Identifying Influence (The Seven Strands)

Influence is intangible. You cannot see it at work, yet it is all pervasive in any corporate organisation and Public Sector organisations are no different. In any sales situation, if we can identify who the politically influential people actually are, we can tailor our proposals to meet their needs as well as the needs of their organisations'. This can markedly increase our chances of winning the sale, particularly in a very competitive sales situation.

Building A Strong Foundation in Business and in Life

If you are building a house you must have a strong foundation. You need to make sure that the house has a firm base on which to lay down your bricks and mortar. If you don't lay a solid foundation, then it can easily topple over during highly stressful periods of high wind and storms. The same applies in business. With each client, you must (and I mean must) establish a solid foundation by building high levels of trust and rapport. If you provide a solid foundation and maintain that connection, then it is far less likely that the client will take their business elsewhere.

The Sales Apprentice - Sales Training Tips From the Hit TV Show, Part VII

1. Negotiation is a two way process and requires concessions and variables to be traded as the two parties work towards a common goal. 2. Consideration of the relative strengths of the parties involved is critical to your success. There is no substitute for research. 3. Without concessions or leverage most negotiations resort to persuasion, haggling and ultimately pleading...

Joint Venture JV Partners are Worth Gold

Jay came to me a year and half ago as a young remodeling contractor starting his own business. I'm a flooring consultant and I told him I would help him build his business if he would become my 'partner.' Within 10 months he had hired 3 employees and told me he couldn't take anymore referrals... and he sent me $140,000 in new business.

Sales Success Tip-How to Sell to Different Personalities

Why did Bob love you and buy, while Susie seemed completely uninterested...yet they both wanted your product and your presentations were nearly identical?

The Fallacy Of References in Sales

I proceeded to explain to this sales person that all the references in the world would not change the equation. First off all the good intentioned references seem to always say great things but usually qualify their reference with something like…”after the initial bumps in the road it has been great working with the company”. Something like this or a variation. The road to hell is paved with good intentions!

Effective Sales Training Sessions

Sales training programs should be designed to achieve maximum participation on the part of the audience. It has been proven time and again that audience participation in sales training is one of the most effective methods of developing both an attitude for learning and an attitude for successful salesmanship. Next, enthusiasm must be created. Enthusiasm is one of the most important traits a sales meeting leader must possess - because it is contagious. Participants in the training program will learn very little if they are bored, inattentive or mentally falling asleep.

Sales Tip - Find the Pleasure or Find the Pain

You can instantly increase your sales conversion rate by digging deep enough to find your prospects pleasure or pain. Now, we are not going to debate which of these sells better, pleasure or pain. Personally, I believe that it depends upon the prospect or even the circumstances. But with the right questions, you'll know what motivates your particular prospect and use it to help them buy.

Poem for the One Call Closer - Sales in the 21st Century

A sales manager is living in the past with old style tactics. A woman stands for what she believes is important for sales in the 21st Century. A surprise ending for both.

Train Me a Habit - How Organizations Are Using Training to Gain a Competitive Edge

When organizations move from viewing training as an expense to training being part of a long-term investment in their employees, a true learning environment will be created. A true learning environment means employees are recognized as unique contributors, are rewarded for their value and given consistent training over a long period of time. By investing in employees, an organization will be more productive and be better able to retain top talent. In order to further develop talented employees, an organization needs to augment their training with the appropriate use of technology. In this way organizations will be able to gain a true competitive edge.

7 Insider Secrets for Writing Sales Letters That Actually Sell Something

If you use direct marketing and sales letters you know they are the unpaid, untiring salesmen for your product. Make them effective and they will reward you. If they are ineffective you are leaving so much money on the table. Try the following tips to make the most of your salesmen-in-print.

Sales Tip-Turn on the Faucet of Success

Sales success is available. It's out there for you. The only question is whether you would rather try to make your own water or turn on the faucet.

Gold Mining - For Salespeople

In the Yukon or the city where you live, the gold is everywhere, that's not the problem. All you need is an efficient method, here's a good one.

Instant Millionaire Authority

What does it mean to become an *Instant Milli.onaire Authority*?'