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3 Easy Ways to Be More Personal With Your Clients and Prospects

2009-06-29T00:44:00.000-07:00

In today's online world most of our business interactions are taking place over the internet. Communication is being done through an inbox rather than in person. Products are being purchased online at more regularity. The relationships between the customer and the business are becoming less and less personal.

I am going to give you 3 Easy Ways to Be More Personal with Your Clients and Prospects.

1. Create a video and host it online. You can use a video to welcome prospects to your web site. Include a personal message in your video that tells the benefits of your product or service. Video hosting sites are a great way to get your video some exposure. Most video hosting sites will allow you to embed your video onto other web sites, which will increase the number of people that can view your video.

2. Use multimedia in your emails. There are some really great applications out there for this. Giving a personal message in your email is a nice way to communicate yourself with your client or prospect. It isn't always easy to catch someone on the phone or to see them in person. Using multimedia emails can really help to set you apart from the others.

3. Put your picture on your business card. This is an easy way to help your clients remember who you are. It is also great way to have more personal relationship with your prospects simply by letting them see what you look like. You should always include your business card in anything you mail to your clients or prospects.

About the author:Regards, Andrew Michael Williams

Article Source: http://www.Free-Articles-Zone.com

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Five Ideas For Eco Friendly Promotional Products

2009-06-29T00:10:00.000-07:00

When it comes to business promotional products, modern companies have to do more than get their logo and slogan out. They need to project a sense of environmental awareness. If your business pays attention to its environmental footprint and otherwise demonstrates that it cares about the environment it not only shows it’s forward thinking and ethical, but that it pays attention to detail – nothing is too small to be noticed. One of the best ways to present this side of your company is to choose eco-friendly business promotional products. This can represent a daunting choice for companies that are just starting promotional efforts, however. What are the best eco-friendly trade show giveaways for the convention circuit? Promos Canada, a specialist in environmentally friendly bulk promotional items, recommends the following eco friendly promotional products.

Reusable Promotional Mugs, Glassware, Cups and Bottles

One of the most eco friendly promotional products is that old standby the coffee mug. Mugs see significant reuse over time. Most people have a couple of imprinted promotional mugs or glasses in their cupboards, attesting to the staying power of these utilitarian products. More recently, the field of imprinted drink containers has expanded to include water bottles made of recycled plastic, stainless steel warming mugs and more – there’s a practically unlimited range of alternatives to disposable imprinted cups. The rise of recycled plastic means that you can move imprinted plastic without environmental guilt. Just remember to prominently display that any plastic is made of recycled material.

Recyclable Paper and Biodegradable Promotional Products

A combination of recycling and new manufacturing techniques have greatly expanded the range of paper products available for trade show giveaways. For example, Promos Canada sells an “enviro-pen” made primarily out of molded, recycled paper – something that might not even have been possible a decade ago. These alternatives stand beside traditional paper bags.

In addition to paper, there are now promotional products made of a number of alternative biodegradable materials, including cotton, biodegradable plastic and cornstarch. Taken together, these materials can serve as an alternative for almost any product that’s normally made of non-biodegradeable materials. Once again, make sure to put the status of these promotional products front and center, so that clients know that you’ve made an environmentally responsible choice.

Imprinted Tote Bags and Shopping Bags

This is another classic that’s coming back into style. Imprinted tote bags have always been excellent choices for business promotional items, but in recent years there’s been a drive across North American to eliminate plastic shopping bags from major urban centers. In many communities, plastic bags cost money per bag and in some cases, they aren’t even offered at all. That means that tote bags and cloth shopping bags are in demand, and when people use them, they carry your brand out into the wider public.

Ecologically Responsible Items

The last category includes promotional items that can be used for environmentally responsible purposes, such as composters, leaf bags, wastebaskets and recycling boxes. As people get used to recycling an ever larger array of materials they need ways to keep them neatly organized. Potential clients will usually make swift use o these items. The main challenge is to instruct people about what the giveaways are for, giving them the encouragement they need to go green in their homes and offices.

About the author:
Promos Canada (http://www.promoscanada.com) is a business promotional products company specializing in bulk promotional items, imprinted flash memory products and eco friendly promotional products.

Article Source: http://www.Free-Articles-Zone.com

Platform Trucks and Their Many Uses in Business

2009-06-29T00:09:00.000-07:00

Platform Trucks and Their Many Uses in Business

Humans have used tools for thousands of years. People from all cultures have sought to make tasks easier and more efficient. More recently amazing machines have enabled huge weights to be lifted, great speeds to be achieved and complex calculations to be processed within seconds. With a vast amount of progress in technology of all kinds, it is often easy to over look the simple tools that continue to make everyday life easier, whether at home or at work. In all sorts of situations, machines are invaluable, a simple solution that can make all the difference.

When people think of platform trucks, they often think primarily of warehouse uses. Companies with stores and warehouses purchase and utilise a large number of platform trucks, but it is worth noting that there are many other environments in which they prove useful. They are often seen in situations where a large amount of luggage needs to be transported, for example railway stations and airports. Many builders’ merchants, DIY stores and garden centres provide platform trucks for customer use, so they can transport purchases easily. They are equally useful whether objects to be moved are bags of cement, flat packed furniture or garden gnomes and climbing roses! Other industry uses include offices, hospitals and farms. When transporting food, it is vital that is reaches refrigeration units as soon as possible. No matter what the desired use, a wide variety of options are available to those wishing to purchase a truck.

Materials that platform trucks are made from varies considerably dependant on the situation they are to be used in. In offices and schools, it may be necessary to have a multipurpose truck that can be folded away so it will fit in a store cupboard when not in use. Non slip platform surfaces have obvious advantages, but when used in hygienic environments how easy the surface is to clean will need to take priority. Some platform trucks have removable guard rails which reduce the likelihood of loads falling and being damaged or causing injury. These guards sometimes also allow for loads to be stacked taller, and can be extremely helpful in narrow trucks that are used in confined spaces. The truck beds are usually made of hardwood, steel or aluminium. These materials all have different properties meaning they are suited to differing applications. Steel, with a tough powder coat finish, is commonly used for the most heavy duty of tasks. Wheels used are also important, and castors are popular as they make bulky vehicles very manoeuvrable when being pushed, wheel size should be taken into account, as should tyres. When carrying delicate loads over rough surfaces, pneumatic tyre pressures can be adjusted to absorb shocks that could potentially damage cargo.

All sorts of situations where manual handling is necessary can make use of an appropriate platform truck. They are a viable option for businesses as they are simple to use and maintain and last for a very long time if correctly looked after. Manual machines are also environmentally friendly – another consideration in our modern age.

About the author:
For further information, please visit http://www.slingsby.com

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What is sell and rent back?

