Sales Tip No. 1: Speak their learning and languaging preference

We use all 5 senses in learning and speaking, ie sight, sound, touch, smell and taste. And yet, we are genetically hard-coded with one which is our dominant languaging preference. You can tell by listening to the words or phases people use.

For example:

Visual: see, looks like, picture this, view, show me

Auditory: hear, tell me, music to my ears, rings bells

Kinesthetic: feel, sense, in touch, feels solid, grasp.

Effective salespeople are able to  track for the persons dominant languaging preference and then match it by talking the same way. This builds incredible rapport at a sub-conscious level.

If a person has a visual preference, (s)he will tell you in the conversation with the words that are used… example, “I see what you mean, but I don’t have a clear picture of how it applies to me!”

BUT if you are an auditory person, you might reply “ok, well let me tell you about it again in respect to your needs, and let you hear how it applies”. You have sub-consciously snapped rapport!

Talk their language (visual preference), not yours (auditory preference). A better response would have been ‘Ok, well let me show you the big picture, and you will see where you fit in the overall picture”.

My overall advice: Track for the languaging preference and match it!

Sales Tip No. 2: Match their speed of voice!

Particularly over the phone, this is one way to create strong rapport and sameness. If you are a slow and deliberate talker, and are speaking to a fast-talker, you will snap rapport at a sub-conscious level. Speed up a touch to increase the LIKENESS. Conversely, slow down if they are a slow thinker and talker. Nothing snaps rapport faster than someone finishing your sentences for you does.

Sales Tip No. 3: Master the art of subtle body language – matching and mirroring

This one needs to be subtle, or it can come across as mimicking. And yet, if done well, builds very strong rapport.

Ever notice yourself adopting the same tilt of the head, or stance, or seated position as the person you are talking to? It is very nature process that occurs over time when parties are comfortable with one another.

We can fast-track rapport through the use of body language. I prefer to avoid direct copying, and apply what’s called cross-matching or mirroring. In other words, if they cross their arms, I cross my legs. If they lean on one elbow with hand in face, I just put my hand near my face. Subtle, and yet there is a LIKENESS. Again. People like people who are like them!

A final word… Something I pre-suppose to be true is this… There is no such thing as resistance, just insufficient rapport building! What if it is true? If a potential client is resisting, stop selling, and go back to rapport building. You have more work to do yet!

Yours in sales success

Ian Stephens - 

Australia’s No. 1 peak performance coach

For more sales tips & resources go the official Ian Stephens page

Ian Stephens
http://www.articlesbase.com/sales-articles/3-tips-for-building-rapport-and-improving-sales-results-460659.html

3 Tips for Building Rapport and Improving Sales Results is a post from: UpwardLogic

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With the upsurge of modern technology and internet these days, EBay shopping is a common feature across the globe.

With the buyers located at one end of the world and the seller located miles away, these sorts of deals have indeed exploded the consumer markets far beyond our imagination. Also entering in this business would help you make direct links with the buyers with in your country or state.

Remember, being a seller on EBay requires you to pay several taxes in varied forms. Such enquiries you must make through the local and state tax authorities to avoid all confusions in the future. Lack of knowledge in this regard may also lead you to some major legal hassles.

Here are some key points that would help you understand the taxation system pertaining to EBay sales:

1. When the EBay sales are made to the buyers within your state you usually do not need to pay any taxes.

2. When the sales made to a different state you would need to pay the taxes on the EBay sales might be as per their that is the buyers’ country or state laws.

3. As a seller you need to be equipped with the right knowledge on what taxes must be transferred to the buyer. Anyhow, in the case mentioned above it is ultimately your duty to submit this tax to your country’s or state’s taxation authorities.

4. Check with your accountant in detail about the states that do not exempt the taxes on sales to the other states.

5. Usually this concept is known as – use tax. It refers to the tax on merchandise purchased in one state but used in another.

6. This tax is not levied in all the states, you must know the states that levy this type of tax.

7. Invest good amount of time in knowing and understanding the taxation system and all other financial prospects before opening an EBay store.

8. A little ignorance in this regard would lead to severe penalties and interests.

9. Also once the deal is made you can’t get back to the buyer saying that you forgot to levy the tax in the cost. It is your responsibility to bill the entire price at one o.

