Sales Articles

Business » Sales | By Peter Bosch @ Monday, 1st December 2008 @ 8:19 PM

Internet fraud is on a tremendous increase, and now legitimate online business are paying for it. Despite your honesty, todays online shopper is smarter, and increasingly cautious. They realize that a website without credentials, support, and security can put them at risk. And you can\'t blame them. Internet fraud is on a tremendous increase, and now legitimate online business are paying for it. As a website owner, trust is one of greatest assets you could possibly have. ... more...

Business » Sales | By Wendy Moyer @ Wednesday, 26th November 2008 @ 10:04 PM

Automotive products such as warranties are big business in this market. If your business is geared toward automotive owners, buyers, enthusiasts, or automotive consumers of any kind, then you should consider purchasing automotive data lists. Automotive data on consumers in this market can help to jump start your selling efforts. By specifically targeting only those that are likely to buy your products you can be more efficient. If you use outdated lists or send out mass mailings t... more...

Business » Sales | By Wendy Moyer @ Wednesday, 26th November 2008 @ 9:50 PM

Changes in the economy have affected many communities within the country. This has caused negative financial consequences to businesses, families and individuals. Homeowners are a group that has been hit especially hard because of these changes. Loan modifications are one way for homeowners to get financial assistance and give business to companies that provide it. If you or your company is in the mortgage or real estate business, then now is the time to gear up for new customers... more...

Business » Sales | By Robert Schumacher @ Wednesday, 26th November 2008 @ 12:40 PM

Holidays and the end of the year_combined with an economic recession_offer some revenue possibilities to smaller business owners and managers that may not be immediately apparent. Let us consider advertising first. The deluge of mega store pre-printed ad circulars and broadcast commercials - replete with HUGE never-before-seen price reductions - are already being stuffed inside newspapers and replacing the political clutter on the airwaves. Joseph A. Banks clothier for men TV ads... more...

Business » Sales | By Frank Rumbauskas @ Tuesday, 25th November 2008 @ 11:40 AM

With so many companies paying commissions as a percentage of gross margin, it\'s tempting to quote full price - or at least a very high price - when writing proposals. You\'ll certainly make the biggest commission this way, but the question begs: will you lose too many sales on price to make it worthwhile? If you\'ve read my materials before, you know that I am very blunt about speaking the truth, and the truth is that price matters. Lots of sales trainers seem to be in tot... more...

Business » Sales | By Frank Rumbauskas @ Tuesday, 25th November 2008 @ 11:35 AM

I receive Google Alerts daily on my favorite subject of conversation, cold calling, and I read them. I\'m always on the lookout for an opportunity to contribute to a discussion on cold calling, sales, or any other related subject, especially if I can inject some self-promotion! In the over four years that I\'ve been following this subject, I\'ve gotten very good at spotting trends, and there\'s one that is popular right now: The idea of \"Cold Calling 2.0.\"more...

Business » Sales | By Frank Rumbauskas @ Tuesday, 25th November 2008 @ 11:32 AM

Many areas of selling that I\'ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics - before I ever began learning it myself and including it in my training, I\'d never before seen it used in sales. Social dynamics is the science of using nonverbal sub-communication to influence others. What does this include? The primary elements of our nonverbal sub-communication are body languag... more...

Business » Sales | By Frank Rumbauskas @ Tuesday, 25th November 2008 @ 11:30 AM

I probably receive more correspondence from salespeople who deal with long sales cycles, or what is commonly referred to as the complex sale, than from anyone else. They contact me because they\'ve seen my website or heard about my books and are skeptical about whether or not my lead-generation techniques can work for them, or if they only work for commodity products with short sales cycles. Stop! That\'s what I usually say as I hear their objections. Stop jumping to conclusions... more...

Business » Sales | By Frank Rumbauskas @ Tuesday, 25th November 2008 @ 11:14 AM

Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I\'ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead. I once heard Donald Trump say, \"In selling, you must never appear desperate. As soon as you look desperate, it\'s over.\" A friend and I were talking about the dynamics of a cold call the other day. When we make that call, we usually hope and expec... more...

Business » Sales | By Frank Rumbauskas @ Tuesday, 25th November 2008 @ 11:04 AM

Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on? Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their belief that the only possible way to succeed in the world of selling is to make no less than fifty calls each and every day. On the other hand, younger salespeople tend to become frustrated with this rather quickl... more...