Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

 
Sex, Drugs & Rock-n-Roll Here's the Scenario... You're at a trade show. Out of town. It's probably an unfamiliar city. Maybe overseas. Lots of strangers. There's a client or two. A couple of buddies. Lots of opportunities to do business. Lots of opportunities to get yourself in a bind. This Commentary is about how to stay out of trouble, save your dignity and keep your job. Trade shows are hard work - both physically and emotionally. It's tiring to travel. Hard to be away from home. Boring to be pleasant and smile for hours....
 

3 Steps To Getting A Sales Meeting

 
The best way to get a new customer is to clearly identifywho you want to do business with and then get in front of them. They canthen see what you look like, possibly see what your product looks like and alsoexamine any data or statistics you might have. It gives you the idealopportunity to start building a positive working relationship with your potentialcustomer. Advertising, direct mail, web sites and telesales all havetheir place but nothing beats the face to face interview. The first challenge is, of course, getting to speak to yourprospect and arrange a meeting....
 

Poor Performance - Fix it by Coaching

 
Coaching is about finding out the cause of poor performanceor behaviour and discussing with the team member how to putit right. The team member might respond immediately to coaching andimprove the situation. However the improvement wont alwaysbe permanent and you may have to do further coaching. When I suggest this to some managers, they see it as somekind of touchy-feely softly-softly approach. Let me assureyou right now - it's not! It's about telling the team member what part of theirbehaviour you're unhappy with, listening to what they haveto say and agreeing a way forward....
 

Getting Off The Advertising And Sales Rollercoaster

 
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or three days pass and the response goes down. You look at the bill for the advertising and your jaw drops. Your hopes descend. Nancy called me from Portland, Oregon with just this problem. Every time one of her ads appears in a local publication, customers start walking in the door of her home furnishing store....
 

Speed-up Your Sales Cycle

 
This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach the sales cycle where the cost of the product is relatively high and the sales cycle is lengthy, sometimes six months or more, in good times. I have little trouble generating interest in our products during my cold calls, but the relationship of a slow economy, long sales cycle, in combination with the cost of the software puts a few road blocks up....
 

How to Keep Projects From Spinning Out Of Control

 
Are you involved in projects that seem to go nowhere in a hurry? Change usually happens in an organization through projects, which can take many forms, and may not always be called projects. The easiest to recognize is the traditional type, with a beginning, middle and end, such as the launch of a new product or the implementation of a system. Other projects involve developing people and are ongoing, without easily identified phases. The key to keeping projects from spinning out of control is to know the roles that you and others play....
 

Increasing Sales by Using Coupons - Will it Help Your Business?

 
United Coupon Corp. United Marketing Solutions. Adventures In Advertising. Coupon Tabloid, INC. Consumer Network of America. Coupon-Cash Saver. Effective Mailers. Money Mailer. Welcome Host of America. What do all these services have in common? Well, for retailers and service providers they are quite effective at getting people into your franchise to try you out. That means new customers. There are a few things to remember, first; keep the message simple, less clutter is better. Second; Specific Dollar Amounts are more favored by consumers and tend to grab and keep their attention better and are more effective....
 

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

 
1. LOOKING for a "quick fix" to close more sales - sales aren't closed, they're opened. Solution: You must learn how to open the sale; build rapport with your prospective customer and develop an understanding of their business or of their lifestyle first. Only when you have some understanding of where they're coming from can you even hope to advocate a solution that they will be interested in. For years sales trainers have been talking about "closing the sale" and employers still advertise for salespeople who can "...
 

Sales Tactics to Beat Your Competition

 
This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition. From Chris Chalmers of Quova Inc: "We sell a commodity product (geographic data) that is available from a variety of competitors and public sources. Recently, we lost a major account to a competitor, and based on our long-standing relationship with them, they consented to debrief us on what went wrong. Obviously we had an account management issue, and there had been a service problem or two....
 

Sales Plan? Whats a Sales Plan?

 
In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and dance. Even when I was choreographing, as long as I met my deadline for when the dance needed to be complete, I could go with the moment, go with the impulse and see where the dance led. A hearty dose of reality hit when I began to run a dance company....
 
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