10. Thus, it becomes very important to understand the entire taxation system much before starting the deal for any product in any state.

11. For instance, in case you have one store but several shipping points, you would need to pay the taxes on the sales that leave the other shipping points as well.

12. Remember, taxes are unavoidable. Even if you forget to charge them from your buyer, you would land up paying them from your pocket.

Abhishek Agarwal
http://www.articlesbase.com/taxes-articles/paying-taxes-on-ebay-sales-12-simple-tips-708492.html

Paying Taxes On EBay Sales – 12 Simple Tips is a post from: UpwardLogic

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Selling is the number one skill you MUST learn if you are going to be in business whether online or offline. If you do not know how to sell, you and your business will struggle financially and success will take much longer to realise.

This truth is very simple and hard to deny: if you do not know how to sell or HATE selling, you cannot make money. Period.

On the other hand, the Internet marketplace is jam-packed with plenty of fantastic opportunities and wonderful products. I you want to learn how to sell chances are that you have:

A great idea that you think you can make money from,

A product that solves a specific problem, and/or

An income opportunity to provide to people online.

But the fact is this: if you do not know how to sell, you cannot turn your idea or product into a money-producing asset, no matter how great or high in quality they actually are.

What You Need

You have probably already got a great idea or a product, now you will need to have the following in order to churn out a sales letter that kills:

1. Good writing skills.

Since you will probably write your own sales copy, you will need to have good writing skills and a good command of English, at least. There are plenty of online copywriting courses and membership sites where you can learn from more experienced writers.

2. Personality.

Yes, you must need personality. You will be writing somewhat a personal letter from you to your prospects so be friendly and approachable in your letter. Don’t write a stiff letter, because not only is it boring to read, you turn people away from your web page faster than Speedy Gonzalez!

Mix your writing skills with personality, and you will make most of a perfect sales letter that kills!

And last but not least, you need…

3. To take action!

There is wealth of information on how you can write your own successful sales copy staring at you online don’t waste them by not doing anything with the information! The next step after developing your sales copy skills will be to setup a web page to sell your products online. The WebmasterFX.com website provides a range of internet marketing tools to help you build a successful sales pulling, profit producing website.

Finally, go and read point number 3 again…

Take Action! Take that great idea that you think you can make money from and start learning to write successful sales copy today!

Webmasterfx
http://www.articlesbase.com/online-business-articles/successful-tips-for-online-sales-74368.html

Successful Tips for Online Sales is a post from: UpwardLogic

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Each industry has its own requirements for the job it offers. To be well prepared for a competitive environment when you are looking out for a job of a sales professional, do read on further.

Below are a few tips that will help you in getting the job by letting you know what they are looking for in an interview.

1. Research: to be well prepared for the interview, do make sure you do know a good deal about the companies before you are there for the interview.

Many of the companies do have their own websites and hence it becomes easier nowadays to get information regarding the company. Make sure you get to know information on the goals of the company, the background and also some information on the top executives in that place.

Issues, projects and also the progress the company is making can be got from the wide number of search engines available on the net today.

Look at the stock market chart of the company you are going to get through. A huge part of the shares are always publicly traded and hence will give you an idea of the stock price in the recent. Knowing the difficulties of the market will also get you a better place. The weakness and the strengths of the company will also have to be known before you go in for the interview.

Get to know as much as information as possible regarding the competitors. Do read articles on the market space. This will give you a better idea on what is going on in the market. Explaining on how the company can do better and also telling them how the company is better than its other competitors will also give you a job for sure.

2. Attitude: you can ensure a good positioning the company of you are carrying the right sort of attitude a person should be when he is attending an interview.

A unique energy is always felt when there are sales professionals who are successful. They get hold of everyone’s attention and also command presence. Be very energetic about the interview as well as the job.

Do be enthusiastic. As you would have done your part in getting information on the company as well as the market, the interest and the enthusiasm that you have shown will not go wasted.

3. Preparation: as long as people think you are prepared, you will get the position you wanted to have.

Research on the services and the products of the company and then make a presentation. Do speak intelligently and also directly regarding the field of the company.

Related facts and statistics have to be provided in your presentation. This not only shows that you are very much interested with the job but will also tell them that you know the position of the company.

