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Patricia Weber Articles
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Follow Up Letter and More to Increase Sales - Click To Read Article Top salespeople behave with focus and persistence regardless of obstacles. Here are more top salespeople musings from a personal elevator mishap so you can accelerate your sales results. Referrals in Marketing Work When Your Actions Have This One Key - Click To Read Article Referral marketing is applicable to almost every kind of selling. Relationships and testimonials more than a cold call opens doors because of the power in the connections. While referrals are a powerful form of attracting prospects or leads, there still is a salesperson's responsibility factor. Customer Service Starts in Selling - Click To Read Article Have you ever communicated with a salesperson who launches into their sales presentation without even asking you what you want or need? If a salesperson lacks the skill of questions and listening, that can help the customer stay stuck in the position of not knowing what they want. Customer service begins at the beginning of the sales relationship with these two skills. Turning Sales Slumps into Sales Jumps - Click To Read Article Sales reluctance syndrome can strike a salesperson at any time during the selling process, anywhere and with anyone. Learn the seven top tips about moving forward from a lost sale and steering clear of creating a sales slump. Sales Rejection - Is it Final? - Click To Read Article Have you heard no anywhere along the sales cycle? No may actually be better feedback than something like, "Maybe." Stay In Touch With Customers for One Key Reason and 12 Appreciative Ways - Click To Read Article Research shows that most sales happen between the fifth and twelfth contact. The sad situation is most people who sell give up between the second and third. Stand out from your competition and follow up like less than 20% of people who sell. When A Common Courtesy Is Uncommon - Click To Read Article Could there be some common courtesies that are no longer so common? Is there a generational difference in the casual manner in which sales representatives and prospective customers communicate? The woman who telephones me one afternoon is generalizing that society is less respectful; and calling someone by their first name is only one indicator. Selling Skills that Get More Sales - Click To Read Article Sales skills that get results are always customer focused. Here are some top sales tips in the form of different sales hats that get more sales results. Sales Performance Boost for Top Salespeople – Part One - Click To Read Article Top salespeople have an internal direction to stay the course during turns and downs. Here are key reminders of the top positive attitudes salespeople need to maintain, all taken from a personal elevator mishap. Anyone can adopt top selling attitudes for greater sales results. Presentation Skills Without PowerPoint - Click To Read Article Whatever you say to people, you are a visual aid. People are primarily interested in what you have to say; not your visuals or fancy slides or overheads. You are the message. Taking the Mystery Out of Sales Calls and Make More Sales - Click To Read Article Sherlock Holmes is a master at listening to the language of suspects in all of his cases. His mastery at hearing what is said and what isn't said, helps him solve so many crimes successfully! But the secret's out! You can become the master of your own communications - "It's elementary!" All in A Dogs Way Can Make You More Sales - Click To Read Article Dogs are great teachers of how to sell easier and better. And if you think about a dog's life, it's an easy one. Some dog behaviors can serve as models for do's and don'ts for salespeople. Want to Minimize Recurring Crises Want to Get Better Organized - Click To Read Article Many people are only able to spend about 25% of their time on top priority activities, or 10 hours during the typical 40-hour workweek. What if what Brain Tracy says is true, that one minute of planning saves 10 minutes of doing? On implementing planning, then just 6 minutes a day to plan would save one-hour everyday or give you 5 hours in a five-day workweek. Goals Out of Reach? Broken New Years Resolutions? Reach Your Goals More Easily - Click To Read Article The New Year always brims with resolutions and goals. Here are nine tips, because eight is not enough, to help you avoid being in the 70% who have already given up on their goals. Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part One - Click To Read Article What is it like to be in the business world where extroverts rule? A person with more than fifty percent introversion tendencies knows, it’s exhausting! Yet it does not have to be that way. Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Two - Click To Read Article Communications in business is the number one skill to success by many surveys. And, if you are an introvert, take a deep sigh of relief now: successful, engaging communication does not mean showing up at a happy hour every night. Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Three - Click To Read Article The most successful mindset of networking in business is that it is not an event but a process. Grasp this concept and the phrase “relax and network” will have more congruency even for the introvert. Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Four - Click To Read Article Most of the eye contact research being done recently is around people telling the truth. And there is substantial research that eye contact communicates caring and interest. For introverts in one to one communications this is a naturally strong asset. Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Five - Click To Read Article A recent study by Ramsey and Sohi in the Journal of Academy of Marketing Science clearly establishes that a customer’s perception of how well someone who sells listens, has a positive association with trust. Listening, something introverts have a natural tendency for, includes such behaviors as giving your full attention to the customer, responding to acknowledge understanding and asking clarifying questions. Seven Must Have Skills for Sales to Soar - Click To Read Article Have you noticed? Today's buyers are not like yesterday's buyers. And the top sales people have and continue to adapt to the new nature of doing business. Watch and hear your next buyer to be in the know with how things have changed. The buyer is changing it. Then come back to these seven skills you want to hone for more sales. Time Management Priorities - Click To Read Article Play a little now. You receive a check for $86,400. You have just 24 hours to spend it. How do you decide what you will spend it on? Do you spin a wheel? Do you throw darts? How do you decide what to spend your new found fortune on? We are more likely to prioritize how we spend our money than prioritize how we spend those same number of seconds, 86,400, we have each day. Sales and Marketing: Know and Apply The Separate But Equal Ideology - Click To Read Article There are only three ways to get more business or more revenue: you can get more clients, you can sell to your clients more often with more products or services and you can increase your fees or prices. Now it may be the introvert in me yet I think there is one key reason so many people in sales are not at the top of their game, whether employees or independent professionals. It’s is because of