1: Avoid Information Overload in Proposals
The heart of the proposal is, of course, your solution. Your clients will be eager to hear your solution, if you have whetted their appetite by first discussing their needs and the probable outcomes of meeting those needs. But you can't just lapse into the technical "info dump" style of writing that characterises most solution write-ups.
Department: SALES
Publish Date: Monday, 16 August 2010
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2: Break the Resistance of Consumer Buying Behavior
Buyers today are a fickle group. Who's to blame them? Bombarded with an endless selection of products and services, making a good purchase decision isn't easy. What can your small business do when your potential buyers won't buy?
Department: SALES
Publish Date: Monday, 16 August 2010
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3: Create a Competitive Edge
The value of differentiation cannot be overemphasised. A successful differentiation strategy can help you overcome price competition and sell on value. Following are some tips to help you develop a strategy that sets you apart and meets the needs and motivations of your prospective customers."free" customer who nevertheless influences your bottom line.
Department: SALES
Publish Date: Monday, 16 August 2010
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4: How Do You Value a Free Customer
Sometimes a valuable customer may be the person who never buys a thing. How do you assess the profitability of a customer in a networked setting - a "free" customer who nevertheless influences your bottom line.
Department: SALES
Publish Date: Monday, 16 August 2010
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5: Evaluation Tips for Introducing a New Product
Here is a new product evaluation process to ensure that your new business will fly off the shelf - not simply sit arouind gathering dust.
Department: SALES
Publish Date: Monday, 16 August 2010
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6: Finding your Next Sales Superstar
All businesses are driven by sales, but a small business are even more dependent on the skills and commitment of its sales people than a big business that has a sales force that can carry one under-performer.
Department: SALES
Publish Date: Monday, 16 August 2010
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7: A Lesson from McDonalds and Officeworks
As I was driving from Sydney to Woollongong recently, I drove past an Officeworks store advertising photocopies for $0.04. In Australia, that is a very cheap price for photocopies. In fact, it is half the price you will pay elsewhere. That got me thinking, "Why does Officeworks provide such cheap photocopying, when it could get much more for the service?"
Department: SALES
Publish Date: Monday, 16 August 2010
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8: 10 Characteristics of Successful Salespeople
What separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics.
Department: SALES
Publish Date: Monday, 16 August 2010
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9: Are You Saying Thank You to Your Customers or Clients?
If you aren’t, you’re in good company. Although I’m not sure it’s the company you’d like to be in! Most other businesses aren’t either. However, don’t you want to stand out from those other businesses? Of course you do! I’m here to tell you how to do it for a ridiculously low price!
Department: SALES
Publish Date: Monday, 16 August 2010
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10: 10WaystoImproveYourConversionRates
You've managed to get your prospect interested. Now comes the hard part - converting him into a customer. Here are ten ways to address the challenge in the age of accountability
Department: SALES
Publish Date: Monday, 16 August 2010
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