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ARTArticleSales Prospecting Techniques - Should You Be Using Twitter for Selling to Businesses?A questio
I am often asked when delivering sales prospecting training is 'should I be using twitter for business to business sales prospecting?' Why Use Twitter: Twitter is a fantastic way to quickly and easily begin a dialogue with key targeted people and form relationships with them. You can search for people by the phrases they are tweeting, the words in their biography and even their location. Some of the things you can do are: Find your competitors and follow their followers.ARTArticleSales Prospecting Techniques - Should You Use Twitter for B2B Sales People?Sales Prospecting with Twitter.com, is called a 'micro blog'. It is a blogging platform that allows posts to be a maximum of 140 characters. It has taken the online world by storm and is set to stay as a dominant online networking platform for years to come. But the main question is if you are a professional sales person, should you be using Twitter for your sales prospecting. If you have never looked at Twitter then you should do. It's a great place to do business. There is a misconception that many people have that Twitter is just about people selling to consumers.ARTArticleSales Prospecting With Blogging for Professional B2B SalespeopleSales prospecting using blogging is a fantastic way to generate new business. In this article, which is part of a series released here, you will discover some advanced ways for salespeople to use blogging for sales prospecting. This is rather an advanced way of thinking about blogs but is surprisingly easy to do. In the next sectio
I will show you how to do research to identify the actual phrases that people are searching for in your Industry. Once you have set up a hosting account and have a good blog theme, there is no rule to say you have to only have one blog.ARTArticleSales Techniques - Know What to Do to Increase Sales When Sending LiteratureWhen you send sales literature in the post your job is only just starting not ending. Make sure you know how to develop this to make the sale.ARTArticleSales Tips - How to Use Framing in the Sales ProcessMaster sales people are adept at using a strategy called framing to communicate with prospective clients. Framing ensures their sales messages 'cut through the clutter' and distinguishes them as the credible sales resource for their product or service.
Framing is not a difficult skill and it is one that you can master too. Here are the main ways you can immediately apply framing to increase your sales performance:ARTArticleSales Training - How is Your Cold Calling Attitude?The way You approach cold calling will have a big impact on the success You have. If you're constantly saying to yourself
"They won't be in"
"They will be in a meeting"
"They will have just come back from lunch"
"They won't want to talk to me"
"They are probably happy with their existing supplier"
"Their project won't be ready yet"
"They probably already have what I am selling"
"No one works on a Friday afte
oon"
"No one will be in at that time of the morning"ARTArticleSales Training For Service Businesses - Why Should I Use You? - Part 1 of 3It's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. Without being too brutal here, most people do not care! They are not too interested in knowing what you HAVE, DO, or KNOW. They want to know what is in for the them.
In the simplest scenario they have a problem and they are looking for a solution. The company that can clearly articulate -rARTArticleSales Training For Service Businesses - Why Should I Use You? - Part 2 of 3In part 1, I demonstrated it's not all about sales training. Sometimes sales can be increased by developing your companies uniqueness.
Believe me, I know how hard this process is and for some companies they believe they can never find uniqueness. To those I ask
"If you can't articulate why you are special, unique and different, then why would I choose you yet alone pay you a premium?"ARTArticleSales Training For Service Businesses - Why Should I Use You? - Part 3 of 3In my previous two articles, available on this site, I looked at how you as a service business can articulate your USP. So how can you pull this all together?
If you can develop an angle on your uniqueness and as to why someone should be speaking with you then it should be the focal point of all of your communications, marketing and relationship building. One way of doing this is to develop a Strap Line.This operates by taking complex ideas or concepts down to a simple, easily communicable message.
A sales strap line must accomplish 4 things:ARTArticleSales Training Tip - Most Sales Come Down to Price - Right?I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.'
