Search results for selling
- 12
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Potential clients will ask a lot of questions before they hire you. They will want to know about your experience and qualifications, when they can expect the project to be completed and, of course, the price. But there are two pieces of information you should never reveal, no matter how many times they ask, or how many ways they ask.
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- 7
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Some people may want to test the waters of entrepreneurship before jumping in. Here’s one way: Being an independent-sales rep, even selling door-to-door, for companies that sell textbooks or Tupperware. Or cutlery.
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To all the usual reasons that small businesses are put up for sale, add economic woes this year. But even as for-sale listings rise around the country, so is buyer interest.
The problem for owners is that prices appear to be softening.
Brokers say buyers are often retirees looking for a second act, or laid-off executives looking for a busi
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- 11
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Here are the fourteen absolutely indispensable power tools that should be in every sales rep’s bag of tricks:
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- 11
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Ken Mitan is in jail. Thank goodness. He has stripped and destroyed many businesses, and likely destroyed lives in the process.
The short of it is this: Mitan approaches a company that is for sale (usually valued at a few million) with a slick story. For a few years he used his own name, and then aliases. He would offer close to full price
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- 10
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Most sales people skip the essential sales step for each and every prospect that’s worth converting to a customer/client. It’s an investment that honors the buyer’s time; it signals to the buyer that your interest lies in their best interest, not yours. The "slow down and sell more" secret lies in creating value before the call.
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- 8
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From the page: "If you were to start a new marketing campaign with the objective of educating small business owners, executives, and managers on the benefits of your product, whatever it is, will most of them turn deaf ears to a blog marketing medium just because it's a blog?"
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- 7
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Should you really "always be closing?" Mark Slatin advises to put down the golden closing hammer if you want to increase your sales success.
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- 9
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Most sellers are not trained to see things through the buyer's lens. But if we set down our own lens and walk around to the buyer's side to see their view, we’ll understand their situation with more clarity and exponentially increase our ability to bring them value.
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- 13
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If your sales success isn’t where it ought to be, you may be operating under the weight of one or more persistent (and pernicious) myths about selling. Here they are:
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- 11
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Particularly in a down economy, it's not your selling techniques that matter -- it's what you know about a client's business that will open the door to a deal.
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- 10
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We've all wasted time trying to make someone into a prospect -- someone who has no hope of ever being one. And often we make this mistake because we aren't disqualifying -- instead, we're doing all we can to qualify. This is an inefficient approach. Learn how to disqualify -- it'll save time, boost sales, and ultimately help bring in new busin
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- 10
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Selling for a startup presents unique challenges even for highly experienced sales professionals. Because your company is new, your potential customers don’t know anything about it and, sad to say, in business unfamiliarity breeds contempt. Not to worry, though. Here are the six rules of selling for startups:
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- 7
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A selection of the top 10 articles on critical trust issues as chosen by one of the world's foremost global IP strategists.
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