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Increase Sales Coaching Tip - Revisit & Add Some Zest to Your Marketing Plan - Have your sales gone south? Are you desperately seeking new strategies to increase sales? Maybe now is the time to return to your marketing plan and take the time to refresh it....

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Am I Crazy to Help Insurance Agents Increase Sales - Sales Coach - Some would certainly say I must be. They view insurance sales people like a plague that needs to be eradicated....

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Why I Offer You This Secret Weapon - Sales Coaching - Everyone can have and use this secret weapon. It doesn't require a financial investment nor do you need any special talents to use it....
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How to Avoid the Biggest Mistake You Can Make in Sales - Increase Sales - One of the biggest mistakes you can make in sales is losing your momentum. You make a big push to get a bunch of appointments then you get busy holding those appointments and taking care of the new business....
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Selling Slump? 17 Surefire Ways to Overcome it and Get Back on Track! - If you are experiencing a selling slump, it's a tough situation indeed. A decline in sales is not only challenging to your cash flow and hurtful to your commission check, (not to mention your ego) but it can make both you and your company vulnerable to your competition. What to do? Sales have been down for many businesses especially retailers, manufacturers and real estate professionals. The causes are changing markets, fierce competition and sl...
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Are you a People Person? - Take the Quiz - Not everyone is a people person, and in marketing, whether its your products, crafts, or services, you need to find out take the quiz!...
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Sales Is Not Something You Do To Someone, It's Something You Do For Someone - Sales is not something you do "to" someone, it's something you do for someone. This one sentence suggests to me that I should be open about how I can help someone when I am talking to them. To me it suggests you shouldn't think about how much you are going to make, or how much can sell them, but you should concentrate on how this person needs help and how they can best be served. Let God or the Universe be a conduit through you. The answer may be...
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Turning Potential Customers Into Paying Customers - It is essential to look at your business from a customers point of view, if you wish to increase the quantity of sales that you make. What doubts could a customer have to purchasing your product of service?...
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Increase Sales Coaching Tip - Return to Your Top 5 to 20 Client - Are your sales slowing? Is the growing fear of the "R" word starting to affect your goal to increase sales? What can you do? Why not revisit your top 5 to 20 clients and see if you can help them?...
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Over Selling - I know Hillary Clinton is desperate to win the Texas primary because I've received at least one pre-recorded telephone call everyday for the past week, and at least three or four telephone calls from live telemarketers on her behalf as well. Now, I'm a life long democrat, and I've been undecided as to which way I will vote in the primary, but I'm beginning to get pretty annoyed with the succession of calls, so rather than swing me toward her cam...
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Increase Sales Coaching Tip - Use Free Publicity - Are you budget conscious when it comes to your sales efforts? Have you thought of leveraging the power of free publicity to increase sales?...
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Sales Coaching Tip - The Power of 3 Simple Letters - Do you want to increase sales especially with a slowing economy? Consider, these 3 simple letters if this is your goal....

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ROI With Teeth - Many sales reps today rely to heavily on ROI based selling. The concept being that if one can show a company or individual a return on their invested dollars within a reasonable time frame, there should be no reason why an average sane buyer would not buy what they are selling. However, all too often these ROI calculation is too vendor centric, and fail to engage the prospect....
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Top 3 Strategies To Boost Your Business By Asking - So many business entrepreneurs are afraid to ask potential customers for business and help. Here are the top 3 strategies for getting more business by simply asking....
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10+ Ways to Increase Sales - Most sales people are working themselves to death running around like insane people trying to increase sales through sheer activity. This makes some sales people feel important and productive, and others burned-out and frustrated....
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This Highly Promoted Prospecting Tactic Can Put You Out of Business - Sales Coaching - It's sad the number of service professionals that are told they have to cold call if they want to grow their business. The insurance and financial services industries are notorious for pushing these professionals to do something that quickly puts them out of business....
