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Some of the most effective things in life are the simplest. Marketers spend a lot of time trying to understand the psyche of consumers, discover ways to predict economic trends and a million other aspects of business that can determine success. Hey, it pays to remember that some things are just basic, common sense and as easy as pie.

4 Explosive Tips To Dynamite Your Sales Volume

4 Explosive Tips To Dynamite Your Sales VolumeSome of the most effective things in life are the simplest. Marketers spend a lot of time trying to understand the psyche of consumers, discover ways to predict economic trends and a million other aspects of business that can determine success. Hey, it pays to remember that some things are just basic, common sense and as easy as pie. Let's look at some tactics that just might be the key to the success you've been pining for.1. Keep An Eye On Your Best CustomersYeah, wouldn't be great if all of your customers were just like them? ...easy to please, loyal, and ready to tell a friend about your wonderful service. Just maybe you can develop more customer just like them!Think about it... what makes them so great? What are the traits they have in common? Direct your marketing campaign to people who are just like them. Focus on their niche! You'll net new consumers and higher profits for your efforts.2. Hurry It Up!What's the hurry? Todays customers are busily running helter skelter from work to day care to home to an event back home... They're rushing through life, but trying to save a buck as they go. How much do you think they would appreciate the ability to do both in your shop? Revise your advertising campaign to stress the time they'll save and the money they'll keep in their pockets while enjoying all of the wonderful benefits your products have to offer. Chip in a few specials where they can save even more moeny (with a deadline, of course). Deliver! Immediately! Let them save money and time... and hey, watch your sales explode!3. Make it Easy to BuyConvenience it the key to attracting buyers in today's fast paced society. What will be the fastest and easiest for them... credit card, phone, fax, Internet, or cold hard cash? They say there are different strokes for different folks... your customers don't all use the same methods to buy. It just makes sense that if the method they prefer is available, they'll be more likely to take advantage of it.Simplicy... ah, it makes life so much easier. Yeah, your harried customers are busy and tired. They dont want to mess around. Most of the time, they just want to make the purchase and head home. Convenience stores testify to the fact that quick and easy often overrides a better price!4. Follow UpFollowing up with a customer who didnt buy can be the determining factor between and almost sale and a satisfied, loyal customer. Simply contact them afterwards and let them know the product is still available or offer them further information they may find valuable.One of my favorite catalog companies always closes out the sale with a special buy that is available only at the time of purchase. I'm not an impulsive shopper by any stretch of the imagination, but it stops me in my tracks every time. I know it's a one-time shot, and I really consider whether I want or need it before I hang up the phone.Expoding your current sales volume and profit margin may not be as difficult as you've been making it! Give these 4 tips a shot, and see what happens!

Back-End Offers Make Real Profits

Back-End Offers  Make Real Profits

Often the real profits lie in back-end sales. Once you have a customer, you simply offer additional products, add-ons, upgrades, a super-deluxe version of the original product purchase with all the bells and whistles. The customer is already sold on the product or service, based on your sales material or presentation. The back-end offer should supply the answer to whats next? It should be related in some way to the original product, and the most successful back-end products are higher-priced accessories that makes it easier of better for the buyer than simply having the original.A back end product should further enhance the product that the buyer intended to purchase. Whatever the original product does, a good back-end product will make it faster, better, more detailed, more complete or easier to use and benefit from in essence it is far more helpful to the prospect in satisfying his wants, than is the original, more basic product.Keys to SuccessThe success of back-end products can be attributed to having a captive, highly targeted audience who is definitely interested in achieving a specific result or solving a specific problem. The add-on product makes it easier to solve the prospects problem, quickly.Another factor is to further sell the customer while he is still in the buying mode and while he is feeling good about solving a problem or moving closer towards a goal.ExamplesTo come with examples of back-end products simply ask What product or service could I also offer that would be a natural match for what my customer is buying now? A self-publisher could offer a booklet on a specific topic. As a back-end, he could offer the same topic covered in greater detail and presented in a multi-media format complete with audio cassettes, videos, manual and CD.Opportunities for back-end or additional add-on products are easy to find. A shoe store can offer shoe buying customers, laces, polish, protectants or, other accessories, based on the type of shoe sold. Ever visit a theatre to watch a movie and not order popcorn, chips, soft drink, or some other refreshment? Those items are all back-end products. First you bought your tickets, then you went to the snack bar.My local video store now offers tape protection as an extra option. Its basically insurance against returning a damaged video. Since most videos rented out these days are new releases, tapes being returned in damaged condition are a rarity. Yet, many people gladly pay the extra twenty-five cents to feel secure. A clever new profit center for the video-rental industry.How?Always be mindful of products, services or ideas that your customers will willingly pay for. Anything that can make it easier or hassle-free for the customer, could be a good candidate as an add-on product. Convenience is a wonderful thing and many will willingly pay you for it.More Resources at www.makeyoursalessoar.com

