http://www.articletrader.com/ Articles at ArticleTrader en-us http://www.articletrader.com/business/sales/sell-is-a-four-letter-word-like-help-or-care.html http://www.articletrader.com/business/sales/sell-is-a-four-letter-word-like-help-or-care.html Fri, 15 May 2009 11:25:43 -0500
Selling is one of the least understood practices of communication. Many people are deluded or simply misunderstand the selling process, frequently assessing as manipulation, chicanery or worse. Webster's latest dictionary contains over 50 definitions, some as simple as: "Exchange property, goods or service for money", or, "To establish faith, confidence or belief in." Then, within the same group of definitions are phrases such as "A trick or hoax" and "To cheat or dupe."

In fact, it isn't the numerous definitions that cause the confusion, rather the various ways in which we humans devise methods of communication in an effort to convince others, change mind-sets, or promote the sale of goods and services.

Today's customer is besieged by hundreds of exhortations each day, to buy, try, consider, to write or call for information without obligation. Yours may be one of them.

These prospects are bombarded with information, some factual, some not. So when you and they meet face to face, it is important that you understand the way they think and feel, and what their values are. We call this customer satisfaction selling.

Today's average customer is younger by 10 to 12 years from their counterpart of a decade ago. The baby boomer generation while still part of the prospect base is now near 60 years of age. The newer Gen X prospect is younger, well informed and is thriving in a dual income household. They are Internet information-oriented and are often more savvy about home improvement projects than their forbearers.

So if your sales methods, or the lack thereof were developed a decade ago you might be wise to do some research to find out how to close more sales, in a shorter cycle, all while reducing your rate of rescission.

After 17 years of research in preparation for my best-selling book and after having examined hundreds of salespeople and surveyed thousands of buyers, I offer this simple interpretation.

"Whenever an interaction between two or more parties takes place, for the purpose of establishing new ideas, exchanging goods or services, or the development of a relationship, some form of selling will occur and the skills of the communicator/salesperson will determine the outcome."

In the sale of home improvements, the concept can be described as a problem solving discussion between a salesperson and a prospect that leads towards a meeting of minds that deepens the dependence of each on the other. Despite your intuition, you may be doing things that fail this purpose. Presenting ideas before you do a needs assessment, quoting prices in "ball park" figures, believing that the large discount or calling your manager for a drop will compensate for an archaic sales presentation, giving prices over the phone or even failing to ask for the order in a non-offensive manner creates a malfunction in the selling process.

Closing the sale is neither magical, or mystical. It is a process. A means by which you introduce your product or service to others in a manner which convinces them that your offer meets their needs better than that of others. Closing the sale is the natural conclusion to the satisfactory completion of each step of a sound sales methodology, built on understanding the values of your prospects.

It is universally agreed that if you develop rapport with a prospect you have a better opportunity to have your ideas and proposals valued. Yet rapport is purely a state of mind which begins with feelings. So - - how much do you as an individual know about what prospects like or what will cause them to respond more positively to your presentation? Our surveys indicate that prospects most frequently purchased products or services based on the following perceptions.

• Credibility of the salesperson


• Rapport with the salesperson


• Consideration of their (the prospect's) value system


• A unique quality product/service tailored to their needs
• A product/service which was superior to most other options
• The project's value equaled or exceeded the price


• The ease, simplicity of purchase and perceived fulfillment
• The seller was a knowledgeable specialist


• The seller showed an interest in doing business with the prospect - and asked for the order

Now, consider the prospect that contacted the company and came away with a feeling such as:

• The salesperson was so interested in talking about himself or his company, he asked little about our values or long range goals.
• He/she had loads of pictures and brochures, most of which were more important to them than to us.


• He kept reminding us how busy he was - almost as if he was doing us a favor in considering our project.


• Once she gave us a price, she started to tell us about the various discounts she could offer - so - it was apparent that there was little or no credibility in her original price.


• He never asked us to make a decision to have him do our job.

If the word sell or the actions of some salespeople are reprehensible to you, be cautious. In your effort to produce best practices you may overlook the selling concepts that build rapport rapidly, eliminate many price objections and make it easy for the prospect to say yes to you.

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Dave Yoho is president of one of the oldest, largest and most successful consulting groups in the United States as well as being a dynamic motivational speaker. He has produced numerous recorded series that will help you improve your business. Check out his website for more information on how his team can help your company meet or exceed its goals - - or call - - (703) 591-2490.

