Articles - Sales
There is No “I” in Sales
Don’t waste space in your marketing talking about I, me, we, us, or our. The customer doesn’t care about you, and what you have to say about your company, product or service is far from objective.
Dare to Be Dumb
That’s the title of a chapter in Jeffrey J. Fox’s book, How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
Upselling
Are you routinely offering your customers opportunities to increase purchases through buying additional products, ordering supplies or upgrading to a higher-priced product? If not, you are missing out on revenues that could be yours.
Build a Dealer Network
It stands to reason that the more qualified people you have selling your products and services, the more sales you will make. Although you may not be able to have a staff of salaried salespeople, there are several ways to get a network of dealers working for you.
Getting in the Door
If you are trying to make sales, set appointments, or generate leads with phone calls or in-person visits, successes may seem to be few and far between. When using such approaches you will hear ‘no’ much more often than ‘yes.’ It can be discouraging.
Anticipate Objections
What reasons would potential customers give for not doing business with you? Anticipate the objections customers may raise, and deal with them before the customer brings them up.
Selling With Stories
Stories can teach, motivate and inspire. They also can sell.
Pitching by Telephone
A well-crafted telephone pitch can get you appointments with decision makers, repeat business, media attention and more. All it takes is a little preparation, some practice, and the discipline to make the calls.
Asking the Right Questions
Elmer Wheeler did years of research into the words and phrases that trigger buying decisions. His books, long out of print, teach about selling techniques that still work today. Here is just one of them.
Turning Cold Calls to Warm Calls
Making a phone call is inexpensive or free, and it can be a great way to get customers. Use these tips to warm up a cold call and increase your success.
Build Profits Three Ways (Part 1)
This begins a three-part series on how to build your profits. Parts 2 and 3 will deal with ways to increase revenues, but part 1 starts from the other end: reducing expenses.
Six Things You Need to Know About Sales
This is a guest post with sales advice from G.L. Hoffman. It is excerpted from his book, Dig Your Job.
Party On to Make More Sales
Want to sell more? Throw a party! Direct sales programs have long used parties to get customers together and in a relaxed mood, ready to buy.
Easy Sales Tips - Make More Sales!
No matter how successful a salesperson is, they always want to make more sales. Here are seven easy tips that can increase your sales and help you make more money.
Build a Revenue Base
You can insulate your business from the effects of income fluctuations by marketing your products and services in ways that build income streams that keep money flowing to you month after month.
Knowing When to Shut Up
Many people tell me that they have trouble talking to others about their businesses. But many more people have the problem of knowing when to stop. We’re probably all guilty of this now and then--I know I catch myself sometimes--but if it’s a habit it is costing you customers.
It’s a Sale!
Everyone loves to get a bargain, and that includes your customers. Offering special pricing for a limited time can be a way to get them to take action and buy.
Overcoming Objections Before They are Raised
Overcoming customer objections is key to making sales. A good salesperson is prepared to handle customer objections as they arise. A great salesperson anticipates customer objections and defuses them even before they can be raised.
Borrow Customers to Build Your Business
When you are looking for new customers go where they already are--someone else’s business.
Selling Without Selling
One of the obstacles I faced when starting my own business more than 10 years ago was that I hated to sell--here’s how I overcame that problem and created a successful business.
Choose Your Customers Wisely
In my office, there is a sign that says, “Do not try to teach a pig to dance. It doesn’t work, and it annoys the pig.” That is a reminder to me that there are some customers that are not good for my business. Trying to work with them will be frustrating for both of us.
Who They Gonna Call?
Make sure you are ready for a potential customer asking for references by contacting several customers before you are asked to provide those references.
Why Customers Won’t Buy Today (And What to Do About It)
You have made the presentation, you want to make the sale, but the customer is not quite ready to sign on the dotted line. In “Jump Start Your Marketing Brain,” (Brain Brew Books, 2004) Doug Hall says that a series of research studies identified eighty-one reasons why customers delay making a purchase decision. However, those eighty-one excuses can be summed up in five fundamental reasons.
Who Is Afraid of a Little Competition?
Do you get nervous at the idea of a competitor entering your market niche? Although it is understandable to be concerned about someone invading your territory, competition can be a good thing. Really.
Enough About You - Let’s Talk About Me
Many people tell me that they have trouble talking to others about their businesses. But many other people have the problem of not knowing when to stop. We’re probably all guilty of this now and then--I know I catch myself sometimes--but if it’s a habit it is costing you customers. Telling too much can take several forms.
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