http://www.free-articles-zone.com Morenos en 30/11/2009 Author describes how to Avoid the trap of overselling. It’s every salesperson’s nightmare: the sale that unravels just before the deal has been closed. It happens more often than it should, and overselling is quite often the cause. As sales professionals, it’s important to recognize that this is a trap that we all can inadvertently set for ourselves. With a little forethought, however, we can learn to avoid making this costly mistake. http://www.free-articles-zone.com/article.php?id=300391 2009-11-16 Author describes how to send your ships out. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. Nothing could be truer for sales professionals. Let me paraphrase: Your sales can not come in (close) unless you first send out (engage with) some prospects. Sales people that actively prospect every day (i.e. send out their ships) will always outperform those who just sit and wait. http://www.free-articles-zone.com/article.php?id=300392 2009-11-16 Author describes how to build Networking in the new economy. Today, we live in an increasingly connected world, so it’s easier than ever to go online and create the connections we want using social networking tools, such as Facebook, LinkedIn, and Twitter (to name just a few). Social networking really shines in how it can help you reach a large number of people and keep them informed about what you’re up to these days. It’s amazingly efficient at sharing information and ideas. http://www.free-articles-zone.com/article.php?id=294436 2009-10-15 Author describes how to Build a client-retention system. To become a top-ranked sales professional, it’s vital to have a system running all the time designed specifically to help you hang on to your existing clients so that they call you again and again for new business. I’ll explain why this is important, and then we’ll consider the steps you can take in your own business to implement a personalized client-retention system designed to help you sell more to more people in less time. http://www.free-articles-zone.com/article.php?id=294439 2009-10-15 Author says when you see a chance, take it. It is far too easy to get caught up in who is on the losing end of things in a tough market, even though—and let’s face it—that’s what tends to sell in the news business these days. Too often what’s overlooked is that there are great success stories out there being written today by companies who see this economy the way I do - as a golden opportunity to grow and prosper. http://www.free-articles-zone.com/article.php?id=291264 2009-09-29 Author describes how to built client-attraction system. Challenging times have a way of revealing the soft spots in the selling strategy of any organization. Even if you haven’t found this to be the case in your industry, don’t wait another day to do the right thing. You can do this by building a client-attraction system. That starts by identifying two things: who out there is buying, and who among your existing clients can you sell more to. http://www.free-articles-zone.com/article.php?id=291272 2009-09-29 Author describes lying to yourself is one of the worst lies we can tell. When we lie to ourselves it affects our attitude and our ability to communicate with others and acting like ourselves is more powerful than trying to act like someone else. The author has came across four lies that sales people always tell themselves .They are ; treating any prospect as if its sure …… http://www.free-articles-zone.com/article.php?id=281597 2009-08-13 Author describes how to build your personal philosophy for success. Success in sales or any other work depends how you look at your work. We become or mould our self to what we think for. We get shaped with the one with whom we hang out. Its time to come out of the thinking box and speak in open…. http://www.free-articles-zone.com/article.php?id=281599 2009-08-13 Author describes how Technology can bring Us Together and Increase ( or boost) our sales. All too often, businesses look at using technology as a way of putting barriers between customers and employees. The author has described four vital areas in today’s scenario that have brought customer closer by use of the new and upcoming technology . They are Voice chat, conferencing….. http://www.free-articles-zone.com/article.php?id=274824 2009-07-14 Author describes how we can increase our sales with quality voicemail messages. Have you listened to the quality of the voice mail messages being left by sales representatives who call at your office or home. Let’s start at the very beginning… Voice mail must be prepared in advance, delivered with confidence and that take up no more than 45 seconds (30 seconds is best) is considered to be quiet provoking. A profitable voice mail has 4 components. Your name, company name, honest intrigue and …… http://www.free-articles-zone.com/article.php?id=274826 2009-07-14 This article is the part of the series of articles on “Seven ways you can boost sales and thrive in the new economy “. In this article the author talks about the Offence Sales Strategy and how one should implement them in their business to get higher stakes and improved payoff in the current economic