In a world dominated by email and e-commerce, direct mail marketing may seem like an outdated way to reach customers. However, consider that the average consumer receives 16 emails for every one direct mail piece, according to Big Commerce. A well-designed and targeted direct mail campaign can be a very effective way to bring in [...]

Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in these difficult days for the sales profession. In fact, one of the rewards of a successful sales career is the stimulating learning process – it’s never dull unless [...]

Today I am sharing with you my Daily Sales Tip #21 titled: “Find companies that have immediate wants and needs.”  

Practically every sale made to a new buyer may be properly classified as easy, difficult, or impossible. You’ll readily agree to that. But will you agree to this? Sales are not easy, difficult, or impossible according to the character or mood of the person you’re talking to. What you say or do during the first [...]

If you want to be a successful sales person and to close the deal, very important part is to be in front of your customers at the exact time when they are on the market for goods or services. You can find companies they are on the market now, or you can put them in [...]

By definition, a sale is the act of meeting prospective buyers and providing them with a product or service in return for money or other agreed upon compensation. A sale is an act of completion of a commercial activity. The “deal is closed”, means the customer has consented to the proposed product or service by [...]

Are you suited up, trained and ready to get out there and win? Success in this world is fundamentally a matter of selling, of using its principles whether in business, society, or politics, and applying them properly and effectively. During my workshops and seminars I am regularly being asked for my opinion on what is [...]

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it [...]

When qualifying a client you will spend a great amount of time asking questions in order to glean information and, in turn, actively listening to what the client has to say. The best sales people ask a lot of questions and genuinely listen to the answers. By asking pertinent questions and listening much more than [...]

Your mission as a sales person should be to find companies that have immediate wants and needs.  This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity and trigger the sales for you. Opportunities are [...]