Source: http://www.articletrader.com ]]> http://www.articletrader.com/business/sales/sales-letters-to-promote-your-products-and-services-on-the-internet.html http://www.articletrader.com/business/sales/sales-letters-to-promote-your-products-and-services-on-the-internet.html Thu, 22 Jan 2009 12:10:26 -0600
The most important thing to remember is that you can learn to do your own web sales copy if you have some sales letter to follow as examples.
For more details go to: www.killer-sales-letters.com this does not mean to copy anyone else's work, but it is a good way to get an idea of what you are striving for with your copywriting. Take a look at products and services you have purchased online, and see what parts of the sales copy convinced and persuaded you to spend money with them.

Your headline is your most important element in your sales letter. Write as many as you can before deciding on the one you will use as your main headline. Professional copywriters have been known to write as many as one hundred headlines before choosing the winning one to promote their product.

Try to have fun with this, instead of seeing it as a chore. Write some silly headlines, rewrite ones using a different word order, and take a break before sitting down to write more. All of this will result in the best possible headline for your web sales copy.

Use the best of the ones you did not choose as your winning headline as your sub-headlines. You will want to space them out throughout the rest of your copy. Sub-headlines are important because they engage the reader and keep them reading further down the page. The longer someone stays on your page, the more likely they are to purchase.

Under each sub-headline, make a list of bulleted points that explain the features and the benefits of what you product or service has to offer. The best way to explain the difference between a feature and a benefit is that features are what something is and benefits are what something does. For example, a drill is a piece of equipment used in building and repairing homes and buildings.
For can visit to: www.web-sales-letter-supreme.com the hole made by the drill is the benefit. People buy benefits, not features. Keep this in mind when writing your sales copy.

You will also want to include testimonials in your sales letter. If you are new, ask people you know to review your product or service and give you their honest opinion to use as a testimonial. This is the best way to get started. Over time you can replace your testimonials with ones you receive from your clients and purchasers. You can also use quotes from famous people, as they are related to your product, without having to get permission.

Writing your own web sales copy is one of the most valuable skills you can ever learn, and will make you a highly-paid and sought after copywriter.


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www.sales-letters-creator.com

www.sales-letter-secret.com

Source: http://www.articletrader.com ]]> http://www.articletrader.com/business/sales/measures-to-take-to-improve-your-telecommerce-organisation.html http://www.articletrader.com/business/sales/measures-to-take-to-improve-your-telecommerce-organisation.html Mon, 12 Jan 2009 15:17:32 -0600
First of all, prepare an encouraging, centered work environment -- You must tender a complete well composed company ethic. What do you want to deliver as a company? What is the primary aim of your telecommerce business? Who are your customers, what functions does your call centre provide? The calibre of these services is crucial to your company ethic. These aims must be simple and easily comprehensible. Make certain every worker comprehends them. Take on a program around how your employees will be cared for too. Found a encouraging, good work surround and authentic effects will much more likely follow on.

Communicate, communicate, communicate - this, as you may be able to tell, can't be stated enough. We all recognise we should communicate with our clients - only without your employees there is no path to these customers. Communicate on a regular basis with your telemarketers. You can be sure your telemarketers have a wide and careful knowledge of a product or function they are exemplifying. Not just does this proffer clients the most up-to-the-minute, accurate selective information, but it creates a sensation of empowerment and comprehension amongst your telemarketing staff. Let in both authoritative communications, like memorandums and reappraisals, and everyday communications, such as email and bulletin display boards.

See to it that all communication is of a optimistic nature and endorses the organisation's ethic. Several telecommerce organisations fall into the sand trap of using negative deals to attempt and persuade individuals to make the necessary action, whether that be accept a designation or purchase an article. Focus on targeting your training, to invariably make your telemarketers to formulate things from the negative to the optimistic, ie: we can't get down your rate of interest, but we can bring down your annual fee. This optimistic reinforcing stimulus will have a quite surprising effect on not only your customers but also your telemarketers.

In conclusion, your management structure should be simple. Try asking for your workers engagement in provision and running the telecommerce company. A puzzling management structure results in clouded and broken down communication. Boost members of staff thoughts and suggestions and how about producing an employee committee. Employees will be a good deal more productive and receptive to change when they are a piece of the operation. Even whenever not used, accredit their thoughts. By establishing the telemarketing members of members of staff part of the procedure, you ensure that they will accept ownership and perform a great deal more easily.

For your teleselling business to prosper you need logical communication and a defined, well backed mission statement. Rallying an encouraging environment and involving employees are mandatory to a telemarketing business concern achievement.

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Team Telemarketing are a top UK based telemarketing company that deliver professional outbound telemarketing services.


