Test Driving Your Seminars

Want to get more butts into your seminar seats? Let prospective attendees sample the content before they decide whether or not to register. This powerful sales trick is not new. After all, when you visit a bookstore, you get to flip through books before deciding to buy. When you visit a car dealer, you get to test drive a car before deciding to buy. Heck, when you go an ice cream shop, you can even sample the goods before deciding which flavor you want to buy that day. So why not offer the same courtesy to your attendees? Here are 4 ways you can let prospects take your event for a test drive: * Offer a free preview event, ranging anywhere from 90 minutes to a full day * Give them a free CD with 45 to 70 minutes of free content * Post a 10- to 20- minute video clip of your material on your website * And my personal favorite .

Protecting Salespeople Everywhere

You have heard of the Secret Service. This branch of the government provides security for the current President of the United States and his family and any living past Presidents and their families. It is one of those long-term benefits that everyone receives when they become President of the United States. These Secret Service people dedicate their lives and their careers to providing the President with the utmost care and security. You have probably seen them surrounding the President, and many more you do not see that are keeping a watchful eye around the perimeter. Dark suits, dark sunglasses, and earpieces are all part of the regular uniform of the Secret Service.

C-Level Selling - Quality Sales Leads Will Come Once You Build Your Opportunity Matrix

In a previous article I discussed building your Opportunity Matrix of potential sales on an excel spread sheet. Each box in that matrix is a prospect and is defined by a "who" (company, division, location, project) and a "what" (one specific product or service). An account can have many "who's" and many what's which means many prospects. We will now prioritize all those boxes into marketing and selling categories. We will then assign energy actions based on their status which I'll define later. Since we have limited selling time we want the biggest bang (most sales) for what little time we have.

What s The Most Effective First Contact With A Prospect - Email Or Phone?

I think it really depends on your approach. In my case I generate around 2000 subscribers via the internet every single month, so to try to contact all of those individuals by phone unless I have a huge telemarketing room would be absolutely impossible. For me, the very first contact would be email, and really there's a qualification process. A lot of people get on my email list and they realize that they don't really want what I have to offer them, so they opt themselves out. Really, that's fine; if you've been in sales, you know that it's not necessarily about how good your product is, it's about how well you can communicate how good your product is to the very people that need it.

Pipeline Management - Your Path To Achieving The Sales Edge!

Those sales teams who achieve the sales edge, do so with a clear understanding of their pipeline's health. Pipeline management allows a sales person and/or management to more accurately forecast their sales, better manage their time, and ultimately close more sales. We all want it... the full pipeline that is-a sales funnel with more opportunities at the top, converting to qualified leads, and feeding the closed sales at the bottom. With it we are sales stars. And without it we are constantly riding the amusement park favorite-the ROLLERCOASTER. While the rollercoaster can be thrilling it can also be exhausting and is definitely ineffective as a long-term sales management strategy.

4 Key Sales Tools You Can t Sell Without

You know the features and benefits of your solution and now it's time to put your sales skills to the test! But before you hit the pavement or the Internet, you have to implement the right sales tools to support your sales efforts: 1. Business Brand - Integrate Touch Points with your Brand Foundation Since we're talking about sales; your brand should be communicated at every touch point. Touch points are multiple points of contact with customers and prospects. Every contact a customer or prospect has with your business represents a valuable touch point that can either be reinforced or degrade your brand.

Breathe New Life Into Your Sales Force

Have you ever wondered how you were going to keep your sales team motivated day after day, month after month, and year after year? After the team is consistent with making quota and doing a great job with their customers, how do you get them to continue reaching for the stars and continue to stay motivated? Yesterday I was in the office with a new sales team that I'm coaching. I sat with the sales manager for quite some time and quickly uncovered a few glaring areas that are standing in the way of this team moving forward. Because this team has been doing things the same way for several years, they didn't have fresh eyes to see where they could be saving some time and making more money.

From Lead To Sale - Do You Know Your Numbers?

How many lists must you acquire or impressions must you make to engage someone? How many people must you engage to qualify a need? How many qualified opportunities must you cultivate to write a proposal? How many proposals must you write to close a sale? This is the science of sales! And, along with its integration with the marketing process, it is paramount to your understanding of the health of your pipeline. There are many things that contribute to the success of sales and marketing, but arguably one of the most important principles, especially in a tight, competitive market environment, is the close management of the PIPELINE.

Hooked On Selling

I'm hooked on selling, how about you? Ever since I was a kid selling subscriptions for my Newsday paper route on Long Island, I knew I was meant to sell. Don't get me wrong, it hasn't always been easy. Even with my paper route, I had to deal with a sinister looking Mr. Kuhl. With those two missing front teeth and the glassy eyed look he had, he was always pushing me to get more orders. Sure I enjoyed selling and delivering the papers. And I really liked winning the prizes for winning the contests. I didn't realize this until many years later - but selling really isn't selling. Selling today is not about convincing and persuasion.

In Home Sales - Know The Difference Between An Objection And A Condition

Unless you learn how to handle objections, you're not going to approach your potential sales. It could be the sole breaking point of even being in the sales career. As a sales professional hearing an objection from the prospect is normal, it's when you don't hear any you should be concerned. Objections are not deal killer's, they are deal makers. Prospects that don't have objections are not seriously involved. What is an objection: It's a statement by your prospect that He/She wants to know more! Objections are just a front that prospects need more information. Prospects usually object with sincerity, they don't know any better.