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business sales Tagged Articles
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Selling a Small Business in a Down Economy:
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| How is the market? Is This a Good Time to Sell? |
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Boosting Holiday Sales – 5 Mistakes to Avoid
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| How to make money with the holidays.
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The Art of Closing the Sales Call!
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| There is not a winning technique, not a single magic bullet, nor any secret sales closing course you should take to increase your rate of closed sales calls. If you want to consistently close sales calls, consistently move business, and consitently increasing the number of prospects that turn into customers, then you need to simply work to engage the prospect, listen to what they need, provide value and yes ask for the business. |
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"Top Ten Questions about Selling a Small Business"
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| Answers to our most frequently asked questions about selling a small business. |
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Sell More By Giving Away Control
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| If you want to sell more efficiently, if you want to sell more to existing clients, if you want to gain bigger commissions from your prospects then you need to learn to sell possibilities and opportunities. You need to learn to sell by giving your prospect or existing customer options and control! |
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Mastering the Four C's of Selling!
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| Can anyone be a good sales person? Are their certain personalities that are better at sales then others? What does it take to be good at sales? The answers are yes, perhaps, and hardwork! Anyone can be good at sales if they want to be, and yes some people make the transition easier then others, but at the end of the day your willingness to work smart and hard determines your level of success. Anyone who want to be good at sales should invest in their personal growth and learning, and develop methods and strategies for success. However, if you do not have the basics, if you do not have a foundation, then your efforts to succeed at sales will be less than stellar. How do you know if you have what it takes? Ask yourself where you rank on the Four C's of Selling! |
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How do I sell my business
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| How do I sell my business is often asked by business owners and can be answered by using the following check-list:
1. Price it right - do NOT over value your business.
This might be an obvious point to make and just like selling a house with business sales, if the price is set too high you will probably not even get any viewings and will certainly not sell.
Valuing a business to sell is not as easy as valuing a house and the only true value is where you end up with a willing buyer and a willing seller. However, having said that you will need to have it valued and to do so you will probably use a business broker - which leads nicely onto my next advice. |
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How do I sell my business
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| How do I sell my business is often asked by business owners and can be answered by using the following check-list:
1. Price it right - do NOT over value your business.
This might be an obvious point to make and just like selling a house with business sales, if the price is set too high you will probably not even get any viewings and will certainly not sell.
Valuing a business to sell is not as easy as valuing a house and the only true value is where you end up with a willing buyer and a willing seller. However, having said that you will need to have it valued and to do so you will probably use a business broker - which leads nicely onto my next advice. |
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Handling Rejection - Get Back On The Horse!
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| Why do we fear the word no? What is it about this word that makes sales people pile on more work, create more stress and come up with the craziest excuses all just to avoid hearing it. No can be one of the most important words we hear in sales, and one we should both value and learn from. |
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Sales: Tips for Cold Calling
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| Wwhen you Cold Call - whilst your goal is to create life-long customers, the purpose of a Cold Call is to take Suspects to Qualified Prospects. What I mean, is that when you Cold Call on someone, you SUSPECT they could use what you're selling, but you're not certain. After you've called on them and discussed what your product can do, you will know if the Suspect is really a fit for your product or not. Once you have a qualified prospect, you then focus on converting them to a customer, and then to a life long customer.
How do you qualify a Suspect to a Prospect? You need to know who your target customer is - I discuss this in Finding Your Niche Part 1: Listen To Your Potential Clients - only when you know the clients who will best suit your business. |
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Ain't Nobody's Business but Your Own
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| This is you, this is your decision. Business and personal intersect when releasing the dream. A good plan can keep you from a nightmare. The steps we see working well for both current and future owners includes understanding how to best value, market and manage the transaction.
You consider numerous liquidity options and make decisions based on your defined goals. Align yourself with a discreet advisor in making these decisions affecting your proceeds. Prepare yourself when you plan to sell your business.
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Management, What are They Doing All Day?
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| We can be of service when you want conversation with real world business technicians and associates experienced in management, franchise relations, hospitality & lodging, talent recruitment, brand advancement and business sales, and that is all before lunch some days.
Bringing experience in addressing ownership needs, focusing creative minds on exceeding goals, adding team strength, helping increase loyalty and profits is the job. Our chosen niche consulting work is independent and specialized, always focused on the client's interests. We create umbrella group strategies to reach goals, collaborating with select specialists in cultivated networks of professionals in management, marketing, hospitality, acquisitions, media and franchising.
