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EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody says "Yes".How many of you know its proper URL? OK, most of you.
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales figure for all recognised publications in the UK. By using the ABC figure, you can quickly establish how much the advertising will cost per 1,000 readers.
An Introduction to B2B Lead Generation
It is important that organizations find other companies to do business with. Business-to-business sales, abbreviated as B2B sales, are vital to many companies' profit margins and to their standing within their industry.
Closing Sales Is Not A Problem, It's A Process
In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible.
What is a Pitch?
I've been training in countries outside the U.S.
Increasing Short and Long Term Profits
"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona.
Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?According to a study, just before people die, if they express any regrets at all, those regrets tend to fall into two categories.
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects.
Six Simple Steps for Getting More Applications
When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan.
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind sales, and customers making buying decisions can be influenced through visual elements towards a particular behaviour or emotion that will encourage more sales.Not convinced? Have you noticed that a lot of restaurants are decorated in/heavily feature reds and/or oranges? Still not convinced?Pizza Hut Frankie & Bennys Burger King Little Chef TGI Friday Bella Pasta (one of the few to focus on Orange rather than red)These major players understand the psychology behind colour and its relationship to marketing which dictates that red and orange specifically encourage restaurant patrons to eat faster; thus yes you guessed it - increasing sales within the same period of time.
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them address what approachability means. Or maybe they just don't take the time to define it, stress its importance and offer suggestions on how to maximize it.
Selling Your Way To Success
I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world.
A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and entrepreneurs who tell me they do not cold call because they want to build relationships with prospects.
How A Simple Greeting Or Post Card Can Turn Into Cash - Guaranteed
I've been using a technique that has helped me to get business I otherwise wouldn't. This will get you more business also.
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need to appear tough in order to get the sale.As a salesperson (whether in person or in print) you don't have to appear to the customer as being needy of the sale.
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed the problem recently when he said there's just too much beating around the bush and indirectness in corporate communications. People are more interested in not hurting each others' feelings than in improving productivity, and we simply need more frankness, says Welch.
The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems?That's what's been happening to Michael, who calls companies to set appointments with decisionmakers. "I have a great product that I'm passionate about," he told me, "but when I call prospects, they immediately start treating me as just another salesperson who's trying to sell them the same type of product that others have tried to sell to them in the past.
Five Keys to Make Your Cold Calls Sizzle
Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupted him a minute later.
Stop Talking - Start Selling
Selling is not talking. It's listening.
Packaging Maketh the Person
The multi million pound cosmetics industry is acutely aware of the value of packaging. You'll know this if you've ever bought anything from those glamorous ladies whose counters are always just inside the front door of Department stores.
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