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Which of These 5 Sales Struggles Would You Like to End? - Sales Coach - Working with many salespeople from top producers to those struggling to exist it's clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas....
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Sales Appointment Setting - A Question of Geometry? - Doing what you've always done and expecting different results just doesn't work. You know that. It really is the square peg, round hole theory....
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Logical Planning To Increase Your Sales - At the end of each week take time to plan your next week's selling schedule, on a day by day basis. This will save travelling time by grouping your appointments into more logical areas. Remember that the only time you make money is when you are face to face with a client or prospect....
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Improving Skills As A Sales Consultant - Sales consultants have a number of tasks to perform during their average day. While daily tasks hinge largely upon the industry that they work in, sales consultants often have to work with clients and sales managers in order to find the best products for a client's needs....
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Is the Successful Sales Person Made Or Born? - The question of whether a salesperson is made or born has been debated in many circles. I am inclined to think they are made, based on my personal experience. Though the personality you are born with can certainly have an effect on your career. This article outlines what I believe it takes to be successful in the difficult field of sales....
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Increase Sales Tip - Know The Four Letter Dirty Words in Sales - Much is written about the 4 letter dirty words with some even being beeped out. Yet, have you taken the time to consider some of the 4 letter dirty words in sales and even in business?...
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Why They Buy - Perception Versus Reality - A customer's perception becomes their reality. You initially influence their perception through your appearance, manner of communication, body language, and other factors. Once their initial impression has been formed, they have developed a rock-solid rationale for why they should or should not do business with you....
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Increase Your Influence By Using Compliments - There are three essentials for a compliment to become catalysts in persuasion and selling. The first is it has to be sincere. You should always be able to find a genuine reason to compliment someone....
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Pharmaceuticals - Take New Heights Of Development - If you want to define the word 'Pharmaceuticals' in literary terms, it means products derived from pharmaceutical companies. These companies are dedicated to manufacturing drugs used to treat different diseases in humans & animals. Pharmaceuticals are classified as drugs provided with prescription from a health care provider or even over-the-counter drugs....
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Four Personality Types and the Words That Motivate Them - Before you can learn to persuade, you'll need to understand the psychology of human motivation. What makes a person tick? What makes a person take risks? What makes a person try alternatives? What makes a person want to expand a comfort zone? Psychologists have identified four distinct personality types: Sanguine, Phlegmatic, Melancholic and Choleric. Everyone leans towards one of these types. If you can learn to understand what excites, motivate...
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Push Your Sales Through The Roof - Don't talk. Listen, respond. Listen, respond. Repeat this process. That way, you'll understand what your client needs. Much as you may hate to think it, no customer is more interested in you than he is in himself....
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Take The Sales Executive "IQ Focus Test" - One of the most outstanding business executives that I know and admire uses the following question for every person he interviews. At first I thought it was a silly question. But after years of working together and discussing what it takes to be effective in today's complex business environment, I realize that his question can be very revealing as to how a knowledge worker processes information....
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Sales Is Not a Four Letter Word - Why the poor perception of salespeople and why do so many of them fail? Why do so many new businesses fail? I think fear is the number one reason. The question then is how do we deal with fear and still be a successful salesperson. Here are some ideas you can put into action tomorrow....
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Key Stages In Making A Sale - There are several stages in making a sale. All are important, but perhaps it is most important to remember that first impressions count for a lot, and listen to your potential customer....
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How To Tell If You're Selling Commodities - These days, most companies have purchasing departments, with professionally trained purchasing agents, trained to commoditize everything that they buy. Your job, as a salesman is to keep from having your products and/or services commoditized....
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Crossing the Finish Line - Closing the sale is part of the marketing cycle - it is the final step and the only part of the process that causes money to flow into instead of out of your checkbook. Read on to learn how to structure a truly effective and well constructed marketing cycle that will set the stage for a natural flow to the finish....
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Does Cold Calling Give You the Chills? - Cold calling is something many wahms put off. Here are a few tips to keep you from sweating over cold calls....