2009-06-28T23:59:00.000-07:00

In simple terms, sell and rent back means you sell the property to the buyer and instead of relocating to another house you stay in the same house but as a tenant at an agreed rental price that you can afford. People generally plan to sell their house when they face certain problems like financial difficulty, Divorce, Emigration and Release Equity. Financial difficulties arise when a person is not in a position to pay mortgage amount on time. Mortgage problems arise due to job loss, health reasons, high interest rates etc. There is a solution to your problem. You can sell your property for cash to a specialist company and live in the same house as tenant.

People take divorce as they can’t get along well. Separation is a very painful process. In Divorce situation, couples plan to sell the house. But due to emotional attachment or reduce inconvenience one party decides to stay in the same property. A sell and rent back may be ideal in these situations. People who are planning to Emigrate may face the problem of selling their house fast. This may be a stress factor for them. The best solution would be to sell the house quickly to a specialist company and stay in the same house as a tenant till the time comes when they have to leave. Some people want to release equity for future purpose like starting business overseas or want to emigrate somewhere else. It may take some months if they sell their property through a broker. It would be best if they choose sell and rent back option.

If you are planning to sell the property to a specialist company they will find out worth of the property. They will find out what is the average rental figure in your area. The maximum rent that you can afford, which may or may not be as high as the average rent. Once the specialist companies have done their analysis they will find out if the package suits them and then discuss the figures with you over the phone. If you like their offer they will visit your property. It is not important that you accept their offer at this stage. Specialist Company will see your property and if they are happy with it they will confirm your offer. If you have any questions to be answered they will be ready to help you. If you decide to sell and rent back then Specialist Company will handle all the paperwork to you. It would be better if you appoint solicitor who will work on your behalf. The sale will take about four weeks from the time you accept the offer.

About the author:
Andrew Wilson is a SEO copywriter for Sell and rent back, Cash for houses and Sell home. He has written many articles in various topics like Sell and buy back, Sell home fast and Sell house for cash. For more information visit: http://www.rapid-property-solutions.co.uk/

Article Source: http://www.Free-Articles-Zone.com

Can Anyone Sell?

2009-06-28T23:58:00.000-07:00

The process of selling may seem foreign to some because they have never held an “official” sales position. Others cringe at the thought of going from door to door, product in hand, to convince your neighbors that your product is the best in the world. If you ask most people if they like to sell, and you will probably hear the response, “I would rather do anything than sell”.

You’re driving down the interstate going 15 miles over the speed limit, when you look in your rear view mirror and notice the flashing lights of a State Patrol officer, your heart begins to inform you that you may be in trouble. The officer slowly walks up to the car, asks for you driver’s license and proof of insurance. The officer says, “We’re stopping you because we noticed that you were going a little fast. Are you in a hurry?”

Now you’re thinking, if you say yes, you’re admitting guilt, and you’ll probably get a ticket. If you say no, then you’ll have to explain why you were going 15 miles over the limit. What will you do?

Most people would say something like this, “Officer, I didn’t realize how I was going that fast. I just bought this car and it drives so smoothly that I didn’t realize how fast I was going.” Or you notice that the officer looks like he’s a family man, so you respond like this, “Officer, I was on my way to pick up my three year old daughter from day care. She really hates it when I’m late, and would be terribly unhappy if I wasn’t there on time. You, know my daughter means everything to me.”

If you’re convincing enough, the officer may let you slide by with just a warning. If not, it may be time to get out your wallet. Either way, this example illustrates an interesting fact. The ability to sell can naturally. The driver naturally uses his natural sales techniques to convince the officer to reconsider issuing a ticket. The same principles apply to the professional salesperson. The professional salesperson uses the same natural sales skills to convince a potential customer to purchase their product.
Can anyone sale? Sure, just use the natural sales skills that you've been using all your life. You'll be surprised has much you are capable of doing. Give it a try.

About the author:
Albert Powell president of I-Tekk Management, a website development company dedicated to helping people develop their online presence. With 20 years experience in Information Technology, Albert created Success N Sales.com to share helpful selling techniques gained through working in both the public and private sectors. Join Albert on the Success N Sales Blog, or email him at Albert@SuccessNSales.com

Article Source: http://www.Free-Articles-Zone.com

Sell and rent back is a win-win situation

2009-06-28T23:56:00.000-07:00

Sell and rent back solutions can bring you mental peace and financial stability. Your deal ends in a couple of weeks without exhausting your mind in legal rigmaroles. Such companies also cut down their valuation fees and repay all judicial expenses incurred on the deal. They purchase your house at 70%-80% of the market assessment and then rent it back on an affordable amount. Thus, if you are facing any credit crunch, you don’t have to worry as you can sell and rent back your house. The clouds of debts lift little by little once you regain your financial strength. So, remove all your worries as sell and rent back solutions will allow you to stay in your own adobe.

If you plan to sell your house to get cash out of it, but do not want anyone else to stay in the house then sell and rent back would be best solution. Selling your house and renting it back to some strange may be a strange idea for many. When you sell your house for cash, a rich investor will buy it and rent it to someone through an agent. If the original seller stay in the house and pay rent for it then it would be a win-win situation for both the seller and investor. Renting the house can be for a short term or long term. Short term can be upto 6 years and long term can be for more than one year. Monthly rent can be discussed before selling the house. Monthly rental can be fixed based on similar rent in the local area. Some investors also provide an option of rent-free period so that you can get back on your feet.

No matter what type of property or flat you have and no matter what condition it may be, investor will purchase it for lump sum and rent back in 7 days. You may be planning to sell your house because you have the perfect home that you needed, or you may be relocating to abroad, or want money for business, then sell and rent back would be the best solution. Many sellers don’t want to leave the house because their children are studying in local schools, so they don’t want to move. Many investors will sell your property fast than a real estate agent. Estate agents will charge more fees and they cannot guarantee that your property will be sold quickly. It could be in the market for months.

About the author:
Andrew Wilson is a SEO copywriter for Sell and rent back, Cash for houses and Sell home. He has written many articles in various topics like Sell home fast, Sell and buy back and Sell house for cash. For more information visit: http://www.rapid-property-solutions.co.uk/

Article Source: http://www.Free-Articles-Zone.com

Holding on Price in a Down Economy

2009-06-28T23:37:00.000-07:00

Discounting on price is not a sales strategy. It's an impulsive move made by desperate salespeople. In a tough economy, customers think and expect everything is going to be discounted. Because of this, salespeople feel it necessary to oblige the customer to close the deal. Unfortunately, however, this leads to a downward spiral, much like an addiction to an illegal drug. Once a discount is offered to one customer, it becomes easier and easier to offer it to another one. Before they know it, the discount is being offered to everyone. Like a drug, the "fix" is in the additional sales the salesperson is able to gain. However, just like with the addictive drug, there is a "withdrawal." Sales come at a reduced or a very reduced margin. To make matters worse, the discount ends up altering the attitude of the customer who now believes the real value of the product or service they bought is the reduced price and not the full one. Overcoming this mislabeled sales strategy of offering a discount can only be done when the salesperson is willing to change their way of thinking, despite how difficult it may be.

