http://www.pacificarticles.com en-us http://www.pacificarticles.com N/A rchamria@gmail.com Wed, 27 Aug 2008 21:13:37 -0500 20 http://www.pacificarticles.com/articles/3289/1/The-Genius-Of-Persistence/The-Genius-Of-Persistence.html Persistence alone is omnipotent. Even greater than genius. saleem_rana@pacificarticles.com (Saleem Rana) Mon, 16 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2579/1/Building-Rapport-During-The-Sales-Process/Building-Rapport-During-The-Sales-Process.html Learn what wealthy sales people already know about non-verbal communication, and how it can explode your income! d_brownlee@pacificarticles.com (D. Brownlee) Sat, 30 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2538/1/Paramus-New-Jersey-Retailing-Paradise/Paramus-New-Jersey-Retailing.html Do you like to shop? If so, Paramus, New Jersey is home to hundreds of retailers and it is the second largest retail destination in the US by zip code. Shop to your heart's content, but don't shop on Sundays. Read on for more! mathew_keegan@pacificarticles.com (Matthew Keegan) Sat, 30 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2473/1/The-Important-Stuff-for-Buyers-and-Sellers/The-Important-Stuff-for-Buyers-and-Sellers.html Important information for business buyers and sellers peter_arkwright@pacificarticles.com (Peter Arkwright) Fri, 29 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2442/1/An-Introduction-To-Group-Health-Insurance-Leads/An-Introduction-To-Group-Health-Insurance-Leads.html Years ago, talking to prospects about group health insurance was a tough sell. Health insurance agents used to settle on cold calling in order to make a sale. This was time-consuming and often resulted in dead-end rejections, since many groups had some form of health insurance through their employment and were resistant to signing up for additional coverage. But nowadays, if you are an insurance agent, finding prospects is not e a hard task, because you can purchase group health insurance leads from reliable companies. damian_sofsian@pacificarticles.com (Damian Sofsian) Fri, 29 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2441/1/Health-Insurance-Leads/Health-Insurance-Leads.html Finding prospects without health insurance leads can be a tedious task for many health insurance agents. Health insurance sales representatives used to settle on cold calling that takes too much time and often generates too little return. But this is now a thing of the past, since health insurance leads are widely available today on the Internet at affordable prices. Today's health insurance agents are more focused on making the sale and servicing the accounts they already have, and it actually makes no sense to spend half the day making fruitless phone calls to random lists that often result to dead ends and rejections. damian_sofsian@pacificarticles.com (Damian Sofsian) Fri, 29 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2430/1/How-to-Address-the-quotTiming-isnt-Rightquot-Objection/How-to-Address-the-quotTiming-isnt-Rightquot-Objection.html Here's a step-by-step way to address the objection, "The time just isn't right, right now." art_sobczak@pacificarticles.com (Art Sobczak) Fri, 29 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2429/1/You-Are-Tiger-Woods/You-Are-Tiger-Woods.html What's the difference between high and low performing sales reps? Self-confidence, belief in themselves, and their expectations. Here is an example we can all learn from Tiger Woods art_sobczak@pacificarticles.com (Art Sobczak) Fri, 29 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2405/1/Dont-Sell-Help-Customers-Buy/Dont-Sell-Help-Customers-Buy.html Retail selling is one of the toughest jobs amongst white collar workers. To be effective, sales staff must be able to develop a relationship with strangers who distrust them in the first twenty seconds of meeting them.An insight for managers and sales staff which is often missing from the standard approach to sales is that their role is to help customers through their buying process rather than to push potential customers through a “sales process”. kevin_dwyer@pacificarticles.com (Kevin Dwyer) Fri, 29 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2073/1/If-Michael-Is-Selling-Im-Buying/If-Michael-Is-Selling-Im-Buying.html donovan_baldwin@pacificarticles.com (Donovan Baldwin) Thu, 21 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/1976/1/Sales-I-Dont-Know-What-To-Do-Guess-Ill-Call-Steve/Sales-I-Dont-Know-What-To-Do-Guess-Ill-Call-Steve.html Steve taught me how to be a good sales person. It's simple. Be a good person and you just might make sales. donovan_baldwin@pacificarticles.com (Donovan Baldwin) Fri, 08 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/1898/1/Increase-Profits-by-Bundling-Your-Cleaning-Services/Increase-Profits-by-Bundling-Your-Cleaning-Services.html Packaging your cleaning services and products together can be a powerful marketing technique that allows you to sell more, and at the same time gives your customers added value. steve_hanson@pacificarticles.com (Steve Hanson) Thu, 07 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/1885/1/Closing-the-Sale-in-Your-Cleaning-Business/Closing-the-Sale-in-Your-Cleaning-Business.html