conditions. http://www.free-articles-zone.com/article.php?id=267590 2009-06-15 This article is the part of the series of articles on “how one can be the top ranked power seller in this new economy”. In this article the author tells us about the seven deadly sins against honesty in sales and explains how to deal with them. The article further emphasizes on that how we can be successful in winning the hearts and the loyalty of our customers by implementing various management strategies to boost up our sales in the current economy. http://www.free-articles-zone.com/article.php?id=267592 2009-06-15 In this article Author describes seven ways to boost sales and thrive in the new economy. Author says, as sales professional, we can embrace today to generate dynamite growth in our sales, even in this new economy. Author has shared with us how we can generate more sales from existing business relationships, and about how we can communicate in a manner that mitigates a prospect’s sense of risk. http://www.free-articles-zone.com/article.php?id=255527 2009-05-09 In this article Author says despite your best attempts to sell value and remain firm on your rate, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that your rate is fair, if your prospect is still pushing for a discount, you have a choice. If you want to give concessions, following a simple system will ensure a profitable negotiation. Always, is to find something else to give up that doesn't reduce your rate. A free day, no-charge reporting, a client profile on your Web site and much more. http://www.free-articles-zone.com/article.php?id=255528 2009-05-09 In this article Author describes seven ways to boost sales and thrive in the new economy. Customer uncertainty during difficult economic times can make any sales person’s job harder, especially when pitching to new prospects. As a sales professional, you already know how important it is to first sell the benefits of your product or service so that a prospect or existing customer can make a decision with confidence to buy from you. http://www.free-articles-zone.com/article.php?id=243207 2009-04-03 In this article Author describes seven ways to boost sales and thrive in the new economy. Here’s a lesson in there for all of us, as sales professionals to apply each time we step up to the plate in business: it pays to be choosy. Sales people get their best results when they target their prospects with forethought and empathy. This is an especially important discipline to engage when selling in a down market, because resources are tighter than ever and your time is finite to meet your sales quotas. http://www.free-articles-zone.com/article.php?id=243208 2009-04-03 In this article Author describes seven ways to boost sales and thrive in the new economy. She says as a sales professional and as a business owner, I’ve weathered all kinds of markets, and I’ve had the great fortune to learn from others who have also managed to stay at the top of their game. The secret to success in sales today isn’t found by adopting untested techniques, many of which are packaged with fancy sounding names that sizzle with promises but fall short on delivering results. http://www.free-articles-zone.com/article.php?id=235650 2009-03-13 In this article Author describes seven ways to boost sales and thrive in the new economy. Today, from consumers to corporate clients, the people who make the decision to buy have one big question on their minds: “how can you help reduce my risk?” As a sales professional, I’m sure you recognize the corrosive danger of those “what-ifs.” You have to make it your #1 job to address those fears head-on, by communicating with your customers clearly and credibly with messages that meet their needs. http://www.free-articles-zone.com/article.php?id=235662 2009-03-13 In this article Colleen Francis describes the new rules of a new economy and gives advice to sales people what they need to do to succeed in a changing marketplace. She answered the three generally ask questions by the sales people: When will the economic slump ends? What has changed in this marketplace? What must they do to remain successful in this new economy? http://www.free-articles-zone.com/article.php?id=228021 2009-02-18 In this article Colleen Francis describes how can we reinvent our sales in year 2009. She says that if we really want to reinvent our sales in 2009, we must know our standard in 2008. She says that we can chart our sales productivity daily, weekly, monthly, quarterly or even annually. This chart gives us a great opportunity to take a look at our own productivity or our team for 2008. She gives some good examples for how can we check our or our team's productivity. There are two ways to do this... http://www.free-articles-zone.com/article.php?id=228027 2009-02-18 Colleen Francis describes how sales people decrease their sales pressure in the year-end. Connecting regularly with your clients not only at the end of the year but any time and giving them regular latest updates about your products and services, helps the sales executive to close his sales timely. She says avoid the temptation to hold a "slash and burn" sale in the under considerable pressure. Colleen