The first step necessary to correcting the salesperson's mindset is to help them believe in their ability to close the sale. Competent salespeople know why the customer is looking to buy and are able to capitalize on the needs the customer has disclosed. When sales professionals begin to feel the need to discount, it's usually because they don't believe they've established a solid reason why the customer should buy from them. They have failed to ask the right questions to get the customer talking and then avoided the critical skill of following up. When a salesperson has spent all of their time touting product features and not uncovering the benefits to the customer, their presentation may not include what the customer actually needs. Only when the salesperson has taken the time to probe deeper will they truly understand why the customer wants to buy. They need to ask the right questions and then listen to the responses. Then they will be able to capitalize on the information provided them.

The second step necessary to avoid the need to discount is to keep the message on the immediate return-on-investment the customer will receive when making the purchase. Keep in mind that businesses don't buy anything, they only invest in things. Every purchase made by a business is seen as an investment in helping them achieve their own goals. For this reason, the message must focus on the immediate gain that will result from their decision to buy. This emphasis is best brought out when the salesperson ties their questions into exploring how and what the customer expects to achieve immediately, as well as how they've measured results in other purchases they've made.

The third step is found in knowing how to respond when the customer asks for a discount or states that the price is too high. Salespeople need to be ready for these objections and not be concerned or disarmed by them. The first time the customer brings up this issue, the salesperson should not even acknowledge what was said. Often, customers feel an obligation to inquire, and once asked, they've done what they were "supposed" to do. The salesperson should only respond to the customer when they have brought the issue up for the second time, and the way they handle it is critical. They need to ask a question that is pointed directly at the most significant need the customer has. This will serve to shift the customer's thinking back to why they're looking to buy to begin with. After they respond, the salesperson should continue the dialogue with a series of follow-up questions designed to uncover even greater needs. The more the customer is focused on their need, the less they will be focused on a lower price.

Finally, salespeople must keep in mind that there will be times when they must be willing to walk away from an order. Although this can be scary and risky during these tough times, it's essential for them to believe they don't need every sale. Not only does walking away help them realize that there are other opportunities out there, it also serves to strengthen their resolve to hold their line and maintain the value of what they are selling.

Holding on price in a down economy is not easy, but it is doable, and, in fact, it is essential! When sales professionals believe in their product or service with complete conviction, focus on the immediate ROI, and ask the questions necessary to uncover the customer's greatest need, resorting to the mislabeled sales strategy of offering a discount will be unnecessary. Maintaining your pricing integrity in a down economy is truly a winning strategy because, in the end, profit margins are higher, the ability to service a customer is better, and the confidence of the salesperson is greater. Especially in today's marketplace, that's worth pursuing.

About the author:
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit ttp://www.TheSalesHunter.com

Article Source: http://www.Free-Articles-Zone.com

Sales Goals in a Tough Economy

2009-06-28T22:40:00.000-07:00

Making your sales goals in a good year is one thing, but attaining them in a difficult year is an entirely different challenge. Putting aside the common cliché that when times are tough, great salespeople are made, the reality is that making your goals puts more money in your pocket. Therefore, I keep reminding salespeople to think of how many times in the past they've watched a customer materialize out of nowhere only to become a major player in helping reach their year-end objectives. If you've been in sales for any length of time, you've had this happen. I am not advocating that you kick back and relax while you wait for the big customer to appear. I understand that it takes work to make your goal, but, at the same time, don't lose sight that occasionally nice breaks do occur. The good news is that you can be successful if you're willing to take the time to work through the following steps, despite the current state of the economy.

The first step to help you make your sales goals in a tough economy is to break down your goal into weekly objectives. Keep in mind, however, that these should not be based on closing "x" number of sales, but instead on accomplishing "x" number of activities that you've found are critical to your success. When your goals are strictly measured in terms of sales dollars or units, you can easily become dejected by numbers you're not happy with. Activities to monitor may include making prospecting phone calls, conducting customer presentations, or having follow-up meetings. This breakdown strategy is similar to the way coaches successfully motivate their teams. By dissecting the game into a series of activities that the coach knows the team can accomplish, they will be in a better position to win the game.

Second, find a peer with a positive attitude who is willing to take an interest in you. By reciprocating the interest, you will motivate each other. Meet together at least once a week, preferably in person, but by phone or web conference if that's not possible. Keep your conversation focused solely on the positives of the previous week to discuss the lessons you've learned from them and then how you'll be able to leverage those lessons in the weeks to come. Remember, there's no point in bringing negative baggage to the meeting. If you blew it, don't dwell on it. Move beyond it! We all know that it's very easy for one person's attitude to rub off onto another. A positive outlook can create a heightened level of energy that will result in both of you being able to think more clearly and foster new ideas and opportunities. At the conclusion of the conversation, make yourself accountable to the goals for the upcoming week by discussing exactly how you intend to make them. Then, at your next meeting, make sure you take the time to review each other's goals to ensure both of you kept the focus where you expected it to be.

Next, use the time in between each meeting with your positive peer to focus on your key activities. At the end of every day, ask yourself what you've done toward accomplishing the week's objectives. By doing something daily to move yourself towards achieving the goal, it will give you motivation for the next day. Try to avoid putting expectations on yourself to accomplish an entire week's goal in one day. If you can attain it in that short of a time period, you've set it too low and you'll never reach your full potential in sales. At the same time, don't allow the weekly goal to be so difficult that you rarely achieve it. Remember, the breakdown of the activities must be achievable. Missing your weekly goals too frequently will cause you to walk away from the entire process.

Finally, never allow yourself to be influenced by negative voices. Today's economy has created an incredible amount of pessimism, especially in the news media. If the news is negative, don't listen to it! This may include not reading the newspaper, avoiding certain websites, and changing the dial on some radio stations. Furthermore, your friends and fellow employees may even contribute to the buzz. Consider cutting them off before their opinions sway you. For those of us in sales, it's important to remember that people who aren't going to make their goal are going to do everything possible to ensure their peers don't either. The last thing they need is for somebody to show them up. Don't allow anyone to take control of your goals.

It goes without saying that achieving your sales goals in a tough economy is not easy. But, like a leaky roof, ignoring it and refusing to take action doesn't make it go away just because it isn't leaking on a sunny day. Resolve to stop the problems that contribute to your discouragement. You can't control what the economy is doing, but you can control what YOU are doing. Take the necessary steps to motivate yourself to achieve those weekly goals, which, in turn, will help you successfully reach your year-end objectives.

