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- How To Improve Selling Proficiency - by Submitted on Aug 18, 2017 from Tori UtleyIf anyone has cracked the code, on how to improve selling proficiency, while improving other quality aspects of life as well as create upward revenues, it’s Sam Selim. After almost 30 years in top corporate selling environments, Sam says the key to selling is not in motivation at all, but in ...
Views: 39 - Refine Your Pitch: 5 Secrets to Succeeding in Sales - by Submitted on Jul 19, 2017 from Dixie SomersYour sales pitch represents your bread and butter. It's your secret sauce. It builds interest in your product or service. Refining and improving your sales pitch increases your results. The following represents 5 secrets that can help you succeed in sales. 1. Focus on Your Customer People are ...
Views: 68 - Creating a Targeted Prospecting Strategy - by Submitted on Jun 06, 2017 from Sam ManferCreating a targeted prospecting strategy is the biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. The survey was broken into 6 categories; Prospecting, Negotiating, Closing, Buyer’s Decisions, Productivity, and Team Selling and I commend them for ...
Views: 155 - C-Suite Selling: Identifying the Ultimate Decision-Maker - by Submitted on May 25, 2017 from Sam ManferSometime it’s tough to know who actually makes the final decision. Well, the person responsible for profit and loss (P/L leader) is the ultimate decision-maker for anything of consequence in his or her domain. This person can be a CEO or a General Manager or a Plant Manager, or a Product-line ...
Views: 151 - Top-Tier Sales Professionals Continue to Care - by Submitted on Apr 20, 2017 from Bill LamptonPicture this happening to you. Recently you made a major purchase, one that you hope to make only every few years because of the high price involved. During the time you talked with the sales professional, he made you feel very special. In fact, he greeted your spouse enthusiastically, and ...
Views: 154 - C-Level Selling - 6 Steps to Get Your Higher Price - by Submitted on Apr 17, 2017 from Sam Manfer1. Sell in the C-Suite Don’t bypass the subordinates, but don’t get stuck there either. C-levels are looking for value, not price. Subordinates are looking for whatever they think their boss, the C-level, General Manager, Profit Center leader wants. Only the C-level boss knows what s/he ...
Views: 268 - 4 Simple Steps for C-level Selling - by Submitted on Mar 14, 2017 from Sam ManferThe main reason companies and sales people lose orders is the sales person delivered the wrong message. It isn’t about price, or competition having something you don’t have. S/He hears his or her vision of what’s needed will be fulfilled by someone other than you. Bottom line and never ...
Views: 312 - How to Change Minds - by Submitted on Feb 23, 2017 from David CostaThe secret to changing minds is extremely simple. So simple, in fact, you are probably not doing it. In order to change minds, you must first have a relationship with your prospect or client. That's it! You could simply stop reading at this point. You have been given the secret. Still ...
Views: 318 - How to feel more comfortable when making sales calls - by Submitted on Jan 23, 2017 from Sharon StilesIf you dread picking up the phone to make a sales call or speak to a client then you are not alone. Even extremely good salespeople can sometimes feel nervous when they have to speak to people on the phone. It can be extremely frustrating because you know you need to make the calls to find ...
Views: 415 - Driving Interest: What’s Missing from Your Marketing Strategy? - by Submitted on Dec 21, 2016 from Eileen O'ShanassyIs your marketing strategy currently producing dismal results? Are you stuck trying to figure out what you need to do to reach your audience and get them to respond? Sometimes you must take a step back and really assess why a marketing strategy isn’t working. Here are some of the most common ...
Views: 374 - 3 Steps to Quickly Build Credibility When Selling To C-Level Executives - by Submitted on Nov 30, 2016 from Sam ManferCredibility is the key to success with the C-Suite executives and other high powered influencers. The problem is how to do this quickly so they don’t tire of you or refuse to meet. Respect, trust and presumption of results are the 3 steps to credibility Keeping it all about the C-Level ...
Views: 476 - Short Selling - Profit When Prices Fall - by Submitted on Oct 28, 2016 from Misty JhonesIf you were told that it is possible to profit from a stock that has a falling price, would that make sense to you? Although it does sound counterintuitive, it is possible to do so by a practice called “Short Selling”. By using short selling, you will be able to take advantage of a stock that ...