We have got work to do. |
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Thanks for Asking What I am Doing
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| Experience in business relations, training and franchising, can help boost sales and profits. I give my independent focus on the goals, increasing revenues is my job.
I write exclusive content for you and with you, tuned individualized copy that will enhance both the message & the messenger.
As a business intermediary, representing your business interests, I provide you with cost effective, discreet services in business sales and acquisitions.
For you, I create articles and memos on business & leisure interests with both local and global appeal. Let's boost your media, newspaper, newsletter, smoke signal, corporate publications and magazines, to increase audience, attention and acceptance.
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Your Brand Is Screaming!
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| In this economy your brand is screaming louder than it ever has before. Every thing you do, say, wear, even how and when you follow-up matters. If you want to grow your business, retain your clients, and increase referrals then you need to understand that every interaction with a prospect or client determines if they will go to the next step with you. Face it, the customer is in control of the buying cycle - when it closes, how it closes, and if you are the person with whom they close it. Understanding your customers have a choice and a voice, and adjusting your sales approach to exceed their expectations will ensure you succeed in this and any economy. |
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The Art of Up-Selling
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| Gary explains what up-selling is and how you can implement it in your business. |
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3 Sales Approaches of Elite Salespeople
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| Great salespeople must be able to easily use all three approaches on their sales calls. Salespeople that struggle tend to have just one approach and it won't work all the time. |
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Carbon Copy PRO is a Aston Martin for online entrepreneurs
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| The co-founders of Carbon Copy PRO wanted to create a system that would allow entrepreneurs like you and I to master online marketing with ease. What they came up with matches no other competition, and is backed with their integrity, and constant pursuit of innovation.
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Preparing for your 2008-09 Sales Year
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| If you haven’t already it may be worth your while to hold a formal review and business/sales strategy planning session with your team before the new financial year kicks in. Many markets have and are going through major changes and this requires us to be on our toes and ready for action.
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Do Not Call
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| Last week Smartcompany ran a story saying that the Federal Government may include business numbers in the Do Not Call register. What are they talking about?
Prospecting for new business via the telephone (referred to as unsolicited phone calls) is still a legitimate and critical business activity necessary for anyone in sales and in business, especially in business to business sales where consumer marketing and advertising strategies do not work effectively. It is a vital activity any business or sales person worth their salt should be doing on a regular basis. Therefore I do not believe that the government should include business numbers in the DO NOT CALL register. |
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Qualifying New Business Sales Lead – How Do You Do It to Increase Sales?
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| If you wish to increase sales, then you probably begin that process by securing new business sales leads. To make that process more efficient and effective starts with qualifying those new contacts based upon some market research. |
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Are You Giving Customer Reasons Not To Do Business With You?
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| Doing business today is not easy, I recognize that, but sometimes I wonder if we are making it far harder than it has to be. Are we really sure that every time someone wants to do business with us, we are making it as easy as possible? Are we sure there are no obstacles in the way, or we are not missing opportunities to move a relationship forward or close a sale? Given the choice, customers take the path of least resistance. If you want to grow your business, then you need to make sure doing business with you is as easy and as pleasurable an experience as possible.
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Increase Sales Means You Must Confront Those 800# Gorillas
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| What 800# gorillas are you avoiding to increase sales? I believe now is the time to discuss one those gorillas. Possibly, the avoidance of these 800# gorillas contributes to the high failure rate of small businesses where for each one that opens another one closes. (Source: Small Business Administration)
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Canadian Merchant Accounts – 8 Questions You Need to Ask!
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| Learn 8 essential questions you will want to ask before find a Canadian Payment Processor. |
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Are Sales Cycles A Thing of the Past?
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| Sales cycles, sales steps, sales effectivenss, CRM, sales performance. Stop thinking sales cycle and start thinking customer buying process. |
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Stop Assuming And Start Asking
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| The mistake that is most common throughout the sales industry is that, sale consultants think they know what their clients want rather than ask. By asking the right questions you will not only uncover your clients buying strategy but most importantly find out if you can deliver on what they are looking for.