About the author:
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit http://www.TheSalesHunter.com

Article Source: http://www.Free-Articles-Zone.com

Neon signs for outdoors

2009-06-28T21:58:00.000-07:00

Neon signs are used for business, custom home bars, game rooms, designer shops, retail outlets and other places. These add fun to business and home. Just imagine making your own neon sign to give a glamorous and attractive look to your business or home. You can manipulate with colors, shapes and sizes. The concept of neon signs was discovered by a French astronomer Jean Picard in 1675. The making of neon signs is quiet easy to understand. Hallow glass tube is used to make neon lamps come in 4, 5 and 8 ft lengths. The glass is heated by the lit gas and forced gas to shape the tube. Depending on the glass composition, the working range of glass is from 1600 degree F to over 2200 degree F. The tubes are partially cut while cold with a file and then snapped apart while hot. Then the angles and curves are created. After doing the technical process, a neon sign is created. Neon gas produces red color.

Neon sign is used for advertising your business, be it eatery, parlor, auto parts outlet or grocery shop. Neon signs have various advantages. Neon signs can be operated at low energy costs and has a lower durability. These signs can be used at the entrance or in windows to make customers aware of your wares, thus bringing you more visual attention. These neon lights are visible at bars, night clubs, theatres and lounges. These business neon signs have come a long way from being just some letters to custom made and themed designs. Late night outlets like auto repairs and hotels also use business neon sings to have their places easily visible in the dark as well as lit up. Other stores like pharmacy, medical, convenience and rental also use the same technique to attract customers.

Nowadays sports, arcades, martial arts, massages, palm reading stores etc have installed neon signs to promote their goods and services. Economic and effective, these neon signs have gained huge popularity. These business neon signs are also used in odd places like music and video shop, barber and hair styling shop, pawn shop, shipping, tiling, hardwood, locksmith, shoe repair, photo studio, insurance, lawyers, Laundromats and Drive Through. At online neon store, you can find a wide range of sports neon signs of all your favorite football, baseball, basketball and college sports teams’ logos. These sports neon signs can be used anywhere from your home to your office to your local hangouts.

About the author:
Steve Mason is a SEO copywriter for Neon signs, Beer Signs, Neon Clocks and Neon Store. He has written many articles in various topics like Neon Lights, Neon logo and Bud Light Neon. For more information visit: http://www.myneonhaven.com/

Article Source: http://www.Free-Articles-Zone.com

Sporting Goods Being Sold Online

2009-06-28T21:54:00.000-07:00

If you intend to make an online purchase, it is important that you research the product as well as the seller before you go ahead and handover any money. For any equipment such as bicycles, camping or sport and fitness equipment you need to be more careful. This is because these items are generally more expensive.

If the product you are purchasing is brand new, then check with the seller if any warranties or guarantees are provided with the product. Also what comeback do you have if the item is damaged or broken.
Ideally, it’s better if you’re buying a brand new sporting item. This is because it is likely that the item has been used by someone else and may be unclean.

Many of the free classifieds you will see for sporting goods; both in newspapers, magazines and online, are for second hand products. It is important to remember that these items will very rarely come with a return policy attached to them. Therefore you need to look carefully at the product and do as much research before purchasing in case it is not ideal for what you want.

If you are in contact with the seller by email then arrange with them to send extra images and information relating to the product. If it’s a tent or a bicycle, ask them to provide you with photographs taking from various angles. This way you will be able to see just what sort of condition the item is in.

Before you make any purchase, it is advisable to speak directly with the seller by email or on the phone. This way you will be able to ask them more pertinent questions with regards to the condition of the item you are thinking of purchasing. It is at this stage that you can find out the reasons why they are selling the item. Sometimes you may well find that the item you are interested in is not a personal item but a job lot that the seller is trying to get rid of quickly.

Be wary of sellers who use standard advertisement photographs from other websites or from sales brochures to advertise their products. It’s these people you should once again be asking to provide further photographs so you can really see what condition the equipment is in. If they are unwilling to supply further photographs of the item for sale or provide you with answers to your questions then walk away immediately and look elsewhere for the same item.

Make sure you take the time to learn about the product and the seller before making a more informed decision about your purchase. So never rush into making the first purchase, but spend time looking closely at all the other adverts that have similar products for sale.

About the author:
Adflyer is a one stop shop for new and used items. 1000's of Products listed by Merchants and private sellers within the UK. http://www.adflyer.co.uk
Classifieds Adflyer Free Ads Adflyer

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Make Successful Business Deals by Improving Sales Leads

2009-06-28T21:52:00.000-07:00

What do people in sales and marketing fields have in common? Both are constantly on the look out for accurate information that will give them the right sales lead which can increase ROI for the organization. But, during a recession customers are hard to find and it is even harder to find their contacts.

Traditionally, certain steps are needed to reach the target customer. It includes lead nurturing, appointment setting, appointment follow-up and outbound cold calling. This entire process takes minimum four hours per day; and research has showed that only 17% of sales leads can be qualified as opportunities. So before you budget for marketing strategies or operations plan, make sure you power your sales team with the right contact information.

Business directories are important necessities that will help us reach the appropriate organizations and their contacts. An online business directory offers definitive solutions that can aid in product selling. Being featured in a business directory can provide the following benefits

* Help pre-qualify contacts before you pick up the phone
* Reach hidden influencers and decision makers
* Provide updates on incomplete leads for better lead generation efficiency
* Shorten sales cycles

From the marketing angle, the organization benefits for the following reasons.

* A new and cutting edge way to promote your company
* Highly accurate campaign lists
* Segment your target markets

After you are done with getting help from online business directories, make sure you have a sales lead follow up check done every quarter to analyze the entire lead generation process. Internal groups can then focus on practical measures that will make the whole process cost-effective and also create more business opportunities for the organization.

About the author:sales leads business directory

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Selling your own Coin or Money Collections

2009-06-28T21:50:00.000-07:00

There are so many people who peruse the hobby of collecting currency – coins & money. They do is out of different reasons. Some just do it for fun; some do it very seriously, as they expect to make money out of it. When people are very clear about why they are collecting money or coins the things are relatively simpler.

May be one is just born in an environment where information regarding the sales and purchase of the coin & money collection is available. On the contrary there are people who just collect coins & money for pure fun, its noting more then a hobby. However, at any point in case they want to sell off their coin & money collection they just don’t know where to go. Their collection may be worth many folds as compared to the prices they could manage by themselves because of the limited information available.

To start with lets understand what is that would fetch you bugs against your coin and money collection. If you collection includes-
• Paper money & coins circulation of which is ceased
• Prized collector’s paper money & coins
• Coins & paper money that is graded and authenticated
• Old & antique coins
• Coins from round the world
• Minting errors that are uniquely found on the coins

Your coin & money collection could be sold all by yourself by using any of the various ways listed below: –

1. Local Coin Club could be visited. American Numismatic Association provided a list of local coin clubs that could be approached for the purpose. They would charge a nominal fee in lieu of the services that they provide. Depending upon the rules of the local coin club, they would have weekly or month meetings. In such meetings the coin & money collectors not only show off their collection but could exchange or sell the coins & money collect that one has.