Numbers is all you have to know when you get to the sales part of the company. Provide the employers with past employment lists, production reports or W2 forms of the earlier earnings if you are asked for your numbers.

Your sales job could be a step away if you do make sure you follow a few of these tips given above.

Abhishek Agarwal
http://www.articlesbase.com/careers-articles/hunting-sales-professional-job-3-sure-tips-to-get-the-desired-post-702884.html

Hunting Sales Professional Job – 3 Sure Tips To Get The Desired Post is a post from: UpwardLogic

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Do you know most Internet Marketers fail to make money online because their sales page lack of certain tiny things? It does not take a rocket scientist to figure out how to convert your sales page into a money making machine.

Here are 4 tips to increase your sales page conversion:-

1) If you plan to make money online selling software products, always give away a free demo that becomes increasingly useless over time.

Take WinZip, for example; if you don’t purchase the full version, it slowly takes longer and longer to use it. This is a good model for demo software products. Only give out a limited product that becomes less useful over time without the upgrade. If your software is good and people just love using it, they will definitely upgrade it thus make money online for you just like that.

2) If you list the benefits of a given product, you will want to use good images as bullet points.

For instance, using clear, fast-loading check marks or “x” marks can significantly improve your sales page conversion rate. Additionally, you will want to pay attention to the colors you use. Red and blue usually work best. By doing this simple trick will easily make money online for you as your sales page looks more like written by a professional person.

3) One good way to increase your conversion rate on your sales page is to add a picture of yourself in the top right corner.

This piece of personalization will help pre-sell your visitors by letting them know that a real person is actually selling this product, rather than some nameless entity or pen name that is used to cover up someone’s identity. Visitors who read your sales page will be more likely to buy from you just by applying this tip.

4) One effective way to increase conversion rates on sales pages is to scan your signature, save it as a .jpeg or .gif; and then use it to “sign” your sales page.

If you do not have a scanner, you can also purchase a natural handwriting program, such as v-letter, to do this task for you. Simply seeing a real signature will make visitors more likely to buy and you easily make money online.

As you can see, by showing the professionalism design in your sales page, your conversion rate will be much higher than before. Also, by applying any of the tips given, you will make some serious money online so check your sales page and make necessary changes right away.

Izrul Fizal
http://www.articlesbase.com/business-articles/4-easy-tips-to-increase-your-sales-page-conversion-54774.html

4 Easy Tips to Increase Your Sales Page Conversion is a post from: UpwardLogic

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Now, I am going to share you my 9 great tips on internet marketing to boost skyrocket your sales & profits online. I believe that even if you have profitable home based business, the following great tips on internet marketing will be beneficial directly to your business online, absolutely. Otherwise, I highly encourage you to read this article.

You’ll discover 9 great tips on internet marketing of how to make big money online from home business.

1. Place an ad on the websites frequented by your target customers. Before doing this, you need to define who will be your target customers. Placing an ad on sites that they usually visit will increase the possibility that your ad will gain the attention and will be follow your target customers.

Also, consider the website’s search engine placement, traffic, external linking and the other ads placed on it. External linking will determine if there are other sites that link to this site. This will mean that people can get to the site where your ad is placed, even if they are browsing a different site. Check if many of your competitors have ads on this site.

2. Placing ads on some sites cost some money. However, there are also sites that can place a link to your site, product or service in exchange of having their link being displayed on your site. This is also true about the newsletters sent by site owners to its mailing list members regularly.

Also, having helpful links placed on your site and having sites link to your pages help in boosting search engine ranking. This is similar to making a statement that your site’s content is important that other sites have links to your web pages.

3. Pay-per-click (PPC) is also a great alternative internet marketing strategy in Internet marketing. You will only need to pay for the ad if the link is clicked. If you prefer this method of advertisement, make sure that you are using services that set limits on daily expenses. There are also services that help you determine effective keywords and monitor the PPC results.

4. Choose your domain name wisely. It is still being debated if domain names matter when it comes to search engine placement. Whether it does or not, having product related domain names help consumers remember your domain, which they can go back to your site even without the links.

5. Make sure you have useful content on your sites. While keyword density is important in search engine placement, having useless information or annoying repetition of keywords will not increase your customer’s confidence in your site. It may even affect your sites traffic and can get your site removed from search engines. So make sure that keywords are used strategically.

