tag:blogger.com,1999:blog-91124346937431974092008-07-09T08:38:47.520-04:00BestOfSales BlogPaul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comBlogger42125tag:blogger.com,1999:blog-9112434693743197409.post-89835339924444481862008-07-09T08:34:00.001-04:002008-07-09T08:38:47.556-04:00Who Are You Talking To?by Nancy D Waring
Frequently when I ask clients who their target market is, I get "everyone" as an answer. This used to drive me nuts when I was doing a lot of copywriting - should I start your copy with "Dear Mom" or "Hey Dude"!
Knowing your target market means you can:
a) Focus your message using the same language as your market and b) Target the benefits of your products and services that Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-90698030434927577462008-07-09T08:32:00.000-04:002008-07-09T08:33:56.875-04:00Making Cold Calls Enjoyable ... Impossible?by Charlie Lang
Have you ever wondered why there are still companies that use cold calls to acquire new business even though most people hang up sooner or later on most cold calls?
It's the so-called 'numbers game' which goes approximately like this:
You call 100 people. Five to 10 people listen to you for a while for whatever reason (because they're polite, or feel sorry for the cold caller Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-35395725057767001832008-07-09T08:30:00.001-04:002008-07-09T08:32:33.867-04:00Be a Marketing Sales Ambassadorby Jody Gabourie
So if marketing is all about fostering a relationship, then how does selling fit in?
Well, first off you've got to take a look at your view of selling. Selling is not being pushy, it isn't brainwashing and it's not getting people to do things they don't want to do.
You need to think of sales as being of service to people. You have a great service or products that help people Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-76191115193949176632008-07-09T08:28:00.000-04:002008-07-09T08:29:58.407-04:00Undersell, Overdeliverby Charlie Lang
The term 'salesperson' had earned a bad reputation in modern times. Even inside organizations, some of the employees are uncomfortable dealing or working with salespeople. Personally, I have been involved in companies where salespeople were generally viewed as people who were overpaid and indulged at best, and in some cases seen as devious and liars.
But when you think about it Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-86153734995242274072008-07-01T09:29:00.001-04:002008-07-01T09:29:41.943-04:00The Secrets Sales Tool We All Have But Rarely Useby Carl Davidson
All salespeople have a powerful tool they can use to get more sales. It is simply the amazing power of curiosity. You know more than your customer and they want your knowledge or they wouldn't be talking to you! Let's take a look at a few ways you can use this power in sales situations.
Getting Customers To Call You Back
Weak salespeople leave messages that leave nothing to thePaul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-69274336305428492362008-07-01T09:27:00.000-04:002008-07-01T09:28:48.349-04:00The Laws of Sales SuccessCopyright © 2008 Drew Stevens PhD
Sales professionals must create magnetic appeal to increase closing efficiency. Our present global environment creates numerous obstacles that polarize sales efforts, form the proliferation of the Internet to advanced media. Ironically, with the intrigue of technological miracles the foundation of sales success exists upon 10 principles. Since the beginning of Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-43354475492347502792008-07-01T09:23:00.002-04:002008-07-01T09:26:46.211-04:00My Objections to Objectionsby Charlie Lang
"Your price is too high!" When you've frequently had to sell your products or services it is very likely that you've heard this kind of statement before. It could be called the 'king of objections'. Other frequent objections concern product/service details, commercial terms, and performance issues (like delivery time, warranty, etc.).