2. Coins Shows should be attended. The schedule of such coins shows are easily available over the internet, one needs to get online and hunt for them. Some of the coins shows would have a nominal fee and the others might not charge any thing. You must know the worth your coin & money collection and must have an idea of the price tag that you would like on your collection.

3. List the details of your coin & money collection on the websites that offer selling services. Ensure for the best prices put a picture to attract customers.

4. Auction Houses is another option. However this option could be explore only when you sure about the coin & money collection that you have. Only when you have one of its kind coins or money notes and you are very sure of its authentication you should go for this option. But one thing is for sure, if the collection that you have is worth - auction houses are the best place to cash your coin & money treasure.

Depending upon the collection explore any of the options stated above.

About the author:
Learn more about Coin Collections and Old Bank Notes

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Showing Off Your Window Display

2009-06-28T21:49:00.000-07:00

he art of creating a window display that stands out and grabs peoples attention is an important and valuable skill as a way to increase sales. Your window display is often your best chance to make a good first impression or even a bad one. Your window display also gives walk-by traffic a chance to see what you sell and how you sell it. It conveys something about your store, your identity and the emotion or idea you want to get across to your potential customer.

What is a good window display? It is one that intrigues, seduces, entertains, and invites potential customers. For this reason, you want to try something unique, something that stands out from the rest of the other window displays customers are passing by. In this, don’t be afraid to take risks. Yet don’t confuse your customer. For example, if you are featuring fall clothing, don’t put the bikinis in with the sweaters. In this way, there is a balance of simplicity and creativity that must be achieved. You don’t want to try and do too much or sell too many different products. That’s not to say you can’t cross merchandise, which is a good idea, but, again, keep your window display uncluttered.

When thinking through your display, don’t scrimp on cost and always be consistent. Consider your window display as your silent salesman.

You will also want to change your window display regularly. Keep your displays fresh and new. Depending on foot traffic, changing your display once a month is a good rule of thumb.

Make sure your display is lit well. Good lighting is key. Track lighting gives you the flexibility needed to illuminate the ever-changing environment. You can use the lighting to create a mood and spotlight individual products.

Keep your window display clean, that is make sure it isn’t full of dead flies and dust.

As for the design within the window itself, the simple rules of product display apply. Stack or pyramid products – that is vary height and depth of what you are showing off. If necessary, use a low table. Keep everything stacked neatly. Walk outside the store frequently and look at your display often as you are installing it. Try looking at it with fresh eyes, as your customer’s would look at it. If you are displaying clothing, choose the appropriate mannequins for the types of clothing you are selling. Follow this with how your display your mannequins – how will they be standing, what will they be doing besides showing off your product?

If you find that you just don’t have that decorating and design touch, don’t despair. There are professionals who put together window displays for a living.

If you are a store that doesn’t have a window display and are just considering it, remember to maximize the space available for the largest windows you can install. Once windows are installed, back your display with walls so people focus on what’s in the window and not what’s behind it.

Last, when putting together your window display, if possible, carry the theme or look of your window display into your store with your interior displays.

About the author:
Ron Maier is the Vice President of S & L Store Fixtures, a leading online resource for retail store displays including mannequins, mannequin forms, gridwall and slatwall store fixtures. For more information, please visit http://www.slstoredisplays.com.

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Successful Telephone Selling Techniques

2009-06-28T21:42:00.000-07:00

The cost of selling is escalating and time is ever in short supply to make face-to-face sales calls. But stiff competition requires that sales professionals keep notching up their sales goals every quarter and every year. The secret is not something very unfathomable. It lies with the proper use of successful telephone sales techniques. Winning sales professionals use the telephone as a successful tool to achieve their sales goals. Selling on the telephone is a very crucial sales method that no organization or individual can afford to ignore. That’s why we have a sudden increase and expansion of telephone call centers around the world. There are certain techniques that successful sales people resort to when they use the telephone for making sales calls and closing sales. We will study the simple techniques here.

Same Principles

Selling over the telephone may lead to the closing of a sale or leading to an opening for a presentation and possible deal. The same principles that apply for face-to-face selling, is applicable for telephone selling. This means that you will follow the same rules like providing product information, handling objections and closing. You will have to be cordial to the prospect, not interrupt them, and give priority to their needs. In other words your mindset should be on adding value and trying to solve the client’s problem with a cost-effective solution.

You may not close the sales over the phone, but you can probe the prospect with open-ended questions like: who, what, when, where and why. You may have to first make many calls to get to the decision-maker. The decision-maker must have four unique and present factors: need, desire, financial capacity and authority. Then you will have to: present the product, anticipate and handle objections, and close the sale over the telephone to that person. This can be quite difficult, but just like a face-to-face sale and if you do it right you can close a sale or at least get a solid opening for an appointment and presentation.

Use the Advantages

The advantage of selling over the telephone is that neither the customer nor the buyer has the possibility of getting distracted by discouraging body language. The buyer also cannot judge the sales person by way of his/her personal appearance affecting the decision. Also sales over the telephone save a lot of time and energy by way of decreasing travel time and expenses. These advantages should be utilized to make each telephone sales call an opportunity to find out more about the client’s situation and lead to a potential sale.

The First Impressions

First impressions are always important. When making a cold call, responding to a lead, or following up on a business reply card you have to impress the prospect within the first one-two minutes. It is really important given the fact that people are bombarded with email, phone calls and sales solicitations daily and they love to avoid such calls. Actually reaching a prospect on the telephone is not as easy as it used to be. If you manage to get the prospects on line you should hold their attention and help them to or service quickly by listening and mentioning the benefits to help make the clients life easier. That’s possible when you speak in an unhurried voice, don’t sound like just another sales rep that is looking for a quick sale, sound as if you are truly interested in the need of the prospect. When people find someone is talking about a solution to their needs they get interested. Speak in an unhurried voice. A hurried voice will put off the prospects instantly as they wouldn’t understand what you are saying and if they do, they will fathom that you are a desperate sales person. Speak in a cool, calm, and assured voice. Talk about the needs of the prospect. That is more likely to grab their attention.

Do Your Homework

You have to know as much as possible about the prospect. Try to gather relevant information about the prospects company. Go to their web site; check out their financials and the press room for relevant and timely information that will help you to gain credibility in their eyes. Learn thoroughly about their businesses, lifestyles, tastes, and preferences. Prospects will not have the time to educate you on the phone about those things and will be impressed that you have done your homework.