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Networking Tip - 5 MORE Social Networking Ways That Benefit Introverts
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| It's easy for an introvert to be online with social networking because after all, we can control taking in as much or as little as we want; behind the scenes it's just us and a computer, the perfect company. But social networking, besides being our perfect networking venue, gives us more of a distinct advantage to just be us. |
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Hire On Attitude Not Skill
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| It seems as though every year that passes by; the process of hiring quality sales people is becoming more and more expensive. Recruitment fees are increasing by the year, and the resources required to train new recruits can sometimes cost thousands of dollars. This is why hiring the right sales person is absolutely critical to the success of any business. |
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How To Discover What Truly Drives Salespeople
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| Finding and keeping quality salespeople is not the easiest task for any company. Before you hire any new staff you need to first discover what motivates sales people to succeed within your organisation so that you can ensure their intentions are aligned to your company. |
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The Sales Phobia That Kills Bottom Line
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| When it comes to closing a sale the most important ingredient is being comfortable in taking the order. Too many sales people get nervous or are fearful that the customer will say no. What’s the point of being in sales if you’re not comfortable in taking the order? |
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The Single Most Important Trait Within Salespeople
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| It’s surprising that there are so many sales people these days selling products without first building rapport. They are missing the first and most important step required when selling a product or service which is costing organisations heavily, with the loss of revenue and decrease in repeat business. |
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Sales Training for the B2B Sales Team
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| Sales training for B2B sales professionals can streamline sales activity to allow your B2B sales reps more time to invest in profitable, revenue-producing leads. Sales training for a B2B sales team will also provide your team with the skills they need to successfully present themselves and your company to complex prospects. |
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How to develop a Can-Do Attitude
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| One of our most challenging and often most destructive, habits is our tendency to focus on what we can't do rather than what we can. In NLP (Neuro-Linguistic Programming) this is called Away From language. Like most things we do, it’s a learnt behaviour that’s crept up on us and has been allowed to run unchecked, eating away at our confidence and stopping us from doing the things we want or need to do. The problem is it's also one of the most pernicious behaviours going for stifling our creativity and personal development, the good news though is that like all behaviour, if we learned it, we can also unlearn it. Let me explain…
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The Power of Numbers
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| To achieve success in business, sales and life, you must play the numbers. The salesperson who sales the most is usually not the best salesperson.Salespeople often ask me how they can increase their income. Here is how it works: |
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Making Your Opt-in Email List Hyper Responsive!
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| Getting the attention of people to buy a certain product is challenging. There were times in the past when telemarketing was at times more of a nuisance rather a convenience to people….and how about all the junk mail we get?!
The same goes for sales people who would go house to house and show a product and were simply turned down….and for some odd reason there has been a huge increase in this in my neighborhood in the last year! |
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Sales Coaching Tip: Change Your Role to Increase Sales
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| Is your role as seller keeping you from increasing sales? |
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Poor Ethics Reflect Poor Business Professionalism & Potentially Poor Business Results
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| Have you ever considered that not returning a phone call could be a reflection of your own personal business ethics? And possibly the lack of ethics is contributing to your poor business results? Learn what dead horses and business values have in common. |
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Internet Marketing – 7 Main Ways To Achieve Trust Online & Increase Your Sales
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| Your success in internet marketing depends on you being able to offer a product or service that has benefits to the customer. However, simply having this may not be enough if you want to have that extra advantage over your competitors in internet marketing. |
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Marketing for Small Business - How Successful Was Your Marketing Expense Last Financial Year?
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| Throw your hats in the air and celebrate – it is end of financial year time again! I love end of financial year as it is a great time to reflect on what worked and what didn't for you and your business in the past year. But ... when you look at how successful was your marketing expense in the past financial year – you need to look your results against a number of definitions of success (and not just the dollars). |
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The Sales Professional Is the Sale
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| In B-2-B sales the calibre of the salesperson, is the single most important factor in determining whether a client buys from your company or not. |
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How often do You Think ‘Outside the Box’?
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| ‘Thinking outside the box’ is a bit of a buzz phrase at the moment in the business world. That said, it really is an extremely effective process.
Each process (and there are usually many) in a revenue-generating, production, operational, financial or personnel activity can be improved anywhere from 3% or 4% all the way up to 100% and more.
What would happen if there was always room in nearly every process for improvement... always! A process is only as good until the next idea that improves it further.
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Power Tips
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| Everybody likes to buy, but nobody likes to be sold. Help your customer buy and you’ll rack up more sales. |
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Selling in 21st Century
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| There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: "new" sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people. |
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Reaching Your Small Business Sales And Marketing Goals
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| “A goal without a plan is nothing but a dream” |
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What is the Sales Value of my Small Business?