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Selling To Seniors - Guaranteed Methods To Increase Your Annuity Production - If you do not genuinely care about seniors or retirees, then you will not last in the senior market. Winning the approval of seniors requires, patience, consistency, and the will to really want to help them live the best retirement lifestyle they can....
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The Power of Selling in the Executive Suite - Many sales people and managers feel it's not necessary to get to the top - presidents, CEO's, GM's etc. They say their sale is technical, or top people don't get involved, or whatever. No matter what you think, sales always end with the top person's approval. The connected win....
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Going Above and Beyond for an Affluent Clientele - I read a story about the Ritz Carlton Hotel recently that has me thinking about what it means to truly court and cater to an affluent clientèle in a way that will keep them interested and involved with your product or service. The Ritz Carlton Hotel has a policy that any employee (and I mean, any employee from the housekeeping staff to the desk clerks) can spend up to $2,000 a day (without prior authorization from management) to solve the prob...
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What Sells In Mail Order Magazines - Mail order magazines are a great way to do business. However, to make your enterprise profitable through it, we have to understand what sells in mail order magazines. Most of the keen readers of mail order magazines are the business by mail dealers themselves....
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Qualifying Events - If you make your living selling, the term "qualifying event" should be important to you. But in most cases, unless you are in the insurance field, you might not have even heard of the term. So pay attention....
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Pharmaceutical Sales - Is This For You? - Are you considering breaking into a career in pharmaceutical sales? There are plenty of reasons why you would want to - good pay and perks and a good degree of freedom, make this profession quite sought after. But this job is not for everyone. Let's look at a few things that may help put this field in perspective....
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Going Beyond the Norm with Promotional Items - It has long been standard practice to give people more than they expect in the form of promotional items. The problem, of course, is most people have seen the run of the mill things. This means you need to go beyond the norm to have your items make an impact....
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Sales Coaching Tip - Increase Sales By Reducing Your Business Card Pile - Do you have a lot of business cards on your desk, in your desk drawers, in your pocket or in your brief case? What would happen if you put a plan of action together to reduce those piles? Would you see an increase in your progress and your results? Learn how to quickly begin to reduce those endless stacks of business cards....
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Getting People Interested in What You do Without Talking About it - I did a teleseminar last week with an old friend I've known for several years. One of the areas we talked about was some of the "secrets" he's used to stay successful. It was interesting to hear him talk about things he does consistently to stay on top of his game....
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Master the Big 3 of Attraction, Assistance, and Alignment and There's Simply No Way to Fail - At first it may have been an exciting challenge trying to fill your appointment calendar each week. Soon what was once a challenge became a drudgery....
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Sales Turnaround - From Closing Sales To Opening Sales - One of the most successful sales turnarounds that I have been part of was when I was GM Sales & Marketing at ihug. There we had a very averagely performing sales team who could answer questions but couldn't close the sale. After six months of coaching, rewarding the good performers, changing the team around the results were still very similar. So we knew it was time to do something different....
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Use Feedback To Feed Your Family - What people say about you is more powerful than what you say about yourself. It's not about what you think. It's about what your customers say and what they don't say....

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Effective Cross-Selling Success - To be successful at cross-selling within the Insurance Industry; one must do more than simply sell additional products. One must transcend the product peddling mentality and become an Advisor. Learn how ...
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5 Tactics of Sales And Con Pitches - Well performing sales people claim the ability of selling "ice to Eskimos"; i.e. they expect you to give them money for useless crap via their beguiling manners. By understanding their underlying strategies, we can break the spell and avoid becoming "suckers" whether it be typical consumers or con-artists victims....
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The Best Sales Pro Around Teaches Others His Secrets - Sales and Selling Technique - Drum roll please. And bounding out from behind the curtain smiling and bowing to the roaring applause appears our sales super star....
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Pay for Your Life Insurance Now - Cash in After Your Death - Insurance Sales Success - Wait a minute. That doesn't sound like a fantastic deal, does it?...
