Category Archives: Sales

Sales Training and the Workings of the Mind

Posted on August 5, 2010 by lelychayankabie13

Sales training and techniques are two of the most important things to consider once you enter the field of sales. This requires you to understand the needs of your client while at the same time, predicting how they will respond to every word you say. Remember that sales is all a game of reaction. The more positive feedback you get from each task you do, the higher the possibility that you end up with good results. This means that the success of your sales career will be highly dependent upon the words that you use and the communications strategies that you employ. Most individuals who enter the field as a career go through rigorous sales training methods that allow them to be well versed in the real world. This includes techniques on how to talk to the client, which words must be and must not be used during the conversation, the proper gestures that suggest positive effects on the disposition of potential clients and even the facial expressions one adapts during the actual act of a sale. Some even go through Neurolinguistic Programming, which is more popularly known as (NLP). This is a type of sales training technique that utilizes the effects of discussions on the subconscious of a person. If the success and failure of a sales spiel is to be based on empirical data alone, Neurolinguistic Programming will prove to be the most effective way of getting a positive response. The science of Neurolinguistic Programming is actually pretty simple. There is a belief that most individuals respond better when exposed to stimuli that suggest situations and circumstances that have already happened in the past. This type of sales training concentrates on understanding patterns of the brain. The assumption is that the brain, being the complex organ that it is, will be likely to respond in accordance to things that have already happened in the past. The trick therefore is to figure out situations that can be useful in order to yield a positive decision form a consumer. This might be trickier that it sounds. Because the technique that needs to be mastered is the ability to be able to draw out these situations without having to ask them directly. Sales training requires you to at least have a background in matters that concern basic hypnosis and mind reading. If you use the technique in the field, you get there by asking one question after the other to expose the facts that you will need to succeed. Questioning now becomes not merely a tool to know more about the person, but a tool for you to analyze the workings of his or her mind. Aside from the fact that this makes it easier to convince people to make favorable decisions to work for your side, it opens the higher possibility that he might come to you again in the future. There are a lot of ways to learn this type of sales training. It’s just a matter of choosing which one is more convenient for you and which technique is best suited to your learning curve. One of the most popular ways to learn NLP is to learn it off a book. Famous hypnotics and psychologists have written best selling books that allow people to be able to experience how they became gurus in the craft. Aside from this you can opt for one on one sessions that will allow you to interact with people that will willingly show you the ropes to the craft. No matter how you decide to adapt your own sales training techniques. Remember that sales is a matter that revolves around communication. The more effective you are at getting the message across to your costumers, the more successful you will become. Among the many reasons you’ve already thought of to learn more you become aware of the main reason now.

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5 Reasons Why Your Calendars Do Not Sell

Posted on July 7, 2010 by lelychayankabie13

So you spent all that money for calendar printing, but you cannot seem to be able to sell them. Whether for true financial profit, or just printing calendars for fundraising, the reasons why your calendars are failing to sell are typically all the same. There are five major reasons why this is happening. Let me explain to you each of these reasons so that you can correct your next batch of color calendars and have them more readily sold at an audience.

1. The theme is not appealing to the market.

The most basic reason why your color calendars are not selling is because they are not as appealing as you may think. A set of good images for each of the months in your sales calendars are typically no enough. Those images must have a very directed and interesting theme for them to look significant enough to buy for most people. You might actually need to do some basic market research on your target market so that you will know which kinds of themes will be most appealing to them. Without that research, you will be basically printing blind, not knowing if your designs are good enough to be sold. So make sure you do that particular market research homework or fail at selling color calendars because of the lack of an appealing theme.

2. No enticing or uniquely decorative pictures.

Now, sometimes it might just be the images. Those calendar images might look good for the most part, but when thrown altogether and used for decoration, they might not look as good as you would think. This lack of enticing or uniquely decorative images can be the cause why people just ignore and do not buy your calendars. So if you are an amateur at photography and graphic design, you may not want to do the calendar images yourself. Try to hire the best photographer and layout artist that you can so that your custom calendars and its images look as good and as decorative as possible. This will help increase your chances of success in selling calendars.

3. Apparent lack of printing quality.

People always look for quality things to buy. If you decided to cheapen up your calendar printing with bad paper materials then you will probably not be able to attract a lot of those people looking for quality calendars. So even though it might be hard, you should try to spend as much as you can in calendar printing quality. Great looking paper materials with great inks will always turn out better color calendars that sell. Make sure you remember this.