Source: http://www.articletrader.com ]]> http://www.articletrader.com/business/sales/high-resale-prices-for-ebooks.html http://www.articletrader.com/business/sales/high-resale-prices-for-ebooks.html Wed, 17 Dec 2008 00:21:21 -0600
The basic problem in this simple and logical plan is that there are some sellers in the virtual world, whose only aim is to recover the money that they have invested in purchasing the resale rights and are more than happy to collect the change leftover after they have recovered their investment or simply visit www.plr-vodoo.com. They consequently manage to reduce the sweat and tears of not only the original author, but even of others who have purchased the resale rights, to a ridiculously low amount, sometimes even down to $1 for an eBook. The best motto in such a case would be, "If you cannot beat them in price, beat them in quality". You should check your resale rights and in case you have purchased the eBook with private label rights that allows you to change the title, content, etc of your eBook, then you could start by changing the title and the image of your eBook by including some sharp graphics, so that although it seems similar and shows up in all the related searches, people still will not confuse it with the $1 eBook, which your competitor is offering. You can also change some of the content to make the eBook more appealing to your prospective clients.

If you have only the basic resale rights on your eBook, then alternatively you can convert your single eBook into an attractive package with some related eBooks or articles added along with the eBook. For example, if your eBook is about gardening, then you can also add another eBook of garden furniture to make it an ideal package, since people who spend a lot of time gardening might be interested in garden furniture too. That way you can now justify your higher prices and people usually associate a package as a good deal as compared to paying for a single product. You can also make different packages with different eBooks, and keep your key eBook as a common factor in all the packages. This will offer a wider variety to your intended clients, at the same time ensuring that the particular eBook is sold, even if the client purchases any package.

So, with a little ingenuity and imagination, you can ensure that you earn a good margin on your eBooks and by pursuing this method, you will get your investment back as soon as you sell a few eBooks or few packages, while your competitor might have to wait for a longer time to recover his money back and even longer to earn a decent profit. Go to www.guide-to-plr.com. By changing your tactics according to the rights and topics of your eBooks, you can virtually stay one step ahead of your competition and earn high margins on your resale rights eBooks.

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www.resale-rights-explained.com

www.leverage-on-resale-rights.com

Source: http://www.articletrader.com ]]> http://www.articletrader.com/business/sales/buy-cheap-audio-book.html http://www.articletrader.com/business/sales/buy-cheap-audio-book.html Fri, 13 Feb 2009 00:21:02 -0600
With such a large selection of audio books available, the time saving benefits, plus all the advantages of a multimedia rich experience, shouldn't you Buy Cheap Audio Book for yourself?

Sales of audio books have gone so mental that they have now well exceeded the 1 billion dollar figure in 2007. Compared to only two years ago sales have actually doubled. So just why are they so popular and why are a huge section of the American and European population listening to them? As the roar of the vacuum cleaner becomes an annoying reminder that you're stuck cleaning the house, perhaps the relaxing voice of a narrator supplying you with the words of the latest best seller will make your duties seem less of a hassle. Just think of how audio books can make a great distraction when cleaning the dishes, emptying the dishwasher, or dusting the furniture.

Earlier audio books were simply an audio recording of a written book, which is fine, but today's audio books can create a richer, fuller experience using different voices for different characters, adding beautiful music and delightful background sounds.

Simply following an audio book to read along while looking at the printed material in front of them can increase their learning skills by a very high percentage. Audio books save money. Instead of buying dozens of books for a classroom, just one audio book can be played for all the students in the classroom.

There's no denying the fact that most people hated reading as kids. Only a few kids enjoy reading, especially if there is an alternative. Buy Audio Book for Children have now made it possible for children to get better access to materials that they don't like reading.Of course they must still read, but reading any material and still hearing it makes the reading much more interesting.

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Long car excursions to Grandma's house or a memorable road trip amongst friends can turn sour when boredom, restlessness, and lagging conversations get in the way. However, Audio Book can provide just the entertainment to keep drivers engaged and passengers satisfied.

Source: http://www.articletrader.com ]]> http://www.articletrader.com/business/sales/economical-scales.html http://www.articletrader.com/business/sales/economical-scales.html Mon, 29 Dec 2008 23:44:39 -0600
Intelligent weighing JW series scale has certain benefits like uses less counter space, flexibility of operation, allows for formulation preparation, connects to computers, ensures accuracy, conserves battery power, protects against drafts, ensuring stability of reading, has a battery which lasts for minimum of 100 hours, enables animal weighing or weighing in poor environments. The features of JW series are it is percent function, low battery indicator, wide angle LCD display and backlight, zero tracking, counting function, low profile, compact size, has a draft shield on 250 g, 500g, and 1000g models.