How do you know when a prospect is ready to sign a contract with you? It is important to listen for signals during your sales presentations. An indicator that they are interested in your services is when the prospect starts asking for more information. steve_hanson@pacificarticles.com (Steve Hanson) Thu, 07 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/1847/1/Ten-Reasons-Why-Salespeople-Fail-to-Sell-Their-Cleaning-Services/Ten-Reasons-Why-Salespeople-Fail-to-Sell-Their-Cleaning-Services.html At some stage in your business you will be required to make sales calls to promote your cleaning services. Make your sales calls more effective by being aware of potential pitfalls. steve_hanson@pacificarticles.com (Steve Hanson) Thu, 07 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/206/1/Experience-Doesnt-Always-Lead-to-Success-in-Sales/Experience-Doesnt-Always-Lead-to-Success-in-Sales.html Picking the right customers will lead to success. Salespeople must be Picky and have an ear for sales to make a difference. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/205/1/The-Snails-Plight/The-Snails-Plight.html If we don't know where we are going, it doesn't matter if we are a snail going in circles or a salesperson looking in the wrong place for sales. We will both be lost and soon fail to reach our goals. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/203/1/If-Youre-in-Sales---You-are-Corporate-Dating-Without-the-Flowers/If-Youre-in-Sales---You-are-Corporate-Dating-Without-the-Flowers.html If you're in sales, you are dating. Prospecting for customers is like courting for business and the sales strategies are similar. Some dating strategies always work. Frequent contacts and different method will win prospects. If we court poorly, we won't sell. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/202/1/Why-I-Would-Sell-My-Kingdom-for-a-Potato-Today-but-not-Tommorrow/Why-I-Would-Sell-My-Kingdom-for-a-Potato-Today-but-not-Tommorrow.html Even a Potato craving will only last so long. Why we need to satisfy cravings and problem situations quickly or sales opportunities will subside and opportunities will be lost. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/201/1/Developing-a-Pro-Active-Client-Strategy/Developing-a-Pro-Active-Client-Strategy.html Pro-active sales strategies develop consistent, loyal clients. Close the door on competition and build long term business relationships instead of customers who will leave you during tough times. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/200/1/Break-Out-Strategy-for-the-Invisible-Salesperson/Break-Out-Strategy-for-the-Invisible-Salesperson.html Break the mold of the typical salesperson so you don't become invisible. Research your propects and customers so you stand out with information that helps you stand out. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/199/1/Selling-one-Solution-for-Everything-is-a-Mistake/Selling-one-Solution-for-Everything-is-a-Mistake.html A focus on selling one product to everyone is a mistake. Asking questions to learn what the opportunities are is the remedy for expanding the sales opportunities for business. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/198/1/Whale-Hunting-is-for-Experienced-Whalers/Whale-Hunting-is-for-Experienced-Whalers.html Going after large accounts requires a sales strategy that focuses on two major points. Points that a whale is interested and bring a large fish with you. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/197/1/Why-Tormenting-your-Prospects-and-Customers-Works/Why-Tormenting-your-Prospects-and-Customers-Works.html Good and frequent communications is not tormenting your prospects and customers, it is good sales and marketing strategy. If you apply and vary communications it works best. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/196/1/Pearls-of-Sales-Wisdom-using-the-Law-of-Reciprocation/Pearls-of-Sales-Wisdom-using-the-Law-of-Reciprocation.html A pearl of wisdom in sales comes with using the law of reciprocation and being generous. This law isn’t found in law libraries but it does exist. It exists in our minds when someone is nice to us and we reciprocate with purchase power. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/195/1/How-Riding-a-Motorcycle-on-the-White-Line-is-like-Reaching-for-our-Sales-Goals/How-Riding-a-Motorcycle-on-the-White-Line-is-like-Reaching-for-our-Sales-Goals.html Even in dangerous sales situations focusing on opportunities rather than objections helps us reach our goals. If we lose our focus, we run the risk of pain and frustration. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/194/1/How-to-Trigger-Positive-Cold-Calling-Responses-to-Achieve-Sales-Objectives/How-to-Trigger-Positive-Cold-Calling-Responses-to-Achieve-Sales-Objectives.html Outside sales is a game of gathering information. We win when we trigger the right behavior patterns of the receptionist at the front desk or over the telephone. Learning what the triggers are makes us successful or engages rejection. