11 AprThe Importance of Being Earnest
This post has as much to do with the ethics of sales as how you live your life. After all, sales reps are often perceived to be guilty of egocentricity.
I’d like you to think about the solar system; infinite circles revolving around these infinite globular spheres that in turn revolve around an even greater infinite circle, which, if you look from a farther distance, revolve in a greater sphere that knows no
02 MarEarly Payment Discounts
Some businesses offer what are called early payment discounts. These differ from things like Proflowers coupon and other discounts. Most of the time, an ordinary discount or coupon is applied to the purchase price and reduces it right from the get-go. An early payment discount is more of an agreement in nature. If the buyer makes the payment within a certain amount of time, a percentage of the full price will be ta
21 FebThe Distance Dilemma
For roving salesmen, maintaining a relationship may be one of the hardest things to master. Even in the age of Facebook, videocalling and the Internet, having a relationship where you can always see each other is much more preferable than waiting for someone who is always out on the field. In this regard, we share the same dilemma of distance with soldiers on extended deployment overseas, sailors, and even astronau
13 FebThe Question Tool Box
In sales, part of what makes the process easier is the fine art of asking the right questions. The product could be something as innocuous as a knife sharpener or as complicated as a set of basic forensic tools. In the end, unless the customer has been very specific about what they want and have outlined this in detail, the salesman is going to find the need to ask a lot of questions before attempting to seal the d
12 DecWhy Customers Hate Sales Reps
What customers think about you as a salesperson matters a lot. Their impression of you greatly influences your chances of making sales. More often than not, people won’t buy from someone they don’t like. This is true even if you have a totally saleable item, like a phone with a Verizon wireless promo code. You know you can’t afford to be hated by your clients because there are a lot of other ‘hu
27 NovBoosting Visibility on a Budget
To get the sales that you need, it is important that people know who you are and what you do. A business is not just about creating a product and releasing it into the market. Why do you think companies spend millions in advertising and marketing each year? Unfortunately, there are a lot of businesses that cannot afford the steep fees that advertising agencies charge when you want a truly professional marketing str
09 NovNeed Sales? Build Good Scripts
Nearly everything in a person’s life is choreographed. Some more than others, of course. People picture a situation over and over to determine the right actions to get the best results, product advertisements are contrived to get the most attention, plays and movies have scripts. In fact, so do businesses.It’s not only in show business that people are told to watch their tone of voice, their facial expr
24 MayCRM: What and Why
You often hear the words “customer relationship management” in business symposiums. But, do you know what it specifically means? What is it? How does it affect an enterprise? These are the questions we are bound to answer.
Every business, before running in full swing, must prepare a concrete strategy. No business becomes a megahit from sun up to sun down; that’s why a plan of action must be charted to
14 MarFor Handling Objections
Objections are going to be part and parcel of any sales effort. It is inevitable that the sales team will encounter at least one customer that will offer some form of objection, some reason that they will not buy the product. For some of these reasons, there is indeed very little anyone can do – if the prospect can’t afford it, he can’t afford it. However, most of the time, the reasons are relatively
04 FebSelling a Price Hike
As time goes on, things tend to cost more. This is true for businesses, as well. The longer something stays in operation, the higher the likelihood that price will increase. It could be something caused by an increase in the raw materials or cost of production. It could be that a boost in quality was accompanied by more expensive means of ensuring that quality. However, none of this is of any comfort to the custome