The models of Intelligent weighing XM series scale are XM-3000, XM-6000, XM-15K and XM-30K. Some of the benefits of XM series are flexibility of operation, portability, withstand harsh industrial operation, conserves battery power, and ensures accuracy, keeps scale clear from contamination, alerts you to change the battery, saving downtime. The features include low battery indicator, adjustable feet, Auto calibration function, low profile, compact size, can be read in grams, pounds, external power adapter, Auto zero tracking, Heavy duty construction with overload and under load stops.

Intelligent weighing Portable bench scale PM series scale come in different models. Some of them include PM-30, 60 and 150. Some of the benefits include it can withstand harsh industrial operation, flexibility of operation, conserves battery power, alerts you to change the battery, can be seen from a wide viewing range in sunshine, ideal for outdoor use. Some of the features include accumulation function, low battery indicator, wide angle LCD display, and selectable auto tare function, adjustable feet, automatic power save. The FS-Series come in different models like FS-60, FS-150, and FS-300. FS-60 has a capacity of 60 kg/132 lb; FS-150 has a capacity of 150 kg/330 lb and FS-300 has a capacity of 300kg/660 lb. Some of the major benefits include improved water and dust resistance spray down capable, enables bulky objects to be weighed, and conserves battery power.

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Jacob Christopher is a seo copywriter for Floor Scales, Weighing scales and Bench Scales. He has written many articles in various topics like Counting Scales, Platform Scales and Bagging scales. For more information visit http://www.perryscale.com/ Contact him at jacob123seo@gmail.com

Source: http://www.articletrader.com ]]> http://www.articletrader.com/business/sales/fresh-and-fashion-design-thomas-pillow.html http://www.articletrader.com/business/sales/fresh-and-fashion-design-thomas-pillow.html Sat, 28 Jun 2008 00:00:00 -0500
Thomas Paul pillows are made from the finest materials. The pillows in the collection are made from finest 100% silk twill. All of the patterns are hand silk screen and hand woven with the greatest attention in detailed. These pillows can brighten up any room. These Thomas Paul pillows Istanbul - Red are made from 100% silk twill and are reminiscent of a great vintage scarf. The pattern mix of the silk twill collection embraces the feel of Moroccan tiles, retro flocked wallpaper, birds and flowers. Chic designs enrich any room and make a stylish and polished statement.

The Thoams Paul Istanbul pillow is made from 100% silk twill. Thomas Paul pillows are an easy way to perk up a sofa, chair or bed. If only it was possible to sew all the Thomas Paul pillows together into a sofa. It would be the most talked about sofa in town. All the bright colored fauna and flora, the patchwork of silk and linen--it would truly be a masterpiece. Katiewong is to sell fresh and inspiring design with a continued commitment to educate, inspire, nurture, and celebrate great new design. Please purchase online www.katiewongnyc.com in NewYork city.


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Representing the Thoams Paul Istanbul pillow in the website www.katiewongnyc.com

Source: http://www.articletrader.com ]]> http://www.articletrader.com/business/sales/2-cool-ways-einstein-makes-you-money.html http://www.articletrader.com/business/sales/2-cool-ways-einstein-makes-you-money.html Tue, 16 Jun 2009 17:32:13 -0500 Yep. Over the years I've developed a fascination with black holes, quarks, the string theory, quantum physics...the works! (I can hear you laughing - you're thinking "One too many Star Trek episodes hey Diva??")
The mountain of books by my bed includes everything from Stephen Hawking to the wonderful book called "The Elegant Universe". My 11 year old cutie pie niece saw a magnet of Einstein on my fridge and asked me:
"Auntie - what did Einstein invent?"
I replied: "The theory of relativity" Blank stare. Then I said "Hmmm - he invented a new way of looking at time. Time is different for everyone." Blank stare.
Then I cheated and told her how Einstein described it:
"When a man sits with a pretty girl for an hour, it seems like a minute. But let him sit on a hot stove for a minute - and it's longer than any hour. That's relativity."
I saw the light bulb go on over my niece's head.
She replied with big eyes "Auntie -It's like the difference between doing homework and playing Rock Band!! Home work seems to take forever and Rock Band flies by!"
You got it cupcake! (and looks like I'm not the only science geek in the family)
2 Cool Ways Einstein Applies To Your Customers?
The first cool way?
Over the years - I've spoken extensively about how thank you cards are under-used by most entrepreneurs and sales people.
Inevitably someone will ask me "OK Kim, I'm guilty!! There's someone I should have sent a thank you card to...but it's been 3 months! I feel terrible. Is it too late?"
This is why you have to love Einstein. The answer is "It's never too late to send a thank you card!'
Why? Because for you and your guilty conscience - 3 months feels like a long time. You've had that monkey on your back for awhile.
For your customer? They're worried about their own stuff, so it doesn't seem like such a long time since they've heard from you.
SEND THE CARD.
The second cool way?
Advertising.
I used this all the time with my national television advertising clients. In fact it was a method for me to show customers how to keep their budget and marketing plan but to ALSO be able to reach a new and larger audience.

