sales Tutorials

1. 12 Ways To Outsell Your Competition!

By Larry Dotson

The keys to outselling your competition is to compare
your product to theirs. When you find the differences
between products, use your findings to improve
your product. Below are 12 things you can compare
and improve upon to outsell your competition.

1. Price- Can you offer a lower price? Can you offer
a higher price and increase the perceived value of
your... read more

2. The Myth of Persistence

By Bill Brooks

In most cities across the country, one sure sign of persistence is facing the daily commute. Prime time commuters are superstars at the art of persistence. Most don't have a choice, so they face the daily crush with steeled nerves and tight jawed commitment.

Most salespeople believe that they don't have a choice, either. Worse yet, they have been taught to believe that nothi... read more

3. THE MOST IMPORTANT SALE

By Russell Burnham

It doesn't matter whether or not you have your own
product to sell...despite all the opinions to the
contrary. Me and a whole mess of others have made
money promoting other peoples' products.

Sales people are among the highest paid people in
the world because nothing happens until a sale is
made.

But there's one sale that you rarely, if ever,
hear ... read more

4. The Value of a Nickel -- Sell Your Products at the Optimum Price

By Howard Young

REQUIREMENTS FOR REPRINT: You have permission to publish this article free of charge in your ezine, newsletter, ebook, print publication or on your Website ONLY if it remains unchanged and you include the copyright, author information, and an active link to the authors Website (Resource Box) at the end. You may not use this article in solicited or unsolicited commercial email.
... read more

5. How To Use A Powerful Leadership Tool To Step Up Sales Results

By Brent Filson

PERMISSION TO REPUBLISH: This article may be republished in newsletters and on web sites provided attribution is provided to the author, and it appears with the included copyright, resource box and live web site link. Email notice of intent to publish is appreciated but not required: mail to: brent@actionleadership.com

Word count: 995

=================================... read more

6. You CAN Be a Great Salesperson!

By Terri Seymour

You CAN Be a Great Salesperson!
Terri Seymour

When you are in sales, you have the choice to be
successful or unsuccessful. The only one to set limits
on your income and success is you! A career in sales
is a challenge. Use that challenge to motivate and
excite you. Meet and beat that challenge!

There are five basic components to sales:
prospecti... read more

7. Black-Belt Sales Meeting Moves

By John K. Mackenzie

BLACK-BELT SALES MEETING MOVES
Copyright (C) 1990
John K. Mackenzie
All rights reserved

Dedicated to those who realize that most sales meetings are more important for those who give them, than they are for those who come to them.

1. Organize a program advisory committee. Let everyone know who's on it.

- If things go well, take credit as chairman.
-... read more

8. Sell at the top -- enjoy greater success!

By Frank Williams

As a former CEO of a good size industrial company, I always found it strange that I didn't have more salespeople call me directly. Did they know I always answered my own phone? Did they not intuitively understand that, at some point, I would be involved in any major buying decision? Did they not grasp that getting to know me and understand my thinking would be a smart move in c... read more

9. A Quick and Simple Tip for Gaining Customers

By V. Berba Velasco Jr., Ph.D.

In the course of my career, Ive had to deal with a lot of vendorssoftware companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. Id like to talk about two of the more memorable vendors, and the simple technique that they used (perhaps unknowingly) which made them stand out... read more

10. Value Selling

By Steve Waterhouse

How to create business when the PO's all dry up.

If you have not experienced a drop in sales recently, you might choose to skip this issue. On the other hand, if you miss it, you just might find yourself competing with those who learned this technique.

Two things happen in a down market that directly affect every sales professional.

1. ... read more

11. 10 Ways To Keep Your Sales Above Water!

By Larry Dotson

1. Sign-up to win web site awards. When you win,
some award sites publish your web site link, name
and description on their site.

2. Join online business associations or clubs. If you
join, they will usually list all their members on their
web site. It will give your business extra exposure.

3. Utilize a simple form of viral marketing. Write or
have som... read more

12. 10 Reasons Why People Don't Buy From You

By Robert Kleine

1. You don't make people feel safe when they order.
Remind people that they are ordering through a secure
server. Tell them you won't sell their e-mail address
and all their information will be kept confidential.