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How a Strange Envelop Saved Bob From an Empty Appointment Book - Sales Coaching - Bob, had just finished up another frustrating day that yielded no sales, and no appointments for future sales. He plopped down at his desk and began to sort through his mail dreading the bills he knew he'd find, and wouldn't be able to pay....
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Increase Your Sales With Conversational Hypnosis - If you are leaving sales appointments without sales and missing your sales quota month after month, you might want to try something new. Conversational hypnosis is a set of persuasive techniques that, when done properly, can let you lead people to do what you really want them to do --- such as buy what you are selling!...

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5 Strategies for Keeping Leads Alive Over the Long-Term - There are 5 very important strategies to managing and nurturing leads which, if followed, will increase productivity and decrease costs. In 2007 a research team at MIT conducted a study on the ways in which leads could be more effectively reached and it had some astounding results....
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4 Quick Tips for Cross-Selling - Is cross-selling in your 2008 future? If not it should be. It is the easiest way to make more sales....
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Change Instantly And Radically Your Approach To Sales - There is a massive change that will only take one minute of your busy life and absolutely no effort whatsoever and will increase your sales progressively. I actually bet that you will make this change before finishing this article. It is not about your time management, it is not about how to approach your prospects, it is neither about your image nor your motivation, but it is about all these together and a little more....
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The First Rule of Sales - The first thing you gotta do to sell is pretty simple. This rule is so key and so important, it's worth repeating (even though virtually every Sales Trainer says it). If you get this one thing down, you can do really well in sales, no matter what the product or service....
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Sales Coaching Tip - Where Is Your Clarity? - Clarity is a word that many sales professionals use, but far fewer can actually demonstrate from their beliefs about sales to their actions specific to selling. How you define clarity and use it will determine your ability to increase sales. So where is your clarity?...
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Boosting Sales by Improving Conversion Rates - At the level of a salesperson, sales is about trust, relationships and influence. However, at the strategic level it is about numbers. It is about understanding and managing the sales pipeline. For a business, the most important financial number is its return on investment. If the money invested in the business is not getting an adequate return, a decision will be made by someone, sometime to invest the money somewhere else....
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Will Your Sales Plan Deliver Desired Results This Year - Seth Godin gave some timely and prudent advice for real estate agents in a recent post. His hard-hitting advice is actually quite relevant to every salesperson and entrepreneur who would listen. He pulled no punches and as usual, had a great deal of wisdom to offer....
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Powerful Questions That Will Increase Your Sales - I recently wrote an article called, Feeble Questions Can Kill Your Business. In the article, I stated that too many sales people get caught in the trap of asking low-quality questions instead of more powerful ones. Many people contacted me and requested more information on what constitutes a great question....
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Use This Simple Sales Technique For Additional Revenue - Many moons ago when I was beginning college, I needed a way to pay for books, tuition, hidden fees and many other costs I didn't account for beyond the normal tuition fees. Because of that, I took on the job of delivering pizza for the local chain pizza store. I can honestly tell you, to this day, it is still one of the most fun jobs I ever had....
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How To Make Selling More Really Simple - Selling provides virtually unrivaled opportunities for anyone who is prepared to commit themselves. Your degree won't help you. Your qualifications and exams won't help you. Your CV won't help you. The only person who can help you is you. And that's too much of a leveller for most people. Handbrake off, safety net removed, crash helmet discarded. Most people want to blame someone else ...
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Can You Afford To Employ A Dual Agent In A Business Sale? - For most business owners, a business sale is a once in a lifetime event with significant impact on how well the family's nest egg is feathered. With so much at stake, can you afford to employ a dual agent?...
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A Quote And Advice On Overcoming Fear In Sales - Most people fail in sales because of fear. Overcome the fear and the rest of the act of selling becomes routine. Here's how ...

