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10 Tips to Increase Your Sales
Want to take your business to the next level? If so, take these actions. They’re guaranteed to make a difference in your sales results. 1. Clarify your value proposition Strong value propositions are essential for getting in to see the corporate...
5 Exceptional Bonuses That Will Increase Your Sales!
Do bonuses really work? At least once a week we get asked about the common approach to offering bonuses -- has this technique been overused? My answer is always the same... Crappy, freely available, 3rd party bonuses are definitely overused and...
8 Tips To Help You Heat Up Your Sales
1. Pay special attention to your past customers by providing them with sales and discounts that only they are privy to. This will help you to create long term profits for your business by building up a loyal customer base that buys your products...
Faulty Sales Technique
Faulty Sales Technique Salespeople are both a blessing and a bane to every industry. You can't live with them, and you can't live without them. “How are you tonight, Mr. Smith?” “Fine.” “Glad to hear it! Mr. Smith, my name is Phil, and I'm...
Why Write a Sales Letter for Each Product?
Why Write a Sales Letter for Each Product? Judy Cullins c. 2003 All Rights Reserved. Authors/publishers are great at getting their books written. Entrepreneurs know their products. But after the initial one-year honeymoon, sales slow down. To...
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How Silence Can help You Close More Sales
Silence is Golden
Want to close more sales? STOP TALKING!!!!! Think back to your high school and college days. When your teacher or professor told you that whatever he/she was talking about was going to be on a test or quiz, did you listen more intently? Did you wakeup and start taking notes? Were you suddenly trying to capture as much information as possible?
When you are on a sales call, it's not too much different than what was supposed to happen when you were in a classroom environment. You were there to learn. You were there to obtain information.
Your client is meeting with you presumably because they need help. Are you giving your clients the solution before you really understand the problem? Do you have a tendency to interrupt people and give them your ideas before they can complete a sentence? When you do the talking, you are inhibiting your prospects and clients from wanting to talk. Your job is not to dominate the conversation and give a lot of advice. Your job is to listen, and encourage your prospects to keep on talking. Your job is to help your customer solve a problem. Your job is to find the root of the problem and determine if your customer wants to fix it. You can't do that if you are dominating a conversation.
Encourage your prospects and clients to do the majority of the talking. Use short
statements and questions to encourage your prospects to continue giving you more information. Some examples are. "Tell me more. Can you elaborate on that? Please go on. How long has this been a problem? Could you give me an example of that? How have you tried to fix the problem? What is the financial impact of this problem?"
Next time you are in a sales situation and you are trying to understand the customer's motivations, concerns, problems, pains and challenges, pretend what they are saying will be on a test. Listen 70-80% of the time.
Don't be too surprised if your closing ratio increases as your talking decreases. An "A" on this test is a closed sale. B's and C's don't count.
"Only those who dare to fail greatly can ever achieve greatly" - Robert F. Kennedy
Have a great week
Please call me if I can help with any business development and prospecting questions.
Ken
Ken Levine Impact Business Solutions, Inc. 508-845-8849 www.impactbussolutions.com
About the Author
Ken Levine is a sales and business development coach. he works with company presidents, sales teams and busienss owners to help them be more effective in finding new business opportunities. Ken helps his clients find new opportunities, and transition these "suspects" to become prospects and then clients.
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Sales - Wikipedia, the free encyclopedia |
Dubious selling practices may occasionally result in a sale if the ... These can be slightly influenced by the salesperson, however, the sales person knows ... |
en.wikipedia.org |
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Sales Jobs .com Worlds Largest Sales Employment Site |
Sales Jobs features thousands of sales jobs for sales professionals. |
www.salesjobs.com |
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Manage Smarter - Performance Gateway |
Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
www.salesandmarketing.com |
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Oracle Customer Relationship Management Solutions |
Oracle's products cover the breadth of CRM functionality—from sales, ... With Siebel CRM On Demand, you can accelerate sales, improve marketing and deliver ... |
www.oracle.com |
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Sales and related occupations |
Sales and related occupations. Advertising sales agents · Cashiers · Counter and rental clerks · Demonstrators, product promoters, and models ... |
www.bls.gov |
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Sales Jobs - Search Sales & Marketing Jobs at Monster.com |
Sales Career Paths: This field offers many different options. ... Manage Your Sales Career: Get expert tips for developing your sales career and handling ... |
sales.monster.com |
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Government Sales and Auctions: FirstGov.gov |
Official site for information on all sales and auctions of government surplus property and assets. |
www.firstgov.gov |
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Sales and Marketing Executives International |
Worldwide association of sales and marketing management. |
www.smei.org |
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GPO U.S. Government Bookstore: Main Page |
Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections. |
bookstore.gpo.gov |
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Sales |
Sales is a major aspect of product management. Therefore, after reviewing information in this topic, you might also benefit from scanning the topic ... |
www.managementhelp.org |
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Sales Resource Center - Business Sales Web Site - Small Business ... |
Sales resource center at Inc.com, small business sales and marketing information. |
www.inc.com |
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Sales - Wex |
Transactions for the sale (and leasing) of goods is governed mainly by sales ... Federal law has a limited impact on transactions for the sale of goods. ... |
www.law.cornell.edu |
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Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com |
Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today. |
sales-marketing.careerbuilder.com |
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Compare prices for retail store sales at SalesCircular |
SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads. |
www.salescircular.com |
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Sales Jobs in Canada - workopolis.com |
Sales Jobs - Find sales Jobs online with workopolis.com. ... CSR (84), Office Equipment Sales (5). Call Centre Opportunities (109), Real Estate Sales (12) ... |
www.workopolis.com |
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free online sales training articles, sales & selling processes ... |
Sales and selling terms explained. (Scroll down a little bit to find this set of terms.) |
www.businessballs.com |
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Music Sales Group |
Music Sales Group - Eight Offices and three distribution centres worldwide bring you the world's best music. The Music Sales Group is Europe's largest ... |
www.musicsales.com |
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Sales Autopsy |
A collection of the best of the worst of negative selling experiences. Sales horror stories to use for learning, training and managing salespeople. |
www.salesautopsy.com |
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REALTOR.com: Real estate listings & homes for sale |
REALTOR.com is the world's largest real estate database of homes for sale and the official site of the National Association of REALTORS. |
www.realtor.com |
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Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily. |
www.nationjob.com |
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