Increase Sales

MARCH 15, 2012

The AIDA marketing concept or AIDA model begins with the idea of Attraction through positive Attention. However through social media to business to business networking, this A of attraction has morphed into the A of Annoyance. Each day sales starved businesses to sales people spew billions of emails into cyber space with the end result of annoying people.

Marketing 160

Marketing Lead Rank Social Media Promotion 160

Increase Sales

MARCH 16, 2012

Here ye, here ye, selling is not the problem. . Credit www.sxc.hu. Let me repeat that in case you did not get it: Selling Is Not the Problem! If you are in sales management and wish to increase sales, stop looking to unsustainable solutions that focus on having a selling problem. For the selling problem is probably a symptom of a yet determined problem or worst yet one of those kick the can problems that just grow over time into that big ugly elephant that is suddenly discovered in the sales dep

Hiring 138

Hiring Small Business Small Business Coaching 138

Increase Sales

MARCH 14, 2012

The last several years have been difficult for the vast majority of businesses. It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them. Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale.

Discount 131

Discount Face-to-face Facebook Negotiation 131

Increase Sales

MARCH 12, 2012

When sales people think of sales questioning techniques, some may return to SPIN selling or their own favorite fact finding questions. Regardless of the format, the purpose I believe sometime is lost and that is one of clarity. By seeking clarity first, crazy busy salespersons can uncover what others may have missed because the spoken word can be so easily misunderstood.

Small Business 130

Small Business Small Business Coaching Facebook 130

Increase Sales

MARCH 13, 2012

Credit www.sxc.hu. During a recent tele-seminar arranged by Lynn Hidy , I offered this observation that comfort in scarcity may be the new sales philosophy. This comment was a piggyback to Dan Waldschmidt’s observation that “sales quotas are for losers.” Beliefs drive Actions generating Results. When sales people adopt the comfort in scarcity sales philosophy, they are submitting to a self limiting belief.

Quota 124

Quota Facebook Sales Sales Goal 124