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| The first question most business owners ask me is “what is the value of my small business?” This article provides a simple way to value small businesses that are typically owner operated with revenues under $3,000,000. |
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Sweepstakes Improve Business Sales
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| What are you doing to improve business sales? Many businesses do not use all possible resources to make an impact. Hosting a sweepstakes gains attention and sales. The following article provides information on successfully hosting a sweepstakes. |
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The Basics of Small Business Sales Techniques and Strategies
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| The difference between a small business and a large business is simply the tactical use of sales techniques. This holds true when the size and the scope of operations are both ignored. All big firms started small. So any new business therefore must shift its worries from size or location to a much relevant aspect; which is sales. It is necessary to understand that a passion or hobby doesn’t translate to success. It is also true that a wider perspective is needed to sustain the momentum of passion and dedication. Sales techniques encompass this level of thought.
Small businesses normally engage in active selling just to survive in the first few months of existence. A key technique in selling is persuasion. Sales techniques therefore, include hiring competent people in the roster of personnel. |
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Are Business Networking Referrals Critical Business Strategies Within Your Strategic Plan?
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| Business networking referrals are big business. Yet many fail to leverage this critical business strategy within their strategic plans. Learn the value of business referrals through 6 simple questions. |
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Other business sales Related Articles
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About Sales
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| There are as many different ways to do sales as there are salespeople! This installment of the Build-Your-Business newsletters will try to focus on some of the best and most effective techniques. Is sales really important? There are a lot of aspects to running a business. I suspect that sales is the only one which, if ignored, absolutely guarantees failure! On the other side of it, businesses with a successful sales program can have a lot of other things wrong with them, and still work! |
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Professional Services Win More Sales by Educating Instead of Telling
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| Are you a professional service provider such as a lawyer, realtor, insurance agent, financial advisor, business coach, sales coach or executive coach? Would you like to win more sales while decreasing your sales to lead or sales cycle time? Then why not use your sales skills educate your potential qualified customers (a.k.a. prospects) instead of the traditional sales based marketing approach of telling them? |
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Increase Your Sales by Using Independent Sales Representatives
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| * Why would I be interested in using Independent Sales Representatives?
* How does using Independent Sales Reps increase sales?
* How does an Independent Sales Rep get paid?
* What are the other advantages of using Independent Sales Reps?
* Doesn't the Independent Sales Rep add cost?
* Can Independent Sales Reps serve as distributors?
* Why don't all Principals use Independent Sales Reps?
* How many lines should an Independent Sales Rep carry?
* Will my Rep help build my business -- or just be an order taker?
* How much commission is the Independent Sales Rep customarily paid?
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Sales Prospecting for Sales Results
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| Are you, as a sales or business professional, getting the results you are looking for from you sales prospecting strategies and techniques?
Do you have a sales prospecting strategy in place?
Do you follow a sales prospecting system or sales prospecting process?
If you answered yes to any of the above questions, you are probably considered a successful sales professional.
If not, then allow me to share some sales strategies on sales prospecting with you from the internationally proven ABC, 123 Sales Results System, a non-traditional sales process.
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Complete Sales Reference Manual Now Available
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| This book includes contributions from 89 sales experts, covering every possible topic, including sales, sales management, sales 2.0, sales process, sales strategy, sales tactics, sales motivation, sales presentations, and sales psychology. It's more like a reference manual! |
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When should we appoint a Sales Manager?
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| For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage in the sales function however, the function of sales management should be on your ‘To Do List’ as a business owner/manager even if you are sales managing yourself. Paying attention to your sales activities and results, developing your sales strategy and plan, knowing who to target, etc. all form part of a sales manager's role. |
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Why hiring or keeping the 600lb sales gorilla is a mistake
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| For many years the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the league ladder sales results, yet feared by many for their aggressive, manipulative, ego centric, demanding, intimidating antics, countless CEO’s and sales managers have allowed these sales prima donnas to remain in their sales teams but at what cost to their sales team and their business? |
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Questions to Ask Yourself Before You Set Business Goals
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| I learned about goal setting very early on in my sales and management career. Sales training, sales managers and business owners taught me how to create business goals. I was told how important it was to write my sales goals down on a sales board, and that there was nothing worse in my career than defunct goals. |
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5 Simple Steps To Forecasting Your Sales
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| One common goal of most small business owners is to grow their sales. The trick is, most aren't sure quite how to go about doing it.
One of the things we work on in our business coaching practice is to find simple and practical ways for business owners to run their business better. When it comes to sales, the best place to start is with a sales forecast.
Forecasting your sales for the remainder of the year isn't as difficult as you might think. Here are 5 simple steps to forecasting your sales: |
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Business Acumen – Helping Pharma Companies Compete to Win
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| Business Acumen has been identified by sales leaders as the critical sales skill in order to compete and win in the new era of leaner and meaner sales forces. With fewer sales reps and resources companies have become more reliant on the existing sales reps to deliver sales. |
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