...positive thinking Introduction:“Salesmen are made, not born. If I did it, you can do it. I guarantee it “ says Mr Joe Girard, . On January 1 st 1978, Joe Girard quit selling cars. During his fifteen- year of selling Cars (1963 – 1977) he sold 13001 cars at retail. Most of his time is now spent in writing books and columns, giving lectures, sales rallies and consulting. In this book the author describes his own life experience of how he became the number one salesman in the world. Some salient points from his above book are given below: - 1 Winning Bloodless Victories • When a salesman sells there is no loser. Both the buyer and the seller win if it’s a good sale. • If you think the sale ends when ,like they say in the car business , you see the customer’s taillights,you’re going to lose more sales than you ever dreamed of. But if you understand how selling can be a continuing process that never ends, then you’re going to make it the big time. • We are talking about automobiles. People buy them about every three or four years and even less often among the middle and working –class people who were most of my sales. If you are selling clothes or booze or things that people buy a lot more often, getting them back again and again is even more important. But it is harder to do with cars. So if I can show you the ways I kept people coming back to buy cars from me, you know it’s going to mean even more sales for you if you are selling these other kinds of product and services where success...
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...42 Ken Krogue insidesales.com Jamie Shanks 42 LinkedIn Inside Sales Tips By Ken Krogue and Jamie Shanks IntroductIon 42 The 42 LinkedIn Inside Sales Tips eBook is designed to help you drive new business. You’ll learn critical practices to help you connect better with prospects and customers and increase revenue. Traditional selling channels of email and phone are tried and true, but LinkedIn and other social channels can greatly increase sales performance. Here is a preview on just one of the powerful tips — did you know LinkedIn performs 7 times better than email in some cases? Get social and leave old school selling in the dust. These 42 tips were originally presented by Ken Krogue and Jamie Shanks as a webinar which you can watch here. LInkedIn Is out-pulling email 7-to-1 InsideSales.com | Sales for Life Share this eBook: LInkedIn cheatsheet Jamie ShankS TipS 1 be a tHouGHt leader 7 folloW ‘Hot ProsPects’ 8 timiNG WitHiN folloWers 9 timiNG WitHiN siGNals 10 attack folloWers 11 iNsiGHts iNto tHeir busiNess 2 drive oPPortuNitY 3 tHe secrets WitHiN GrouPs 4 skills as a seo HuNtiNG tool 5 save Your iNmails 6 ‘Hot ProsPects’ iN GrouPs ken krogue TipS 12 Grab Your Name 13 use a Good Picture 14 comPlete Your Profile 15 make Your WeddiNG/fuNeral list 16 coNNect to Your customers 17 folloW Your customer’s comPaNies 18 coNNect to Your emPloYees 19 Have a PoiNt PersoN 20 coNNect to Your ProsPects 21 resPoNd bY email tHeN coNNect 22 coNNect at trade sHoWs...
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...WRITE A BOOK... GROW YOUR BUSINESS EMPIRE! Join the Agency that has produced the “Most BestSelling Authors in the World’s Fastest Time” 1,030 Best-Selling Authors! – by Nick Nanton, Esq. and JW Dicks, Esq. WRITE A BOOK…GROW YOUR BUSINESS EMPIRE! Thanks for requesting our Special Report! If you are any of the following this report was written for you: • • • • • You want to get your book published You want to write a chapter in a co-authored book that gets published fast You want to Become a Best-Selling Author as fast as possible You want to build your business or professional practice using your book as a marketing focal point to build recognition and Expert status. You want to build an Author Platform Our goal is to explain how and why you can do all of these faster and easier than you ever thought possible. If you would like to speak with us personally about your situation before you have completed the report you can simply call or email us at the number and address at the end of the report. We hope you enjoy the information. One of the most common goals people have in their life is the desire to write a book to share their thoughts and ideas with others. Few people have been taught that writing a book can also be the first step to getting other things you may want to have in life, be it simple recognition for what you know, fame, fortune or a great business that produces additional income for you no matter what business or profession you are in now. A published...
