Why
do we Buy? .. to Avoid Pain
Mark
Smock - Why do we Buy Article |
Our
innate drive to maintain our “comfort
zone” directly affects how and what
we purchase. Pain versus pleasure, similarity
versus unfamiliarity and comfort versus
stress; self inflected or not, are all feelings
and emotions that affect most facets of
our lives. How we deal with such emotion
volatility directly affects our motivations
to buy things that make us feel better.
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Better
Listening Skills = More Sales
Mark
Smock - More Sales Article |
Today’s
business environment is intrinsically tied
together by ongoing information exchanges
between two people. This personal communication
is most often facilitated by the spoken
word. Understanding this information, as
it flows within a dialogue between two people
is fundamental to improving one’s selling
effectiveness.
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Don't
Make These Top 10 Selling Mistakes
Mark
Smock - Selling Mistakes Article |
Achievement
of selling “excellence” is most
often earned rather than learned. Outstanding
professionals continuously seek to hone
their skills from mistakes made and lessons
learned in pursuit of success. Professional
sales people in search of extraordinary
selling competence are no exception.
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Stepping
Up Sales Results
Brent
Filson Sales Article |
The
close isn't the end of the sales process.
It's only a beginning.. the beginning of
a new phase of that process. I call it the
Stepping Up Phase. The more sales we achieve,
the more sales we should achieve; for in
achieving more sales, we create more opportunities
to achieve even more.
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8
Key Questions to Ask in Every Sales Situation
Mark
Smock - Selling Article |
Solving
people’s and organization’s problems is
ultimately what business is all about. Effective
selling involves defining your existing
or potential customer’s problems. If properly
“sold”, a sales prospect will have his problems
solved with your company’s products or services.
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Selling
Situations
Alan
J. Zell Selling Article |
The
word "selling" takes on different
meanings to different people at different
times. Most people, even those "in
sales," seldom agree with the oft used
statement, "All selling is the same."
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The
Rules of Selling
Alan
J. Zell Selling Article |
Every
game needs rules. If, selling is called
the "selling" game, then by all
logic there should be rules. Some think
there are too many people offering too many
rules and I am one of them. I believe that
because there are too many rules most people
think selling is difficult. There are penalties
attached to breaking the rules - lost sales,
lost raises, and maybe even lost jobs.
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Finding
More Business
Alan
J. Zell Selling + Marketing Article |
Every
business needs more business. That's an
accepted fact. The unaccepted fact is that
most businesses don't use all the opportunities
available that will bring them additional
business. When one looks for additional
business, the primary goal should center
around getting "second sales.
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