http://www.pacificarticles.com en-us http://www.pacificarticles.com N/A rchamria@gmail.com Sun, 12 Oct 2008 19:14:10 -0500 20 http://www.pacificarticles.com/articles/3364/1/Unlearning-Is-Just-As-Important-As-Learning/Unlearning-Is-Just-As-Important-As-Learning.html Without a doubt learning new skills and developing the right attitudes in sales is vital. Without them it is impossible today to ensure your continued success. Whether these new insights come from a mentor or coach, reading, attending seminars, listening to CD’s or just talking with peers or your manager it is essential to continue to hone your abilities if you want to successfully compete in today’s changing world. tim_connor@pacificarticles.com (Tim Connor) Tue, 17 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3363/1/Setting-Your-Sales-Success-GoalsYou-Can-Get-What-You-Want-If-Youre-Willing-To-Be-Persistent/Setting-Your-Sales-Success-GoalsYou-Can-Get-What-You-Want-If-Youre-Willing-To-Be-Persistent.html Breaking down your sales goals into realistically achievable segments and planning out the bigger picture, can give the sales professional the road map needed to achieve success. dan_goldberg@pacificarticles.com (Dan Goldberg) Tue, 17 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3362/1/A-Master-Salesperson-is-a-Constant-Gardener/A-Master-Salesperson-is-a-Constant-Gardener.html Selling is just like tending a garden. When you follow three master gardening guidelines, you become a master salesperson. Tending prospects and customers with a system of constant contact, makes the difference. stevemartinez@pacificarticles.com (Steve Martinez) Tue, 17 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3361/1/How-to-Teach-a-Sales-System-with-Playing-Cards/How-to-Teach-a-Sales-System-with-Playing-Cards.html Salespeople need a balanced system of using the basic four communications to be successful in sales. This playing card system makes it easy for anyone to adopt a balanced sales plan. Particularly when the business offers a suite of services or products. All you need is a deck of poker cards to get started. stevemartinez@pacificarticles.com (Steve Martinez) Tue, 17 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2785/1/Sales-Challenges-In-A-Competitive-Economy/Sales-Challenges-In-A-Competitive-Economy.html Salespeople face a variety of challenges in their career. Selling is like no other profession in that it requires exceptional people skills as well as the mastery of a great number of specific sales competencies and attitudes that are not generally found in other careers. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2784/1/The-16-Biggest-Mistakes-New-Salespeople-Make/The-16-Biggest-Mistakes-New-Salespeople-Make.html There are only three ways to sell more. Do more right. Do less wrong. Do both. Here is a list I have compiled during my 35 year sales training career. that will help you understand the most frequent mistakes new salespeople make. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2783/1/Are-You-Selling-By-The-Numbers-Only/Are-You-Selling-By-The-Numbers-Only.html For years, sales managers and sales trainers have been saying that sales is a ‘numbers’ game. I can recall my first sales manager telling me over 35 years ago, “If you will see enough people, you will make enough sales.” First of all what’s enough sales? Second of all, how many is enough people? Thirdly, is this the best approach to take to prospect for new business? This is why I hate clichés and managers and sales trainers who quote them only because that is what they have heard for years. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2782/1/Have-You-Met-Seymour-Yet/Have-You-Met-Seymour-Yet.html Sooner or later every salesperson meets Seymour. Actually he spells his name Seemore. He needs to see more and more and more. He never buys, but he needs to see more. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2781/1/Dont-Let-Your-Salespeople-Lose-The-Human-Touch/Dont-Let-Your-Salespeople-Lose-The-Human-Touch.html Technology is a wonderful thing as long as it is used as a sales tool and not a crutch. Let me give you a recent example where I didn’t practice what I preach and it came back to haunt me. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2780/1/Home-Runs-Are-Great-But-You-Need-A-Few-Singles-To-Succeed-in-Selling/Home-Runs-Are-Great-But-You-Need-A-Few-Singles-To-Succeed-in-Selling.html Most salespeople, from time to time no matter what you sell, have the opportunity or potential for a big one. It is my experience, however if you only closed these big sales from time to time and nothing else in between that you would most likely starve. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2779/1/Are-There-Any-Sales-Yet---It-Takes-More-Than-Making-Calls-And-Giving-Out-Information/Are-There-Any-Sales-Yet---It-Takes-More-Than-Making-Calls-And-Giving-Out-Information.html Running or owning a company is not an easy task. The pressure to perform is intense. Payrolls and profits have to be met and satisfied. People have to be hired and treated well. And an overall air of dynamic energy has to be created. For some folks the “running a business” learning curve can be quite emotional. dan_goldberg@pacificarticles.com (Dan Goldberg) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2778/1/If-Youre-In-Sales-Fully-Understanding-What-The-Buyers-Position-Really-Is-Can-Be-Invaluable/If-Youre-In-Sales-Fully-Understanding-What-The-Buyers-Position-Really-Is-Can-Be-Invaluabl.html If the decision-maker or major influencer in your sales cycle also happens to be the user (either personally or as a supervisor) you need to understand how your product or service will impact on his or her position within the company. dan_goldberg@pacificarticles.com (Dan Goldberg) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2777/1/Selling-You---Its-The-One-Thing-That-Your-Competition-Cant-Duplicate-No-Matter-How-Hard-They-Try/Selling-You---Its-The-One-Thing-That-Your-Competition-Cant-Duplicate-No-Matter-How-Hard-Th.html There is one thing you have that nobody else has - you. But unless you know how to effectively sell yourself, you could wind up hearing "no" more frequently. The old axiom, "people buy from people they like", still holds. Learning how to get people to like you, and you to like others is the cornerstone to sales success. dan_goldberg@pacificarticles.com (Dan