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Ideas, tools & reflections for managers, leaders and business owners. -- Keep in touch: http://www.xeeme.com/MartinGysler
Curated by Martin Gysler
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To Succeed in Sales, Suspend Your Self-Interest

To Succeed in Sales, Suspend Your Self-Interest | BUSINESS and more | Scoop.it

Finally this article says what everyone should know about sale, but it's also valid both in the social media world and, of course, in the real life. Be a person who gives is always the best path to receive more in return, even if you do not expect that and it's not your goal. [note Martin Gysler]

 

 

Bob Burg, co-author of The Go-Giver, says high-pressure sales are the wrong way to go.

 

To many people, sales is a shady profession, predicated on shark-like closing techniques, manipulation, and shallow, transactional relationships. Bob Burg says that’s exactly the wrong approach. “Top salespeople, the best of the best, understand that when it comes to selling, it isn’t about them or their product or service. It’s about the other person and how they benefit from it,” he says. Burg, co-author (with John David Mann) of the bestselling The Go-Giver: A Little Story about a Powerful Business Idea and their follow-up Go-Givers Sell More, admits his emphasis on the other person “sounds Pollyanna-ish.” But he’s convinced that a low-pressure – even no-pressure – approach will ultimately result in far more sales (not to mention greater career satisfaction for its practitioners).

 

Read more: http://www.forbes.com/sites/dorieclark/2012/11/11/to-succeed-in-sales-suspend-your-self-interest/

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Nuava Solutions's curator insight, December 19, 2012 10:47 AM

For more information on Online Solutions, please visit our website or contact us.

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Seven Secrets to Resilience

Seven Secrets to Resilience | BUSINESS and more | Scoop.it

As the economy improves in fits and starts, selling your products and services remains unusually tough. Never has resilience been more critical for small-business owners. The ability to steadfastly push through challenges is a valuable trait that seems to come naturally to some entrepreneurs. Others can adapt over time to become wiser and more confident after each trying situation.

 

So how can you quickly recover from setbacks in the selling process? For starters, experts suggest viewing sales in your business as a long process with many wins and losses, much like a professional athlete's season. "Try not to look at your sales record as just one good or bad deal or one good or bad week," advises Steve W. Martin, who teaches sales strategy at the University of Southern California's Marshall School of Business and is the author of Heavy Hitter Sales Psychology (TILIS Publishers, 2009).

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How LinkedIn Brought $72,000 in Sales for PostcardMania

How LinkedIn Brought $72,000 in Sales for PostcardMania | BUSINESS and more | Scoop.it
These days, it doesn’t take long to find a Facebook or Twitter success story. Businesses that wisely use the tools see a payoff.


But LinkedIn? The stodgier cousin of the group? Not so much.


Yet for PostcardMania, a fast-growing, Florida-based postcard marketing company, unlocking LinkedIn has been a bottom-line booster. It’s not just for job searchers anymore.


Every week, the company consistently counts at least two dozen fresh leads coming directly from LinkedIn – more than Facebook and Twitter deliver.


That’s added up to more than $72,000 in revenue just from LinkedIn.

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Make Money Locally—and Globally—Through Your Blog

Make Money Locally—and Globally—Through Your Blog | BUSINESS and more | Scoop.it

Our blog is less than a year old.


We started Firepole Marketing less than a year ago, and we’ve done pretty well with it over that time. A lot of people know who we are, and what we do.

 

I’ve even been dubbed the Freddy Krueger of Blogging.

 

And while we’re not at the scale of a major site like Copyblogger, we still do pretty well, to the point that we make a decent amount of money online, and occasionally even help others to do the same.

Image copyright Lvnel - Fotolia.com

 

We aren’t the only ones to have done that, and I remember that a year ago, when I saw others make the same sort of claim, I always wanted more information. I wanted to know how much money they were really making, and where that money was coming from...

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Soumen Siddhanta's curator insight, October 17, 2014 2:05 AM
Make Money Locally—and Globally—Through Your Blog : @ProBlogger
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Does The Sales Model Do What We Need It To Do?

Does The Sales Model Do What We Need It To Do? | BUSINESS and more | Scoop.it
This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival.

 

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.

 

The sales model was designed for a different time in history, when there were fewer decision makers and products could be easily described in a magazine ad. With the advent of the web, global business practices, and the ability to communicate ideas across distances, there has been a sea change in not only what we can create and deliver, but also in the process buyers must go through prior to being able to make a purchase. The sales model itself hasn’t kept up in important ways.

 

Let’s take a hard look at what sales is, and how it must shift to keep up with our global economy...

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Generate Qualified Sales Leads With Your LinkedIn Company Page

Generate Qualified Sales Leads With Your LinkedIn Company Page | BUSINESS and more | Scoop.it

This is your Monday morning wake up call. Before you attend that all-important meeting or start making those endless phone calls or tweets, do yourself a big favor – update your LinkedIn Company page now. As we all should know by now, LinkedIn is an incredibly valuable networking and marketing resource for businesses. Hopefully you have taken care of your personal brand with a strong, up-to-date LinkedIn profile. What about your company page? Here’s an opportunity to directly attract qualified sales leads from the best known professional social network in the world. Let’s get busy with that...

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Are Your Salespeople Engaged in Their Work?