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Networking Works - Cold Calling Leaves You Cold - Cold calling is a waste or time. Networking is the most productive way to generate high quality leads. Yet many managers push sales people to do cold calling and sales people default to cold calling when they don't take time to think and plan. This article shows the process of how to network effectively....
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Sales Coaching Tip - Use the Degrees of Separation to Increase Sales - If your goal is to increase sales, then consider using the 3, 5 or 6 degrees of separation to achieve that goal. How, then read on....
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Help Freely Given Is Much More Rewarding - Learn to swallow your pride and ask for help when you're new to sales. When you're experienced, give advice and assistance freely, and you will find it much more rewarding....
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Sales Coaching Tip - Increase Sales by Using Both of Your Hands - Would you like a simple sales coaching tip that can have you increasing sales quickly? Then read on and learn how your hands can help you achieve your sales goals....
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Sales Coaching Tip - Where Is Your Focus? - Focus is a powerful word and can be your ally if your goal is to increase sales. How you use your focus will greatly determine your sales' success. So where is your focus?...
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Sales Coaching Tip - Hope Is Not A Strategy To Increase Sales - The word hope conjures a lot of feelings. However, if you want to be successful in sales, this is one strategy that is not effective. Read on to learn why....
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Sales Professionals - Does Your Need to Sell Exceed the Prospect's Need to Buy? - To secure a sale requires at least 3, but usually 4 criteria. However, many anxious sales professionals actually have one criterion greater than their prospects and this mistake is potentially limiting their ability to increase sales. Read about this critical mistake and how you can overcome ...
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Business Coaching Training Sales Tip - Start Measuring Your Relationships to Increase Sales - Everyone knows how to calculate the second of the only two real numbers in business - profits. Yet most cannot even locate less alone determine the first measurement in business that being relationships. So, if you want to increase sales, then, this business coaching training sales tip may just what you need to read....
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Sales Tip - Increase Sales During a Down Economy By Returning to the Purpose of Business - The down economy is being broadcast 24/7. Regardless of whether you believe it to be true or not, all of this talk can affect your business. Consider this sales tip, return to the purpose of business....
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Effective Selling - How Do You Dig Holes To Draw Water? - As a sales manager, I often witness sales executives aspiring for the complex, where simple would suffice. In today's internet-age business environment, it is easy to become distracted. Sales executives are juggling an overflowing e-mail inbox, customers are demanding more and more for less, and some sales executives are experiencing sales management pressure to just "do something". It is easy to fall prey to the sales management fallacy of beli...
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What To Say When Your Prospect Only Has 10 Minutes - Prospects often try to control sales conversations by limiting the time they have to talk. Take the advice of a sales expert when she explains the benefits of asking questions rather than talking....
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Are Job Applicants Destroying Your Brand? - Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company. It doesn't need to be this way....
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Motivating the Passive Sales Candidate - Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?...
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Secrets Buried In a Sales Person's Resume - In my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal....
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Priming the Sales Applicant Pump - Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another....
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The Sales Person's First Day - Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done....
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Creating Sales and Sales Volume Comparisons - Evaluating your performance against the statistics of other agents or companies in your market segment is a great starting point, but it is rarely enough to uncover your unique edge or point of difference. When you compare your numbers to MLS stats for the number of units sold, number of listings taken, number of listings sold, and total sales volume in your market area you arrive at a picture of how you did compared to the market at large. Ho...
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Free Sales Leads - On a fly-fishing trip, a number of years ago, I was told that "most flies are tied to catch fishermen, not fish". This idiom may have more truth in sales than any other profession, because we are often the easiest people to sell to....
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Sell The Salesman - Flagrant errors in managing a sales force are easy to discern. What may be harder to spot are the subtle mistakes or oversights that can be just as counter-productive to profit-making and sales force motivation....
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Lead Generation Effectiveness - The key to effective marketing lies within lead generation. Lead generation is designed to help you find your specific target market and supply only them with enough information to get them to come to you....
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Make Your Sales Job Successful - Improve Your Retail Presentation! Learn how to become a successful salesperson or demonstrator!...