has described ten ideas for the sales people, how they can stay away from end of the trap. http://www.free-articles-zone.com/article.php?id=215679 2009-01-15 In this article Colleen Francis describes how we can maintain long-term business relationships. If we want our efforts to be meaningful and memorable, an emotional bonding with people is very important. Getting an emotional attachment with someone is not all about you...it's about them. She describes four ways that how can we connect emotionallywith people i.e... http://www.free-articles-zone.com/article.php?id=215680 2009-01-15 In this article Colleen Francis describes the value of customers in the business. She says that personal relationship with clients is very important that you have a retention and reactivation strategy as part of your sales arsenal. To build deeper personal relationships with customers she gives some tips: The importance of reaching out and checking in. Think of your database as a goldmine. Choose the right tool and have a clear message. Leave no nugget of data unturned. http://www.free-articles-zone.com/article.php?id=206328 2008-12-16 In this Article Colleen Francis describes the power of two words “because” and “never” in sales. She says that tries these two magical words in your communication and sees the amazing results in your business. She also shares some examples to tell us how these two words can increases the results. She says that it’s important to remember that while these two magic words can be very powerful, they also have to be used with great care. They lose much of their effect if they’re over-used. http://www.free-articles-zone.com/article.php?id=206333 2008-12-16 In this article Colleen Francis describes that how we can get positive results in sales by Voicemails. She says that nobody likes voicemail. But she describes three-step strategy to break open the voicemail clamshell. 1. Leave a short, purposeful message that requires no action by the person you are calling. 2. Leave a short, purposeful follow-up that fully meets the commitment you made earlier. 3. Leave one final, purposeful message that takes ownership of why that person hasn’t called back yet. http://www.free-articles-zone.com/article.php?id=195035 2008-11-14 In this article Colleen Francis describes that high prices doesn’t matter in the market if you serve the best services and quality to your customers. She says that price can determine who you are and who your customers will be. She says that a low-pricing strategy can also have an adverse influence on who you do business with. She says that the focus on value and benefits Top-ranked sales performers focus on the value of what they are selling and how it can best meet the needs of the customer. http://www.free-articles-zone.com/article.php?id=195036 2008-11-14 In this article Colleen Francis describes the ten key points that you need to know about prospecting of sales in business: It’s not a part-time job It’s not about short-term goals It’s a discipline It takes more than you think to get it right Never lose sight of what needs to be done Fulfill your commitments Do the work in right time Be choosy Increase your sales skills It’s how you take charge of your success< http://www.free-articles-zone.com/article.php?id=187297 2008-10-17 This article of Colleen Francis describes the art of letter writing (handwritten letters). She says that we doesn’t want to write letters because letters writing take more time to compose and mailing them can be time consuming. She says that the letters express your feelings but the most compelling email message or phone call can’t match that kind of attention-grabbing power. She says that tries this letter writing art in your business and sees the amazing results in your business. http://www.free-articles-zone.com/article.php?id=187301 2008-10-17 Five simple things you can do every day to improve your bottom line In this article Colleen Francis gives the five selling rules to improve your sales. That rules are: Pick up the phone (good communications skills), Go to a networking event Send an email (keep in touch to your customers) Rekindle Call a satisfied customer She says that if follows above five rules in our business we can improve our bottom line. http://www.free-articles-zone.com/article.php?id=182661 2008-09-30 Passion is no ordinary word-Channelling the sales professional in every entrepreneur In this article Colleen Frabcis describes the Channels of sales professional in every entrepreneur. According to her all sales people are entrepreneurs. She says that good sales skills, passion, confidence, risk and important sales advice are the compulsory things in every business. In the behind of a successful business have their products, services and ideas know how to channel their passion. http://www.free-articles-zone.com/article.php?id=182666 2008-09-30 Colleen Francis through this article focuses on the amazing power of testimonials. According to Colleen testimonials are an absolutely vital part of the formula for success. Colleen has provided certain steps that provide a picture that show how testimonials play a vital part in the business. The real power of testimonials comes from the fact