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Showing articles 1 - 20 of 365 total
More than ever, people are considering investing in overseas property and moving away from the more traditional forms of investment such as stocks and shares. Dennis Collins looks at some of the opportunities that exist in the beautiful coastal fishing port of Javea on Spain's Costa Blanca.
Based on my 27 years of sales, sales management and sales training, I can narrow it down to seven, yes only seven common traits. These seven concepts are the ones that help establish presence, professionalism and perfect. And these seven traits help to place the large amounts of commission and revenue dollars into the bank account.
Most people tremble when they hear the word "sales".
This explains why most businesses fail.
Language is one of the most important tools you have to influence someone.
The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities.
"I need more clients!" wails Steve, a 32 year old Boston-based financial planner, echoing a familiar refrain. Poised and well spoken, Steve is after the same high net worth individual as others in his field. How can he rise above his competition?
Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.
"Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business.
Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here's what the Brooks Group researchers learned about sales success:
Do you invite your prospective customers to ask questions ...or do you try to avoid getting questions from them? You're walking away from a lot of easy sales if you don't encourage prospects to ask questions.
You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind.
The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk.
Salesmanship is the force that moves business. Without it all business would be at a stand-still. Just being able to sell does not complete the definition of salesmanship. A fraudulent person may be able to sell you a piece of swamp land, but because they were able to sell the worthless piece of property to you, does that say they demonstrated salesmanship?
It's all about relationships!
Here is how a popular TV show looks at it: