Let’s face it, we are all buyers and we all visit retail outlets. Did you ever take the time to listen to the sales greetings as you walk into the retail outlets? If you do, you will notice most of them repeat the same greeting, and we respond with the same old answer.

It is time for retailers to wake up and stop doing what they have always done. If they do not make the necessary changes, they will continue to get the same sales results as in the past.

This is the standard retail sales greeting you usually receive walking into an outlet. “Hello, can I help you?” and you give the standard answer, “No thank you, I’m just looking.” Even if you know what you want to buy and how much you are willing to spend, you still offer the same old reply.

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Tags: marketing and sales strategies, sales techniques, sales coaching, sales strategies

Cutbacks support and contribute to a recession, and to the downsizing of your organization.

Sales motivation supports and contributes to the bottom line and the future growth of your organization.

Which one is more important to you? Which one are you contributing to?

Sales is the blood line to every organization. If there is no sales motivation to sell, then there isn’t any sales activity. Without sales, there are no transactions. The cycle continues and consequently, the lack of transactions leads to no revenue. The fall in revenue leads to the demise of an organization and thusly, the loss of jobs. This downward spiral generally ends in a recession.

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Tags: sales techniques, increase sales, free sales training, goal setting worksheet

Increasing sales in a weak economy requires twice as much discipline and effort than most sales people have been accustomed to over the past few years. It is time to step up, do more and prove you are a true sales professional. Now is sales opportunity time and not order taking time.

The buyers are not out looking for you, your company and its products or services any longer. A sales person needs to locate them and there are fewer buyers nowadays.

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Tags: marketing and sales strategies, increase sales, sales coaching, free sales training

Maintaining sales results in a tough economy requires strong relationships and even partnering with clients, suppliers and prospective buyers.

We all know that people buy from people they like and trust. We also know that once a relationship has been established, it must be maintained to ensure ongoing business and beneficial sales results. If the relationship is not maintained, it is lost and precious sales results dwindle. The cost of finding a new customer is much more expensive than maintaining an existing customer.

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Tags: marketing and sales strategies, sales tips, increase sales, goal setting worksheet

Targeting for sales results in a tough economy is more important than ever before. It is essential that sales professionals clearly define their target prospects by supporting criteria. The supporting criteria should give them the best return on their time investment (R.O.T.I.) and positive sales results.

Begin affecting sales results by dissecting your data base of customers based on predetermined criteria. This should be criteria that you can use to identify your best customers. It could be volume, margins, profits, loyalty, etc, but it must be specific and utilized to distinguish between different levels of clients.

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Tags: sales coaching, sales techniques, goal setting worksheet, sales strategies

In my last blog I mentioned businesses need to be out in the market place in a more proactive way in search of sales results. We discussed not only how businesses need to clearly define their target prospects but they also need to know where to find them and how to approach them in order to nurture their sales results.

In this blog I would like to share how to engage them into a buying process and how to maintain and advance your sales results.

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Tags: marketing and sales strategies, sales strategies, how to sell, sales techniques

In my last blog I mentioned businesses need to be out in the market place in a more proactive way. They need to position themselves as leaders and lead the way for the long term sales results. It is not productive to be followers into a potentially short term crisis. They need to enhance leadership and to truly be in the sales result business.

Businesses not only need to clearly define their target prospects but they also need to know where to find them, how to approach them and how to engage them into a buying process in order to maintain and nurture their sales results.

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Tags: sales coaching, free sales training, sales techniques, sales strategies

There are many cold calling tips available to sales people today, but cold calling in today’s economy requires a lot more calls and more emphasis on the benefit statement provided during that call.

Naturally cold calling requires you to identify yourself my name and organization, and that is where it stops being about you!

Too many cold callers babble on about their organization, it’s products or services and that in itself is not engaging. If you do not immediately engage the receiver of the call, they will not want you wasting their time.

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Tags: sales techniques, sales tips, increase sales, free sales training

The days of the push strategy in sales and marketing training is over. To be sought after by name in the market place requires a pull strategy which only comes through non traditional sales and marketing training.

Most sales and marketing training today still focuses on the products, services, brand, etc.
Sales and marketing people are out their doing presentations and are constantly chasing customers. It is all about them, their product, service or brand!

Today’s customer demands that it be about them, not you!

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Tags: how to sell, increase sales, goal setting worksheet, sales tips

The new people we meet daily can become tomorrow’s best friends / customers, but the challenge is how do you maintain your relationships within your sales network, especially as it grows into the thousands?

Many people can maintain their relationships with their sales network in a local area through meeting at various events, special occasions or simply communicating over the phone or by e-mail. However, as one goes global and meets more and more people in a variety of countries, the challenge to maintain relationships within your sales network becomes more demanding.

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Tags: how to sell, sales techniques, marketing and sales strategies, sales coaching