When asked what the most pressing sales challenges in the room were, One of the other attendees put his hand up and said:
"Everything else is Fine but I always have trouble closing"
Now this is a statement or questio
I hear quite a lot. It can be caused because of a number of reasons but I thought we would start at the beginning and asked:ARTArticleSales Training Tip - Most Sales Come Down to Price - Right?It's all about price!! Wrong. Wrong. Wrong. Wrong. And did I say - Wrong! If your attitude and mindset about your products and services before you start the day is: "Well it's a commodity marketplace and everyone buys on price" Then you have lost all chance of making any valuable sale before the day has even started. If you are the company owner or senior sales manager then this is nothing short of criminal. This is the attitude that you feed back to your staff and employees.ARTArticleSales Training Tip - Using Time Management Techniques to Achieve Your GoalsOne of the most important skills that any salesperson must utilize is to set out a strategy to achieve your objectives and to plan in advance how you intend to manage your time and sales territory to reach the end goal.
It is often said that time is the most valuable asset of any sales person. When a sales person loses hours the end result is always lost sales and therefore less earnings.ARTArticleSan Diego Sales Trainer - ADD Increases efficiency - Automate, Delegate, Delete systemLearn how to streamline your life and increase the efficiency of your business with the automate, delegate, delete (ADD) system – it’s simple and highly effective!
Adopting the ADD lifestyle means that you automate, delegate or delete tasks taking up time in your life. This system will reduce your stress thanks to improved time management and you’ll gain efficiencies that will boost your revenue.
To get started, monitor your activities for a week. Identify tasks that could be done by someone else or activities that are not directly contributing to the bottom line. For example:ARTArticleSan Diego Sales Trainer - Your best new sales come from your current customersAt a business networking event last week, everyone was asked to share their best strategies for gaining new business. Sometimes, what you think EVERYONE knows is really only evident to you. The old adage – “Better to remain silent and be thought a fool than to speak out and remove all doubt” – isn’t always true! (Well, for most of us anyway!)ARTArticleSan Francisco Now Fourth Most Expensive City in USAccording to a recent report from the Wall Street journal, San Francisco is the 4th most expensive city in the United States. The report takes into account a variety of factors that affect the general cost of living for San Francisco residents, including rent, food, commuting to work, and others. Using the cost-of-living index, the report was able to use a more complete picture to determine where San Francisco stands in relation to other cities in terms of how affordable—or unaffordable—it is to live there.ARTArticleSave Thousands With This Info On Capital Equipment Leasing Companies In Canada . Lease Financing Tips!The lay of the land. Kind of important in any aspect of business, wouldn't you say? There a tremendous amount going on in Canadian capital equipment leasing today, so let’s examine who these companies are, where they are, and most importantly, what you need to know about them!ARTArticleSelling in a Recession Part 1 - Confidence and EscapismWe are faced with uncertain times and many people are fearing the worse about their ability to sell their products and services in his recession. It may not be easy but there are some proven ways that, if you work smart, will guide you in the right direction.ARTArticleSelling More With Whiteboard Displays“All those slides, apps and tech solutions aren’t right for our audience. We need to show-and-tell at the whiteboard.” Get a 6-point selling success cheat sheet to guarantee you are ready for winning at the whiteboard.
More and more sales professionals, consultants and pre-sales consultants are finding whiteboard selling conversations speed decisions. Sketching in real time is a fast way to simplify complex ideas.
If you’ve been watching this trend but shying away because you don’t feel confident with a marker, now is the time to take a step forward.ARTArticleSelling Techniques - How to Convince People to Buy From YouHave you heard the saying "People buy people?"
If you have been in sales or business any length of time then you would have heard this a thousand times.
The trouble is no one has ever really been able to show you how you can go about selling yourself - until now, that is.ARTArticleSelling To Busy Execs? Speak A Visual LanguageNeed to catch attention of busy, frazzled buyers? If your clients are short on attention…you need to speak a visual language. Find out how.
More and more professionals are turning to visual communication to connect with busy global buyers. Decision makers look for visuals to simplify complex concepts. They rate every single interaction on visual impact. Sellers who understand this, gain a significant advantage.
What can you do to gain a competitive edge?
First, avoid these 4 common and dangerous pitfalls.
• Drowning in DatarARTArticleSelling With Whiteboard Conversations Boosts Personal TouchWhiteboard conversations are changing the selling game, giving small business owners the same advantage as their global competitors. Yet many entrepreneurs and small businesses feel that selling at the whiteboard can’t possibly be the answer.
