1 March, 2010
The Sales Cycle Point # 6: The Ten Laws of Closing
I have been in sales, sales management and operations for many years. I have found that many sales people simply do not ask the customer to buy their products. If you have followed The Sales Cycle, step by step, you might not even need to ask for the customer to buy your product. They could be ready to help you close the sale. At this point in the sales process, it might be very obvious to the customer that they need to use you and your company. By this time, you have build rapport and a ...
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Category: Marketing
28 February, 2010
The Sales Cycle: Point # 5 Handling Objections Part III
In the last two articles, we discussed the first seven points of handling objections. The first seven points were: 1. See the objection as a question. 2. Turn the objection into a reason for buying. 3. Smoke out all important objections. 4. Eliminate objections with questions. 5. Let the potential customer answer his or her own objections. 6. Agree with the potential customer about something. 7. Admitting to the objection.
How do you deal with objections? Are you a flexible sales person? Do ...
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Category: Marketing
27 February, 2010
The Sales Cycle: Point # 5 Handling Ojections, Part IIIn this article, we want to cover the next four points of handling objections from potential customers. How do you handle objections from customers? Do you use a canned approach or are you creative? Can you be flexible? Do we need to be flexible? When we get to this point of The Sales Cycle, I believe that we need to be flexible. We need to listen to what the customer is saying to us because it's all about them...right?
4. Eliminate objections with questions:
If you try to overcome objections ...
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Category: Marketing
26 February, 2010
Walking the L.I.N.E. of Effective ManagementPublished Article 2002
How to Walk the L.I.N.E of Effective Management Sheri A.
Callahan, Horizon Consulting Group, LLC 803-606-3650 Keynote
Addresses * Training * Performance Consulting
www.onthehorizon.net
Management is no easy task. As managers, we dedicate ourselves
to managing all of the responsibilities that we are handed down.
There are a host of reports, budgets, conference calls,
policies, procedures, analysis, hiring, firing, documentation
and the list goes on and on and on. How is ...
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Category: Business
25 February, 2010
Project/Program Management Best Practices for Success in ANYWhere is our success? Although there have been improvements,
over 60% of projects/programs failed and many were canceled in
2003 (ref:The Standish Report CHAOS)! Our goal for 2004 and
beyond is to contribute to a 60% and better, project/program
success rate! STOP THE MADNESS-MANAGE AND CONTROL PROJECTS WITH
THE FOLLOWING:
Best Practice Processes for Project/Program Success(Outline): 1.
Program/Project Management (and Business Management)
(Integration) - Use of Experience and Knowledge ...
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Category: Business
24 February, 2010
DON'T WAIT UNTIL THE HORSE IS OUT TO CLOSE THE BARN DOORa.k.a. PROTECT YOUR ORGANIZATION'S PROPRIETARY INFORMATION &
AVOID BREAKING U.S. LAW
The other day one of our overseas clients called in a state of
near panic, to ask a question. At issue was whether they had
unwittingly violated U.S. law by transferring technical
information to a joint venture partner in a European country.
After hearing a two minute description, I was able to answer a
resounding "Yes"! Such are the dangers of operating in a global
environment. The worst part is that my client ...
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Category: Business
23 February, 2010
Famous Business Strategies/p>
Either simply a looker-on or a player in the world of business,
you see millions piling into the accounts of world's most famous
businessmen and naturally the question pops "How?",
wondering what is the alchemy they've discovered? Yet, there is
no magic here - it's mostly pure strategy. And what it takes to
spot it and make it real.
Strategy
Identifying the best strategy for your business
is the key to all success. It should give you the lift
that makes a difference. The art for ...
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Category: Business
22 February, 2010
CJ Vantage- An Affiliate Marketing ToolCJ Vantage is an affiliate marketing tool for advertisers. It
combines expertise with advance functionality to optimize the
online marketing relationships. CJ Vantage is the product of
Commission Junction. Commission Junction recognizes that the
strategic relationship management is the most critical and
challenging task in realizing the online performance marketing
goals. With this approach, CJ Vantage makes it possible to fully
leverage key relationships while gaining a commanding view of
the ...
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Category: Marketing
21 February, 2010
Policies and Procedures Used as Management Key Managers know the difficulty of getting people to do the right
things the right way. And employees need their expertise and
understanding of the way things should be done. But how do you
get it across so it actually sticks? The answer is well-defined
policies and procedures.
Quickly Convey What's Right
Managers can convey the exact way things should be done with
policies and procedures, and they can do it faster than ever
with pre-written documents. This speeds an organization's
standard ...
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Category: Business
20 February, 2010
Is Affiliate Marketing The Way To Go?Affiliate programs are a great way to earn some extra income, or
even a full time income for yourself, but they're not for
everyone. As with any job, or business opportunity, you need to
decide if you have the characteristics and abilities that would
make you a good affiliate. If you don't posess these traits, you
may want to consider going in a different direction with your
business.
Working at home seems like a dream job for a lot of people, but
some of us need to be around others. As an ...
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Category: Marketing