Watch for Your Language and Body Language

You have to be courteous, respectful, and thankful. Even if the prospect is not able to see you, your voice can clearly reflect your personality. So take care of that. Speak in a pleasant and friendly tone. Make certain that your voice sounds good on the telephone. Record your voice and see how your voice sounds. Stand up and speak while making sales calls. If you are sitting while making calls, sit in an erect position so that your voice is coming out properly giving it the required throw. If you slouch and make a sales call on the phone your tone will reflect carelessness. The tone shouldn’t be too soft or too loud. Use a telephone headset that allows for free movement to express yourself with suitable accompanying body language

Don’t make calls to just add numbers to your sales report. Treat each prospect with due importance and call them with sufficient professionalism. Do adequate research on them before making calls. The total number of calls you make is less important than the quality of the calls you make. So, try experimenting with these telephone sales techniques and sales success may just be a phone call away!

About the author:
Chicago based Sales Training Institute offers professional management sales training and negotiation courses, programs and seminars. Contact us on 847-359-6969.

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Get Home Business Success with Your First Step

2009-06-28T21:38:00.000-07:00

If you listen to the success gurus, they will tell you that the first step toward achieving you dreams is to set goals. This is true in achieving home business success, or in any other area of life. Setting good goals will lead you where you need to get to.

Home business success is not a great mystery. It requires building your business on solid business principles and practices. While the internet changed many things about running a business, the foundations of success did not change. One of the most important of these foundations is good goal setting.

Written

The first step in setting effective goals is to write your goal down. There is an old saying that until a goal is written down it is just a dream. There is something about writing your goal down that cements it into your mind. It somehow makes the goal real to you. If you do not write it down, your mind perceives that it really is not that important.

While just the act of writing your goal down is important, you can take advantage of it even more by redoing the process on a regular basis. Whenever you are doing a planning session, whether it be setting your weekly plan, or even your daily paln, you should begin by rewriting your goals. That not only keeps the goal fresh in you mind, it also ensures that your plans are leading you toward your goals.

Realistic and Achievable

The next step is making sure that your goals are realistic, and that you can actually achieve them. If you are slow and on the down side of middle-age, setting a goal to play in the NBA is not realistic. If you are just getting started with your business and you want to set a goal of $10,000 a week within a month, that is not realistic either. Depending on your business model, that may be achievable in a year, but that type of success does not happen overnight.

A more realistic and achievable goal may be to earn $1,000 a week within 3-months. Once you reach that goal, then you can set the bar higher for your next goal. It is important to remember that achieving a goal is not the end; it is just a step toward the next goal.

While you should not set the bar to high, you also do not want to make your goal too easy. In order to grow you do need to stretch yourself a little. If you are on a fitness plan, setting a goal to lose 3 pounds within the next 3-maonths does not really accomplish anything in terms of personal growth. Make your goal something that is currently out of your reach, but that you can work toward.

First Person – Present Tense

The final step in writing a powerful goal is to write it as if it is already true for you. If your goal is to lose 20 pounds, do not write your goal as “Lose 20 pounds in 3-months.” Instead your goal should be specific and written in the first person; “I weigh on .” Be as specific as possible. You want to set in your mind that what you write down is true. Your mind will help you accomplish your goals.

Setting strong goals is an important step in reaching home business success. Write down what you want to achieve as if it were already true for you, and you will be amazed at how often it happens just like you said it would.

About the author:
Devon Brown (a.k.a “The Success Renegade”) is one of the most talented young speakers and success coaches in the mlm & home business arena. His powerful information is helping home business entrepreneurs finally achieve the success they deserve and desire. Learn more about Devon and take advantage his FREE Home Business Success Tips by visiting: http://RenegadeSuccess.com

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Displaying Your Jewelry To Sell

2009-06-28T21:35:00.000-07:00

The difference between jewelry that gets a second look or even purchased and jewelry that doesn’t is often in the way it is displayed. Many jewelers overlook the importance of displaying their art correctly and feel the work will sell itself. This isn’t always so. So what makes a good jewelry display?

Effective jewelry displays require balance between style and restraint. While there is no perfectly right or perfectly wrong way to show your jewelry, there are a few things to consider.

One feature of a good jewelry display is that it reflects the style and personality of the jewelry line and the taste of the targeted customer. Be as creative with your display props, backgrounds, and textures as you are when creating your jewelry. For ideas, flip through catalogs that feature women’s fashions and jewelry. The idea is not to copy the way the catalogs display jewelry, but to use their settings as a springboard to a great new display of your own.

Of course one can get carried away and put too much into their jewelry display cabinet, which can communicate the wrong message. Picture an entire table filled with bamboo stalks, tiger-print fabric, and driftwood under and behind every piece of jewelry. This is far too busy and cluttered, even if those elements do communicate the style of the jewelry line.

Jewelry should show up against whatever props and background materials you use. A clear crystal quartz pendant would be practically invisible on a leopard print silk scarf, but a chunky silver cuff bracelet on the same scarf would stand out nicely.

A background that contrasts visually with the jewelry will help the jewelry stand nicely. Choose no more than three colors for your display elements and tablecloths - for example gray, white, and blue. Each item you use for your jewelry displays would be one of your three colors. Also choose no more than three textures - for example stone, lace, and linen; each display element would be one of these textures.

When laying our your jewelry display, take proportion and height into consideration. You can use all kinds of things to vary your heights in your jewelry displays, so experiment.
Other ideas for visual interest are to put things at unusual angles, and set props at a diagonal. Diagonals are always dynamic.

Lighting is another critical aspect of showing your jewelry. All jewelry looks best when it is well lit. Whether you are showing your jewelry in a store, at a show or on the street, you can’t count of the lighting to be of the quality you want, so be sure to purchase the right type of lighting equipment to correctly light your works.

Now for practical matters. Be sure all of your jewelry is cleaned and shining. You don’t want to show dusty jewelry or work that has been tarnished. Also, avoid clutter at all cost. Clutter creates confusion in the mind of your customer, which will decrease your chance of making a sale. Keep your display as streamlined as possible without sacrificing interest and originality.

Last, be sure customers can touch your jewelry. While you may be a bit hesitant due to shoplifting, keep in mind that studies have shown that customers are four times more likely to buy something they have touched or tried it on.

Will your jewelry sell or attract customers? This could be entirely up to you and the way you have put consideration into your display.

The Pursuit of Business Success

2009-06-28T21:34:00.000-07:00

There are two things that a business owner should be concerned about: how one can survive in the industry, and how one can sustain day-to-day activities efficiently.

If you focus on these two issues, you will more than likely have an overall business strategy that can rival any successful business even if you are just starting yourself.

It is a fact that as a startup business, you have to challenge every enterprise that is in the industry for many years now. Not only are you looking at big businesses that made it in the Fortune 500 list, but also those that are not that big but are steadily sustaining their own business.