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...WISDOM IN A NUTSHELL DISCOVER YOUR SALES STRENGTHS How the World’s Greatest Salespeople Develop Winning Careers By Benson Smith and Tony Rutigliano Warner Business Books ISBN 0-446-69037-6 244 pages BusinessSummaries.com is a business book summaries service. Every week, it sends out to subscribers a 9- to 12-page summary of a best-selling business book chosen from among the hundreds of books printed out in the United States every week. For more information, please go to http://www.bizsum.com. Discover Your Sales Strengths Page 2 Web Site of the book: http://www.gallup.com/publications/sales.asp www.bizsum.com © 2001 - 2003 Copyright BusinessSummaries.com Discover Your Sales Strengths Page 3 THE BIG IDEA A huge number of books have been written about sales and finding one’s road to success in achieving exceptional sales performance. Like fresh-off-the-press diet book bestsellers, they promise spectacular results, but lasting improvement in the end is still hard to find. This book identifies the many myths associated with exceptional sales and explains how believing them may negatively affect one’s performance. It will also show how important it is to fit one’s talents into the right job, whether it be as sales representative or sales manager. THE GREAT SALES MYTHS Doctors tell us that kidney stones are one of the most painful medical conditions human beings may suffer from. These small calcium fragments form in the kidney and eventually...
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...BEST PRACTICES IN SALES MANAGEMENT A Resource Guide for Sales Managers BEST PRACTICES IN SALES MANAGEMENT A Resource Guide for Sales Managers Over the course of my career, I’ve had the privilege of personally working with several great sales managers and also seeing many examples of effective sales leadership in our client organizations. I’ve seen the impact that a great sales manager can have on an organization, and I’ve also seen how quickly a corporate strategy can fall apart without this vital leadership. Sales management may be one of the most critical roles that influence the success of an organization. You are closest to two important corporate assets: customers and the sales team. The impact of an effective sales manager can be felt throughout an organization. Unfortunately, the same holds true for those whose attempts are not meeting expectations. It’s challenging. The responsibilities of this role are to execute against a defined strategy and produce results that have been defined by executives who are often many levels above them. But it is also rewarding. It is the sales manager who is both the coach and cheerleader for the revenue engine that will determine if a company makes it to the finish line or falls short. As you build tenure in a sales management role, you will also build a toolbox of resources to help you fulfill those obligations. As the recognized global leader in delivering sales performance solutions, we’ve compiled this Sales ...
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...How to Become an Effective Sales Manager Building Your Sales Plan - Top 10 Assumptions If your business has a strong and achievable sales plan, your sales staff (whether that's you as a small business owner or your employees) will be able to focus on selling to the plan. As a manager of sales people, it's your responsibility to build the sales plan. Building the sales plan means more than just in-putting numbers into a spreadsheet; and that's why many small business owners and sales managers get stumped and why sales plans are often far from reality. Most sales plans are created with only the sales numbers in mind. But to build an effective sales plan, you need to consider more than the numbers. The sales plan needs to be valid and real; you will use it to plan many other aspects of your business (such as cash flow, capital expenditures, hiring, expansion and more). Test your sales numbers against the market: you need to know market size and your share of the market for this to be effective. First, your sales plan must define the time period for your sales forecast (1 year, 2 years, and 5 years). Second, it must consider the products you will sell (and potential new products you will develop and need to sell) over the determined period of time. Third, it must identify the number and type of customers you will sell to. Finally, it will identify the resources (human and equipment) you will need to supply to support your plan. And in these four steps, what must be thoroughly...
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...Sieg Brought to you by: The Renegade Network Marketer Click HERE Visit us on the web: CLICK Here © Copyright 2006, All Rights Reserved http://.TheRenegadeNetworkMarketer.com -1- Steal This eBook! Well okay, not quite. But actually, you now own free resell, reprint and redistribution rights to this ebook! This is a $195.00 value! What does that mean in “normal” terms? It means that you can sell this ebook for any price you’d like and you keep 100% of the profits…or you can use it as a free bonus and give it away on your site…or you can print out as many copies as you want…or you can send it as a file to your team or downline to help them with their business...or you can simply send it to a friend who might be interested in reading it. It’s your choice. The only restriction is that you cannot modify the ebook or its contents in any way. That’s it! Inside this ebook you’ll be exposed to some profound and highly-controversial truths and of course, untruths. You’ll discover some incredible principles that will save you an enormous amount of time, money and headaches in your business. Not only that, it also contains some of the most valuable marketing principles that you will ever learn. Learning and applying these faithfully to all your endeavors is guaranteed to bring you phenomenal results. Note: If you’re interested in selling this ebook or giving it away on your site, click here for some great marketing tools, graphics and resources that will help you promote it. ...