In the course of this article I will share Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-67603028380318715392008-07-01T09:21:00.000-04:002008-07-01T09:22:58.155-04:00Keep in Touch and Follow Up to Easily Close Salesby Wendy Maynard
Keep-in-touch marketing is a process that you incorporate into your business to stay in front of your prospects and customers. Develop a system to follow up with every prospect, every time. Be respectful that the time may not be right, but remember, you offer a quality product your prospect may eventually need to solve his or her problem. Gently persist with your prospects with Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-88505899539971194172008-07-01T09:18:00.002-04:002008-07-01T09:21:13.651-04:00Time Saving Tips for Selling ProfessionalsCopyright © 2008 Drew Stevens PhD
The cliché time is money, is the guidepost for most selling professionals. Time is the one item you do not get to reinvent or get back. Once it’s gone it’s gone. The reward for managing your time is the enrichment of not only your professional life, but also your personal life. And, good time management also gets you closer to your goals. You must focus on your Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-29703728535387647352008-06-24T10:52:00.000-04:002008-06-24T10:53:26.350-04:00Sales Writing: How Desperate Are You In Your Marketing?by Joseph Browns
Whenever you write any sales material, the best ones are those that make an offer. You make an offer to the reader to give something in return for the reader's money (or time, or attention or whatever you want from him or her.) But really, how desperate are you to make the deal? Mind you, I don't mean to make the ad or sales letter sound desperate. That would definitely scare Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-46650208929207591902008-06-24T10:51:00.001-04:002008-06-24T10:51:43.305-04:00Officer, I'd Like To Report A Missing Sales Departmentby Carl Davidson
We were doing a small seminar last week when we noticed that only one company in the room actually had a sales department. The rest thought they did and probably would say they did but when we analyzed the situation, they realized they actually had misplaced their sales department a few years ago and hadn't noticed.
This led us to the realization that sales departments can be Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-48353697863336755062008-06-24T10:49:00.000-04:002008-06-24T10:50:37.280-04:00How to Sell Your Prospects A Product They Said NO toCopyright © 2008 Quick Turn Marketing International, Ltd.
The marketer sold you something. You weren't interested at first, but then he's talking about another competitor's product and explained its features, its benefits and so on. Since he's not talking about his own product, you listened in for a while.
Oh yeah, what the company is offering sounds like it would make a great bargain! Wait... Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-31479356398314148432008-06-24T10:48:00.000-04:002008-06-24T10:49:08.518-04:00NEVER Answer The ONE Question Prospects Always Ask (If You Want Clients)Copyright © 2008 Fabienne Fredrickson
One of the best things to do to quickly establish credibility, get massive exposure, and attract new clients, is speaking. Hands down. Whether you organize your own seminars on a regular basis to continually fill the pipeline (the way I did for years), or get booked for talks to "pre-formed" groups like associations, it works like a charm—provided you give Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-27658304482985562512008-06-24T10:46:00.001-04:002008-06-24T10:48:03.224-04:005 Strategies for Overcoming Your Client's Erroneous Zonesby Sandy Reed
Ego is the unobserved mind that runs your life when you are not present as the witnessing consciousness.
- Eckhart Tolle, The Power of Now
A couple contacted my husband several months ago about building a new home. We spent many hours taking them through the design process, finding out specifically what they wanted in their new home, and how their budget could best be utilized. Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-75169410038075771012008-06-24T10:44:00.000-04:002008-06-24T10:45:54.634-04:00Professional Profiles - Showcase Your Uniqueness In Your Professional ProfileCopyright © 2008 Anita Bruton
Your professional and business profile needs to reveal your uniqueness. Your uniqueness is part of you and plays a huge part in your success. Your potential clients need to know what is special about you. They need to know why they should come to you for services.
How do you accomplish this?
One way is to tell your readers what makes you unique. What is it aboutPaul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-76203406972241304392008-06-21T11:43:00.001-04:002008-06-21T11:43:56.033-04:00The World's Easiest Automatic Closeby Carl Davidson
There is an interesting situation with closing. Whenever I conduct seminars, salespeople cannot wait to hear about closing. They want the "secret words" that will make their customers buy. Oddly, many salespeople are interested in closing but ignore it in their careers. Studies show that only 15% of sales situations actually end in a close. The vast majority of sales Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-31245060506542223142008-06-21T11:41:00.000-04:002008-06-21T11:42:59.590-04:00The Seven Principles of Sales SuccessCopyright © 2008 Monte Rose
These seven "principles" affecting sales productivity have been condensed from global survey results on salespeople across a variety of industries and cultures. Regardless of what business or environment one is in, the applicability of these ideas are universal.
