finance-worldwide

10 Steps To Success In Direct Sales

By: Michael Skinner

Every year thousands of men and women across America sign on with direct selling firm-Tupperware, Amway, or a cosmetic company-hoping to make money enough for new draperies, a new davenport, or some new clothes. They sell a little merchandise to a few relatives and close friends. Then they are through. They quit before they give themselves a chance to learn the basics of success in sales. “I am simply not a born salesperson,” they often say.

No one is born a salesperson, any more than one is born a doctor or born a lawyer. Sales is a profession. To be successful in any profession one must learn not only the basic techniques, but also how to apply those techniques. Success in sales makes use of all the abilities one is born with, plus all those acquired through education and experience.

If you are looking for a career opportunity or “extra income” to help with the family budget, direct selling offers you dream-fulfilling possibilities. However, you must give yourself time to learn the techniques of sales. Ask yourself. “How long does a doctor to be study? A lawyer to be study?”

WHAT IS DIRECT SELLING?
(more…)

How To Instantly Set Yourself Above Your Competition

By: Matt Wenger

Have you ever called someone cold or even a referral and felt as if the chances of getting through to the other person were about as fat as the National Debt?

I know I certainly have.

Let’s break this down and examine the scenario a traditional salesperson finds himself or herself in.

First, you have a target prospect or client. At least, let’s assume you do. And you want to make a presentation or a pitch to that person.

Now, there are either 1 of 2 scenarios that you have. First, you have no name to use, no referral, no “white knight,” no reference, nothing.

You can’t name drop, and the person doesn’t know you from a hole in the wall. So, off go your little fingers dialing away and you either:

1) get no answer

2) get stopped by the gatekeeper

3) leave a voicemail.

And you hope and pray someone will call you back yet they don’t.
A slightly different variation of this is the name dropping that takes place when you do this. You mention so and so referred you and this definitely helps your chances of getting in a bit more than just calling completely cold.

But is there another strategy that can assist you?

Well, before we know what strategy we should incorporate we need to first figure out WHY you are not getting called back.

Now when we analyze this there are several immediate reasons why people don’t call you back.

(more…)

Making The Sale In Spite Of Objections

By: Jerry Kennedy

I recently had the opportunity to chat with a fellow salesperson and when I asked him how things were going out in the field he replied, “Well, things are going great. I just wish I could get more people to say ‘Yes’.” As sales professionals, I’m sure all of us have felt that way on occasion: you feel like no matter how many calls you make, you just can’t seem to pick up any new business. You’ve gone over the situation time and again, but you can’t put your finger on what’s going wrong. The only thing you’re sure of is that you seem to be hearing the same objections over and over, day in and day out, to the point that it sounds as if all of your prospects have read the same book on how to get rid of salespeople!

(more…)

4 Methods Help You Hire The Best Sales Reps

By: Michael Mercer, Ph.D.

Pre-employment tests plus other applicant evaluation methods help you select salesperson job applicants who will turn into highly productive, super-profitable sales reps. These applicant evaluation methods include pre-employment tests, intriguing bio-data, vague job interview questions, plus colorful role-plays.

Hiring fantastic sales reps is crucial. As Henry Ford wisely observed, “Until someone sells something, no one else has a job.” A company with monstrously effective sales reps can grow and prosper. However, a company with wonderful products but lousy sales reps will wither away. (more…)

Quit Being a SalespersonBy: Mark HunterMany sales are lost because of “sales.” To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. When this happens, sales professionals can overwhelm the customer, causing them to become confused, and, ultimately, losing any sale. (more…)