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...Thank you for downloading this free PDF version of 101 Ways to Succeed in Selling by Greg Gore. Please share this PDF file with your friends and colleagues. The following pages are an exact duplicate of the book, including the cover. This PDF version contains navigating links and bookmarks. To go to a chapter, click on the bookmark or use the navigation link by clicking on the chapter title on the Contents page (PDF page 6). To order a printed copy of the book at $4.80 including shipping and handling, call 1-800-772-9472 or print and mail or fax the order form included as the last page of this file. Greg Gore’s email address is gg@GregGore.com. Now, enjoy the book! 101 Ways to Succeed in Selling by Greg Gore © 2001 by Praxis International, Inc., All rights reserved. 101 ways to succeed in selling “Everyone lives by selling something.” —Robert Louis Stevenson greg gore About the Book One common denominator of successful people is that they know how to sell themselves. In this brief, to-the-point book, you’ll learn 101 ways to be successful in selling yourself, a product, service, or an idea. The ideas, methods and techniques presented are so easy to apply you can start using them today. And, they’re so effective you’ll want to continue to use them for a lifetime. 101 ways to succeed in selling is small enough to keep in your briefcase or on your desk. Review the ideas often and apply them at every opportunity. Remember, the ideas will...
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...Friends and Influence People By Dale Carnegie The author starts the book by discussing how the book was written and why. Dale goes on to explain the methods in which he used to compose the book. In preparation for writing the book, Dale researched the subject by using newspaper columns, magazine articles, records of family courts, the writings of old philosophers and new psychologists. Also, Dale hired a trained researcher to spend over a year and a half to find information that Dale had missed. With this information, Dale prepared the short talk “How to Win Friends and Influence People.” The second part of the introduction allows the reader to observe the nine suggestions on how to get the most out of this book. These suggestions include: • Have a great desire for learning and try to increase your ability to deal with people. • Reread each chapter to get a better understanding of the information • Grasp the information you are reading and ask yourself how and when to apply it. • Use a writing tool when you read and underline the important ideas • Don’t not think that skimming through this book will be suffice. • Do something about the principles you are learning in this book • Make a game out of mastering the rules of the book • Use a system to check up on the application of the principles in the book. • Record, in the back of this book, your win’s in the application of these principles. Fundamental Techniques in Handling People “If You Want to Gather Honey...
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...HOW DO YOU MOTIVATE AND COMPENSATE YOUR SALESPEOPLE? How do you motivate your sales people? The academic and classically accurate answer is you can’t motivate people. Motivation is internal to the particular person and the only factors that can truly motivate a person lie within the person themselves. So why do we spend so much time talking about it? Why do we devote so much time and effort trying to make motivation happen? The answer is that although you can’t control motivation, good leaders and coaches certainly can affect and inspire motivation. They create conditions in which people want to be motivated and therefore motivate themselves. When this occurs, we say the leader “motivates” because he or she has helped to shape an environment in which individuals are energized and motivated to achieve successful results. The strongest motivators for most people are achievement and its opposite – the avoidance of failure. People are never motivated by failure itself, but for some competitive people, achievement for the purpose of avoiding failure can be a stronger motivator than achievement for its own sake. The other strong motivator is recognition. This occurs when someone achieves something and someone else recognizes the accomplishment in some way. Some of the best examples of motivation driven by achievement, avoidance of failure and recognition can be found in sports. The coach or leader of a successful team never executes a play, the players...
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...Best Practices In consumer goods Industry in S&D Incentives scheme should be considered Sales Person & Channel Incentives No. of Accounts and sales expected to actual sales Innovative changes to the traditional retail supply chain have been made in attempts to increase the velocity of products through the supply chain and increase the accuracy of inventory management. Crossdocking and distribution center (DC) bypass are two initiatives to increase product velocity. Crossdocking is a process where products flow through facilities designed to consolidate or deconsolidate inbound shipments and re-route them for outbound transportation. Products are not kept in inventory. In a DC bypass process, vendor shipments are made directly to retailers without being stored within a DC. The DC bypass is also referred to as a direct-to store process. Both practices decrease the lead time of delivering orders to the retailer. Sales & Marketing Dept. integration can help better forecast and planning. Happened with IBM. Helps develop link between the marketing spending and actual sales happening, so Sales could see the value of marketing efforts, Marketing’s new product announcements often came be timed when Sales are prepared to capitalize on them. Across India, Reliance Retail serves over 2.5 million customers every week. Its loyalty programme, "Reliance One", has the patronage of more than 6.75 million customers What Value Does Sales Add? To be effective, sales must add...