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/193/1/Analog-Salespeople-Must-Automate-to-Digital-Sales/Analog-Salespeople-Must-Automate-to-Digital-Sales.html The natural evolution of an analog salesperson is to migrate to automation and technology. Unless this transition takes place, businesses and salespeople will be lost in translation. The need to understand the changing landscape is clear and analog salespeople must automate and embrace digital technology. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/191/1/Dont-Commit-Sales-Malpractice--Ask-Questions-and-Probe-for-Pain/Dont-Commit-Sales-Malpractice--Ask-Questions-and-Probe-for-Pain.html We only go to doctors when it hurts and we want the pain to go away. However, Doctors don’t prescribe unless they probe and ask questions. Doctors want to be sure of what they are prescribing. In sales, we need to adopt this strategy when clients are hurting. It is our role to probe clients with questions to understand their pain and problems. If we don’t, it will be sales malpractice. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/190/1/Barking-Up-the-Wrong-Tree-Can-Eliminate-Large-Sales/Barking-Up-the-Wrong-Tree-Can-Eliminate-Large-Sales.html In large sales, do you know how to find a company advocate to help promote your sale? Or, are you barking up the wrong tree so to speak with the wrong contact. Finding the right contact to sell your product or service to is critical to success in large sales. They typically are the ones with the most pain. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/186/1/Why-We-Miss-Sales-Opportunities-When-We-Dont-Recharge-Our-Personal-Batteries/Why-We-Miss-Sales-Opportunities-When-We-Dont-Recharge-Our-Personal-Batteries.html We miss opportunties in sales when we are too tired to listen and we need to recharge our batteries. The focus and attention to detail is critical to our sales success. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/185/1/How-to-Get-C-Level-Sales-Appointments-with-a-Digital-Camera/How-to-Get-C-Level-Sales-Appointments-with-a-Digital-Camera.html One of my secret weapons for getting a C-Level sales appointment is to use a little imagination, creative writing and a digital camera. The idea started with an April Fools joke and has become a powerful sales tool. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/184/1/How-to-Make-Customers-Stick-Like-Fly-Paper/How-to-Make-Customers-Stick-Like-Fly-Paper.html If salespeople were more like fly paper, they would connect more with customers. They would talk less, listen more and uncover more opportunities to create a solid grip on prospects and customers. Here are a few sales tips to make customers stick like fly paper with multiple contacts. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/183/1/Stretching-the-Rubber-Band-to-Create-Change-in-Sales-Habits/Stretching-the-Rubber-Band-to-Create-Change-in-Sales-Habits.html The rubber band is a symbol of bad sales habits we want to change but are pulled back by the tugging force. We can break this force with help from others. Alone we are hard pressed to make the change. Embracing help makes the difference. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/182/1/Which-Sales-Strategy-Wins-the-Game-of-Sales---Offense-or-Defensive/Which-Sales-Strategy-Wins-the-Game-of-Sales---Offense-or-Defensive.html Who do you think will win the championship? My belief is that a good defense always beats the offense. However, if we asked the same question about sales, what would be the answer? Is it better to have a strong offensive strategy? Does a defensive strategy make more sense? stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/181/1/Do-It-Once---Do-It-Right---Repeat--Automate/Do-It-Once---Do-It-Right---Repeat--Automate.html Businesses can transform their sales when they follow the recipe for success that franchising has used for decades. The formula is easily followed in three steps. Document, Duplicate and Automate. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/180/1/Buyers-Are-Sharks-Dont-be-Shark-Bait/Buyers-Are-Sharks-Dont-be-Shark-Bait.html If you have walked into the domain of a Top Buyer, you know the courage it takes to walk out with the information you need. If we are not careful, the Shark (buyer) will feed us with questions and discard us when they are finished. We can reverse this with a few questions of our own. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/179/1/Why-Business-Must-Practice-Multi-Media-Sales-Techniques/Why-Business-Must-Practice-Multi-Media-Sales-Techniques.html The impact of the Multi-Media generation mandates a change in the way business sells. Unfortunately only 20% of sales professionals practice new sales skills. If sales people and business doesn't adapt and embrace technology sales will be lost. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/178/1/The-Sales-Diet-for-FAT-and-Happy-Results/The-Sales-Diet-for-FAT-and-Happy-Results.html Forget about what you know about diets. In sales you want to be fat and happy! Why do some salespeople bring a small plate to a buffet? In sales we want to gorge ourselves with all you can eat buffets. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/177/1/SWM-Professional-Seeks-Motivated-Buyer-for-LTR/SWM-Professional-Seeks-Motivated-Buyer-for-LTR.html 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 smart, desirable, striking and motivated buyer of their dreams. