Sales Trax
SalesTrax #502 A tip for more sales – make it simple
Every prospect has an information threshold. If you pile on the information or give more brochures than he or she can handle, the prospect will end up not reading anything. There is no sure way to determine just how much is too much. But here’s a trick used by direct response people that can help [...]
SalesTrax #501 Interesting findings to help salespeople
One out of every six customers in America is a problem customer. The most common problem customer by far, is the customer who grinds you on price. People who sell services have more problem customers than people who sell physical products. People who sell physical products have more pressure from competitive products. People who sell [...]
Sales Trax #500 Negotiating 101
This edition of Sales Trax sets a new record for our continuous providing free advice to our friends in sales, management and service; 500 weeks of Sales Trax! In November, The members only Inner Circle breakfast will be held on Nov.11 at the Citrus Club in Orlando, FL, and our annual “Planning For Success . [...]
Pick a Reward
Which non-financial sales incentive is most effective? If you said “trips,” you’d be in total agreement with the nearly 500 reps responding to a Dartnell survey. We asked reps to rank a variety of popular non-financial incentives according to what would motivate them to do more, with#1 being most important. How do their choices compare [...]
Sales Leadership in a Tough Economy
Need a little extra ammo for that next sales meeting? Here are seven leadership tips that help salespeople during tough times: 1. Forget wait and see. Procrastination is the worst trait any salesperson can have in a recession. Salespeople who increase prospecting during hard times may take customers from those who decide to cut back [...]
Success or Statistic?
Are you on the path to success, or on track to becoming a statistic? Every year, enthusiastic and confident men and women start businesses with creative products and services that they sincerely believe address real industry needs.These entrepreneurs are absolutely certain that nothing will stop them from succeeding. Unfortunately, 33% of businesses fail within [...]
Cut waiting time to a minimum.
Cut waiting time to a minimum. If wait you must, have wait-time work with you. What is your wait time strategy? Many customers are worth waiting for. Start with the externals. What do they want you to see? Membership in trade associations hung on the walls, back issues of trade magazines they read, company or [...]
Words are our business . . .
What did I say that worked? Words are our business. “When they said that, I should have said this!” Not to worry. We all are better after the fact. What is really important is not what might have been, but what worked. When Ted Williams was in his prime, he was not as much a [...]
Your Elevator Speech
There’s an old saying that you never get a second chance to make a good first impression. When someone asks who you are and what you do, how do you respond? You need to know your elevator speech in sixty seconds or less to be able to tell them who you are, what you sell [...]