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...Best Practices Manual Best Practices Manual for Supervisors Axia College University of Phoenix MGT/210 Supervision and Leadership 1 Best Practices Manual 2 February 3, 2008 SHOWING COMMUNICATION SKILLS Communication is about more than the meaning of what you say. Sometimes people who communicate only about information look arrogant and cold. At the same time, people who try to be polite and make small talk instead of speaking usefully might seem boring and irrelevant. As a supervisor, your best strategy to look be a good colleague is to be able to talk in a friendly, social way, while giving people the useful and accurate information that they need (Watson, 2003). Best Practices Manual 3 Communication is one of the most important ways a supervisor can build trust and respect among colleagues. Showing interest and concern in things that are important to coworkers helps to create positive connections that can be very helpful when dealing with work-related issues. For example, team members will generally appreciate a supervisor who shows interest in them as real people—beyond their ability to complete tasks or solve workrelated problems (Watson, 2003). One of the things that often hurts relationships between supervisors and their employees is misunderstandings. People tend to make assumptions about the words and behaviors of other people in their workplace. A good supervisor can validate the perception that they have about what people...
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...Best Practices Manual Best Practices Manual for Supervisors Axia College University of Phoenix MGT/210 Supervision and Leadership 1 Best Practices Manual 2 February 3, 2008 SHOWING COMMUNICATION SKILLS Communication is about more than the meaning of what you say. Sometimes people who communicate only about information look arrogant and cold. At the same time, people who try to be polite and make small talk instead of speaking usefully might seem boring and irrelevant. As a supervisor, your best strategy to look be a good colleague is to be able to talk in a friendly, social way, while giving people the useful and accurate information that they need (Watson, 2003). Best Practices Manual 3 Communication is one of the most important ways a supervisor can build trust and respect among colleagues. Showing interest and concern in things that are important to coworkers helps to create positive connections that can be very helpful when dealing with work-related issues. For example, team members will generally appreciate a supervisor who shows interest in them as real people—beyond their ability to complete tasks or solve workrelated problems (Watson, 2003). One of the things that often hurts relationships between supervisors and their employees is misunderstandings. People tend to make assumptions about the words and behaviors of other people in their workplace. A good supervisor can validate the perception that they have about what people...
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...Advertising Plan Product, Price, Place, & Promotion Your marketing plan has positioned your company in terms of product, price, and place. You have made decisions about what market segment you will compete in. You have considered products and services, distribution, pricing, guarantees, quality, policies, etc. You have set objectives and goals. Now it’s time to decide how you will promote your company to achieve those objectives and goals. Define Your Customers. The number one reason advertising fails is because it is poorly targeted. No advertising is going to be successful if its target audience is not well defined and understood. Talk to your customers and potential prospects. Listen to them. Understand them. We have provided you with some excellent strategies for defining your customers. Please read the Market Targeting Strategy and the Generating Better Qualified Prospects chapters. These two chapters will give you insight into defining your customers, and knowing what they need, want, and desire. There are a few things to note here about your customers. First, your target group does not include the whole world. If you try to advertise to the whole world, you will go out of business. Second, in many companies, 20% of the customers account for 80% of sales, and often 100% of the profits. These are the high usage customers that you want to target. Define who they are. Third, one out of ten people strongly influence the other nine. They are the movers...
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... 1. Force yourself to act enthusiastic, and you’ll become enthusiastic. Make a high and holy resolve that you will double the amount of enthusiasm that you have been putting into your work and into your life. If you carry out that resolve, you will probably double your income, and double your happiness. How can you begin? There is just one rule: To become enthusiastic, act enthusiastic. 2. Remember the one sentence uttered by Walter LeMar Talbot. “After all this business of selling narrows down to one thing, just one thing, seeing the people. Show me any man of ordinary ability who will go out and earnestly tell his story to four or five people every day, and I will show you a man who just can’t help making good!” 3. If you want to overcome fear and develop courage and self-confidence rapidly, join a good course in public speaking. Not just a lecture course. Join only a course where you make a talk at every meeting. When you lose your fear of speaking to an audience, you lose your fear of talking to individuals, no matter how big and important they are. 4. One of the greatest satisfactions in life comes from getting things done and knowing you have done them to the best of your ability. If you are having trouble getting your ability to think, and do things in the order of their importance, remember there is only on way: Take more time to think and do things in the order of their importance. Set aside one day as Self-organization day, or a definite period...
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