4. Tough calendar competition.

It is also possible that your calendars are not selling just because of tough competition. Typically you will of course sell your calendars at the turn of the current year where lots of other color calendars are being sold. If you are facing a lot of competition in your area, you will need more creative selling techniques that will make your color calendars look more significant and worthy than the rest. Try to distribute them directly to people, add in freebies or even integrate other special functional elements into the color calendar. The more you add value to your calendars, the more you can beat that calendar competition.

5. Lack of presentation.

Finally, most color calendars fail at being sold because of the lack of special presentation. If your color calendars are sold as is, most people will still have second though in buying them. However, they have protective plastic covers, ribbons, and even special gift wrapping paper, more and more people should pay attention. So whenever possible try to present your custom calendars in a more special way all the time. This will sometimes determine its overall success or failure.

So those are the five major reasons why your calendars are failing to be sold. Hopefully with the suggestions and solutions stated above, you should be able to avoid any more failures in calendar printing.

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Wholesale Mugs and Their Benefits

Posted on June 19, 2010 by lelychayankabie13

Coffee mugs have become one of the hottest promotional products in the world. Business owners are looking for many effective strategies and advertising techniques to increase their profits. It is important to stay alive in this advertisement fields so that people will always remember about your products and services. This will help them to do constant business and keep increasing the client base. Advertising and marketing have become very expensive in the recent past and small business owners cannot afford any expensive ways.

The practice of giving promotional products is in practice for more than a century. Recipients will receive gifts at free of cost and they will be reminded about the company and their products whenever they see it. Gone were the days where people used to receive simple coffee mugs and travel mugs from these business promotions. With the advancement in technologies, there are latest equipments in the market which will allow you to have the best of design works on these mugs. People have started giving utmost importance to looks and appearances in the present day world. Hence, an attractive gift item will be welcomed by the recipients in all scenarios. Every individual would like to receive gift item at free of cost and it would be double bonanza if it comes in attractive design.

There are umpteen numbers of benefits with these wholesale mugs and one cannot overlook the business advantages. These are great products to kick start your advertising campaign. Promotional products have been targeted by the business owners as the best alternative for expensive forms of advertising in print and news media. These coffee mugs can be bought in the wholesale market that will help you to save some amount of money. The retailers are looking forward to expand their business and the customer base because of which there are favorable discounts being offered.

Wholesale mugs can be bought in bulk so as to save money. The dealers would like to give special discounts and offers when bought in bulk. This deal will help the business owner to have a long term relationship with the dealer. Promotional products are not something which can be given once in a while and stop it. This is a continuous process and business owners should make sure their clients and customers do not walk free after attending their meeting.

Promotional products are free giveaways so as to attract larger set of audience. A recent survey reveals that 52% of the customers bought their first product after receiving a free giveaway from the company. This speaks enormous about the benefits and potential of these products. Designing a custom logo and printing on these mugs will help people to remember about your services for a long time. This kind of marketing will bring long term clients and it will also help you to build better credibility with the clients. Brand loyalty and connectivity is improved under this scenario.

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Don’t Let These Issues Prevent You From Winning a Sale

Posted on May 19, 2010 by lelychayankabie13

Lots of things get in the way of winning a sale. You’ve probably heard things like: “Our company doesn’t have budget now,” or “We’re doing just fine with our current solution,” or perhaps even, “Nope. Not interested.”

But sometimes the person you’re talking to will bring up objections that are not necessarily business related. These issues are signals that something is bothering the individual on a personal level, that your solution will have a negative impact on him or her in some way. Put yourself in your contact’s shoes and plug one of the following issues into the statement below.

“Your company’s solution makes me feel like I will have  in the organization.”

  • Less power, control, credibility, or security
  • A decrease of personal productivity or responsibility
  • Trouble being seen as a problem solver
  • A lack of recognition
  • Loss of self-esteem or status as a top-performer
  • Less leisure time or time with my family

Left unaddressed, these concerns will derail your opportunity. Ask questions to find out why your contact is hesitant such as:

“There seems to be hesitation in moving forward with our solution. Are there any issues we have not addressed?”

A cautionary note though. When questioning, use “why” sparingly. You are trying to understand the customer’s concept, but you don’t want to come across as interrogative or judgmental. The last thing you want is to give your customer the message that his concept is invalid or that he has no good reason for his opinion.

Once uncovered, demonstrate how your solution can have a positive impact on them.

This article was originally published in Miller Heiman’s Sales Performance Tips.

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