Sales & Marketing Articles For Entrepreneurs & Small Business OwnersPhone DynamicsThe first step in advancing the productivity of your staff in using the phones is a better understanding in the importance that the telephone can play and how it affects your business. Often a lack of the right attitude is displayed in the treatment towards the receptionist position. The receptionist is usually hired without any […] People Still Love to NegotiateMany times people say they don’t like to negotiate; yet, they still shop around and never pay full MSRP. Most people act in their own best interest. And most people who say they don’t like negotiating, actually still want to. There are three things you should always listen to in this business: 1. What people […] Grow Your Business – Say No to the Wrong SaleHow can you get more and better business by turning from the idea of selling to not selling? When ethics are a major consideration in marketing, there will be times when you have to turn down work. One of the challenges, at least at first, is getting comfortable with the idea- especially challenging if you’re […] The Sales Presentation … The Bottom Line Is SellingSelling is hard work, even in the virtual world of the Internet. It requires strong motivation, personal pride, perseverance, flexibility, energy, discipline, and focus. Above all, it requires communicating and being able to read/understand the prospects’ attitudes and needs, whether they are real or perceived. A successful selling situation – especially when selling to […] Negotiate Like A ProfessionalNegotiating can be done in a professional manner that can increase customer satisfaction while helping to protect both parties’ interests. Let’s first look at some of the problems that give negotiating a bad name and then look at the solutions. A lack of training in negotiating in the automotive industry has put sales people at […] Increase Sales By 25 PercentAll sales people need to have a monthly sales goal for themselves. They also need to know how they arrived at that specific goal. Many times, these goals are based upon their past sales performance, but past results may not be indicative of performance. You can increase your sales by 25 percent or more. Identify […] How to Flood Your Dealership with CustomersThere is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals. Tactics are executable actions you take […] 10 Tips for Recruiting Sales People SuccessfullySales people provide life for all companies. If everything starts with sales people, it only makes sense to make sure that you are recruiting the best potential sales people. Tip 1: Recruit from want, not need. Make recruiting an everyday activity, don’t wait until you need it. Tip 2: Have a strategy to […] Explode Your Sales SuccessIn the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive. If you were to go back to the late 1800s, the first formal sales training […] I Want to Think About It“I want to think about it.” Baloney. If you believe and allow this excuse from customers, you and your family will be eating Ramen Noodle soup your whole career. When customers tell you they want to think about it, they are really telling you they either have an unspoken objection or they are not convinced […] Five Lessons I Learned at StarbucksI just finished speaking at a conference in San Francisco and I find myself writing this article sitting by a window next to the street in a busy Starbucks close to Union Square. . It’s funny what you can learn when you take the time to really observe and listen. I would like to share […] Are You BoringYou probably answered “no.” Who wouldn’t? I wonder how your customers would answer that question. Do your customers think you, your product and your business are boring? People want to be entertained. Entertainment = Sales. Boring = Broke. Your customers get their news from FOX News and USA Today, their food from drive throughs, their […] Organically Growing Champions, Sales, Market ShareWe (PR pros and practitioners) have done an outstanding job of convincing senior management: – we know the right people – we need to launch a product with a big bang – we need to do a 1:1 meeting with just the right editors/writers/reviewers – we need an editorial tour – we need four-five star […] Blogs…Can the Social Community Be Commercialized?The blogosphere is a relatively new phenomenon that has arrived on the scene and a growing number of people are advancing the idea that it is a great opportunity for companies to sell ideas, products and services cheaply. The problem is that people forget that the blog also allows people to “push back” in a […] Blogosphere or Blog with FearThink of it. A cheap, direct means of working one-on-one, one-to-many with customers, partners, prospects. The ideal means of educating…informing…persuading. That’s what management sees when you mention one of the “hottest” communications tools available…blogging. The Web 2.0 blogosphere is one of the fastest growing communities today. New blogs are launched every second…120,000 every day. Technorati, […] The New Communications Tool…Listening, HelpingMarketing and communications “experts” like to tell us how the Internet and Web 2.0 have opened up new opportunities for the industry to reach out to and influence people in new, exciting, more effective ways. Instant information web sites, 10s of thousands of ready for your news bloggers, almost free social networks in which you […] Business Blog…The Deep End of the PoolWhile we find the overwhelming enthusiasm of professional blogs and its dramatic value as a strategic public relations tool interesting, it is not a pool we have chosen to jump into yet. And it is one we counsel clients to lurk around before determining if that it is something they want to enter for the […] |
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