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1. Coupon Hounds Like to Click as Well as Clip
2. Extreme Measures -- Adding Value
3. Get Inside Your Customers' Heads and Then Watch the Sales Roll In
4. Getting the 411 on Corporate Buyers
To sell B-to-B, you need to know who has to do what inside the company to make your sale happen
5. How to Close a Sale
Closing a sale is the most important skill a sales person needs. You can be charismatic, come up with the best leads, have incredible presentation skills, but if you can't close, you can't sell.
6. How to Follow-Up on a Prospect
A comprehensive follow-up plan not only requires strategic planning but a complete understanding of your target market and the entire sales process as well. You will also need to know how to implement various communication tools in your follow-up effort, such as sales brochures, sales letters, and public relation vehicles.
7. How to Identify and Overcome Objections
People in sales expend a lot of time and effort to find prospects that need your product or services. Yet, no matter how compelling the need or precise the market definition, prospects will have objections, concerns, and requests for additional information. You should welcome objections because once answered, they give you the potential energy to close the sale.
8. How to Improve Sales Productivity: Asking Questions Makes the Sale
Too many salespeople still believe that when meeting with a prospect, making a sales pitch is the number-one task. Instead of a top priority, it should go to the bottom of the list.
9. How to Write a Sales Letter
A primary and widely-used form of communication, a sales letter is a marketing tool that can build your client base and increase your sales. This guide will take you step-by-step through the process of writing an effective sales letter, from deciding what your objective is, through editing your final draft.
10. How to Write a Sales Proposal
Writing a sales proposal is a very important step in gaining a new client, or selling to a current one. This guide teaches you sales proposal techniques that will effectively demonstrate your firm's capabilities.
11. Improving Your Retail Sales
Your store may see a lot of browsers, but getting them to linger and buy takes skill. Appeal to your browsers' senses with informative displays, smiling staff and mood music to keep them interested and willing to spend.
12. Overcoming Call Reluctance
Fear of self-promotion slows down female entrepreneurs.
13. Selling Without Slip-Ups: 9 Turn-Offs to Avoid
14. Standing Out From The Competition: Service-Business Marketing
What should a company that deals in services do to get and retain clients?