that they’re not polished...they’re authentic and from the heart. In order to learn more visit us at: http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=174380 2008-09-02 Through this article Collen Francis tries to narrate how to learn from mistakes! According to Colleen Learning isn’t limited to what we experience first-hand. We can gain just as much—and maybe even more—by sharing those stories with others and listening to their own accounts of blunders and mishaps encountered both in professional and private life. So don’t be afraid of your mistakes. Embrace them. Learn from them and share what you know. You’ll be amazed at the feedback and insight you get from others To know more visit us at : http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=172844 2008-08-27 This article following article narrate a face- to- face interview between Colleen and Dan Walker(host of Sales Rep Radio). The conversation leads a weekly podcast offering tips, best practices and expert advice for sales professionals across North America and around the world. Colleen throws a beam of light encouraging all sales reps to really focus on the prospecting part of their business, To know more visit …. http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=167418 2008-07-26 In the following article Colleen Francis has tried to narrate how to improve your sales performance in any kind of organization is this: be nice to people. Colleen provides three tips to keep in mind be consistent, be prompt, be thoughtful. Colleen says by investing a little in the power of being nice—listening compassionately to others and tending to their needs—you can make an amazing difference in your life and in the lives of others. To know more….http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=165033 2008-07-21 The article written by Colleen Francis is all about Cold Calling. Colleen brief’s the article by saying that cold calling is likely an important part of how you’re expected to find new leads and turn them into customers. Colleen provides certain points that help to master in Cold Calling and also bring in the new leads and new customers. To know more…http//:www.engageselling.com http://www.free-articles-zone.com/article.php?id=154812 2008-06-20 As a sales professional what you need to understand is how to rethink the sales process. In this article Colleen descript how Fred helped her in business when she was failing miserably. Colleen discovered that when you’re financially strapped you develop into an emotional wreck. According to Colleen, successful in sales doesn’t hinge on following a process or a technique. It’s all about having the right mindset and persevering. Colleen says that success leaves clues. For more….http://www.snowkingretreat.com http://www.free-articles-zone.com/article.php?id=152509 2008-06-13 Through this article Collen Francis tries to narrate how to get disciplined ! According to Colleen discipline is the most challenging skills to master among majority of sales professionals today. Lack of discipline can effect the prospect for new business. Collen Francis from Engageseling narrates how to learn from your successes - and your failures. To know more ….http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=148166 2008-05-28 Have you ever lost contact with a client and wondered why? In the following article Colleen Francis has tried to narrate how to keep in touch with your clients. Colleen provides some basic rules of etiquette and 7 habits that sales person should incorporate in his regime. According to Colleen Francis staying in contact with clients is an vital part of sales success. http://www.free-articles-zone.com/article.php?id=146013 2008-05-21 In the following article Colleen Francis has tried to narrate how to grip the most universal sales objection that sales professionals overcome i.e. “Your price is too high!” In order to tackle or overcome the situation, Colleen provides five steps, to ease price objection from both new and established clients. According to Colleen price is the only objection that sales people in every industry, sector of the economy encountered with. To know more … http://www.free-articles-zone.com/article.php?id=137277 2008-04-21 This article following article narrate a face- to- face interview between Colleen and Clayton (the representative of salesopedia). The conversation leads to focus how referrals help to reduce your selling time and cost of sales. Colleen throws a beam of light on different strategies related to referral which helps you to sell more products in a limited period of time. http://www.free-articles-zone.com/article.php?id=134337 2008-04-10 How assumptions effect in business or sales? To keep own assumptions in check is a simple skill to acquire, but in order to maintain it consistent at work it takes a lot of efforts. Colleen Francis from Engage Selling suggests that the most confident salespeople are interested in blame game rather than finding solutions. People think they are always right but we have demonstrated that halftime they are wrong about what they are convinced they are true http://www.free-articles-zone.com/article.php?id=129735 2008-03-25 As a sales professional what you