Hire A Six

Hire A Six

For many years as a sales manager, I would only hire the stereotypical sales representative. You know the typeon a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, Id always recruit the ten. As an advisor to businesses and professional service firms on how to build an effective sales team, I would also council my clients to hire tens. Big mistake!Pareto's principle (the 80/20 Rule) is vividly illustrated in most industries by the fact that 80 percent of the sales are closed by only 20 percent of the sales professionals. After 24 years of working with literally thousands of sales representatives and service industry professionals as an advisor, trainer and coach, I have learned an important truth--that the ten personality is rarely found in the ranks of the top 20 percent of the sales professionals who produce 80 percent of the sales. For this reason alone, I now hire candidates that fall about a six on the personality continuum and I council my clients to do the same.Why hire a six? Because the six personality makes up the vast majority of todays top sales producers. And they are successful at selling, simply because they have a six personality. They are a bit reserved and a lot less outgoing than the ten, but they still have the people skills to communicate well. They do less talking than a ten and they listen better, giving them a decided edge in communicating effectively. Although six personalities have less charisma than a ten, they have a much greater ability to deal with the details of the selling process. This helps them to consistently find new prospects and to organize their day to get more done than an eight ro ten personality. Their ability to produce leads, the effective use of time and their systematic approach to presentations, gives the six personality a selling edge. Most sales professionals with a ten personallity absolutly loath prospecting, paperwork and organizing themselves, so they simply rely on their personality and charm to achieve their sales objectives.You have to hire smart to develop a sales team that are all "top producers." You don't have to live with an 80/20 rule sales team, if you truly understand the personality of the sales or service industry professionals who make up the 20 percent and then only hire candidates that fall into this demographic. However, there's one problem with this suggestion. You rarely can find a candidate that is in the top 20 percent, who is actively looking for new employment. And, a company or firm would be crazy to let their top producers leave them. Most employers usually do everything in their power to retain their best performers. Your only recourse then is to hire someone from the 80 percent grouping with potential to be a top producer. And how to do this must be the topic for another articleBest wishes for continued sales success.To Obtain a discount on 101 SALES MYTHS manual click on:http://www.TheSellingEdge.com/myths1.htmVIRDEN THORNTON is the founder and President of The $elling Edge, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touch, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides.Virden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com.

The Buying Excitement in Diesel Motor Homes

The Buying Excitement in Diesel Motor Homes

Thor Industries CEO Wade Thompson, whose company is the earth's most bombastic maker of diesel pusher motorhomes and travel trailers, promises the diesel pusher business sector's overall deliveries to heighten in 2005 for the fourth replicating yearly performance period. Thompson and chief executives of three contenders pronounced they are planning to quest after an increasing number of people and develop holdings in localisations to cover sky rocketing sales needs. The industry managers were asked at length on location at the National Holiday Rambler Producer's Show that took place last week in Louisville, Kentucky., in which the companies registered pre-orders for 2005's first fiscal half of the year. The excutives optimism diverges from a prognosis narrated by the University of Michigan promulgating heightening gas and gas product tolls and interest cost as insecure market indicators for the future. Thor, Fleetwood Enterprises, Winnebago Industries and supplementary rv consignment builders are looking for overall deliveries to grow 14 percent this fiscal year to 364,900 units, the most dependable ordering since 1978, as additional people between ages 50 and 64 retire and as people move around the country side more in the United States of America as a direct result of vexations about terrorism outside of the US. "We had seen the market start to soften but then November is strong again, and I expect next year to rise 8 percent to 10 percent," Thompson, 64, denoted from the living room of a Thor travel trailer while appearing at the Recreational Vehicle Convention. The University of Michigan market estimation prognosticates overall deliveries next fiscal reporting term to drop 3.3 percent to 352,700. The forecast is stationed on a framework that references historical citations and is published by Richard Curtin, the Ann Arbor, Michigan based university's conductor of surveys, who in addition devises its consumer confidence index. Industry executives and the excutives dealers actively disagree with his market prognosis. "We just don't foresee doing any fewer sales next year," Ted McKay, sales manager at Media Camping Center in Hatfield, Pa., articulated. He is looking forward to sales to climb up from the current 60 holiday rambler motor home and get away from everyday life trailers every month with finance costs for loans on the vehicles at 5.75 percent, still under the 10-year average of 7.5 percent. "Rates just aren't high enough to hurt sales," Barry Vogel, an data analyst on location at Barry Vogel & Associates in White Plains, N.Y., denoted. "The industry is still healthy." Fleetwood admitted 1,000 product deliver employees in the past month and probably will add 300 to 400 other additional on location at Pennsylvania and California diesel motor homes factories in the next 12 month period, CEO Ed Caudill, 61, claimed. The Riverside, Calif.-grounded organization had shed 9,000 product assembly staff from 2000 to 2003 to cut costs. Thor plans to all but twofold currency spending to $50 million this yearly performance period from $27 million as the Jackson Center, Ohio-grounded commercial enterprise sets up at least seven new manufacturing facilities, Thompson pronounced. Winnebago, which accepted 1,000 up to date employees in the final financial reporting term, likewise discounts gross production will decay next four quarter performance period, Board president Bruce Hertzke denoted. "We haven't even been able to meet demand three of the last four years," announced Hertzke, 53. "Not only are more people retiring but a wider age group, people as young as 35, are starting to buy recreational vehicles." Coachmen Industries' gross shipments relaxed coming near the prevent of the summertime and bounced back in November, said Board president Claire Skinner, 50. The Elkhart, Ind.-stationed corporation took on about 400 people in the latter twelve month period and might add supplementary next season if sales reveunes climb, she declared. The unemployment rate in the Elkhart locality is 3.7 percent because of the manufacturing revivification, she proclaimed. "A month ago I probably would have said I agreed shipments might fall, but since the presidential election it seems like things are opening again," Skinner said in an discussion with reporters. A Bloomberg index made on shares of the five most bombastic suppliers of rv sales has risen up 7.9 percent this twelve month period, more than the 7.1 percent gain for the Standard & Poor's 500 Index of large USA manufacturers.

