Sales Articles
141: Pricing Predicament
How can I figure out how much to charge for my product or service? What is the highest salary (raise) I can ask for? Talking about money is a thorny issue. Everyone has opinions about it but those
http://marabe7.com/ALL/Business/Sales/Pricing-Predicament.html142: How to Hunt and Track Profitable Prospects
Hunters don’t just wander through forests for the annual prized deer, they are careful not to leave traces of his existence along the deer path. Hunters are careful not to use any man made scent that
http://marabe7.com/ALL/Business/Sales/How-to-Hunt-and-Track-Profitable-Prospects.html143: ROI Based Marketing and Sales Strategy
Over the last several years your customers have come under increasing pressure to do more with less and make purchase decisions that are heavily impacted by budgets, risk, and opportunities that are f
http://marabe7.com/ALL/Business/Sales/ROI-Based-Marketing-and-Sales-Strategy.html144: Research Supporting ROI Based Selling
Reduce Discounts:Early adopters of ROI selling methodology have reduced discounting by 20-30% and realized significant up-sell and cross-sell opportunities by selling on value rather than price.
Inte
http://marabe7.com/ALL/Business/Sales/Research-Supporting-ROI-Based-Selling.html145: Finding Leads - A Sales Essential
Leads refer to people who have the potential to add to the sales or become part of the entrepreneur’s network of sales people. For many home businesses, the constant flow of leads greatly increases su
http://marabe7.com/ALL/Business/Sales/Finding-Leads-A-Sales-Essential.html146: Franchisors and Their Peanut Gallery Detractors of Low Intellectual Ability
For over a decade I ran a Franchising Company, as its founder. Your basic rags to riches story, although the amount of hard work was a lot tougher than any one would believe. During this time I encoun
http://marabe7.com/ALL/Business/Sales/Franchisors-and-Their-Peanut-Gallery-Detractors-of-Low-Intellectual-Ability.html147: Harnessing Your Inner Used Car Salesman
The highest achievers in sales are often those who have mastered tight rope walking. Now, of course, I don’t mean literally tight rope walking! However, the best salespeople are those who can reach th
http://marabe7.com/ALL/Business/Sales/Harnessing-Your-Inner-Used-Car-Salesman.html148: Are You Afraid of Email?
Since the days of telephone party-lines, it has been a fact of life that some communicators have tended to cause others of us frustration. Teenagers tying up the family’s only telephone line for hours
http://marabe7.com/ALL/Business/Sales/Are-You-Afraid-of-Email.html149: The Half Truth of Cold Calling vs The Sales Ratios Revelation
When my sales manager said “sales is a numbers game”, I should have beaten him with the lie then and there. Unfortunately, my first sale came directly from a cold call and I was convinced that cold ca
http://marabe7.com/ALL/Business/Sales/The-Half-Truth-of-Cold-Calling-vs-The-Sales-Ratios-Revelation.html150: Why Sales Management has Special Insight on Sales Calls
If you have a sales manager or someone above you in sales are you using their special powers? Your boss probably has insight you don’t know about that will break open sales for you. When you learn how
http://marabe7.com/ALL/Business/Sales/Why-Sales-Management-has-Special-Insight-on-Sales-Calls.html151: Cold Calling - Top 5 Reasons to Avoid It
Cold calling, once the only method of sales prospecting, no longer works in today’s world. Here are the top five reasons to avoid it:1. Cold calling makes you look desperate.We all know that people w
http://marabe7.com/ALL/Business/Sales/Cold-Calling-Top-5-Reasons-to-Avoid-It.html152: Make Unlimited Sales with Purchase Order Financing
Do you distribute, re-sell or sell wholesale products? If you do, you will soon encounter what may be your biggest opportunity for success… or failure. A large order from your best customer. A large o
http://marabe7.com/ALL/Business/Sales/Make-Unlimited-Sales-with-Purchase-Order-Financing.html153: Doublespeak: Words Invoke Emotions
Words also have a strong bearing on how we remember certain details. For example, in a 1979 study conducted by Elizabeth Loftus, when defendants were asked how fast they were driving when they "smashe
http://marabe7.com/ALL/Business/Sales/Doublespeak-Words-Invoke-Emotions.html154: What’s the Objective of Your 1st Sales Appointment?
Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than no
http://marabe7.com/ALL/Business/Sales/Whats-the-Objective-of-Your-1st-Sales-Appointment.html155: Taxi! What Consultants Can Learn From Cab Drivers
Most consultants are like cab drivers. Cab drivers run the meter. They throw the luggage in the trunk (that’s a $1.00 bag charge). They may or may not be personable. If you have extra passengers, that
http://marabe7.com/ALL/Business/Sales/Taxi-What-Consultants-Can-Learn-From-Cab-Drivers.html156: Emotionally Packed Words Will Earn You More Money
Daryl Benn conducted a study on how advertisers use word choice and catch phrases to sell different, but identical in effectiveness, brands of aspirin. Consider the following: Brand A: proclaims 100 p
http://marabe7.com/ALL/Business/Sales/Emotionally-Packed-Words-Will-Earn-You-More-Money.html157: Mortgage Leads, Quality Is Everything
For loan officers and mortgage brokers on the market for mortgage leads, the quality of the lead should be a top priority when determining which company to invest in.For this reason, before you invest
http://marabe7.com/ALL/Business/Sales/Mortgage-Leads-Quality-Is-Everything.html158: Buying Fresh Mortgage Leads
Mortgage leads can be bought in quite a few different varieties. And depending on which loan officer you ask, some are better than others.If you buy leads in bulk, most likely you will be buying old o
http://marabe7.com/ALL/Business/Sales/Buying-Fresh-Mortgage-Leads.html159: SWM, Professional Seeks Motivated Buyer for LTR
Newspaper personal ads are a great source for sales ideas. Where else can 25 words make such a difference? When you think about it, salespeople are faced with the same challenge of attracting the smar
http://marabe7.com/ALL/Business/Sales/SWM-Professional-Seeks-Motivated-Buyer-for-LTR.html160: Sales: 5 Tips To Becoming A Better Salesperson
Being a salesperson can be a very profitable job. Commissions go higher the more a salesperson can sell. In addition, many sales jobs have bonuses for salespeople that exceed their expectations, inclu
http://marabe7.com/ALL/Business/Sales/Sales-5-Tips-To-Becoming-A-Better-Salesperson.htmlPage 8 of 34
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