Are Your Salespeople Engaged in Their Work? | BUSINESS and more | Scoop.it

Are your salespeople as efficient as they could be? Are they engaged in their work? Are they looking for another job?

 

What about you? Are you as efficient as you could be? Are you engaged in your work? Are you looking for another job?

 

Before you can get others engaged in their work you need to be engaged in yours.

 

The best way to generate revenue is to have a sales team that is happy where they are and engaged in their work. If they love their job, they keep their customers happy, and their customers continue to buy and become great referral sources.

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5 Reasons Why All Freelance Writers Should Learn To Write a Sales Letter

5 Reasons Why All Freelance Writers Should Learn To Write a Sales Letter | BUSINESS and more | Scoop.it

When was the last time you wrote something with the intent to specifically motivate your readers to take action?


Admit it or not, we’re all in the same game.


Whether you want someone to buy your product, join your email list, retweet or +1 your post, you’re doing one thing — leading your audience down a path at the end of which lies the action they’ll take.


You want them to do something.


In other words, you’re selling.


Unfortunately, many content creators don’t know the first thing about selling.


A few years ago, neither did I. Well, not online, anyway. Not until I developed one skill that changed everything.


I’d had plenty of experience selling at the flower shop I owned. But selling through the written word was an entirely new skill.


Read more: http://www.copyblogger.com/sales-letters/

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The 3-Step Cure for No-Sales Syndrome

The 3-Step Cure for No-Sales Syndrome | BUSINESS and more | Scoop.it

You’ve built a beautiful dream around having a successful business, making a living at your passion. You’re fired up. You’re ready to make your own decisions, be captain of your own fate.


You’re building an audience and boosting your credibility with great content.


Maybe you’re even savvy enough to capture that audience with an exceptional email autoresponder, to keep building loyalty and authority.


The problem is, you gathered your courage and tried selling your wonderful product or service … and there doesn’t seem to be anybody who wants to buy it.


You’ve got No-Sales Syndrome. And it sucks. A lot...

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6 Ways to Sell Without Selling Your Soul

6 Ways to Sell Without Selling Your Soul | BUSINESS and more | Scoop.it

What’s the scariest Halloween costume you can imagine this year? The villain from this year’s hot horror movie? Zombies, vampires, the devil? Fat Elvis? Not for me.

 

The most terrifying specter that might show up on my doorstep begging for a Snickers bar is … The aggressive, pushy salesman. (Shudder.) Do you feel the same? Does selling make you feel … dirty?


You’re not naïve, of course. You know that somebody has to put up a website, write an advertisement, or pound the pavement to drum up sales, or you won’t have enough money to keep the lights on.


But can’t it be somebody else?

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How To Write A Sales Letter

How To Write A Sales Letter | BUSINESS and more | Scoop.it

Copywriting 101: Writing Your Sales Letter

 

This is part four of the Copywriting 101 series. Previously we have covered headlines and the importance of and how to craft an engaging selling story for your body text after your headline. This week we will move onto other elements of the body copy, which include bullet points, testimonials, guarantees and calls to action.

 

You can check out previous articles in the series here:
Part 1: Copywriting 101: How To Nail A Killer Headline
Part 2: Copywriting 101: How To Nail A Killer Headline Part 2
Part 3: The Art Of Good Storytelling

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How to Use Social Media for Sales

How to Use Social Media for Sales | BUSINESS and more | Scoop.it

Social media and their associated sites can be great platforms for generating sales. Depending on your product, this new business medium may serve well as your primary market resource in terms of finding potential buyers and bringing them the information they need to make their decision to purchase. Here are some tips on how to use social media for sales:

 

Actively Participate in the Discussion

Rushing in and telling someone that buying your product or service will solve all their problems is a common and ineffective tactic used by agencies and individuals that don’t have a firm grasp on the social atmosphere they’re selling to...

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Increasing Sales in a Down Market

Increasing Sales in a Down Market | BUSINESS and more | Scoop.it

Everyone is complaining about the market. Things are bad. Business is slow and yet all of my clients are doing well. They will survive this market and come out strong on the other end. What are they doing?

 

Here is a peek:

1. Extraordinary customer service

2. Consistently asking for referrals

3. Refining processes to become more efficient

4. Consistently coaching their salespeople

5. Keeping salespeople focused on selling by reassigning non-revenue generating activities

6. Releasing salespeople with a bad attitude and poor sales results

7. Hiring the great salespeople that have come available in this market

8. Staying focused on the positive

9. Telling success stories

10. Finding the good news in their industry and sharing it with customers...

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Closing the Deal, It Shouldn’t be so Hard

Closing the Deal, It Shouldn’t be so Hard | BUSINESS and more | Scoop.it

Sales managers are always asking me to come and teach their salespeople some closing techniques. I’d love to but the problem is I don’t know any “closing techniques.” Anything you could do to make a prospect buy who doesn’t want to would cause buyers remorse or cancellation anyway.

 

Closing shouldn’t be hard; it is just another part of the sales cycle. Closing the deal only becomes hard when the prospect is not ready to buy. Sounds simple enough so why do sales that where supposed to close, stall or never close? Why do salespeople think prospects are ready to buy when they are not? How do the salespeople get all the way to the end of the sales cycle with a prospect and not know whether or not the deal will close? It is because the salesperson has moved forward in the sales cycle and the prospect has not.

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