Books make great gifts because of their high perceived value. Here's one that will help your sales team close more, and earn more: Top Dog Sales Secrets. Jeffrey Gitomer says, "One of these top dog secrets can earn you a fortune."
"It's like reading the best ideas from 50 sales books all in one book," says Michelle Nichols, Savvy Selling International.
Top Dog Sales Secrets belongs on the desk of every member of your sales team. You can still get copies in time for the holidays. When you order in bulk you receive a discount and free shipping. Click here for details.
Tuesday, December 11, 2007
Monday, December 10, 2007
Quote of the Week
"Sales are contingent upon the attitude of the sales man - not the attitude of the prospect." - W. Clement Stone
You're tired. You're having a bad day. Or worse, you don't believe you can succeed. Is it any wonder none of your sales calls are going well? Prospects can sense a poor attitude from miles away - and won't be interested in talking with you.
Make a commitment to yourself that you'll convey a positive outlook this week. You'll feel better and notice a difference in your sales.
I find that when I'm tired or cranky (which almost never happens!) taking a moment to think about fun weekend plans, or an upcoming trip, often puts a smile on my face and makes my calls much more positive. What triggers do you use to transform a bleak outlook into a positive attitude? -- Kelly
You're tired. You're having a bad day. Or worse, you don't believe you can succeed. Is it any wonder none of your sales calls are going well? Prospects can sense a poor attitude from miles away - and won't be interested in talking with you.
Make a commitment to yourself that you'll convey a positive outlook this week. You'll feel better and notice a difference in your sales.
I find that when I'm tired or cranky (which almost never happens!) taking a moment to think about fun weekend plans, or an upcoming trip, often puts a smile on my face and makes my calls much more positive. What triggers do you use to transform a bleak outlook into a positive attitude? -- Kelly
Friday, December 7, 2007
Capture your prospect's attention with a business letter
While working on my Christmas cards, I got to thinking about sending mail to clients. It's a form of contact that is under-appreciated in selling today, and is a great addition to your rotation of meetings, calls, and e-mails. Sales expert Steve Martinez has some great advice on how to make sure your prospects are intrigued by your sales letters.
"Salespeople often overlook the advantages of using business letters for sales growth," says Martinez. "The facts suggest that fewer salespeople are using the business letter to develop relationships. Mailing and postcards are very popular but these are not as effective as a true business letter. This is a missed opportunity; we can capture more business when we send a traditional business letter."
The Old Fashioned Business Letter"Businesses are looking for ways to improve their marketing objectives and this requires a more personalized, targeted approach. The old fashioned business letter cuts through the clutter of other mailings. If you want to be read, use a personalized business letter approach. You can automate this process with your business printer so your mailings appear personal, which will increase the letters' effectiveness."
There are a few things that make business letters stand out from a stack of mail:
"Salespeople often overlook the advantages of using business letters for sales growth," says Martinez. "The facts suggest that fewer salespeople are using the business letter to develop relationships. Mailing and postcards are very popular but these are not as effective as a true business letter. This is a missed opportunity; we can capture more business when we send a traditional business letter."
The Old Fashioned Business Letter"Businesses are looking for ways to improve their marketing objectives and this requires a more personalized, targeted approach. The old fashioned business letter cuts through the clutter of other mailings. If you want to be read, use a personalized business letter approach. You can automate this process with your business printer so your mailings appear personal, which will increase the letters' effectiveness."
There are a few things that make business letters stand out from a stack of mail:
- When you make your letter bumpy, it will often get to the top of the mail and create a curiosity factor to your advantage. I have used rubber bands, cotton balls and other squishy things to make my mail bumpy from the inside. Just be sure to use a first class stamp and it will get through.
- Always using postage stamps instead of metered mail makes your envelope stand out. If your mail is metered, it looks like a business letter.
- You increase readership when you hand address each envelope.
- Don't identify your envelope with a business logo, because it reduces the ratio of openings, if the customer assumes your message is a business letter.
Thursday, December 6, 2007
Teaming Up to Increase Prospects
On Tuesday we talked about networking at holiday parties. Today author and sales trainer Tammy Stanley shares an eye-opening idea that will have you looking at everyone you meet in a brand new way:
One day I received a mailing from BMW telling me that I would receive a free box of Godiva Chocolates, if I came in and test drove a new BMW. I thought this was brilliant marketing. After all, people willing to spend $30 a pound for chocolate are probably the kind of people who enjoy the finer things in life.
Obviously BMW got together with Godiva and said, "If you send out a mailing to your list with this promotion, we'll pay for each box of chocolates that is redeemed through the promotion."
Who could you team up with? As you enter this holiday season of parties, keep asking yourself that questions. As you talk to people at the different holiday mixers, keep your eye out for a business that you could partner with. Sometimes the perfect blend may at first seem unlikely - just like a car company and a chocolate company joining forces.
If you team up with others, you'll find that together you can come up with all kinds of creative ideas. Stay in touch and constantly seek to improve, and definitely consider the obstacles you might encounter and how to prepare for them ahead of time!
Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for independent sales professionals. Get your FREE tips now at www.tammystanley.com/ezine_offer_g.htm
One day I received a mailing from BMW telling me that I would receive a free box of Godiva Chocolates, if I came in and test drove a new BMW. I thought this was brilliant marketing. After all, people willing to spend $30 a pound for chocolate are probably the kind of people who enjoy the finer things in life.
