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The Marketing and Sales Genius of Howard Stern
I doubt that MBA classes are being taught today about the marketing and sales genius of the Howard Stern Show. The reality there is probably more lessons to be learned in listening to two hours of Howard Stern than taking two hours of an MBA class. Who knew you could learn so much about business from a so-called shock jock.
10 Ways to Increase your Sales
Want to increase your sales and grow your business but worried you will come across as a pushy sales person? Not sure what to do or where to start to ensure your business is a success this year? The key to success, particularly in sales, is planning ahead and always be willing to try something new.

5 Quick Sales Tips to INCREASE sales
Did you come back from the New Year break invigorated and inspired to make 2009 your best year yet? Have you just realized that it’s the middle of February and you still haven’t done anything? Use these 5 quick tips and get motivated, get active and start taking the steps toward building your success this year.
Achieve your Sales Targets with your Sales Pipeline
Being aware of and managing the amount in your sales pipeline each week, fortnight or month can have the single biggest impact to achieving your sales consistently from month to month and quarter to quarter. It is an important forecasting tool that all businesses should use even if they don’t have salespeople, as it clearly shows how many sales to expect and when to expect them.
Are you asking questions that make your customers & prospects THINK?
Questioning or probing as it is also known, is most of the most important skills you can learn when dealing with customers and one of the most powerful. The ability to ask questions that uncover important information about a customer’s needs, current supply and willingness to change is a strong characteristic of a ‘consultative’ sales approach.

Boost your Sales through Reinvention
Is it just me or is 2009 going to be the biggest and best year yet? Despite what is being reporting in the media and what we are seeing overseas, many of the people that I’ve spoken to recently are extremely motivated and confident that 2009 is going to be their best year yet (including me). So if 2009 is going to be your best year yet, now is the perfect time to sit down and work out what you want to achieve and what you need to do to make this happen.

Build your Sales Pipeline and Boost Your Prospect Numbers
Do you get frustrated constantly searching for prospects and contact information? The traditional methods of building a list of people that you can market and sell to such as purchasing databases, driving around business parks and noting the tenants of buildings that you walk past are great, and they do work, however, they are costly and time consuming.
Business Networking Tips
Networking has been good to me over the years. Apart from referrals, it has been the single most successful way of generating new business and building my professional network. It must be the salesperson in me, but there is nothing more rewarding than meeting and connecting with new people who end up as friends, associates or clients.

Consultative Needs Based Selling Approach
Looking at your business from a sales perspective and most importantly understanding your business from a client perspective, is one of the most important first steps in sales. Most people hate being sold to but love the feeling of buying; so the clearer you can explain how your business helps and "what is in it for them" the easier it makes prospective customers to make a buying decision. The consultative/problem solver approach qualifies and listens to the customer and helps them to buy what they need. The consultative approach focuses on the needs of the customer and how you improve or benefit them in some way.
How can I increase the number of Referrals I receive?
I’m sure most of you would agree that selling to someone who has been referred to you is much easier and more enjoyable than those generated through traditional sales efforts such as direct mail and cold calling. The success rate is higher because they are in the market for your services and are also much less price sensitive because the referring party has told them the value and benefits that you can deliver.
How can I make cold calling easier?
Lately I have been working with a number of sales teams to help them increase the success of their cold calling and I thought I would share with you some of my tips for success:
How can you find the best of the best in sales?
Many people believe great sales-people are born, not made but I disagree because sales is a process that can be taught to anyone and it is simply how the process is applied that separates good from great. Success in sales comes from skill development, attitude, confidence and behaviour.

How to avoid being a pest in your sales follow up
Did you know that one of the biggest gripes against salespeople by decision makers is the lack of follow up? Many people resist following up because they find it uncomfortable and don’t want to seem pushy or annoying and many people don’t follow up because they simply forget. This lack of follow-up presents a great opportunity for those who are organized and take the time to do it.
Overcoming Sales Objections
Objections are simply reasons or concerns that a prospective client has as to why they won't make a decision when you want them to. You will hear statements such as:

Quick Prospecting Tools
Do you get frustrated constantly sourcing new sales and contact information?
Sales Tips to give your sales a boost in 2010
customers, the same results can be achieved. Besides, you can find new customers from referrals within your existing client base. Here is a couple of quick tips to help you build your revenue in 2010.
Quick Tips to Presenting Proposals
These quick tips will help to reduce some of the 'discomfort' that can be associated when presenting your pricing options
SALES TIPS AND TRICKS
Want to increase sales but don’t have the sales skills or worried you will come across as an aggressive, pushy sales person? The key to developing confidence in sales is by being flexible and open-minded about trying something new!
Sales Tips for Selling in a challenging economy
It’s difficult to ignore the news of the financial crisis that is occurring around the world and the fear and uncertainty that it is creating. Here in Australia many companies have been tightening their budgets and reducing their spending over recent months and it looks like it’s going to continue. So what does this mean for those of us running businesses or working in sales?
Sales Tips for the First Appointment
“It’s all about planning and preparation” It’s amazing how many sales people and business owners I talk to who under-estimate the value and importance of planning and preparing for a first appointment.

How to close the sale
For many people just the thought of ‘asking for the business‘ or closing the sale, brings about paralyzing fear of rejection and feelings of being too pushy. So what happens? It gets avoided at all costs and that doesn't help anyone. The problem with letting fear get in the way is that sales drag on way to long and they often get lost as a result of not following-up. Remember if you don't ask, you don't get. Interestingly, it's very rare for someone to be annoyed with you for following-up, if they have been meaning to call you, you're doing them a favour by saving them time. If they haven't made a decision, that's OK just ask them when you should call them back (so your not bothering them unnecessarily in between).

