191. Girl Scouts as Sales Gurus
November 27, 2010
Yup, it's Girl Scout Cookie time in our part of the world. [And, yes, my English teacher DID tell me never to start a sentence with the word "Yup."] For those of you who are unfamiliar with the sights, tastes, and overall experience of helping your daughters sell Thin Mints, Samoas, and Do-Si-Do's, ...
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192. When Business and Pleasure Mix
November 27, 2010
Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way to build relationships, make the sale or seal the deal. These business meals are essentially business meetings. Knowledge of your product or your servic...
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193. How to Target Your Sales
November 27, 2010
What's a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them. It can be as simple as choosing an industry, picki...
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194. Negotiation: Separating Fact from Fiction
November 27, 2010
We have all been there at some stage in our business lives - the dreaded negotiation with your most awkward client. He regularly screws you to the floor each year on price and everything else you have to offer! Pretty quickly you see every negotiation as a battle and all your self confidence goes. ...
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195. The Concept of Value
November 27, 2010
What does value mean? When addressing this fundamental question I first thought about its relationship to money which got me thinking about when money was invented and who invented it. Internet to the rescue...
What is money?
Money means different things to different people - to yo...
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196. Using the 80/20 Rule to Make Your Clients More Profitable
November 27, 2010
Ask any small business owner to come up with ideas on how to market their business and they will say adverts, brochures, leaflets, direct mail etc. Whilst all these are great ways of promoting your business they all cost money! What if I could show you a better and more effective way of marketing yo...
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197. Getting Referrals from Your Customers
November 27, 2010
First, getting referrals is as easy or as difficult as you make it. The main reason most sales people are not good at getting referrals is simply because they do not ask or do not ask with conviction. Asking a prospective customer or a customer for the names and contact information for a few of th...
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198. Tips for Freelance Writers
November 27, 2010
No matter where you live, landing lucrative writing assignments does not need to be difficult. The secret to a profitable freelance writing career is to start small and build it from there. Another secret... you must remember to promote your business on a REGULAR basis. Do not shoot off a few ads or...
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199. The Role of a Sales Manager
November 27, 2010
Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help?
Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would pu...
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200. How to Compete on Value
November 27, 2010
If you want to get paid what you're worth here are eight ways to sell value - not price:
1. Be Unique. If there is nothing that differentiates you from your competition you become common. Webster defines the word common as, "ordinary or not special" and the only way buyers select one common ...
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Author: Cary Olson