Views: 1695 - How To Plan To Succeed As A Salesperson - by Submitted on Oct 18, 2016 from Jeroen van GilsIf you are like most other salespeople, you are probably keen to get going; you want action. This is good, because the whole focus of any salesperson should be on action. It is vital to become what I call a 'human doing'; in other words, someone who takes every opportunity to ensure that the ...
Views: 380 - The Entrepreneurial Bright and Shiny Object Syndrome Exposed - by Submitted on Oct 17, 2016 from Susan FriesenWhat You Need to Know Before You Sign Up for Yet Another Program There’s an insidious travesty happening in the entrepreneurial world and I’ve stayed silent about it long enough. It’s time to expose what’s really happening to unsuspecting entrepreneurs and business owners when it comes ...
Views: 328 - A Definition Of Selling - by Submitted on Oct 14, 2016 from Jeroen van GilsThere are many definitions of selling, ranging from ‘the gentle art of giving people your own way’ to ‘getting the customers to buy’. But the definition that I believe most accurately describes the process of selling is as follows: Selling is the art and science of creating and satisfying ...
Views: 273 - Most Important Tips to Become Certified Salesforce Admin - by Submitted on Sep 21, 2016 from william lohrSalesforce Admin Certification & Your Career Being a Salesforce certified professional is of course both important and rewarding if you want to pursue a career in cloud computing. Studies have revealed that most companies insist on at least a basic level certification for all job ...
Views: 246 - Proving your Credibility in Business - by Submitted on Aug 25, 2016 from Lisa SasevichTestimonials and case studies attesting to the power of your work are great ways to prove your credibility, so that your ideal clients feel confident about investing in themselves through working with you. But what if you’re just starting out in a new field or niche and you don’t have that ...
Views: 372 - Effective Presentations - by Submitted on Jul 21, 2016 from Lisa SasevichWhen it comes to presentations, be they in front of live audiences or virtually via powerful tools like teleseminars or webinars, people often worry the most about the last 15 minutes, when it's time to make an Irresistible Offer or invitation to work with you or come in for a consult. But if ...
Views: 347 - Leveraged Selling Versus Leveraged Delivery - by Submitted on May 13, 2016 from Lisa SasevichEverybody’s talking about the need to be leveraged, but most people aren’t making the distinction between leveraged selling and leveraged delivery. Therefore, they’re missing half of the picture. Leveraged selling means you’re selling to more than one person at a time. You do that when you ...
Views: 431 - 5 Difficult Business Questions - by Submitted on Apr 28, 2016 from Lisa SasevichPeople ask me a lot of questions, so I thought it would be useful to gather a few of the most important ones together and answer them here in one place. These questions are important because their answers can save you from making costly missteps as well as dramatically boost your sales and ...
Views: 504 - Curing Entrepreneurial Perfectionism - by Submitted on Feb 26, 2016 from Lisa SasevichIt almost goes without saying that, as entrepreneurs, we want to put our best foot forward. However, in our quest for excellence, it's very easy to get stuck in a cycle of perfecting and perfecting - our logo, our copy, our offer, our talk - to the point where, six months later, we still haven't ...
Views: 503 - C-Level Selling – 2 Steps to Own Existing Accounts and Steal Competitors’ - by Submitted on Feb 17, 2016 from Sam ManferYour buyers from the top C-level echelon to lowly subordinates will stick buy you if you continue to meet their needs. Likewise, they will switch to competitors if you don’t. This means, if you want your competitors’ accounts, get to the c-level leaders and show them you can satisfy their needs ...
Views: 826 - Discover Your Own Expertise - by Submitted on Jan 28, 2016 from Lisa SasevichI always knew in my heart that I had an awesome gift - just as you do. Just as we all do. For years I secretly hoped that someone would recognize it and discover me. Maybe they would offer me a chance to speak on a big stage or, better yet, a TV show; something that would allow me to get my ...