do need to understand is how to acknowledge the customers when they inevitably come to your life. You can acknowledge the customer by showing praise or giving gifts. Colleen Francis from Engage Selling has provided us with eight positive ways in order to “acknowledge the customers…” http://www.engage-selling.com http://www.free-articles-zone.com/article.php?id=127945 2008-03-18 Have you ever thought of participating in some favorite pastimes, like vacations? For many sales professionals Vacations is a big event. And if you find in your business or sales professions that you are lacking the energy and the enthusiasm, then here are the six ideas from www.engagedselling.com to recharge you batteries and keep enjoying all aspects of your lives while continuing to work . Here are some ‘best practice’ ideas …… / http://www.free-articles-zone.com/article.php?id=117017 2008-02-20 How assumptions effects in business or sales? In business and sales, this can present a significant problem in the way we interact and communicate with clients and potentials. Assumptions can cloud the path to honest communication. Without honest communication, an organization cannot understand the true needs of its clients. The trouble with assumptions—arriving at conclusions based on ....http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=115415 2008-02-15 As a sale professional, what you do need to understand is how to handle angry customers whenever they inevitably come into your life. Sales people will have at least one difficult customer during their career. Colleen Francis from Engage Selling has given us five positive ways to deal with angry customers “Dealing with customers”. …. http://www.engage-selling.com/ http://www.free-articles-zone.com/article.php?id=107771 2008-01-15 As a sale professional, what you do need to understand is how to handle angry customers whenever they inevitably come into your life. Sales people will have at least one difficult customer during their career. Colleen Francis from Engage Selling has given us five positive ways to deal with angry customers “Dealing with customers”. …. http://www.engage-selling.com/ http://www.free-articles-zone.com/article.php?id=106750 2008-01-11 Your first meeting goes wrong. Then don’t let negative emotions come out n your way of success. Do something proactive to change your perception and help alleviate the stress you’re experiencing. Colleen Francis from Engage Selling has given us five positive ways to deal with these “Character Building Days”. …. http://www.engage-selling.com/ http://www.free-articles-zone.com/article.php?id=105669 2008-01-08 Your customer list is your most important sales asset. If you are a sales rep, take note repeat sales are up to 15 times more profitable than new sales. If you are a business owner – this statistic should excite you. You can’t build a personal relationship without regular communication. Here are engage selling’s 6 VORTEX components… http://www.engage-selling.com/ http://www.free-articles-zone.com/article.php?id=103267 2007-12-29 What will happen if you do not reach an agreement with your client? A good sales person must prepare for negotiation before meeting his client for closing the sales agreement. Negotiation is the art and science of reaching an agreement that meets your and your client’s goals. Prepare yourself before playing for your goal. Just go through engage selling’s 9 areas of planning to consider before you start a negotiation… http://www.engage-selling.com/ http://www.free-articles-zone.com/article.php?id=102325 2007-12-25 Cut in the price is the key factor, which steals your loyal clients. Competitors opt the price reduction policy, which takes away your valuable customers to whom you have been offering the best of your services. But Colleen has rightly explained under the 6 steps that how a sales representative can overcome such situations when his client says, that he is being offered the same product at a very competitive price. In the above article ……http://www.engage-selling.com http://www.free-articles-zone.com/article.php?id=95555 2007-12-01 Nothing is worse then Price negotiation for closing a sales deal. Even after your best attempts to sell value and remain firm on your price, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that your price is fair, if your prospect is still pushing for a discount, try some of these best practice ideas submitted from engage clients for finishing the discount questions, like providing a free shipping, payment terms, payments with credit cards, free electronic copies and…… http://www.engage-selling.com http://www.free-articles-zone.com/article.php?id=92802 2007-11-22 Influencers cannot buy, they can only recommend. A decision maker is the only person that can say yes. Decision makers own their budgets. It seems easier to deal with influencers rather than decision makers. To sell effectively, call the highest level of decision maker that is relevant to your product or service offering. Make sure you are calling the highest relevant decision maker, not just the highest decision maker. Try the Colleen’s plans to bring the true decision maker to the table. To know more… http://www.engage-selling.com