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Archives Category: Sales

Have You Sold Yourself?

by Mark Hunter - You will always be your number one customer. It's not the big account you service, nor is it the hot new prospect you just uncovered; it's you. The reason is simple. If you're not completely confident in what you're selling, you will never come close to maximizing your sales potential.

Sales Goals in a Tough Economy

by Mark Hunter - I understand that it takes work to make your goal, but, at the same time, don't lose sight that occasionally nice breaks do occur. The good news is that you can be successful if you're willing to take the time to work through the following steps, despite the current state of the economy.

Close Too Quick and You Lose Profit

by Mark Hunter - It's always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have stories about new customers who have "fallen into our lap" and bought quickly. For some reason, we can't seem to forget the great rush that occurs from these new clients. I'm here to say that as good as the rush might be when we allow a sale to occur too quickly, we wind up leaving money on the table.

Holding on Price in a Down Economy
by Mark Hunter - Discounting on price is not a sales strategy. It's an impulsive move made by desperate salespeople.

Copy write a Sales Letter for your Products and Your Services-Part 1
by Judy Cullins - If your web site or emails are not attracting buyers, you need this sales letter checklist.

Call-Killing Phrases
by Wendy Weiss - Because "How are you?" is so commonly used, how often have you started your introductory calls with this phrase? If you do use this phrase as an opening for your introductory call, please stop immediately. It's an introductory call-killer, and this is why.

Don't Write That Proposal Until You Ask The 'Magic Question"
by Tessa Stowe - Have you ever had a potential client ask you to write a proposal or give a presentation only to respond with "Thank you for doing this and we'll get back to you at some time in the future if we decide to do something"? All that wasted time for nothing.

6 Sales Myths Busted
by Tessa Stowe - There are a lot of sales myths that not only diminish your chances of success, they also make selling more complicated and harder than necessary. Selling is, in fact, quite simple, provided you know, understand and apply some fundamentals. And you ignore sales myths.

What Is Your Gap?
by Tessa Stowe - Do you know what your gap is? Why do you need to know what your gap is? What happens if there is no gap.

Simple Strategy for Getting Past Voice Mail When Cold Calling
by Rob Parker - Many people are frustrated with voice mail. It seems like an impenetrable wall between you and your prospects. It often seems the harder you try, the more voice mail you get to.

6 Steps To Avoid Being Manipulative
by Tessa Stowe - Manipulation is all about controlling others for your own advantage. As a professional you definitely don't want people thinking you are manipulating them into buying your products and services. In fact, your fear of being perceived as being manipulative may be putting you off having some sales conversations.

Are You Having Sales Conversations From Your Head?
by Tessa Stowe - Are you having sales conversations from your head? If you are, chances are that you are struggling with selling your services. Get out of your head and speak from your heart and watch how much easier your sales flow.

Your Greatest Asset
by Joe Heller - Your greatest asset is your own customer list. These people have already purchased something from you in the past. If you've delivered as satisfactory product, they are very likely to buy from you again.

Quit Being a Salesperson
by Mark Hunter - Many 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.

14 Steps to Successful Cold-Calling
by Mark Hunter - As much as people would like to believe there is a secret formula for being successful at cold-calling, the only valid one is being disciplined enough to do it.

Questions Are The Answer
by Tessa Stowe - Questions are the answer when selling. If you ask the right questions, your potential clients will sell themselves on your products or services. You will not have to sell at all. How great is that?

Are You Applying the "So What Factor"?
by Tessa Stowe - Are you applying the "So What Factor" every time you talk about your products and services?

Are You Confusing Your Web Site Visitors?
by Debbie Ducker - If you have a cluttered mess of banners and multiple text ads on your site, unless it is a specified site of resources such as a recommended links section, link exchange or a topic specific portal, etc... then you are confusing your visitor.

Passion as a Sales Tool
by Mark Hunter - We all know that Sales is really all about “closing the sale”. There is not a salesperson alive who does not use a variety of techniques to help them be successful with customers. However, I believe passion is the most underrated and underutilized sales tool in our arsenal because it is too hard to measure and no one has found an effective way to teach it.

3 Reasons Why Prospects Don't Buy
by Dale King - Now assuming you have "all of your ducks in a row," including targeting the right audience and well-written, compelling sales copy, following are the 3 most common reasons why prospects aren't buying what you're selling.

Beyond Self-Promotion: Why Good People Should Sell Themselves
by Molly Gordon - If you work for yourself, and are perhaps a teeny weeny bit resistant to selling, this wake up call is for you. It is possible that "learning to sell" -- as opposed to learning how to promote yourself -- is not on your priority list. But, if you truly care about your customers, self promotion deserves your attention.

Tap Customer Referrals, The Hidden Gold Mine
by Jim Degerstrom - This simple yet effective technique can boost your sales with very little effort. Learn what many small business owners have overlooked and how this easy referral system can help promote your business.

