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Debra Pearlman Articles

Guest post by: Debra Pearlman

Successful Sales Tips for Beginners – Sales Tip #1 - Click To Read Article
If you typically shy away from promoting yourself, your product or service for fear of being perceived as 'pushy' or 'sales-y' (heaven forbid!) - You are not alone. Over the course of my career, I have trained hundreds of business professionals, entrepreneurs and sales representatives to partner with their prospects and clients; to add value; assist clients in achieving their business goals and to improve circumstances - help clients increase efficiency, productivity and reduce costs. Only then can you call yourself a true Sales Professional. The sales process is one of educating your client and then developing and executing a plan of action that moves your clients' business forward. In this article, Sales Tip #1 of many to come, I have provided a check list and outline of each of the steps that must be taken to ensure your success.

Successful Sales Tips for Beginners – Sales Tip #2 - Click To Read Article
Until you determine whether an organization or individual can utilize and benefit from your product &/or service, they are a 'suspect'. You suspect they have a need that your product &/or service will fill. Your responsibility is to ask qualifying questions and listen closely to the answers. Then ask additional questions and continue listening before articulating how your product &/or service will provide value, increase productivity or efficiency. Until qualified, a ‘suspect’ is not a prospect. You cannot begin to even think your product &/or service will provide value without understanding the needs of the suspect. Develop questions providing information allowing you to quickly qualify or disqualify a suspect, avoiding wasted effort and time. If you disqualify a ‘suspect’, quickly shift the conversation (perhaps a referral partner?)

Lean, Green Sales with the S.H.A.R.P. Sales TrainingTM System - Part II - Click To Read Article
The acronym S.H.A.R.P. provides a comprehensive and definitive starting point for developing both organizational and personal goals. The philosophy is customer-centric with a goal to increase customer loyalty. S = Strategize, Solve, Support, Serve H = Honesty, Humor, Humility, Help A = Assess, Alleviate, Accountable, Achieve R = Relationships, Respect, Respond, Results P = Prepare, Prioritize, Perform, Produce

Lean, Green Sales with the S.H.A.R.P. Sales TrainingTM System - Click To Read Article
Increase Profits while Reducing Wasted Time, Energy & Dollars - The Philosophy: By providing sales and customer service agents training, support and direction on a consistent basis, they will feel empowered, motivated and willing to take ownership over their own, as well as the organization’s, success. - The Result: Increased profits and revenue as a consequence of improved customer relations; shortened sales cycles; and reduced employee turnover. - Intertwined with the steps normally associated as part of the sales process, such as developing best practices for win-win solutions, the philosophy and psychology often employed by successful sales professionals will be shared in upcoming articles.

Develop a strong value proposition statement: Make every contact count - Click To Read Article
To sell effectively, you must first estab­lish and demonstrate value. Only then should you begin delineating features and benefits of your product and/or service. Traditionally, sales and marketing prac­tices focused solely on their features and benefits. Organizations and their account executives heavily promoted attributes without first questioning and qualifying.

Develop a strong value proposition statement: Make every contact count Part II: Creating your value proposition - Click To Read Article
Your value proposition is a powerful tool. It is the first impression a prospect has of your product or service. It provides the attention-grabbing message that compels your prospects to ask for more information.





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