Views: 616 - Why it's a Great Idea to Fundraise at Your Live Events - by Submitted on Dec 16, 2015 from Lisa SasevichOne of the beauties of hosting a live or virtual event is the opportunity to raise money for causes you care about while making money and a difference with your great work. I started doing this myself several years ago, and what began as an experiment has become a cherished business ...
Views: 601 - The Niche Test - by Submitted on Oct 25, 2015 from Lisa SasevichContributed by Eben Pagan Over the past 15 years, I've built more than a dozen online businesses, all of which used digital products (ebooks, DVDs, MP3s, online Membership Sites, etc.) to deliver my teaching. In the process of building these products, I've discovered a set of critical ...
Views: 732 - 3 Tips To Sell without being Overly Salesy. - by Submitted on Oct 10, 2015 from Rosemary Nonny KnightBeing a heart-centred entrepreneur that really has a big call to change lives, it can be pretty difficult to 'sell' what you have and so, unfortunately, this tends to mean that You get trapped taking the side road doing something you do not completely believe in because it pays the ...
Views: 730 - Guest Speakers and Your Telesummit - by Submitted on Aug 17, 2015 from Lisa SasevichA telesummit is primarily a list-building event, where a host interviews a collection of experts on a specific topic over a designated period of time, while a virtual audience tunes in for free. While most telesummits end up being a huge win-win-win for the listeners, the guest experts and ...
Views: 724 - Anticipating Their Objections - by Submitted on Jun 29, 2015 from Lisa SasevichI have a special treat, as I’m pulling today’s article directly out of my 12-point Speak-to-Sell Signature Talk Formula. This is #10, which is addressing the top three objections your ideal clients are likely to have to investing in your product, program or service. You can also call these ...
Views: 640 - The Only True Disability In Life (and sales) Is A Bad Attitude - by Submitted on May 28, 2015 from Dr. Alan ZimmermanYears ago, I heard Zig Ziglar say, “It is your attitude … more than your aptitude … that will determine your altitude.” When he said it, a lot of people saw it as a bit of fluff from a mere "motivational speaker." After all, Zig was a salesman. What did he know? Apparently quite a bit. The ...
Views: 769 - How to Make a Great Impression in the First Five Seconds - by Submitted on May 26, 2015 from Lisa MininniOn average you have a total of five seconds to make a good impression when you meet individuals. Consider how quickly that five seconds goes by especially when you’re talking to a new prospect, on an interview, or meeting your date for the first time! Talk about pressure! Would having a ...
Views: 800 - C-Suite Selling Is Where You Will Win the Sale and Cross Sales - by Submitted on May 18, 2015 from Sam ManferThe reason for C-Suite selling is to attain the final yes on a contract or sale. Additionally, C-Suite selling is the most effective way to generated excitement to start a project or sale. So what excites C-Suite executives to buy and/or initiate projects? It’s the expectation to eliminate ...
Views: 996 - Selling to C-Suite Executives Requires Having Their Backs - by Submitted on Apr 16, 2015 from Sam ManferSelling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What ...
Views: 1034 - A Distinctive Way to Close on More Sales - by Submitted on Mar 20, 2015 from Lisa MininniIt has been estimated that 9 out of 10 sales training courses have no lasting impact after just three months. That’s really unfortunate since many business owners spend thousands of dollars on sales training each year. With a significantly high failure rate, that’s a major cut into your ...
Views: 736 - Steps in the Sales Process - by Submitted on Feb 16, 2015 from Avril BettsSteps in the Sales Process 1. Know Your Product The first thing in any sales process is to know your product or service, and even better if you are an expert or authority on it. Knowing your product or service and being able to explain both the benefits and features exudes confidence and ...
Views: 625(1 vote) - The Process of Networking to C-Levels and C-Suite Executives - by Submitted on Jan 28, 2015 from Sam ManferMost salespeople have never received a proper education in selling and therefore do not have processes and strategies to use when trying to access and develop relationships with C-Levels and C-Suite executives. In actuality, most learn by trial and error, and errors cause rejections and ...