Goldberg) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2776/1/Like-It-Or-Not-Knowing-How-To-Schmooze-Can-Make-Or-Break-A-Sale-And-Even-A-Client-Relationship/Like-It-Or-Not-Knowing-How-To-Schmooze-Can-Make-Or-Break-A-Sale-And-Even-A-Client-Relationship.html How you walk, stand, sit, lean, gesture as well as the tone and volume of your voice, speech rate and other factors help determine whether or not you can establish a meaningful unspoken bond with your prospect or client. Sometimes a salesperson will lose out the moment he or she enters the meeting. dan_goldberg@pacificarticles.com (Dan Goldberg) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2775/1/Why-Not-Stop-By-And-Say-Hi---Just-To-Keep-You-In-The-Minds-Of-Your-Clients-And-Prospects/Why-Not-Stop-By-And-Say-Hi---Just-To-Keep-You-In-The-Minds-Of-Your-Clients-And-Prospects.html If you treat your business resources with the respect and caring that you would like, you’ll find out how loyalty will build and how hard it will be for either of you to let go of your business relationship. dan_goldberg@pacificarticles.com (Dan Goldberg) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2774/1/Shorten-The-Sales-Cycle-By-Finding-The-Decision-Maker-As-Well-As-The-Prospects-Budget/Shorten-The-Sales-Cycle-By-Finding-The-Decision-Maker-As-Well-As-The-Prospects-Budget.html Learning how to ask the right questions and listen for as much information as possible will help the sales professional find out who makes the final decision and how much money the prospect or client has to spend. dan_goldberg@pacificarticles.com (Dan Goldberg) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2773/1/No-Sales-No-Business/No-Sales-No-Business.html Sales is what keeps any organization in business. Understanding the demand for your product and/or service is the the first step in building a realistic approach to the sales process. Finding and fulfilling the needs of you clients or prospects are important elements in driving the market to your door. Knowing how to direct your clients or prospects to you and your products and/or service and relieving their distresses while creating pleasures and relief are the keys that help you build success in sales. dan_goldberg@pacificarticles.com (Dan Goldberg) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2580/1/Closing-The-Sale-Why-Business-Owners-Spend-Money/Closing-The-Sale-Why-Business-Owners-Spend-Money.html Learn what it takes to close a higher percentage of your sales, without being rude or pushy. Start to think like a business owner, and you'll be well on your way to earning the kind of money others only dream about. d_brownlee@pacificarticles.com (D. Brownlee) Sat, 30 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/1408/1/Increase-Your-Sales-Without-Spending-Another-Cent/Increase-Your-Sales-Without-Spending-Another-Cent.html Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Make sure you are being the best you can be and doing the best with what you already have. kim_beardsmore@pacificarticles.com (Kim Beardsmore) Tue, 18 Jul 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/1152/1/How-To-End-Your-Fear-Of-Making-That-Sales-Call/How-To-End-Your-Fear-Of-Making-That-Sales-Call.html Sales training goes nowhere if at every turn you are carrying a fear of making that sales call within. To rid yourself of it once and for all and to boost your productivity beyond your wildest dreams read this. nickarrizza@pacificarticles.com (Dr. Nick Arrizza, M. D.) Sat, 15 Jul 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/514/1/Close-More-Sales-With-This-Very-Simple-3-Step-Sales-Process/Close-More-Sales-With-This-Very-Simple-3-Step-Sales-Process.html As Financial Services Sales Professional you need to build trust and rapport in order to close more sales. By using a simple 3 Step Sales process you will able to close more sales and earn more commissions. Mikemakler@pecificarticles.com (Mike Makler) Sat, 24 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/192/1/How-to-Talk-Yourself-Out-of-a-Sale--Just-Keep-Talking/How-to-Talk-Yourself-Out-of-a-Sale--Just-Keep-Talking.html Customers give signals when they are ready to buy. Sometimes the signals are small, sometimes they are blatant. If we don’t notice them, we will talk ourselves out of sales. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/187/1/How-to-Become-an-Obnoxious-Salesperson-in-3-Easy-Steps/How-to-Become-an-Obnoxious-Salesperson-in-3-Easy-Steps.html Bad habits are hard to break. We look at three steps that lead you to become an obnoxious salesperson. If you avoid them, you will sell more and customers will love you. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/175/1/How-Questions-Help-us-Focus-on-the-Reasons-Buyers-Purchase/How-Questions-Help-us-Focus-on-the-Reasons-Buyers-Purchase.html Lets say I want to buy a nail from you, will you ask me why? Or, will you take my order and sell me what I think I need? Will you give me a demonstration on why your nails are superior to the competition? Or, will you ask me questions on how I will use the nails? Your questions will make the difference. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/166/1/If-You-Dont-Ask-I-Wont-Tell-and-You-Lose-a-Sale/If-You-Dont-Ask-I-Wont-Tell-and-You-Lose-a-Sale.html The fold back side mirror feature on the Volkswagen Jetta was the clincher in our quest for the perfect car. Salespeople never understood our problem and what we were looking for. A few sales questions made the difference in our owning a Jetta. Don’t lose sales by not asking the right questions. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/149/1/How-to-Handle-Sales-Objections-as-Opportunities/How-to-Handle-Sales-Objections-as-Opportunities.html The primary reason professional salespeople don't get objections is because they eliminated them along the way. It is almost as if a professional salesperson gets advance warning that the client may have an objection. Before the client has a chance to voice their concern, the salesperson identifies it, supports it with information and overcomes the objection stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/146/1/Why-a-Salesperson-Fails-at-Selling-and-How-to-Prevent-It/Why-a-Salesperson-Fails-at-Selling-and-How-to-Prevent-It.html If you stay in sales long enough, you realize that you can’t fix low sales activity. This is as blunt as I can put it. Sales activities drive opportunities which lead to sales. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500