http://www.free-articles-zone.com/article.php?id=85430 2007-10-26 Influencers cannot buy, they can only recommend. A decision maker is the only person that can say yes. Decision makers own their budgets. It seems easier to deal with influencers rather than decision makers. To sell effectively, call the highest level of decision maker that is relevant to your product or service offering. Make sure you are calling the highest relevant decision maker, not just the highest decision maker. Try the Colleen’s plans to bring the true decision maker to the table. To know more… http://www.engage-selling.com http://www.free-articles-zone.com/article.php?id=85431 2007-10-26 Have you ever thought of that Why good Sales people at times unable to close a sales deal. Building a trust with your client is the most prominent factor. There are basic eight mistakes, which have been brought in light by Colleen in her new article. Trust, Fear, Tricks, Sole product focus and few more mistakes which a good sales person makes closing a sales deal. To know more http://www.engage-selling.com http://www.free-articles-zone.com/article.php?id=84294 2007-10-23 Your product price is too high or it’s too expensive. This is the dreaded pricing question which most of the sales representatives face from their clients. How to deal with such upfront questions is a challenging task. Give an early estimate for such questions by keeping all the options ready. Do your brainstorm to prepare yourself to answer similar question if they arise in future. Just go through.. http://www.engageselling.com/ http://www.free-articles-zone.com/article.php?id=78235 2007-09-25 Is your price too high-or not high enough? Here we are with a two-step formula for handling these kinds of objections. Don’t be afraid of objections, you can use silence to effectively handle almost any objection. Whenever a client tells you your price is too high, just take a deep breath and be quiet. Ask them questions before answering to their objections. Here we are providing you the list of right questions and some responses you can use to answer a client’s objection. Try out these steps to hold success in your hands… http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=77132 2007-09-20 Voice mail is becoming an emerging area for sales professionals for making their sales and high commissions. There are few important things, which sales professional must keep before leaving a voice mail. “Following these steps have resulted an increase in sales call success by 80% as said by Jerry Everett, On Conference The If you have decided that you want to leave a voicemail message, try these three-steps process……http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=72286 2007-08-30 Don’t count your time let the time count you. Losing control of your time is the worst mistake a sales professional can make. You must jealously guard your time in order to stay productive. Block time off in your calendar everyday to make calls and prospect. There are six ideas that can keep you focused on increasing and maintaining your sales. For more…. http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=62710 2007-07-17 I never cease to be amazed at how many sales people focus on themselves rather than on what their customer actually wants to buy. Are you selling to Marketing VPs in the textile industry or Chief Technology Officers in the aerospace industry? The answer to this question defines your product, whether it’s a tradeshow booth, retirement-planning system, clothing line or human resource staffing service. If your solution will help a prospect accomplish something or achieve their sales targets, then you will be much more likely to grab their attention. If your solution affects someone’s image or reputation, then believe me – you’ll get their attention. For more…. http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=61749 2007-07-09 It’s much easier and more profitable to keep an existing customer than it is to land a new one. Research tells us that most North American companies lose half of their customers every five years. http://www.free-articles-zone.com/article.php?id=57889 2007-06-21 Being a sales executive or manager don’t take criticism personally. Have courage to accept the criticism and the benefits emerging from criticism. There are four most important steps which can help process can help you learn how to take criticism well. They are Thank the client for their feedback, ask him more questions, Listen to him carefully and also give your commitment to improve. Rightly said by Colleen Francis at http://www.engageselling.com http://www.free-articles-zone.com/article.php?id=55262 2007-06-08 Customers notice silence. People were regularly late, so the meetings were never constructive. This action trained the entire project team about how to deal with Laurie’s meetings. Bill had a sales manager who was lying to him repeatedly. Getting to the truth… http://www.free-articles-zone.com/article.php?id=49058 2007-05-02 I’ve been thinking a lot lately about the importance of having a clear, compelling vision to get you past all of life’s challenges and obstacles. http://www.free-articles-zone.com/article.php?id=43591 2007-03-22