New prospects are the lifeblood of a business.
Selling is a "Numbers Game." The more you contact, the morePaul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-8957549605044082852008-06-21T11:39:00.000-04:002008-06-21T11:40:35.755-04:00Stop Selling! Learn How To Ask For Sales Referralsby Bob Urichuck
Sales professionals work too hard. Stop selling! Let your customers sell for you through sales referrals. But first you need to learn how and when to ask.
With a referral, there is instant trust and your selling cycle time is reduced. The time it takes the referral to buy is usually much less than any other lead source. What this really means is less hassle and more sales.
YouPaul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-77264785801807061222008-06-21T11:37:00.001-04:002008-06-21T11:39:23.471-04:00Aim To OVER-FILL Your Pipeline of ProspectsCopyright © 2008 Fabienne Fredrickson
Too many people ride the 'feast or famine' roller coaster of having clients, especially SUCCESSFUL entrepreneurs. Some months they have almost too many clients and are WAY too busy, and other months, they're feeling the pinch. The well is dry and they're digging their well when they're thirsty. I've been there in the past, and there's nothing worse than Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-74832211517438766902008-06-21T11:35:00.001-04:002008-06-21T11:37:10.549-04:00Target Your Sale To One Customerby Arlin Audrain
Sell to One
Make your message personal
Target all your efforts to sell one order to one customer.
Years ago, my Grandfather sold brushes door to door for the Fuller Brush Company.
His approach to selling was this: I have only one customer. That customer is the one whose door bell I'm ringing right now. Everything I know about selling, I will incorporate in my approach to Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-54980515657249107152008-06-17T09:17:00.001-04:002008-06-17T09:19:52.767-04:00Stop Selling! Build Relationships and They Will Buyby Bob Urichuck
Let's face it, people buy from people, particularly people they trust and like - people who remind them of themselves. This is the foundation of a relationship. Therefore it is important for you, as a sales professional, to learn how to quickly build rapport and gain that trust.
In order to build a relationship, there are a number of factors to consider - one must be to first Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-43426731165497690402008-06-17T09:12:00.002-04:002008-06-17T09:17:10.733-04:00The Laws of Sales SuccessCopyright © 2008 Drew Stevens PhD
Sales professionals must create magnetic appeal to increase closing efficiency. Our present global environment creates numerous obstacles that polarize sales efforts, form the proliferation of the Internet to advanced media. Ironically, with the intrigue of technological miracles the foundation of sales success exists upon 10 principles. Since the beginning of Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-49591339952055252752008-06-17T09:10:00.000-04:002008-06-17T09:11:36.744-04:00Why Networking Could Be Your Biggest Lead Generating Toolby Katrina Sawa
The more people you know, the more referrals and repeat business you will get. In turn, this will lead to more money that you will earn in sales. What are you doing to network to meet new people?
I hope you are not saying "been there, done that, don't want to do that anymore", because in this day and age of relationship building and consultative selling. This is the best way Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-59355520441017614912008-06-17T09:09:00.000-04:002008-06-17T09:10:36.054-04:00Stop Selling, Ask for A Sales Referral!by Bob Urichuck
A sales referral is when you, as a sales professional, ask a client, a prospect (or even an acquaintance or friend) for the name and contact information of someone who might have an interest, need or want for your product or service. An introduction to the individual makes the sales referral even more powerful.
But first how do you get sales referrals and introductions. The Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comtag:blogger.com,1999:blog-9112434693743197409.post-66484130221277635202008-06-17T09:04:00.001-04:002008-06-17T09:06:34.807-04:00Use Your Uniqueness to Up SalesTapping into your uniqueness and using it effectively is the "Hidden Key" to increasing business sales. Accessing this part of who you are and what you offer through your business will assist you in languaging your offer to your prospects and clients in a way that has them saying, "Yes, I want that!" This goes for verbal conversations AND on all marketing materials.
Here are 7 Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com