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/174/1/How-to-Develop-Sales-like-a-Garden-of-Profits/How-to-Develop-Sales-like-a-Garden-of-Profits.html The care and development of sales and gardens is in full season. We can learn a lot from Expert Gardeners on sales planting and toiling the soil. There are many similarities to gardening and sales. Here are a few strategies to apply. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/173/1/The-Blinking-Salesperson/The-Blinking-Salesperson.html When someone questions price and/or adds a moan when they hear the price, don't be alarmed. Relax because they might just be thinking about something other than price. Here is a sales lesson about what happened when I recently bought eyeglasses and walked away with a free lunch. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/172/1/The-Half-Truth-of-Cold-Calling-vs-The-Sales-Ratios-Revelation/The-Half-Truth-of-Cold-Calling-vs-The-Sales-Ratios-Revelation.html My sales manager was right, "the more cold calls I made the more sales I made". However, I was fighting a losing battle with time. There simply weren't enough hours in the day to meet my sales goals. Fortunately, I began examining the sales numbers and noticed a more important equation in sales. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/171/1/A-Good-Pigeon-Knows-the-Way-to-Sales/A-Good-Pigeon-Knows-the-Way-to-Sales.html Outside Sales can be a challenge when we face a tough, secured company or organization. It helps to try multiple methods and contact several people using the information we find along the way. Our once easy walk through the front door of a business to get information has changed and security concerns may prevent us from reaching our contact. In some cases we will find a lonely telephone behind the front door and nothing else. These new security challenges won't prevent us from reaching our contacts. We must adapt and find new ways to achieve our goals. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/170/1/Why-Sales-Management-has-Special-Insight-on-Sales-Calls/Why-Sales-Management-has-Special-Insight-on-Sales-Calls.html 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 to use this, everyone wins in sales. Most managers would love to be taken advantage of in this manner. I can't think of one sales manager who wouldn't want to be used like this. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/169/1/How-to-Hunt-and-Track-Profitable-Prospects/How-to-Hunt-and-Track-Profitable-Prospects.html This article is about what to do when hunting for new business 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 will alert prey. Camouflage clothing hides them from their sight. He walks the trail slowly, deliberately, aware of all the surroundings and looking for clues on the trail. He is focused, listening and looking for signs that will lead to a prime opportunity to seize at the right moment. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/167/1/How-an-Old-Swimming-Lesson-will-Keep-You-Afloat-Instead-of-Sinking-in-Sales/How-an-Old-Swimming-Lesson-will-Keep-You-Afloat-Instead-of-Sinking-in-Sales.html Swimming and Selling are very similar. It is critical for a salesperson to relax in front of the prospect or customer. Just like in swimming, we will sink if we tense up. One exercise we can use to improve our success in relaxing is to think peaceful thoughts and mentally slow down. There are more sales strategies to apply in this article. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/165/1/A-Simple-Plan-to-Sales-Success/A-Simple-Plan-to-Sales-Success.html A Sales Plan is like a map to success. If you don't have one, you won't get there. Here are four ingredients a sales plan must have. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/164/1/The-X-Factor-In-Sales-Success/The-X-Factor-In-Sales-Success.html Do you know how to apply the power of the X factor? The X factor in sales is simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this simple equation, they are released from the limits of time and energy. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/163/1/What-Sales-Steps-Of-Success-Are-You-Following/What-Sales-Steps-Of-Success-Are-You-Following.html Too often we rush the sales process or don’t follow one. It is easy to get excited about a sale when the prospect is attentive and listening. The temptation of jumping ahead when we hear what we think is a buying signal is strong. If the situation is not ripe and we move to quickly we can easily spoil a good opportunity. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/162/1/Why-a-TiVo-Mind-Set-Wins-More-Sales/Why-a-TiVo-Mind-Set-Wins-More-Sales.html Establishing a TiVo mind set will help you sell more if you use it. Missing the key phrase the client says or miss an important detail, kills sales. Rewinding the sales appointment to capture the important and hidden details of the call wins more sales. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/161/1/The-Sizzle-of-a-Sales-Letter/The-Sizzle-of-a-Sales-Letter.html In 2006 the US Post Office will deliver 212 billion pieces of mail to over 144 million homes, businesses and Post Office boxes. The question is, how much of that mail hit its target? How much of that mail was opened by your customers? The bottom line is that business printers can help you reach your sales growth targets when you design business letters or mailing campaigns to include variable components that personalize and target your customers. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/160/1/When-NO-Doesnt-Mean-NO-in-Sales/When-NO-Doesnt-Mean-NO-in-Sales.html When a prospect says NO, don't jump to the conclusion it means never. The answer could mean "Not Now"! It does mean that you should back off and evaluate the situation carefully. The prospect could be telling you they are not ready right now. Do you have a sales system that pro actively contacts prospects that aren't ready? If you do, you will get calls from these prospects telling you, I'm ready now! stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/159/1/That-Buyer-Is-An-Idiot/That-Buyer-Is-An-Idiot.html As I stormed out the door of the building my blood was pumping and all I could think of was how dumb the buyer was. How could this idiot not choose my deal over the one they selected? If you haven’t felt like this at one time or another, you haven’t been in sales very long. All I needed to do was sit in the car, look in the mirror and realize who the dumb one really was. I was looking at him. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/158/1/If-There-is-No-Pain-There-is-No-Gain-in-Sales/If-There-is-No-Pain-There-is-No-Gain-in-Sales.html If you have climbed the difficult mountain of sales to a point of success, you understand the pain of rejection. You have faced negative thoughts about your character and pushed forward. You knew you could do it and pushed past the negative forces that stood in your path. Self doubt is an adversary in our sales career that we must each over come. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/157/1/When-Important-Sales-Intentions-Go-Bad/When-Important-Sales-Intentions-Go-Bad.html If you are in sales, there are some ugly statistics that should alarm you. Research indicates that prospects attending trade shows and exhibits aren't waiting for your sales follow up. Why should they? You probably won’t contact them anyway. Besides, cleaning day will wipe out most of the sales leads anyway. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/156/1/Dad-Im-a-Super-Hero---Im-in-Sales/Dad-Im-a-Super-Hero---Im-in-Sales.html Dad, you raised me to have integrity, be honest and help people. You raised four boys, a Marine, fireman and truck driver. I’m the one you wanted to become a doctor or lawyer. Well, I reached higher to become a salesperson and I know you are proud. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/155/1/How-to-Manage-Sales-By-the-Numbers/How-to-Manage-Sales-By-the-Numbers.html I hated math in high school, which explains why I struggled through Algebra One two times and finally passed it my senior year. I hadn’t expected math to become a major influence in my life. I didn’t care how many apples Johnny had to have if he needed to eat one, three time a day over 14 days. I didn’t like apples that much. I didn’t get it then, but I love numbers today and I like apples too. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/154/1/Real-Life-Challenges-of-quotDeal-or-No-Dealquot-in-Sales/Real-Life-Challenges-of-quotDeal-or-No-Dealquot-in-Sales.html The popular television program, "Deal or No Deal" probably frustrates you like it does me. What is wrong with those people on the program? Take the DEAL! These are the words I shout from my home. It’s also the words I secretly shout in my head to clients when I’m selling to them. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/152/1/Why-an-Analog-Notebook-Improves-Sales-Success/Why-an-Analog-Notebook-Improves-Sales-Success.html Do you search through piles and files on your desk looking for prospect and customer information? If you do, you need a simple system to eliminate this wasted time. Some salespeople have tried using digital technology to improve this sales nightmare. I was one of them and finally gave up, reverting back to the tried and true analog method of a pocket spiral notebook. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/151/1/Confessions-of-a-Serial-Salesperson/Confessions-of-a-Serial-Salesperson.html When the Judge was presented with the business development evidence, Taylor Success confessed and was clearly identified as the responsible individual for sales growth. Taylor Success was easily tracked down when we followed the trail of consistent sales contacts indicating serial salesperson tendencies. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/150/1/Why-a-Good-Sales-Plan-Today---Sells-Better-Than-a-Perfect-Plan-Tomorrow/Why-a-Good-Sales-Plan-Today---Sells-Better-Than-a-Perfect-Plan-Tomorrow.html Too many salespeople including myself will focus on developing a perfect sales plan before they make the first call. To often the perfect letter never reaches the client because it isn't mailed. The sales call isn't made because the salesperson doesn’t know the exact words to say. