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  • First Sales Contact: 8 Steps to Establishing Your Credibility  By : Daniel Sitter
    Our first contact with a prospective customer is our first impression. It is both our personal and company introduction. If handled well, our new customer will become a source of referrals, providing many additional first contact opportunities. If handled poorly, that same door may be closed forever.
  • Myths about Selling  By : Godfrey Philander
    Your online commercializing conflict will include a number of dissimilar methods in different arenas of the Internet. You may have a web site, use an auto responder, post classified ads, post articles, place banner advertisings, sponsor lists and newssheets, circulate press handouts, and much more.
  • Selling Benefits: Pitching to Your Customer's Needs  By : Anne Baugh
    Focusing on the features of a product or service rather than how it benefits the consumer is considered by many marketing experts to be a mortal sin. Features merely tell the consumer what a product or service is or does. Benefits sell the product or service. Benefits convince prospective customers that your product can improve their lives.
  • Persuasion Tip: How to Get Your Prospect to Commit  By : Michael Lee
    How do you persuade a person, who thinks he doesn't need your product, to actually believe on his own that what you're selling is indispensable and something he shouldn't be leaving home without?
  • How to Be a Persuasive Salesperson  By : Michael Lee
    One of the most important tools a salesperson should possess to be a success in sales is persuasion.
  • How To Get Motivated To Be Outrageously Successful In 2007  By : Jim
    Learn 15 common sense sales tips on how to get motivated to be outrageously successful in 2007.
  • The Magic Question For Qualifying Prospects and Generating More Sales  By : James Delrojo
    One area that is dealt with extensively in sales training is "qualifying" your prospect. However, I discovered that all you need is one question to qualify any prospect, and even better, this one question leads to more sales, faster and easier than anything else I have learned.
  • Still Doing Price Quotes - Are you Crazy Or What  By : Jim
    The title says it all, "Still Doing Price Quotes - Are You Crazy Or What?"
  • From Good To Even Better  By : Jim
    Discover what it takes to become great. Tiger Woods may be the best role-model for salespeople eyeing success!
  • Using 'Guarantees' in Your Sales Letters to Increase Sales  By :
    Use a guarantee in your sales letters that allows customers to shed the risk they would normally assume when making such a purchase.
  • You Can Speak Your Customer’s Language And Win Business If You Wish  By : rwakefield
    Learning a new langauge can boost your business, here's the how and why.
  • How To Get Your Prospects To Trust You  By : ameen kamadia
    How Mortgage Loan officers and Mortgage Brokers Can Gain the trust of their prospects and customers.
  • The Art Of Successful Sales Lead Generation  By : mark vurnum
    This aritcle gives you five tactics to effective sales lead generation.
  • Dealing with the RIGHT Decision Maker  By : Tim Hagen
    Dealing with different decision making styles and decision makers appropriately is a big part of being successful in sales. This article will provide background to the different types of personalities that can be encountered in the sales process.
  • Fatal Sales Mistake Number 2: Stop Winging It!  By : P D Laughlin
    Fatal Mistake No. 2 is “Winging It.” When presenting to a prospect, how many times have you not really known much about his business or not really known what you’re going to say or what road you’re going to take the prospect down? This is a huge error salespeople make far too often.

    I know because I’ve been there.
  • BIG S, little m - The Relative Roles of Sales & Marketing  By : Phil Morettini
    Don't worry; this isn't going to be an article about Sado-Masochism! Well, come to think of it, that term may apply to what some founders and senior managers in startups are doing to themselves and their companies. What I'm referring to is the VP who gets hired to manage both the Sales and Marketing functions.
  • 19 Top Ideas For Exploding Your Sales  By : Tracey Anne
    Do you need to make sales to generate more cashflow in your business and from your website?
  • Your Next Sale is Just Under Your Nose  By : Chris Staten
    Always bear in mind that your own resolution to succeed is more important than any other one thing. Abraham Lincoln
  • Strategic Selling - All Three Roles Defined  By : Jonathan Farrington
    As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. Customers possess a hierarchy of needs which have to be uncovered gradually. This is why we need a new type of salesperson for a new type of customer.
  • The Secrets Of Pricing, Making It Your Advantage  By : Rudolf Freidlander
    An often-neglected part of home business is the pricing of your services. You know what you can do, you know there's a market for it, but do you know how much you can get away with charging, without putting the customers off? Here are a few tips to maximise your profit margin.

    Find Out What Your Competitors Charge.

    Ring round some of your competitors (you might want to use a fake name), and find out what they're charging for the services you offer. You can then make a p...
  • How To Boost Sales  By : Saleem Rana
    Your sales will rise when you can improve your communication and this depends on observing a few principles of psychology.
  • A Proven Way To Boost Your Customer Numbers and Increase Your Sales  By :
    Developing a targeted network and understanding just who your target market is, will go a long way to ensuring that you develop and grow your customer base and increase your sales. This article will show you how to achieve the results you want.
  • Proactive Selling  By : Terence Traut
    This article distinguishes proactive selling from reactive selling and illustrates the technique and benefits associated with proactive selling.
  • Closing Is The Key To Selling  By : Andy Szebeni
    A brief overview of basic closing techniques used in the sales process
  • Do You Dare Throw Away the Script and Start a Conversation!  By : Helen Robinson
    Stop the sales pitch and start talking and listening to your customer. “It’s an amazing feeling, says Helen Robinson, when you feel the rapport, that mutual trust you’re building with the customer.”
  • 5 Ways To Beef Up Sales...Immediately  By : Paul Lemberg
    Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.

    Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.
    ...
  • Sales—Using The Law Of Expectancy  By : Patrick Porter -
    Studies in persuasion technology show that what you expect tends to be realized. I call this the Law of Expectation, which is also one of the tenants of sales.

    As a sales professional, your expectations influence reality. I recently came across a movie called, "What the Bleep Do We Know?" It explains how our thoughts and intentions shape our reality. If you haven’t seen the movie, I urge you to do so. (You can go to http://www.whatthebleep.com/ to learn more.)

    The mov...
  • Auto Sales Training  By : Patricia Jones
    The time for the internet car buyers has come! Read about how they differentiate themselves from their offline counterparts and how you can benefit from knowing those differences.
  • 5 Tips To Discourage Tire-Kickers And Attract Serious, Paying Clients  By : Cathy Goodwin
    Do you feel that you're wasting valuable marketing efforts on tire-kickers: a large and growing market segment? They subscribe to all your free offers -- but leave their credit cards behind.

    Early in my business life, I talked to anyone and everyone, enthusiastically. I gave away classes, e-books, articles and more.

    But soon I was forced to confront the reality of opportunity cost. While I was chatting happily with the freebie-seekers, I lost the opportunity to update m...
  • How to Increase Sales 100% in 9 Months or Less  By : David Maillie
    Would you like to make more money? Are you in sales and on a commision based pay plan? Would you like to be salesman of the month? Earn the respect of your peers? Receive gifts and bonuses that were once thought unattainable?

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