Two important things you must determine during the qualifying are whether your prospect has the authority to make a buying decision today, and whether they have the finances available to make the purchase. Many salespeople assume the person they're talking to has the decision making power for the purchase. Sometimes, the person you're meeting wi

Businesses at present cannot settle on the traditional marketing of their products or services. Such methods such as print and media advertisements are not practical in the modern world we are in today. More and more businessmen result in marketing via emails. There are numerous advantages of email marketing. If handled correctly, it can help a

"Happy people sell more," is a cliche that every manager hears but doesn't really listen to. Good morale seems to have a trickle down effect and when a manager is happy, everyone is happy. But to boost sales, everybody has to be happy even when the manager is not. Morale building through employee coaching has to be a real commitment by managers

Whether you're just starting out, or you've been in the real estate business for years, there's simply no more important task than lead generation if you want to be successful. I know this is contentious to many of my peers; many argue that real estate is about connections, about building relationships, about providing an important service. And

Who likes to make cold calls, you might ask? The short answer is that there are probably few who relish the activity and fewer yet who are good at it. I think we've all run into someone in our professional lives who seems to excel at cold calling - whether it's on the phone or in person. They seem to have a natural, relaxed approach to meeting p

Cold calling is going extinct. Even its contemporary translation to 'telemarketing' isn't enough to keep it going. My take is that it will disappear altogether and then be resurrected as a new business and marketing strategy dubbed 'Direct Prospect Interphasing' or some such. Cold calling basically became popular in the past as a way to dir

A few years ago, when I worked at Cadillac, we studied the customer-buying experience in great detail. Our customers talked about how uncomfortable they were when buying a car. They felt cheap and as if the dealer was taking advantage of them in the negotiations. The proverbial used car salesman approach was well earned. Customers typically felt

Everyone likes a good deal. Unfortunately we salespeople may mistakenly accept that a good deal for the customer requires that we quote our best price. That mistake is costly. It can rob us and our company of profits we need and deserve. It can shrink our close rate and cause buyers to act irrationally. When we give prospects a good deal instead

When it comes to qualifying a prospect it's important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to satisfy both needs. These two needs are: 1.The need to a

In this world of odds and ends, people know that they always have a choice. Whatever decisions they make, its consequences are their responsibilities. This belief has long been the contention of many people, especially those who believe that man, being a rational being, is always accountable for his action. They know that they will be rewarded f

What I find very interesting is that both selling tactics exist in the market and are successful...to a certain extent. From the perspective of the buyer, competitive pressures among vendors and the rise of the internet positions many products and services as commodities. What does this mean and why is it important to sellers? 1. The am

It's that time of year again when salespeople peak their heads up from their cubicles to see if there is a better opportunity out there. So, what do I mean by "that time of the year?" Actually, it's most every day. The way most salespeople are wired, they have an insatiable urge for more. More money! More responsibility! More, more, more! Recruiter

Administrative assistants, or "gatekeepers," have gotten quite good at blocking access to the executives they serve. I don't know if they go to a school to learn how, but I just learned that they CAN earn an award for doing it well. The Atlanta Business Chronicle, in recognition of Administrative Professionals Day, awarded the title of "Best Pho

In the days when customers would walk through your door, the first thing an entrepreneur would do is introduce themselves. "Hi, I'm John, what can I do for you today?" A warm handshake, a smile, and the customer relationship was established. This relationship is something that any salesperson will tell you, is sacred. Without this relationship,

Data mining is a niche marketing method that allows you to link data to your customer and prospect profile. This data allows you to market directly to those that are most likely to need, want and be able purchase your goods and services. Conceptually this dramatically increases your probability for a sale. Internal marketing is controlle