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/148/1/The-Basics-of-Selling---Hunting-and-Farming/The-Basics-of-Selling---Hunting-and-Farming.html This week I was involved in a situation where a salesperson that had lots of energy, didn't seem to be reaching the success or goals expected. It was clear that the sales activity was there. However, after listening and watching the salesperson in action. We knew the sales process wasn't being followed. The situation made me think about how easily we can slip into bad habits. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/147/1/Prospects-You-Cant-Make-Them-Drink-if-They-Arent-Thirsty/Prospects-You-Cant-Make-Them-Drink-if-They-Arent-Thirsty.html Prospects can be exactly like the horse that was led to water, but didn't drink. Sure we can spend lots of time with them and show them plenty of food and water. Even so, they might not eat or drink of what we are offering them. This is why we must make them THIRSTY! stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/145/1/The-Game-of-Sales-Has-Rules-Follow-Them-or-Your-Out/The-Game-of-Sales-Has-Rules-Follow-Them-or-Your-Out.html If you hit a baseball and run towards third base. We both know you would be called out. In the game of sales, salespeople are called out everyday because they head for the wrong base in sales. There are rules in sales like there are rules in baseball. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/17/1/Dad-Im-a-Super-Hero---Im-in-Sales/Dad-Im-a-Super-Hero---Im-in-Sales.html Dad, you raised me to have integrity, be honest and help people. You raised four boys, a Marine, fireman and truck driver. Im the one you wanted to become a doctor or lawyer. Well, I reached higher to become a salesperson and I know you are proud. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 31 May 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/16/1/Buyers-Are-Sharks-Dont-be-Shark-Bait/Buyers-Are-Sharks-Dont-be-Shark-Bait.html I was talking with a new salesperson when he relayed a sales call nightmare with a large hospital. He described the sales call of entering the domain of this seasoned buyer. He said, "It was like plunging in the dark waters of a hungry sharks feeding ground." stevemartinez@pacificarticles.com (Steve Martinez) Wed, 31 May 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/15/1/Break-Out-Strategy-for-the-Invisible-Salesperson/Break-Out-Strategy-for-the-Invisible-Salesperson.html Are you invisible? We can be invisible to anyone and everyone at times. You know the feeling; it would be like trying out for an acting role with 10,000 other people dressed in the same black and white clothing. What we actually want is to stand out as if we were the only ones dressed in black and white while everyone else is dressed in a light peach clown outfit.... stevemartinez@pacificarticles.com (Steve Martinez) Wed, 31 May 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/14/1/Barking-Up-the-Wrong-Tree-Can-Eliminate-Large-Sales/Barking-Up-the-Wrong-Tree-Can-Eliminate-Large-Sales.html While this might seem like a dog story it really isnt. It is about salespeople who find they are working like a dog and getting little or no results. .. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 31 May 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/13/1/Analog-Salespeople-Must-Automate-to-Digital-Sales/Analog-Salespeople-Must-Automate-to-Digital-Sales.html The technology driven salesperson has the opportunity to benefit from automating sales using technology and embracing new sales tools. If you have made the switch to using digital technology and using technology tools, congratulations.... stevemartinez@pacificarticles.com (Steve Martinez) Wed, 31 May 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/12/1/A-Simple-Plan-to-Sales-Success/A-Simple-Plan-to-Sales-Success.html KNOW WHO YOUR CUSTOMERS ARE: One of the keys to sales success is to really understand the client profile of your most profitable customers. This goes beyond just the industry they are in and what they buy from you.... stevemartinez@pacificarticles.com (Steve Martinez) Wed, 31 May 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/10/1/A-Good-Pigeon-Knows-the-Way-to-Sales/A-Good-Pigeon-Knows-the-Way-to-Sales.html Today's business environment is very protective making it difficult for salespeople to reach prospects. Cold calling and selling changed after 911. Many businesses increased security to put employees at ease. Building management did the same thing and we found more guards stationed in many buildings. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 31 May 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/4/1/How-To-Boost-Sales/How-To-Boost-Sales.html Your sales will rise when you can improve your communication and this depends on observing a few principles of psychology. saleem_rana@pacificarticles.com (Saleem Rana) Sat, 27 May 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3/1/5-Steps-to-a-Sales-Doubling-Buzz-Force/5-Steps-to-a-Sales-Doubling-Buzz-Force.html Interested in doubling your sales? That is exactly what Proctor & Gamble did with their Dawn Direct Foam dish detergent. How did they do it? With a word-of-mouth marketing program. dave_free@pacificarticles.com (Dave Free) Sat, 27 May 2006 00:00:00 -0500