Stop Justifying Your Price and Start Touting Your Benefits
by Yvonne Weld - Many business owners fall into the trap of justifying their price over and over. You need to stop doing that right now. When someone hesitates to sign on the dotted line or to purchase your product, do you look at that as a lost opportunity or a gained opportunity?

How Effective Is Your Sales & Marketing? 10 Tips for Quickly Assessing Whether
by Kurt D. Lynn - Here are ten tips on keeping yourself up-to-date on just how effective your company is at its sales and marketing.

R.E.S.P.E.C.T. - Your Client's Communications Preferences
by Lydia Ramsey - We are absolutely overwhelmed with ways to transmit information. Current studies indicate that e-mail is the business communication tool of choice.

Are You Hearing Everything Your Customer Isn't Saying?
by Linda Talley - If you're in sales or have any projects where you have to "sell" someone on something, do you know what your body language is saying to the other person?

How to Overcome All Your Fears of Selling
by Tessa Stowe - Do you love what you do but hate the thought of having to "sell" your services?

Risk Reversal – Eliminate Your Customer's Fear
by Robert Boduch - The Mission...To remove any obstacle that stands in the way of a sale.

Unique Selling Proposition
by Sharon Housley - Often businesses define themselves with what is called a unique selling proposition. Many businesses market their unique selling proposition to illustrate the advantages of their product or services.

How To Overcome Sales Resistance Forever
by Tessa Stowe - When you're speaking to someone about your services do you sometimes feel as if a barrier is coming up for them?

What are Back-End Products?
by Rachna - Back-end products are the escalators for your business. Back-end products are the products that you want to sell to your existing customers after they have purchased a product from you.

Sales and the Importance of Following Up
by Halstatt Pires - Sales are the life force of any business. Here’s an outline of the key factors in getting them for your business.

10 Tips for Telephone Success
by Jo Ann Kirby - The telephone is an often under-appreciated and much maligned piece of office equipment. Have you stopped to consider how much business you conduct over the telephone? These 10 tips will help you improve your telephone presence and presentations.

Find The Hidden Treasure
by Tessa Stowe - If you find the hidden treasure when you are talking to a potential client, you will dramatically increase your chances of gaining a client. What on earth do I mean by that? This hidden treasure sounds so mysterious.

Find Your Niche in Direct Sales
by Kara Kelso & Anita DeFrank - Direct sales is hard, especially with all the competition. The best way to stand out from the crowd is to have your own website.

How To Get To "Yes" Quicker
by Tessa Stowe - When selling your services, wouldn't it be great if you could get to a "yes" quicker? So how do you do that? There are several ways to do this.

6 Quick Tips to Make Your Copy More Believable
by Daniel Levis - You’ve got targeted traffic coming to your site. You’ve made a big, passionate, and clear promise on your landing page. But you’re still not making the sales you’d like. It could be because your offer sounds too good to be true.

Boost Profits In Four Simple Steps
by John P. Strelecky - The best profit boosting opportunities lie in optimizing the relationships you have with your existing customers. Here are four simple steps to do just that.

Internet Marketing For Sales Leads
by Hans Hasselfors -No matter what business you are trying to build online, you will need sales leads if you are ever going to make sales, and sales leads are what you are trying to generate if you are marketing on the internet. In order to survive, any web site needs a steady flow of qualified leads.

Basic Sales skills: How Effective are you at Selling?
by Adrian Pepper - Selling is the major activity that all our businesses depend on, from the smallest one-person start-up to the largest conglomerate. There are three basic ways that goods (products and services) are sold at present.

Basic Sales skills: How Effective are you at Selling?
by Adrian Pepper - Selling is the major activity that all our businesses depend on, from the smallest one-person start-up to the largest conglomerate. There are three basic ways that goods (products and services) are sold at present.

What Has Matching Got To Do With Presenting?
by Tessa Stowe - What do I mean by matching? Matching is where you make the connection between the problems a potential client wants solved and the features/characteristics of your service that solves those problems.

What Has Matching Got To Do With Presenting?
by Tessa Stowe - The secret to presenting to a potential client is "matching." Prior to presenting, you would have asked plenty of questions and uncovered the problems they want solved. The next step then is to present your solution and to do lots of matching.

How to Double Your Sales Appointments in Half the Time - Part 2
In Part 1, we summarized that you may have the best service in the world and the best widget in its category. But if you can't physically get in front of your targeted business prospects on a routine basis you won’t meet your revenue objectives.

How to Double your Sales Appointments in Half the Time; Part 1
by Jeff Hardesty - Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue here are only three ways to do it.

Sales Process - What Can You Automate
by Halstatt Pires - Sales Force Automation, or SFA, is a technique used in marketing and business that automates the business tasks of sales

Small Business Owners: What are You Doing to Increase Your Price Power on the Web?
by Karri Flatla - If you are an entrepreneur who is confused about how to price your services, you are not alone.