Stop Assuming And Start Asking
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.

Hire On Attitude Not Skill
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.
How To Discover What Truly Drives Salespeople
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.

Five Ways to Annoy a B2B Prospect in a First-Time Meeting - Guaranteed!
Your first meeting with a prospective customer will make or break any chance for a new business relationship. No doubt about it: it's sink or swim time. So don't just avoid these five annoying mistakes; do the opposite and you will enjoy more win-wins.
Possibly the Single Best Question a Salesperson Can Ask a Prospect in a 1st-Time Meeting
I have used the "challenge" question time and time again. It's never failed me. In fact, it's allowed me to help decision-makers solve key business issues that impacted their bottom line.
Increase B2B Sales by Managing Your Prospecting and Sales Ratios
Are you a B2B salesperson looking to increase your annual income goal? If you're responsible for generating new business, you need to track and manage (improve) your ratios. And the best way to start is by looking at a meaningful number... your desired income. From there we'll work backwards to let you know exactly how to make that happen.
Why Following Up To a Sales Meeting Could Give an Aspirin a Headache Unless You Do This One Thing
It's vital that you have a list of options for "next steps" when you go into a sales meeting, because once the meetings over, you might be doomed to eternal followup. Read on to discover ways to make your meeting end with clearly defined next steps.
The Sales Phobia That Kills Bottom Line
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?

The Single Most Important Trait Within Salespeople
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.
To Become a Better Salesperson, Find a Mentor
Becoming an award-winning salesperson isn't something you just do, but rather a journey of constant self-improvement. There is another critical component that most top salespeople leverage which is a sales mentor to help guide them along the way.
5 Great Sales Tips - Increase your sales success today!
It is really easy to get overwhelmed by all the sales tips and suggestions available to us today. These five tips are not for the meek, if you are really serious about improving your sales take these seriously and you will get results. Ironically most people have negative associations with sales, why not change it around. Sales in fact, are FUN! Take these tips and see how much fun you can have. After all, success is ALWAYS fun.

How to Handle Price Objections - Part 2
Learning to handle price objections effectively is one of the most vital skills that a successful salesperson can acquire. Remember, you can't sell an item without agreeing on a price. There is no success without the sale - and there is no sale without the price.

Other sales expert Related Articles

5 Tips For Giving Presentations That Consistently Sell
Tips from an experienced sales expert for qualifying prospects and giving sales presentations that actually work.
10 Types of Sales Advisers and How to Choose the One Thats Best For You
The question shouldn't be whether you should or shouldn't include a sales expert in your group of inside advisers, the question should be which kind of sales expert you should rely on for advice. [Read More]
How to be a Sales Superstar: Break All the Rules and Succeed While Doing It by Mark Tewart
Every aspect of our daily lives are affected by sales, even though we may not think in those terms. When you buy any product or service, various sales people are involved in the background. Even your utilities are affected by the sales process. Sales people have gotten a bad “rep” for years, but that isn’t necessary. We all know people in the sales industry that are superstars. The question is – how do you become a sales superstar? Mark Tewart is a definite expert who has the answer to this question and he is sharing his thoughts and tips in his new book “How to be a Sales Superstar”.
Expertise
As consultant and trainer I always teach the value of being an expert. There’s no doubt that as an expert it’s just as important to be an expert in not just product knowledge, but in your subject matter as well. This knowledge helps your confident in front of a customer or audience. It also gives you the ability to ask excellent and relevant questions. You can quote famous people and books to position yourself as an expert, but you can’t fake expertise very long.

How Many Salespeople Shouldn't Be in Sales
Our certified sales development expert in Singapore, Ray Bigger, of Think8, asked if we had data on what percentage of salespeople should be considered for a different role. Of course we do, Ray! In this case, a different role doesn't mean a different sales role, it means that they suck so bad and have such a small upside, they shouldn't be in sales - period.
How to make the most of sales skill and technique books
Every time you turn around, an expert has written another self help book on sales techniques or specific sales skills. Someone always is selling salespeople and managers a new book that is going to launch their sales like fireworks on the 4th of July. Which brings up today’s question: How do you make the most of self help style, sales books?
Key Account Sales - More Than Just Important Accounts
Over the last several months I have engaged in several on line disagreements about the importance of asking questions early in the sales process. More than one sales expert has claimed that asking questions violates trust. More than one marketing expert has claimed that asking questions is offensive.
Manage Your Sales Force
Many CEO's/owners do not feel that they understand the sales process, so they hire salespeople and do not manage them. They just tell them, "Don't just stand there, sell something". Does this ever work? Probably not. Do not fall for the old idea that you must be a sales expert to manage the sales process.
Becoming an Expert With Personal Branding
There is no one definition that accurately portrays how every person defines the term expert. As a fairly subjective term, personal branding can go a long way toward generating the needed reputation that a business owner must have in order to be seen as an expert. To become known as an expert in any field, people need to understand how much you know about the topic, how successful you have been with it and how much experience you have with it.

Increasing Sales and Productivity: Action and Fundamentals
I recently surveyed dozens of sales managers about tools and solutions they use to help their sales teams be more productive and successful in selling. When I analyzed these expert sales managers’ feedback, the key ingredient or “secret” to high sales productivity is ACTION! Another important aspect of success and sales performance is focusing on the fundamentals.

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