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Sales Information |
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Sales Information
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10 Mistakes That Reduce Profitability In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the following mistakes that reduce profitability. First, Fast, And Foremost . . . First - being before all others. Fast - moving or able to move quickly. Creating Your Perfect Pitch! Why should you describe your business to others in 5 to 10 seconds?How long do you think you have to get anyone's attention? 5 minutes? 2 minutes? 30 seconds? It is actually 10 seconds. I know it does not seem like a long period of time but you will be amazed what you can say in 10 seconds. Telling the Value Story You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. How to Eliminate Objections to Price Have you ever stepped your way through the sales process only to be disappointed by your prospect's objection to your price?This situation unfolds all too regularly for many small business owners.The other day I was talking to Joan who was lamenting how she'd spent a ton of time developing a relationship with a new prospect, but in the end wasn't able to make the sale. Quotations Tell... Proposals Sell! The traditional "Quotation" was originally devised during the Industrial Revolution of the 1850's and has changed little to the present day. It is a totally Dickensian format and absolutely out of date in a situation where supply so completely outstrips demand. Going Global: Communication Across Mental Boundaries A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion. Top Seven Ways to Write An Order-Pulling Sales Letter Ready to put your Web pages up? Ready to sell a lot more products and services? If you're not getting the sales, you want you may want to think "makeover." Whether you're just starting or doing a web makeover, you need to Power Write your sales letters. Voice Mail That Sells As a business owner, I receive my share of sales calls in a given month. More often than not, I'm away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Are You a Winner or Whiner? I've found that winners say "I choose to." Whiners, on the other hand, say "I have to. Selling -abilities : Part 2 In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. Tapping The Potential Of Your Customers Business owners of long standing know the cardinal rule "take care of your existing customers first". Today especially we see business owners looking constantly for the new customer. Open Source Selling? The Next Evolution? The Next Revolution "Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major benefit of "open source" to software programmers has been dramatic. The Prejudging Predicament There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects. Selling Strategy - 5 Ways To Success Web sites exist for essentially two purposes. The first is to provide information. 5+5 = Your Dream JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking.. Business Lessons Learned At The Mall Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am. Creating Intense Emotions That Motivate People Ever wish that your presentations could be as much fun as a cool TV commercial? Come late January every year network TV treats us to America's finest and most expensive commercials - Superbowl commercials. You may remember some of these even now, 2 weeks later. Exporting to Europe: Not the Challenges You Think If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls - until it's too late. Mortgage vs. Real Estate Lead Generation It is fairly common for real estate companies and mortgage brokers to use leads. There is a difference between mortgage lead generation and real estate generation.
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