think sales is all about being the cheapest producer then you need to read this article. Statistics show that only 20% of people will ever buy the cheapest price. Make sure you are not dealing with those by reading this article. Selling in a Recession Part 1 - Confidence and Escapism By : Peter ODonoghue We are faced with uncertain times and many people are fearing the worse about their ability to sell their products and services in his recession. It may not be easy but there are some proven ways that, if you work smart, will guide you in the right direction. Sales Training For Service Businesses - Why Should I Use You? - Part 3 of 3 By : Peter ODonoghue Sales Training is not always what is required for many service companies. Why should some one use you? Ten Ways to Motivate Your Sales Team Without Spending Big Bucks By : Colleen Stanley How do I motivate my sales team? How do I retain top sales talent? At the risk of sounding too simple, there are two proven principles that work well in motivating salespeople: recognition and appreciation. Two simple principles often overlooked because execution takes time and attention. Sales Training For Service Businesses - Why Should I Use You? - Part 2 of 3 By : Peter ODonoghue Sales Training is not always what is required for many service companies. Why should some one use you? If your answer is service or quality then you need to read this article as that just won't 'cut the mustard' in today's business environment. Part 2 of 3. Sales Training For Service Businesses - Why Should I Use You? - Part 1 of 3 By : Peter ODonoghue It's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. How to Sell the Benefits of What You Sell - How Would You Answer - Why Should I Use You? By : Peter ODonoghue Forget having a fancy USP's. For most companies the best USP you can have is ensuring every member of staff can answer the question - "why should I do business with you?" This invaluable article shows you how to do just that. The Buyer’s Decision Path: why it’s important to sellers By : Sharon Drew Morgen You get paid based on closed sales. Fortunately, you don’t get paid on the % of sales you don’t close. But actually, that is exactly what happens: you are missing income on the sales you aren’t closing. But if you based your efforts on the buyer’s decision paths rather than your solution, you can be closing a helluva lot more sales. First Contact: what to do, why, and how to get better results By : Sharon Drew Morgen Depending on the selling approach you’re using, you are closing between .6% – 7% , regardless of size of solution or industry. These numbers are far lower than they need to be:so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which are the buyer’s final considerations), and ignore the change management issues buyers must handle before they choose a solution, you are delaying a close by a factor of 8. 8 Strategies to Increase Sales Revenue Growth By : Dennis Sommer - Business Growth Expert Increasing sales revenue growth in today’s challenging economy is not easy. These 8 sales growth strategies are simple and proven tactics used by sales top performers to improve their business performance. 5 Tweaks to Energize Your Business Growth By : Dennis Sommer - Business Growth Expert Are you going through the same old motions that worked in the past with fewer results today? Have you run out of good ideas? Are your competitors taking business away from you? If so, what you might need to do is make a few tweaks to energize your business growth.
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