confusing sales with marketing and vice versa, there’s not a foundation on which to sell successfully. Networking: How Much Is "Networking Dread" Costing You and What Can You Do About It? - Click To Read Article Many people who sell find themselves dreading it, doing it stressfully and being reluctant with networking. This is one of a series of articles to turn networking misconceptions into better understandings - and sales. Networking Reluctance Does Not Have to Be Fatal - Click To Read Article Many people who sell find themselves dreading it, doing it stressfully and being reluctant with networking. This is one of a series of articles to turn networking misconceptions into better understandings. Networking Mistake Myopia - Click To Read Article Many people who sell find themselves dreading it, doing it stressfully and being reluctant with networking. This is one of a series of articles to turn networking misconceptions into better understandings - and sales. Goals In Life By Your Hindsight - Click To Read Article Looking back gives us wisdom to help with similar or even dissimilar situations that come up again! It’s a cliché, “Hindsight is 20-20.” Consider applying hindsight as foresight this year whether you want to lose weight, or increase savings or stop your procrastination habit. Whether you are targeting your health your finances or even something like spending more time with family and friends consider learning from hindsight; in advance. Time Management of Activities to Soar Your Energy - Click To Read Article You've heard this before I'm sure: we spend more time getting clear on the goals of a vacation than we do being clear on our life goals, and values. But, have you heard this: if you get frustrated when things come up because they interfere with what your “planned” priorities are, it could be because of these two important, often missing, pieces. More Time, More Energy, More Business – How to Get More of What You Want - Click To Read Article Everyone has the same amount of time to work with and here are some top tips for better managing your daily activities. Motivating Employees in the Workplace - Click To Read Article Do you have employees who act less than desirably with customers? Is there someone who is anything but a team player? Have you noticed a pattern in someone being late or calling in sick? These few recognizable symptoms may be of employees who work in an environment that may not be motivating to them. Leadership Style and Motivating Employees - Click To Read Article In a “we want it now” age, the business owner and manager can more easily create a motivating environment that satisfies security, meaningful and supportive relationships. Take a look at your leadership style and then take the appropriate actions to update it. Rewards and Recognitions to Motivate Employees - Click To Read Article Knee deep in the challenge of leadership today, business owners and managers, can parlay the changing role of work to create and sustain an environment that helps motivate and keep employees. There’s no one right answer, there is no magic wand and don’t try to mind read how to motivate someone. Networking for Results that Balance Your Give and Take - Click To Read Article Networking can reap business rewards when your actions of give and take are balanced. Balance Yourself With Your Life Wheel - Click To Read Article Study after study in 2007 finds that workplace policies are not family friendly, more work pressures are brought on by ourselves, and work stress affects all other personal relationships. The life-wheel exercise can help that. Sales Training Ideas on Mobile Cell Phone Use - Click To Read Article Salespeople naturally use mobile cell phones regardless of modes of travel. It is up to salespeople and sales managers to learn to use their mobile cell phone wisely. Sales Reluctance Is Not a Two-Letter Word Named No! - Click To Read Article Sales reluctance syndrome can strike a salesperson at any time during the selling process, anywhere and with anyone. Learn about the top seven reluctance in networking thoughts and feelings, and how to get started on shattering them. Follow up Sales Effectiveness - Click To Read Article After sales customer follow up and prospect follow up are important to top salespeople success. You don’t have to be pushy, don’t have to forget and you don’t have to be hit or miss. Top Salespeople Secrets to Success During a Down Economy: Crank Up The Thermostat During Recession Pep Talk. - Click To Read Article Top salespeople act and think in ways that they are less affected by negative talk during a down economy. Pick up a newspaper, turn on the television or listen to the radio during the slightest shift of our economy and the media will automatically suck you into their negativity. Top salespeople don’t let the media guide their thinking. Top Salespeople Marketing Muscles Flex During Recession or Down Economy - Click To Read Article Top salespeople act and think in ways so they are less affected by negative talk during a down economy. Top salespeople don’t let the media guide their thinking. The second action top salespeople take during a down economy talk is to go wider and even deeper with their marketing actions. Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Six - Click To Read Article “Why were you so quiet tonight?” is a question that can put an introvert on the defensive. And when it comes from a socializing extrovert it can sound like we just committed the faux pas of a lifetime. Sales Tips From Man’s Best Friend - Click To Read Article Dogs are great teachers of how to sell easier and better. And if you think about a dog’s life, it’s an easy one. Here are more dog behaviors to serve as models for do’s and don’ts for salespeople. Sales Reluctance In Any Part of Selling - Click To Read Article Sales reluctance isn’t just first call or cold call reluctance. It’s also in the follow up, asking for a decision and even in asking questions. Anyone who sells likely at times has some reluctance along the way of helping someone to buy. One Word that Can Help With Life Balance! - Click To Read Article Somehow, in forgetting to keep balance in our lives, we forgot one of the most important words in our conversations. At work and even when growing up, we heard it more than we cared. The word, is “no.” Top Salespeople Walk Away From Negative Talk During a Recession or Down Economy – Part 2 - Click To Read Article Top salespeople act and think in ways that they are less affected by negative talk during a down economy. Pick up a newspaper, turn on the television or listen to the radio during the slightest shift of our economy and the media will automatically suck you into their negativity. Top salespeople don’t let the media guide their thinking. Top Salespeople Secret #3 During a Down Economy: Renew, Renew, Renew - Click To Read Article Top salespeople act and think in ways that they are less affected by negative talk during a down economy. Top salespeople don’t let the media guide their thinking. A third action top salespeople take during down economy talk is to renew integrated pieces in their overall marketing plan. Closing Sales Tips To Use Because You Owe Yourself - Click To Read Article You make a connection, get a referral, and deliver a solidly rated presentation. Then either your customer doesn’t buy or even worst, buys from a competitor. What is likely the one reason a sale is lost? Like this article? Share it with your friends
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