How did I do it?
Alternating weeks and days. The reader/listener/viewer doesn't need your message blasted at them every day - or even every week. Time flies for those people. So you can drop some of your advertising dollars spent in TV/radio and print etc and use an alternating week or day rotation instead.
You still have consistency. You still have exposure. And you've spent half the money.
See - Einstein and I aren't so crazy NOW are we?
I Double Diva Dare You To Apply Relativity To Your Biz This Week.
So there.
Love from your bossy Sales Diva,
Kim


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Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make" at http://www.salesdivas.com

Source: http://www.articletrader.com ]]> http://www.articletrader.com/business/sales/direct-response-and-infomercials.html http://www.articletrader.com/business/sales/direct-response-and-infomercials.html Thu, 08 May 2008 00:00:00 -0500
It’s hard to imagine in today’s internet world with overnight deliveries and instantly downloads, but for the very first time you could order something off your TV set without even getting up from your favorite chair. It was unbelievable, magical, and very successful. Almost overnight phone banks sprang up all over the country as the call volume, once numbering in the thousands, surged into the millions. Like Internet domain names today, 800 numbers became a vanity item – the most popular ones disappearing as fast as they became available. Previously only used in magazine advertisements or mail order brochures, the phone business became a very big business with the success of infomercials.

To begin with, infomercials and direct response TV selling give a manufacturer an immediate tool to measure whether or not his product, his pricing and even his approach is working. Previously, manufacturers had to create their product, get it into stores where it would be available for purchase on a nationwide basis and then and only then, launch a costly nationwide advertising campaign on popular TV shows. After that, they would wait a minimum of 90 days, sending out squads of sales personnel or making hundreds of phone calls to find out if their product was selling. If it wasn’t it was back to the drawing board to try to figure out what went wrong and then perhaps try it again maybe next year.

With infomercials and direct response, there was now a way to measure the success or failure of any project in a matter of hours and at a fraction of the cost. If a manufacturer had his own phone bank, he could conceivably sit there after his infomercials were airing around the country and literally count the orders coming in. And almost immediately, he would have an idea if his project was working. This leveled the playing field for new product launches and led to the creation of hundreds of new products each and every year launched and tested as infomercials before ever hitting a retail outlet.

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Did you find this article useful? For more useful tips and hints, points to ponder and keep in mind, techniques, and insights pertaining to selling, do please browse for more information at our websites.
http://www.infozabout.com
/www.selling.infozabout.com">http://www.selling.infozabout.com


Source: http://www.articletrader.com ]]> http://www.articletrader.com/business/sales/are-your-customers-asking-for-too-much.html http://www.articletrader.com/business/sales/are-your-customers-asking-for-too-much.html Tue, 14 Apr 2009 08:52:15 -0500
"They're caught between a rock and a hard place."

Something that many women struggle with is NEGOTIATION.
I know why.
I think it's because you feel you're stuck between a rock and a hard place.

Are Your Customers Asking For Too Much?

It happens. You've trained a customer to ask for everything (and for a low price) and guess what?
Now they expect it. And now you're feeling overwhelmed, swamped and, quite frankly, a little green around the edges because their latest request has almost made you weep with frustration.

I would bet you don't want to say No to a customer because:
1. You're worried they'll dump you. (and you need the cash)
2. You're worried they'll dump you and bad-mouth you.
3. You're worried you'll lose their future business.
4. You're worried you're not worth it.

Negotiation is About Give and Take
Not give, give, give, give, give, give, give, give, give, give.
OR
Take, take, take, take, take, take, take, take, take, take, take.

Memorize This Phrase Or "Tattoo" It On Your Body

Respectfully respond to their request with:
"I'd love/like to be able to help you, however, in order for that to happen, I'd need this from you. ____________________________________"
If they can't do/offer what you need then you're better off without them.

Use The Three F's
Fair
Firm
Friendly
Remember negotiation is meant for BOTH PARTIES to feel that they have benefited. One party shouldn't feel jilted or ripped off. You BOTH should feel this is a fair deal.
If it's not?

Use your Sales Diva phrase and thank me later. You don't need to feel like you're caught between a rock and a hard place any longer.

So there.

Love from your bossy Sales Diva,
Kim

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Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make" at http://www.salesdivas.com

Source: http://www.articletrader.com ]]>