Dimensional Mail Most Effective Direct Response Strategy for B-to-B Sales - Part 1

Want to boost response in your B-to-B mailings? Need to break into new markets, find a new application for an existing product to a new audience? Need to reach out to hard-to-get-at executives and get their attention? Need to increase your response rate to the tune of 300% while increasing ROI? The answers might be found with one of your vendors, but it’s not your list broker, your printer, or your data processing shop - it’s at your packaging producer! The average senior executive receives... Read more »

How To Acquire Effective Sales Training

There is no doubt about it, in today’s competitive business world, every business needs an edge over their competition in order to stay in business. Every business has salespeople, no matter how big they are or what they sell. In the past, each sales person has had his or her own technique in landing a sale. The techniques were always different and seldom worked for two or more people. In today’s business world, with technology advancing everyday, it is necessary to have not only the... Read more »

Close More Sales By ‘Seeing’ The Window of Dissatisfaction

Have you ever noticed what happens when you buy a new car? Once you buy it, you start noticing lots of the same car on the road. What’s that about? Or consider this: Jack and Tonya learn from Tonya’s doctor that they’re about to have their first baby. Now, everywhere Jack goes, he sees pregnant women. Fast forward nine months: Tonya has given birth to a beautiful baby girl. Now Jack stops noticing pregnant women so much and starts seeing babies everywhere he goes. This is called... Read more »

Effective Strategies For Selling Books Online

There are a number of individuals who specialize in selling products online. There are many different products that sell rather well. One that is growing in popularity among internet consumers is books. Many people have found that they reap quite a success for themselves by simply taking books and selling them for profit in an online in the virtual market. If you have an avid interest in reading, and various types of literature, you too, can be successful in this type of online business. Here, I... Read more »

4 Sales Tips for Attending Business Expos

Unfortunately, not everyone views expos as opportunities waiting to be found. Generally speaking, women invite a friend to Go-with and they routinely walk up and down the aisle not really investigating what there is to be offered. In contrast, the men walk the aisles stopping where they are most comfortable and able to talk peer to peer to the man behind the booth. In both cases, the men and the women are not creatively looking for ways to expand their businesses. Years ago, as a job hunter, I... Read more »

Automotive sales training guide to using humor for selling cars

A story about using humor A good friend of mine is one of the top salespeople in the car business. He’s very good at all the areas of selling. He is good at closing, prospecting, following up, the basics etc. But my friend has a pure talent for making people laugh. When the showroom was jam packed with customers, he was a true show stopper. He would put on these silly glasses with the big nose and moustache and start with this entertaining hilarious speech right in the middle of the showroom.... Read more »

Coaching Training: A Successful Sales Team Takes Work To Maintain

A business based on sales is only as good as its salesmen. In order for a sales staff to be productive, they need training and support to hone their skills and build their confidence. Thus, an important member of any sales team is someone who trains them. This person, just like the sales staff, needs trainers or coaches in order to be the most effective teacher. A critical factor in assuring the success of a business for any owner is having the ability to coach management sales training for his... Read more »

What Are The Benefits Of Sales Training?

There is a real argument amongst salespeople that sales cannot be taught and that it is a natural skill that cannot be taught. People that are good at sales have always been good at sales and always will be. There are a number of salespeople that perpetuate this myth and claim that there is a knack of making sales that cannot be grasped by many people. They claim that it is some kind of dark art for which only a select few have the skills to do well at it. This is of course ridiculous. This myth... Read more »

A must read automotive sales training article on building rapport

Why won’t car salespeople build rapport? Too often, I see car salespeople trying to go from just meeting the customer to closing right away. And every chance they get, they are trying to close the sale on price. Sure, you might sell a few vehicles and make some money. But it’s not even close to what you should or can earn in the car business. Since most customers buy the vehicle because they liked the car salesperson, why not get them to like you? Now don’t brag about yourself... Read more »

Conversational Hypnosis Is A Powerful Sales Weapon

You may know about many proven sales techniques used by successful salesman. But have you heard of conversational hypnosis? Do you know how this interesting sales technique can be used to increase sales? What is conversational hypnosis? Conversational hypnosis, often referred to as covert hypnosis, is actually a communication style. Some people use conversational hypnosis without knowing that they are using it. People use the communication style for various reasons, but it’s well known as... Read more »