2. You don't make your ad copy attractive. Your ad
lists features instead of benefits. The headline does
not attract at your target audience. You do... read more

13. Three Ways To Sell Anything

By Kevin Nunley

All of us sell all the time. From a child asking Mom for a
cookie to the CEO of a major corporation trying to ink a million
dollar order, each of us sells. We sell our ideas and beliefs to
co-workers, bosses, and family. We sell products, services, and
concepts.

Here are three simple ways to sell anything. You can use
them in person, on the telephone, or with ... read more

14. Getting Beyond the Buyer!

By Steve Waterhouse

One of the most common questions I receive from my clients and those I coach is, "how do I get past the buyer to the real decision maker". This is clearly one of the most important questions for any sales professional to answer because so much rests on reaching the real economic buyer. Only the true decision maker can understand the total value that your offering brings to thei... read more

15. How You Can Create Better Sales Presentations...

By Thom Reece

No matter what your business is, you will enhance your level of success by developing a well-organized sales presentation. A good sales presentation involves two primary elements:

(1) The pre-planned sales talk.
(2) A carefully conceived and organized visual presentation that documents, confirms, supports, and strengthens t... read more

16. The "Wall of Defensiveness": 7 Ways to Tear It Down

By Ari Galper

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 ... read more

17. Sales Lessons From the Election

By Steve Waterhouse

We are watching a very fundamental sales management problem played out in the Florida elections (this is not political!). It's called BLAME and it can destroy our sales organization from within.

When we affix the blame, we immediately stop the progress. We can often look at our job descriptions to see the problem. In an election, the job of the elections... read more

18. Seven "Really" Truly Unique Ways to Sell More Books

By Catherine Franz

These marketing tips arent for the weak at heart. Use
discretion and know where the ego and self-promotion
boundary stands for you.

1. Use a fold over business card. Place your book
information inside the fold. The title on the bottom side
of the fold so it is seen first when the card is opened.
Only one book to sell right now, no problem. To fill up the
pa... read more

19. Assume the Best

By Steve Waterhouse

Much of the friction between members of a selling team comes from unspoken expectations left unmet. The sales manager expects the report to be in by Monday or the marketing department expects the leads to be followed up within the month. When expectations are not met, we may begin to devalue the effort made by the offending person. If Bill is late with the report we assume that... read more

20. To Sell to a Woman, You Must Understand the Woman

By Lisa Lake

The hand that rocks the cradle is the hand that rules the
world. Truer words have never been spoken, especially when
we consider the progress that women have made in society.
Their hands no longer stick to rocking the cradle, but they
still rule the world.

If you are to succeed in marketing a product or service, you
must remember that women control 85% of all ... read more

21. 5 Sales Letter Blunders That LOSE the Sale

By Harmony Major

The average conversion ratio of most sales letters is a pitiful
1% -- or worse. Thankfully, there are dozens of little nuances
that can instantly boost the amount of prospects you convert to
buyers. Conversely, there are just as many that can make that
ratio take an *immediate* nose dive.

Are YOU committing any of these five response-busting bloopers?

BLO... read more

22. "Boost Sales With An Email Bonus!"

By A.T.Rendon

If you are doing business online then
you must have an email contact list.

It is absolutely essential that you be
able to email your list of subscribers,
customers, hot prospects or general
permission based list of non-customers
with information about whatever product
or service that it is that you are
involved with.

Email, after all, is th... read more

23. "10 Leadership Lessons From The World's Greatest Leaders"

By Laurence Winmill

Since the beginning of mankind every one of us needs andbenefits from leadership, whether it's religious, social,family, educational, governing, professional or business.The fact is that without leadership there is simply nodirection or path for us to follow.

Typically when you mention the word leader, historical namesspring to mind. Political or Governing lead... read more

24. Why are you throwing your money away?

By Marc Goldman

Almost everyday without fail, I come across someone on the internet who drastically
underestimates the value of his already existing assets and who simply does not know
how to make the most money possible in the shortest amount of time.

I have always used the power of Joint Venture marketing to create huge profits and
win/win situations for everyone involved. Howeve... read more

25. Diversification

By Bob Osgoodby

Many people in business on the Internet try to market only one
product. If the demand for that product is weak or if the demand
dries up, they are virtually out of business. Smart
entrepreneurs however diversify their offerings, and if the
demand is slow for one product or service, the others usually
pick up the slack.

If you have a web site, and if you are tr... read more

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