6. When thinking of keywords, think like your target customers. What do you think are they going to search so they can get to your site? Also, use specific keywords or key phrases. Submitting a single word or a very general phrase to a search engine will not get you to the top of the search results compared to submitting specific keywords that describe your product and services perfectly.

7. Track your ads. Always check how much you have spent on placing links on frequently visited sites and on PPC. There are services that allow you to monitor PPC transactions and how many of these end in sales. You always need to consider if the ads that you have placed on these websites are getting you to your target consumers and if these ads can lead to revenue.

8. Reach to the top of the search engine. Many people say getting to the top of search engine results is difficult since millions of websites exist, which can be using the same keywords. While this is true, this doesn’t mean that your website has to stack under your competitors’ websites when presenting search engine results. Strategic advertising and linking, together with useful content, can also get you to the top of the search results.

9. One final tip on marketing products and services, sell the benefits. It will help your marketing strategies a lot if you highlight the benefits of choosing your products and services instead of merely discussing the product specifications. Product specifications may not mean much to customers, unless they know what these stand for (how these specifications affect the quality of the product or service).

Conclusion, I strongly believe that the above 9 great tips on internet marketing can definitely help you to boost skyrocket your profits online. I highly encourage you to take those great tips on internet marketing into your action now. You’ll earn big money online from home business!

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http://www.articlesbase.com/online-business-articles/9-great-tips-on-internet-marketing-to-boost-skyrocket-your-sales-profits-online-129720.html

9 Great Tips on Internet Marketing to Boost Skyrocket your Sales & Profits Online! is a post from: UpwardLogic

Sales Skills |Selling Techniques|Sales Process Tips|Sales Tips

Technorati Tags: advertisement, Amp, Discover, Helpful Links, Home Based Business, home business, How To Make Big Money, Internet Marketing Strategy, Marketing Internet, Marketing Sales, Online Business, People, Placing Ads, PPC, Profitable Home Based Business, Profits, Search Engine Placement, Target Customers, Traffic, Web Pages

If you’re taking the time, effort, and money to send business sales letters to existing and prospective customers, the least you’d expect them to do is to read what you’ve worked so hard for, isn’t it? But unfortunately for most businesses investing in unsolicited sales letters to increase sales, people who receive your mail aren’t willing to do this. Thus, you have to give them a good reason to make them want to read your business sales letter from start to finish.

How to Make People Read Your Business Sales Letter from Start to Finish

Tip #1 Start with the Date.
Business owners who are new to creating and sending sales letters actually forget this vital fact. The date must be when you expect your readers to receive your sales letter: you can usually pinpoint the exact date if you’re using express or special delivery.

For regular snail mail, you’d have to consult with your local post office when’s the likely earliest – not the latest because if they receive the letter earlier than the date written on the sales letter then this could lead to confusion or worse, create an issue of distrust – date they’d receive it.

It’s important that you date your sales letter as recent as possible because people are often only concerned about the present. Anything in the past would deem unimportant and anything in the distant future would be relegated to the next-time pile of mail to be forgotten later on. If you want an effective start for your business sales letter, you need to know that what you’re writing about concerns the present.

Tip #2 Personalize It.
This has been said over and over and over, but a lot of businesses still make the mistake of allowing their laziness to mass-produce their business sales letters with “To Whom It May Concern” or “Dear Sir / Madam”.

Impersonal sales letters almost always get thrown in the garbage. Customers think along the lines of “If I’m not important enough to merit a letter addressed to me personally, then the letter doesn’t merit my personal attention as well”. You may not have meant to offend anyone, but it’s a fact that others do find such an impersonal approach bordering on the offensive.

Take the time to know the first or last name of your recipients. If you are writing to existing customers, personalize your sales letter all the more by writing one or two sentences about specific details of your business-customer relationship with the recipient.

You can, for instance, draw attention to the number of years the customer have been with you with lines like “We at Blank Company are delighted that you’ve still continued to trust in our management ever since you opened your account in 2002″. These details won’t take too long or hard to find, but they’ll mean a lot to your customers. It shows them that you care enough to know about each and every client.

As for prospective customers, it would be nice if you can mention a thing or two about why you think it would benefit the two of you to have a business relationship. Again: research, research, research!