Obviously BMW got together with Godiva and said, "If you send out a mailing to your list with this promotion, we'll pay for each box of chocolates that is redeemed through the promotion."
Who could you team up with? As you enter this holiday season of parties, keep asking yourself that questions. As you talk to people at the different holiday mixers, keep your eye out for a business that you could partner with. Sometimes the perfect blend may at first seem unlikely - just like a car company and a chocolate company joining forces.
If you team up with others, you'll find that together you can come up with all kinds of creative ideas. Stay in touch and constantly seek to improve, and definitely consider the obstacles you might encounter and how to prepare for them ahead of time!
Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for independent sales professionals. Get your FREE tips now at www.tammystanley.com/ezine_offer_g.htm
Wednesday, December 5, 2007
Dictate your sales conversation
Questions are critical keys to unlocking the information you need to gather in the sales process. Sales trainer and speaker John Costigan has a helpful acronym to prompt you in asking key questions that will dictate your sales conversation.
D.I.C.T.A.T.E. stands for:
D (Details) "Interesting, can you tell me more about that?"
I (Interval) "How long has this problem been going on for you?"
C (Cost) "How much has this cost you? I mean personally?"
T (Try & Fix) "What steps have you taken to try and fix this problem?"
A (in-Action) "Do you mind if I ask you what happens if you don't fix this?"
T (Talk less) Follow the 80/20 Rule.
E (Emotions) "What kind of aggravation has this caused you and your people?"
Remember this handy tip when talking with clients, and you'll find you're better equipped to help your customers, and make more sales!
John Costigan is a sales trainer and speaker. He combines reality, education, humor, and energy to create a unique training environment that allows people to see immediate results. Learn more by visiting John's website at www.johncostigan.com.
D.I.C.T.A.T.E. stands for:
D (Details) "Interesting, can you tell me more about that?"
I (Interval) "How long has this problem been going on for you?"
C (Cost) "How much has this cost you? I mean personally?"
T (Try & Fix) "What steps have you taken to try and fix this problem?"
A (in-Action) "Do you mind if I ask you what happens if you don't fix this?"
T (Talk less) Follow the 80/20 Rule.
E (Emotions) "What kind of aggravation has this caused you and your people?"
Remember this handy tip when talking with clients, and you'll find you're better equipped to help your customers, and make more sales!
John Costigan is a sales trainer and speaker. He combines reality, education, humor, and energy to create a unique training environment that allows people to see immediate results. Learn more by visiting John's website at www.johncostigan.com.
Tuesday, December 4, 2007
Making Holiday Parties Work for You
This week ushers in the holiday party season. From company parties to industry parties, even personal parties, you'll probably be spending more time than you care to, well, partying. Sales trainer Mark Hunter has some networking tips to help you put that time to good use.
--When you arrive, avoid gravitating to people you know. You should initially thank the host and then immediately find someone new to introduce yourself to.
--Keep your business cards in the breast pocket of your coat, a shirt pocket, or in an outside pocket of your purse so they are easy to access and in good condition.
--When giving a person your card, personalize it by hand-writing your cell number on it. This will cause the recipient to feel that they are receiving something special.
--After you meet someone for the first time, use the back of their business card to jot a note about something you learned from the conversation and the date and place you met them. Recording the information will give you something to talk to them about the next time you see them.
--Always keep one hand free to allow yourself to shake hands with people - meaning you shouldn't eat and drink at the same time.
--Initiate conversation with someone who is standing by themselves. They'll be happy to have someone to talk to them and, as a result, will many times open up with valuable information.
And finally, "When you meet someone for the first time, you have 48 hours to follow up with them before they will completely forget about meeting you," says Hunter. Keep these expert tips in mind as you mingle your way through this holiday party season - and you'll reap the rewards!
Mark Hunter, The Sales Hunter, provides sales training based on Consultative Selling techniques. Check out his skills resources at www.TheSalesHunter.com
--When you arrive, avoid gravitating to people you know. You should initially thank the host and then immediately find someone new to introduce yourself to.
--Keep your business cards in the breast pocket of your coat, a shirt pocket, or in an outside pocket of your purse so they are easy to access and in good condition.
--When giving a person your card, personalize it by hand-writing your cell number on it. This will cause the recipient to feel that they are receiving something special.
--After you meet someone for the first time, use the back of their business card to jot a note about something you learned from the conversation and the date and place you met them. Recording the information will give you something to talk to them about the next time you see them.
--Always keep one hand free to allow yourself to shake hands with people - meaning you shouldn't eat and drink at the same time.
--Initiate conversation with someone who is standing by themselves. They'll be happy to have someone to talk to them and, as a result, will many times open up with valuable information.
And finally, "When you meet someone for the first time, you have 48 hours to follow up with them before they will completely forget about meeting you," says Hunter. Keep these expert tips in mind as you mingle your way through this holiday party season - and you'll reap the rewards!
Mark Hunter, The Sales Hunter, provides sales training based on Consultative Selling techniques. Check out his skills resources at www.TheSalesHunter.com
Monday, December 3, 2007
Quote of the Week
"Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important.' Not only will you succeed in sales, you will succeed in life." - Mary Kay Ash
Put this thought into practice this week and take notice of the happy faces around you - you'll make more sales, more customers, and more friends.
Put this thought into practice this week and take notice of the happy faces around you - you'll make more sales, more customers, and more friends.
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