Use These Two Numbers To Double Your Business In 12 Months
by Charlie Cook - Everyone wants to see growth in sales and net revenue. It's important for small business owners to set income goals and to watch sales results, but too much emphasis on these numbers can prevent you from reaching your goals.

Top 10 Magnetic Sales Copy Tips to Entice Clients
by Judy Cullins - Your web site sales copy matters. Did you know that 95% of small businesses fail because their owners don't pay enough attention to giving their web visitors enough information about their service through magnetic sales copy?

Don't Sell Your Services; That's Not What People Buy
by Tessa Stowe - Believe it or not, no one actually buys your service. No one buys coaching. No one buys consulting. No one buys financial planning. So what do people buy? Well, there are, in fact, two things people buy.

How To Convert Hits Into Sales
by Kevin Sinclair - One of the common questions asked by web site owners is: "I'm getting plenty of hits but no sales - what is going on?" This article will give you some tips on how to address this issue.

How To Get Meetings With Decision Makers
by Bernadette Doyle - Getting in front of the decision maker' seems to be the holy grail of the sales world. Most people think that the only way to secure meetings is through luck or cold calling. Yet there is an easier way.

Online Billing: To Suppress or Not To Suppress?
by Jeffery Downs - Electronic billing or online billing presents opportunities to significantly reduce the cost of sending bills and receiving payments. Experts have identified three areas of cost savings.

3 "No Sweat" Tactics That Ban Customer Buying Objections
by Allyn - There are a lot of excuses floating around about why people don't buy. Maybe you've heard some of them: it's too expensive, it's not at the top of my "must have" list right now, or even when a deals too good to be true... it's too good to be true. Customer objections are more easily overcome than you might imagine. Let's take a look at 3 simple ways to wipe out those objections.

Frustrated With Your Company's Inability To Develop New Customers? Try A Sales Blitz.
by Dave Kahle - There is a relatively simple, fun and inexpensive way to remedy this situation. It's called a sales blitz. Unfortunately, few companies are even aware of it, and fewer yet use it.

"Set" your Products to Sell
by Christ Malta - If you spend any length of time selling products on the Internet, you're going to find out that it's very hard to sell "very low priced" products.What? Why is that? You'd think that people would LOVE to pay Very Low Prices for products!

Should You Use Sales Letters Before You Cold Call?
by Ari Galper - Remember the numbers game? Well, that is the same thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result.

A Simple Sales Strategy: Change The Meaning Of "No"
by Tessa StoweImagine that you are talking to a potential client and they say "no", they don't want your service. How does that make you feel?

A Simple Sales Strategy: What To Say When Asked For A Discount
by Tessa Stowe - Has anyone ever said to you, "Your price is too high and I'd like a discount." In this article I outline two approaches for responding to this comment. One of the approaches even has the potential for you to make a bigger sale than you originally anticipated. Curious?

How To Genuinely Enjoy Cold Calling
by Ari Galper - Most of us dread our days of making cold calls. We take a deep breath, pump ourselves up, and prepare to talk with a perfect stranger. Is there any wonder a gray cloud sometimes hangs over our desk?

Sell Anything To Anyone If You Master This
by Scott Rauber - It doesn’t matter how many books you’ve read on selling, marketing, advertising, or prospecting, the most important reason why people BUY is - they liked, and or trusted the individual that was selling.

A Simple Sales Strategy: Define What Selling Is!
by Tessa Stowe - So what perspective can you take about selling that will make it enjoyable, exciting and something you look forward to? Sounds like a bit of a tall order doesn't it?

Enough With the Upsells Already!
by Karon Thackston - Use common sense when adding upsells to your marketing mix. If you, personally, wouldn't want to sit through an additional 20 minutes of sales pitches on the phone, don't make your customers. If you wouldn't want to scroll through page after page of bonuses and specials, your customers won't want to either.

A Simple Sales Strategy: Talk to Yourself!
by Tessa Stowe - You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand?

Throw Out Your "Selling" Language - Unlock Your Natural Voice
by Ari Galper - It's ironic that most of us take it for granted that spontaneous, natural communication is the right way to relate to our friends, spouses, relatives, and others in our personal lives -- but, when it comes to selling, our language becomes, almost robotic.

Overcoming Cold Calling Resistance
by Barry Wellford - Cold calling is an essential activity for most enterprises. There are ways to do it poorly and ways to do it well. what you're really trying to do is turn every cold call into a call that is made to a willing ear. So it's not cold calling but rather creating warm receptions.

Ads Don’t Sell, People Do
by Mike McDaniel - Advertising is not a substitute for good sales technique and superb customer service. Inserting an ad in a handy newspaper to call attention to a line of goods will not sell those goods unless you can back it up with intelligent, well directed sales efforts in the store. Sales technique and service must follow advertising and unless it does advertising is a failure.

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