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Sales and Selling Technique - Oh, Now That I'm Mad You Pay Attention to Me? - Do you want to get rid of a client really fast never to have them return? Of course, that's not what you want....
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Sales Coaching - How Much Time Do You Spend Actively Selling? - Proudfoot Consulting reports that salespeople only spend 11% of their time actively selling! Just imagine what would happen to your sales if you were to increase that to 12% or even 15%....
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Sales Coaching - 7 Steps to Turning Bizop to Biz Reality - "It won't be easy, but it could be the most challenging, most rewarding thing you've ever done", reads a recent ad for an insurance company. It could apply to nearly every business opportunity ad you've ever read or considered for any service business....
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Here Is To Relationships and Sales - Beware the smiling face of the relationship in sales. Today's friend may not be tomorrow's butterfly....
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How to Close the Personal Training Sale - Many personal trainers have a heck of a hard time even saying the word sales. A great deal, myself included, are not sales people by nature. It's our instinct to help people, not sell people. But closing sales isn't nearly as difficult as we often make it out to be. Using the following the tips will make the process as simple, and painless, as possible....
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5 Steps To Becoming A Professional Salesperson - Many salespeople don't take action. They mistake low barriers to entry for low effort being required to succeed. Turning up at 9, leaving at 5 and doing the bare minimum is not the way to behave as a professional. Taking the easy route is not the path to professionalism. Ultimately, professionalism is not where you came from, which school you went to or which career you picked - professionalism is what you do consistently....
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Getting Touchy Feely - Determining the representational system your prospect or client is using helps build rapport. This is kinesthetic in action....
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Hitting Home Runs in F&I - Excelling in F&I means you're skilled in several areas. Being a strong closer may mean more products sold, but having weak needs discovery skills translates into higher charge-backs and low CSI scores....
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Four Ways to Put Your Customer at Ease - With all the warnings customers get from 20/20, consumer reports and their local credit union about deceptive sales practices and "hidden profits" dealers make in the F&I department, some days it feels like there is a big yellow warning sign outside the F&I office that reads "Caution: F&I Manager Ahead!" I travel in airplanes all the time. Occasionally, I'll get into a conversation with my seatmate. Invariably, at some point, they all ask the sam...
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Too Tough For You? Just Right For Me! - Recently I have been bombarded by all the talk about recession, hard times and all the rest of the "Gloom and Doom" speak going around out there and frankly I'm laughing at it. Why am I laughing? I've been a sales professional for over twenty years, and I can assure you what's happening right now is no different from what has occurred at least half a dozen times before....
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Why People Buy - Selling products or services, it is important to understand why people buy. Marketing, sales, operational infrastructure, and customer service should be crafted with the consumer purchasing perspective....
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What Defines Success As A Salesperson? - People define success as a salesperson in different ways. Don't be driven by other sales people's goals. Make your own objectives and try to reach those to define your own success....
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Close More Sales with Less Effort - Taking your business to the next level will require a modification to your current approach. There is one principle that is universal to us all. If you fail to effectively incorporate this principle your business may begin to stagnate....
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Turning Sales Slumps into Sales Jumps - Sales reluctance syndrome can strike a salesperson at any time during the selling process, anywhere and with anyone. Learn the seven top tips about moving forward from a lost sale and steering clear of creating a sales slump....
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Personality Traits - 7 Key Traits That Measure Sales Success - What the 7 key traits would you look for in a Star Sales employee? What Personality Traits measure an employees ability to focus and drive them selves to success? How are star Sales people different? How can you identify them in an interview and attract them to your organization?...
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My Direct Sales Experiences - Direct sales is a challenging job. Patience and persistence are the main factors that lead to success in direct sales. I was doing direct sales, promoting children educational materials for few years, the experiences helped me in my present job. Due to inexperience, I needed to follow my team supervisor on the job training. After one week, I had to do it on my own. Initially, I was very nervous when talking to clients. I was unable to close any ...
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