Discover how you can use whiteboard conversations and interactions to stay in touch with prospects and clients. When it comes to real-world interactive selling, whiteboard skills are essential. Whiteboarding is easy, efficient and adds an extremely personal touch to every meeting.ARTArticleSex in the City ... and Me!Oooh it's been a struggle to write this today
Then I had a thought pop in, just start exploring that on screen.
Why am I struggling? It's not that I don't want to write an article, it's not that I don't want to give good content, it's not that I haven't got the knowledge, information, and skills to share, so what is it?
Am I procrastinating?
And as I write this I feel like what's her name ...... Carrie, on Sex in the City!! You know where you see her typing on the screeen ...... so what DO single women want in New York? LOL!!ARTArticleShame and Money SecretsMoney secrets are some of the most shame-filled secrets we keep. We’ve all heard that “the truth will set you free,” however, I believe that there are two kinds of money secrets we keep: the ones we keep because it’s inconvenient to tell the truth and the ones we keep because we don’t want to hurt ourselves.ARTArticleShattering The 5 Most Dangerous Presentation MythsAre you a natural at public speaking? Not every professional starts out with innate talent. But instead of denying yourself the benefits of charismatic speaking…it pays to shatter the 5 most dangerous myths about presenting.
Anybody can learn effective presentation skills. The very first step is to find an effective training program to show you the exact system for success. Learning new presentation skills is one of the best investments you will ever make in your career.ARTArticleShort courses for Work from Home JobsAre your family commitments preventing you from having a career? Is the commute to and from office coming in the way of you spending quality time with your family? Is retired life leaving you totally uninspired?
If your answer to any of the above questions is yes, then it’s time for you to start thinking about the possibility of working from home.ARTArticleSimplify Business Storytelling In 3 Easy StepsEven without a major overhaul, there are small changes that you can make to how you plan stories for business presentations -- that yield big results.
How can you successfully communicate your story? Don't do it the same-old-same-old way. Instead of locking your door and burying yourself deep in your computer, take a fresh approach.
Use these three tactics to step away from your desk and into a new zone for creativity.
Tip 1: Step Away From Your ComputerARTArticleSoak Up the Sweetness of Summer to Achieve True BalanceThis summer has been extraordinary. One of the best I can recall. Most weekends have been devoted to beach-combing, floating and capturing images of Leelanau County AKA “The County”. My back yard is primarily made up of the Sleeping Bear Dunes National Lakeshore, just voted the most beautiful place in America by Good Morning America viewers. How cool is that?
Weekdays were devoted to coaching brilliant clients, finishing a new line of self-paced coaching workbooks and participating in the Inspired Living Telesummit along side a group of extraordinary and highly creative entrepreneurs.ARTArticleSome Tips on Getting the Best Cash for Gold Value from Gold BuyersGetting a considerable amount of cash from gold buyers implies a little amount of effort from your part as well. Usually, in order to estimate the maximum sum of money you can expect to receive implies knowing the purity of the gold piece of jewellery as well as the materials or precious stones incorporated in the alloy. The purest pieces of gold jewellery are the 24 karat ones, as they include one hundred percent gold. Therefore, if you were to sell a gold necklace or ring in September 2011, then you should expect to receive approximately 58 dollars for each gram in the United States.ARTArticleSpiders or Peeps? Why Writing for SEO Can Hurt Your Website RankingsIn my copywriting trainings, this topic invariably comes up. And usually it's because I'm questioning my students' choice of words on their websites or other online promotional copy.
"I chose that word because it's a good SEO keyword," they say.
Ah. It may be a good SEO keyword but it's certainly not a good people word.ARTArticleSpirituality and Money – do they mix?Every heart based professional is at some time or other grappling with the dilemma of “being spiritual” and “making money”. And as they step up and become more successful in business, is it OK to make A LOT of money?
Well, let's take this back to grass roots. It is a scientific fact that everything here on planet earth is made up of matter, we are all made up of the same matter, just that we are vibrating at different speeds. The slower the matter the vibrates, the denser the object seems. So a wooden table is vibrating at a much slower speed than a feather for example.