The trick now is to create your business into something that would be different and distinct from those that have been already offered by your competition. The challenge is how you can make your offering better in many ways. This just means that you improve your offer in the most efficient way by providing more than quality services, or distributing better marketing collaterals such as printing notepads, custom notepads, brochures, flyers or even greeting cards.

Creating your own marketing collaterals is the key to surviving in a highly competitive industry. Developing a marketing campaign such as printing notepads or custom notepads that is distinct and above-average quality can help you sustain your existence in your field. In addition, there are so many strategies out there to help you mount an effective marketing campaign.

However, when considering your choice, you have to determine the most important elements that can help you achieve your goals. The challenge now is to focus more on what is important. Do not be waylaid by the things that need to be done urgently. Instead, ensure that you make a priority of those that are more important to achieve your ultimate objective for your business.

To start working on what is important, you need to determine what your objectives are. You can always have the basic goals of having success in your field. However, it would do you a world of good if you can concentrate on defining clearly and further narrowing down your objectives to suit your profile. In order for you to have significant results, you need to consider two things about your business: one is to consider yourself as a leader in your industry and you would like to maintain this position; and two, that you’re the weakest link hence, you would want to improve on your position.

When you choose to narrow down your goal, you are more than likely to secure more of your fair share of your market.

About the author:
Know more about custom notepads or print notepads.

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How to Make Your First Million

2009-06-28T21:29:00.001-07:00

You have probably dreamed for dozens of time throughout your life of making millions of dollars on your business. You have probably daydreamed a lot already on how you would spend these millions. However, have you ever wondered what others have done to make their first?

Read on and learn the characteristics of people who have made their first million. Most young people today are becoming preoccupied and overly concerned with what they would wear or how they would spend their free time. Meanwhile, believe it or not, there are also a group of young people out there who are presently laughing their way to the banks – earning money as easily as the others could spend them.

Take the risk

Making money is about taking risks. Sure, you can earn by just depositing the money you have already accumulated in your bank. However, would you be happy with the measly 2% per annum that it would gain, while there on the bank? This is what makes potential millionaires different. They take risks but not just any ordinary risk. They take calculated risks. For instance, those that know the stock market are aware that their money can grow more if they invest it in stocks rather than just tying it in a time deposit scheme.

Sure, there are risks, but if you are young, you can afford to make mistakes because you have plenty of time to recapture any paper losses with patience. This will not be applicable to persons who are nearing retirement because they would not have enough time to regain any losses. Remember to always have the attitude for adventure.

Double your money

Do not stop after reaching a target. Invest your money again to double it. A young 9-year old boy first started his business by making print posters for his school. He would get a picture of famous basketball players, frame it and send it to his favorite poster printing company. His posters became a huge hit among his classmates. By the seasoned age of 13, he was able to save a few thousand dollars. He did not stop there. He went on and looked for more sophisticated photographs that can be framed. He made beautiful and more elegant print posters, which fetched a few more thousand dollars. If he stopped after reaching his first thousand, do you think this boy would have enjoyed his millions today?

Focus on a goal

Stick to a goal and work towards it. I remember how a little girl’s hobby of baking muffins turned out to be a million dollar enterprise after a few years. It all started when she and her mother started baking muffins to sell around the neighborhood. The muffins became an instant hit around the community and soon after, neighbors are buying them as their gifts. The word spread out and as they would say, the rest is history. Supported by a good advertising strategy like good print posters, this backyard business has become a major business today.

Start small and finish big. This has always been the principle behind the success of every millionaire.
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Looking For the Top Used Car Dealer

2009-06-28T21:14:00.000-07:00

If you are looking to buy a Car, one of the used car dealerships is absolutely your best option. If your resource is low to very low, then you should verify the used car dealerships. Why? Why should I alter this to used car dealerships? Yes, you can safe them a lot if you buy a car from used car markets such as. If you are still not certain that going to one of the used car dealerships is the best thought, then you should know that buying a car from the concentrated dealer is far more secure and protected from the buy of used car from private seller.

Here is some helpful information on searching for the top used car dealer.

(i) Reputation: This is the most fundamental in choosing car dealer. Making business deals with fair, truthful and accommodating car dealer is easy as long as you find a trustworthy dealership. You should check with the local Better Business Bureau for car dealers’ reliability report and you could ask relatives and friends for past car dealers they dealt with that guarantee satisfaction.

(ii) Services: Finding the best car dealers should not be the only factor to consider. Make sure the services the car dealers provide are suitable. These services include: a) Car loans, b) Check and check out, c) Service rates, d) Warranty.

(iii) Price range: Most people presume that the price you pay is for the whole vehicle. This is not the box when doing selling with car dealers.

If these extra accessories would be benefit for you, it might be a blessing. However, if you favor to purchase the car alone, check to see the car you wish to buy if it includes add-ons desist from paying additional for each. Additional fees such as dealer handling and pier fees are charged to set up a used car for sale, maintaining the car and preparing wanted documents for the car sale. These additional fees could be negotiating since all of these services would only offer extra profit for the dealer.

Aside from a deferential, dignified & sincere car dealer, consider these factors in choosing the top car dealer. You may be buy a used car, but by looking for the best person to assist you, it will lead to a good investment.

About the author:
Andrew Wilson is a SEO copywriter for Sell Used Cars Tips and Car Dealership Secrets. He has written many articles in various topics like Selling cars tips and Buying used car. For more information visit: http://www.cardealershipsecrets.com/

Article Source: http://www.Free-Articles-Zone.com

How Quality in a Sales Process Improves Sales

2009-06-28T21:08:00.000-07:00

There were days when companies thought about improving the product alone to enhance sales. In today's hyper-competitive global market, growing sales is typically based on improving the sales process first. Understanding the sales process and how best the sales force is adapting to it will enable companies to focus on the sales resources better.

A commitment to quality in the sales process is central to the growth dynamics of any enterprise. Each step in a sales process should be well defined and the action to be performed clearly set. Beginning from researching leads to closing a sale, everything should move in clockwork precision. Apparently trivial things can make a huge difference to the final outcome. So care must be taken to strengthen every action involved in each step of the sales process. And often it's mistakenly assumed that sales

process improvement means sales training. Sales training may be a part of the sales process improvement training, but it is a broader subject.

Following are some examples of how improving the sales process can make a difference.

Fresh and Creative Prospecting - The list of leads should be current and include as many qualified leads as possible. Trying to qualify prospects from a partially redundant list of leads is going to waste your time and prospecting efforts. A firm with a stale source of leads has got it all wrong from the beginning. Working on the leads and checking for their revenue potential will mean that you start your prospecting activities from a position of sales strength. This will require good lead generating and customer relationship management (CRM) practices.