Views: 646 - Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates - by Submitted on Jan 05, 2015 from Sam Manfer“A sale begins anywhere you get your foot in the door. A sale ends in the C-suite.” Never doubt that C-level executives are involved in the initiation and approval of a sale. But you must interview the C-level executives first to learn what's important to them before presenting. Then show ...
Views: 870 - Three Things that Define a Best Seller - by Submitted on Dec 05, 2014 from Kathleen GageBeing a best selling author has been made a lot easier with the advent of the Internet, a place where book enthusiasts from all over the world can converge and hunt for their favorite titles. The Internet's open accessibility, however, does not mean every writer that goes online marketing route ...
Views: 721 - That Which We Resists Persists - by Submitted on Dec 05, 2014 from Kathleen GageBy now just about everyone has heard of how powerful our thoughts, words and beliefs are. Yet, for some unknown reason people subject themselves to listening to and talking about how bad things currently are with the economy. Over and over we hear how absolutely terrible things are. The fact is ...
Views: 518 - Teleseminars - Turn Content Into Money Making Reports - by Submitted on Dec 04, 2014 from Kathleen GageThe benefits of hosting teleseminars are numerous. Value added for your market, multiple streams of revenue, increased visibility and increased market reach to name just a few of the many. In this article we will address a great way to generate revenue on the backend. What this means is after ...
Views: 667 - Teleseminars - do you know which to offer your market? - by Submitted on Dec 04, 2014 from Kathleen GageMany people utilize teleseminars to market their products and services as well as sell on the backend. By far, teleseminars are one of the greatest tools available to accomplish both. Unfortunately, many people set about to launch a teleseminar without a solid plan in place. One of the first ...
Views: 746 - Internet marketing - Why do people refuse to listen to the truth? - by Submitted on Dec 02, 2014 from Kathleen GageIf there's one thing that pushes my buttons more than just about anything it's the people who absolutely refuse to listen to what the truth is about Internet marketing and making money on the Internet. No matter how many times they hear the truth, read it or watch it on a video, for some reason ...
Views: 1021(1 vote) - How to Stand Apart From the Competition - by Submitted on Nov 21, 2014 from Richard GreeneWhat does it mean to stand out in a crowd? Is it just a matter of looking or acting different? That could be one way to stand out but you’ll never be a seven-figure earner if you look or act like a buffoon. Standing out in a crowd will get you noticed but standing apart in a crowd will make you ...
Views: 1039 - Complimentary Consultations: What They Are and What They Are Not - by Submitted on Nov 14, 2014 from Margie BeiswangerLet's start with what a complimentary consultation is not. It is not a place to give away free coaching, consulting, or services. In my business philosophy, a complimentary consultation is not a place for a 'hard sell' either. The purpose of a complimentary consultation, also referred ...
Views: 649 - The Importance of Business Training - by Submitted on Aug 15, 2014 from Tracey FieberGreetings! Thank you, today, for the opportunity to share my thoughts on the importance of business training, workshops, hiring and handling business more conveniently which are critical aspects of growing any business. This I would like to shed light on the importance of Business ...
Views: 667 - Stop Selling NOW! (and be the ultimate salesman) - by Submitted on Jul 30, 2014 from JAMES MAIOHOWhen you hear the word salesman…if you are like me you get a visceral response. Not always positive. What notions, fears and images come to mind when you see or encounter a sales man? Images of Willy Loman or Leisure Suit Larry the hustling used car salesman? Or do you bring up images of ...
Views: 835 - Stop Selling NOW! (and be the ultimate salesman) - by Submitted on Jul 30, 2014 from JAMES MAIOHOWhen you hear the word salesman…if you are like me you get a visceral response. Not always positive. What notions, fears and images come to mind when you see or encounter a sales man? Images of Willy Loman or Leisure Suit Larry the hustling used car salesman? Or do you bring up images of ...
Views: 736 - Stop Selling (and be the ultimate salesman) - by Submitted on Jul 30, 2014 from JAMES MAIOHOWhen you hear the word salesman…if you are like me you get a visceral response. Not always positive. What notions, fears and images come to mind when you see or encounter a sales man? Images of Willy Loman or Leisure Suit Larry the hustling used car salesman? Or do you bring up images of ...
Views: 764 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
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