Tip #3 Hook then Reel
The first paragraph represents the hook in your business sales letter. In your first paragraph, the essence of your letter must be explained clearly and concisely. An irresistible one-liner is great, one that makes the reader want to know some more about what you’re offering.

As the paragraphs continue on, make sure that you’re gradually reeling them closer and closer. Make the kill by finishing off with a strong call for action: make it appear that it’s imperative for them to avail of your product or service as soon as possible!

Tip #4 Signed by the Top Boss
At the end of it, make sure that it’s your company’s highest executive – say Bill Gates for Microsoft – who signs the letter. Yes, customers are smart enough to know that a printed signature could mean your head honcho wasn’t able to read every single sales letter he’s sending out, but it would still mean a lot to them knowing that someone as mighty powerful as your boss cared about retaining or inviting them to jump on board your company.

And last but not the least, make sure you get their addresses right or your hard work’s all for naught!

Mario Churchill
http://www.articlesbase.com/management-articles/four-tips-to-make-people-read-your-business-sales-letter-from-start-to-finish-129326.html

Four Tips To Make People Read Your Business Sales Letter From Start To Finish is a post from: UpwardLogic

Sales Skills |Selling Techniques|Sales Process Tips|Sales Tips

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Everyone talks about strategy, but do we really understand it?

There are two types of strategy-business strategy and sales strategy. Strategy, at it’s core, is “how will we accomplish our goals?” But business strategy is very different than sales strategy. I’ll leave business strategy to the big boys-Tom Peters, Jim Collins and the rest.

We’ll talk about sales strategy today. Because in our sales training business we find companies have spent very little time on sales strategy. Yet, it is the very thing that can propel enormous sales and revenue growth. Sales strategy is the “how” of “how will we approach our clients and acquire them?” Cold calling is a strategy. Direct mail is a strategy. Neither are optimum, but both can work. I prefer companies have a multi-point sales strategy. And “referrals” should ALWAYS be a component of it.

Here’s an example of one of our clients who came to us for help.

They had 3500 customers across the midwest. Their chosen strategy though, was to ignore a “referral” strategy and focus on prospects they didn’t know-commonly known as a “cold call” strategy. Absurd.

My Suggestion:

My belief is that a sound sales strategy should make things easier-not harder. So if you have 3500 customers, I wouldn’t make even ONE cold call. I would do several things:

1. Do a Case Study (“white paper”)

Go back to those customers and do a “white paper” on how the solution impacted their business. Have a professional interview several contacts at the client, then get it transcribed and put it into a 3-5 page “study.” Then take that study and offer it on the website (get emails before you let people download it) and it becomes your brochure. Throw out all the brochures that puff about how good you are-and use the white paper to do that for you-in the words of your clients. There are even companies who do white papers (for about $2000).

2. Have a Seminar (User Forum) for Your Clients and Invite Prospects

Or have your customers invite their associates. I have yet to see a company who is selling their current customers EVERYTHING they could. There seems to be so much “testosterone” around conquering the new account that we forget about easy ways to do it.

3. An Educational Strategy

I would say one half of your prospects don’t know the scope of what you do-nor do they know how to think about your category of solution. Therefore, education is in order. You must educate them-not to how great you are (that’s a common blunder) but to what kind of pain they may be feeling without your solution. Every marketing book says that people are on a continuum from UNAWARE to ACTION. One stop on that continuum is COMPREHENSION-meaning, they comprehend that they have a problem worth solving.

These are a few of the many sales strategies that we use in our practice of helping sales teams increase revenue. I hope these can help you do the same.

William Caskey
http://www.articlesbase.com/marketing-articles/tips-on-creating-a-sales-strategy-756612.html

Tips on Creating a Sales Strategy is a post from: UpwardLogic

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Technorati Tags: Big Boys, Brochures, Business Strategy, Case Study, Cold Call, Cold Calling, Direct Mail, Enormous Sales, Jim Collins, Little Time, Professional Interview, Prospects, Puff, Referrals, Sales Strategy, Strategy And Focus, Strategy Business, Tom Peters, User Forum, White Papers

Duration : 8 min 51 sec

Communication Skills Confidence Exposed is a post from: UpwardLogic

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Duration : 6 min 35 sec

The art of selling is a post from: UpwardLogic

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