A Chilean company, Andrueza Patrimonios, rode the wave of economic boom and made impressive growth. But soon the sales force found that they were making duplicate calls and that the information gathered during sales calls with clients were lost. This is the example of a terrible loss because of the absence of a good customer relationship management - CRM - program to keep track of all the information.

All possible channels of generating leads should be considered. Have you tried social networking websites apart from trade shows, seminars, and lists of companies as potential customers? Do you know how and when each of your prospects prefers to be contacted? A good sales process makes provisions for all of these sales actions.

Response Time and Quality

Sales depend on external customers that have identifiable expectations from your company. They wish that their questions and concerns be responded to within a reasonable time limit. They expect a certain level of clarity and objectivity in the answers they receive from salespeople. A simple issue, such as response time to a new client inquiry can make a huge difference to actual sales outcomes. When a customer wants a proposal from a company she/he expects to get an initial response within a few hours and an actual proposal within a reasonable time frame depending the size and nature of the project. If a sales rep fails to send a proposal in a reasonable time-frame he is out of the race even before it has begun.

Technology can play a vital role in responding quickly. An email from the customer can be accessed when out of the office and responded to instantly through a Blackberry, Palm, and Windows Mobile. There are many customer relationship management- CRM- tools out there that are inexpensive and yet very useful. It is a sin not to be using these devices to get back to customers immediately.

A set of winning proposals of past sales can be stored in your company data bank and every salesperson should be allowed free access to them.

The stored proposals should cater to all permutations and combinations of customer requirements within all budget ranges. So the moment there is a proposal request from a customer, a sales rep will just have to search for a few proposals broadly fitting the customer's requirements from the archive. From those the best one suiting the customer and the sales opportunity should be selected. This should only take a few minutes. Changing the content of the proposal to tailor it to the exact need of the customer is what the rep in question has to work on before sending it to the customer. Remember customers appreciate a quick response. A delayed response may reach a customer when the deal is already closed.

Streamlining Product Information

A Fortune 50 telecom company had 300 product descriptions on its web site that were being referred to by its sales force of 5000 people spread all over the world. The product description was done by several authors and lacked coherence as well as uniformity in voice. That caused confusion among the sales reps and they found it difficult to provide consistent information. They couldn't find quick answers and when they found answers those didn't match the sales process. They didn't trust the web site. A consulting firm was roped in to set the problem right. The consulting firm streamlined the product information and created a logical and intuitive navigation framework for the web site to support the sales process.

The consulting firm rewrote the product descriptions in a uniform style. Salespersons could now access information at every step of the sales process and there was consistency in the information they obtained. They could digest the information easily and share it with the clients.

The revamping resulted in the elimination of 66% of unnecessary information and a 70% increase in web site use and traffic. The division manager of product marketing for the telecom company admitted that the bottom line was - a huge boost to sales productivity and revenue.

(Source: www.weberassoc.com/data/files/TelecommunicationsPortal3.pdf).
A good sales process should be revamped to include uniform product information and the best resources available for salespeople. There should also be effective product samples at the disposal of sales force for demonstrations.

Customer Focused not Vendor Focused

Sales process guru Michael Bosworth firmly believes that sales processes should be customer focused. They should address the need of the customer. Vendor focused processes cause confusion and delays. The customer is always interested in and tuned into radio station WIIFM, "what's in it for me"? A sales process should be modified to communicate that.

Spending Time with the Prospects - Does a prospect qualify for your time and attention? If yes, how much? Genuine prospects should be paid attention to and it is wise not to waste too much time on prospects that won't buy. Distinguishing between the two categories is a fine balancing act that every salesperson in the organization must know. Research has shown that the best salespersons spend considerably more quality time with their top prospects.

They also spend less time on paper work. A survey conducted by Watson Wyatt of 841 salespeople from 500 companies with large sales forces has established that the best sales professionals from financially high performing companies working for high incentives and stock options invest 40% more time on their best prospects and spend an additional 3-4 hours on high-value sales activities than their counterparts do in financially low performing companies. These achievers also analyze the needs of the prospects in detail and allot more time to prospects that they know.

If a good sales rep is producing satisfying results but taking an inordinately long time to do so he could be the victim of this - getting hypnotized by posh offices of potential customers and spending more time than necessary there. Some of the high-profile potential customers may actually be looking for very competitive prices for low volume of purchase. They may be valuable as customers but are the long hours and special attention lavished on them worth it? An effective sales process should weed out such time consuming practices. It can lay out a broad time range to be allotted to different categories of customers.

Too Close to a Good Closing Yet Missing Out - Do you have sales reps that get very close to a fruitful closing but don't succeed in clinching the deal? They do everything right to get there, but miss the target by a whisker. There are uncountable numbers of sales efforts that have come very close to a successful deal and failed at the last minute. The reason - lack of knowledge of proper closing techniques. A solid sales process lays down the best closing practices to be followed. Be aware if your salespeople are asking the right questions or offering the right incentives to close a deal? Are they practicing active listening techniques and allowing the customer to talk? Are they allowing the customer to say "yes" to a deal? Are they keeping some offers until the end as final incentives to strike a deal?

An effective sales process makes it clear to all sales reps to use the best closing techniques.

Repeat Business - Referrals - Signing a deal is not the end of the sales plan, it's just the beginning. There are more deals in the offing and a good sales process recognizes that. Repeat business is easier and cheaper than prospecting for new business and every sales process should include steps to procure repeat business via a referral process. After a sale has been made the sales rep should follow up with the customer about the performance of the product and the degree of satisfaction of the customer. If the customer is happy with the product than it can lead to repeat sales or sales through his network of contacts. A sales process gives this fact due consideration and mandates that sales reps don't wash their hands of a customer after the sale is made.

Practical Sales Process - Take an honest opinion poll of your sales reps and find out what they feel about the company's sales process. If the majority of them feel that it's - "Too theoretical", "It worked back in 2001", "Management's fantasy", or "Cast in computerized concrete" - it's time for you to consider overhauling or changing the entire sales process.

Sometimes a problem may lie with a single step and may need slight modification. Evaluate periodically how your sales process is performing. Watch out for weak areas and fortify them. A sales audit can help in identifying problem areas that require attention.

It is less of an art and more a scientific formula that the combination of a smart sales process and efficient salespeople almost always produce astounding results. Companies therefore should have a vibrant and workable sales process in place to aid their sales force in achieving their sales targets smoothly.

About the Author
Doug Dvorak helps companies and professionals achieve results through customized, creative and non-traditional sales training systems that are “one size fits one” and developed to the unique business needs and “sales pain points” of each client.
He is available to speak on these topics.

For more information visit http://www.salescoach.us or call 847-359-6969

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Copyright 2008 The Sales Coaching Institute, Inc.
Sales Skills Training * Strategic Sales Coaching
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