IT Sales: Stop Selling Commodities and Start Selling Knowledge

The first piece of advice in marketing to strangers is to stop selling products as your lead entre, as your foot in the door with IT sales. It's not about selling products. It's about selling you incorporated. In this article you'll learn how to get away from selling products and start selling your expertise.IT Sales: Where Can You Add Value?Stop selling the plain, ordinary products by themselves and start selling the value of your company. Stop selling to product-only customers. Stop competing on price alone when you can't bundle in value-added services. The only way that you're going to be able to substantially grow your company and survive and thrive over the next several years is to think about where you can add value and where you can sell services. Think about how you can sell you incorporated. How can you transform your whole marketing approach so it's not about reaching customers anymore? It's about reaching clients; long-term clients who need to engage with you over an extended period of time as outsourced IT. Stop thinking that you need to have the rock bottom lowest prices in your specialized niche, business to business. You don't to experience good "IT sales" . IT Sales: Your Expertise Sets You ApartThere are hundreds of people in your area who can do all the easy stuff, but you're doing the hard stuff and you know this industry better than they do. You know there are only a couple other people in this whole region that can do what you do. Now you are no longer working with a price-sensitive buyer. IT Sales: Your Experience and Niche Demands Higher RatesWhen you're not dealing with price-sensitive buyers, you can add a little bit to your margins. B2B clients know they have to pay more for the convenience and the value of your expertise that's specific to their business. Think about this new frame of mind in every marketing and advertising promotional message you put out there. It's all about you incorporated, not the brands that you sell. Copyright MMI-MMVI, Computer Consultants Secrets. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Mistakes to Avoid When Starting Your Own Wholesaling Business

No matter if youve been in business for ten years or ten days, the reasons why most businesses fail are the same: failing to research your niche, determining demand, not having an updated business plan in place, and not asking for help when you need it. This short piece will discuss these important facets to ensure your wholesaling business is a smashing success. Do You Know Who Wants Your Products or Services? Most successful business owners can tell you exactly who their target market is at any given moment, and why they should purchase from them. They also understand how to sell their product in one or two sentences, buying into the current trend that less is more. Lets use an example to demonstrate my point. If your business was showcased on a major network television program, you are given perhaps 5 seconds to share with the audience exactly what it is you do. "And now, next on The Evening News"What one or two lines would you want the announcer to say about your wholesale products? If nothing comes to mind, look at your niche, your customers, and what benefits you provide them with. Then craft your marketing sentence to accommodate all of these things so that you can rattle it off at a moments notice to anyone who asks. Do You Have a Business Plan? When Was the Last Time You Updated it?Things change. Markets evolve. Customers demand newer, flashier, cheaper, better products. Does your business plan reflect this? You never know when youll need a capital loan from the bank, or extra cash to keep up with the sudden demand for one of your products that was mentioned on Oprah. Make sure that you are prepared to use your business plan at any time, with anyone, by scheduling time to update it on a yearly basis. If Challenged, Do You Know Who to Call? Maybe your business starts to grow faster than you anticipated, or you are looking to purchase some new equipment. Perhaps staffing is your issue, or customers arent knocking on your door as they have in years past. Whatever your issue, sometimes talking to a colleague, professional or business counselor is required. But do you have a list of these kinds of people at your fingertips to call when needed? If you dont, talk to your local Chamber of Commerce for names of local business owners that may be willing to speak with you regarding your wholesaling concerns. You can also contact SCORE, a non-profit business advising organization (and its counterpart in the UK), or a networking group created specifically for this purpose.

Summary

Some of the most effective things in life are the simplest. Marketers spend a lot of time trying to understand the psyche of consumers, discover ways to predict economic trends and a million other aspects of business that can determine success. Hey, it pays to remember that some things are just basic, common sense and as easy as pie.