Some Will -Some Won`t - So What Next!
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Several years ago while conducting a sales and marketing workshop geared to building an accounting practice, I wanted to find a quick way for the accountants in the class to gain an understanding of the essence of the sales process. In a sales setting, this formula relates to prospects. Some people will need your product or service, some won`t. Some will like you as a person, some won`t. Some people will recognize the value you believe you offer; some won`t. Some will be great clients, and some ...Breaking News
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The Value of a Business Plan
Someone once wrote: "Most small business owners would tattoo `idiot` on their forehead before they would develop a business plan!" I tend to agree with that person, but I also want to change that perception. I think the primary reason most entrepreneurial Small Business Owners have such a poor regard for a business plan (BP) is that they automatically associate a BP with the painful experiences they imagine they will go through when they take it to their banker. It doesn`t have to be that way...Published about 29-06-2009 | Rated 0
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Three things in particular to make crystal clear in your sales compensation plan
Managing sales people has a lot in common with managing other professionals — for the most part, people are people. While there aren’t many unique aspects of managing sales people, there’s one potential gotcha you need to be aware of — ambiguous compensation plans.
Vague compensation plans lead to disgruntled staff — extreme cases end in arbitration or litigation. You don’t want to ruffle a productive sales staff because their compensation plan is interpretive. And as a salesp...Published about 18-11-2009 | Rated 0
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8 Tips on Increasing Customer Sales
Merchants are always looking for new methods to increase customer sales. It doesn`t matter if your business model is business to consumer or business to business; finding new customers and closing sales is the most important aspect of every business. Merchants spend a lot of time, resources and money on traditional advertising, search engine optimization (SEO), pay-per-click marketing, direct mail and face-to-face sales. No matter what method you use to generate new sale opportunities the goal i...Published about 16-11-2009 | Rated 0
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Sales training tips for handling cold calling objections, part I
One of the biggest challenges facing many salespeople is cold calling for new business meetings and winning new sales on the telephone. In many industries cold calling is the most cost effective way of uncovering new business opportunities. It is also an activity which strikes fear into the hearts of even some of the most proactive and confident of salespeople. Not surprisingly, therefore, it is one of the most commonly sought skills for sales training and sales development sessions. One of t...Published about 04-11-2009 | Rated 0
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