Avoid These 3 Mistakes and Increase Your Average Dollar Sale

It’s easier to increase your average dollar sale than you might realize. The main reason is that this happens with an existing customer-one that already knows you, likes you, and trusts you.

Because it’s at least six times easier to sell to an existing customer than a total stranger, here are some common mistakes to […]

Up Sell or Over Sell?

This question has been on my mind over the last few days.  I recently signed up for a tanning service in preparation for my wedding.

I did my due diligence, called around and received what I thought to be the best price. I also wanted a location close to my office so that I would […]

Improving Your Profit Margins

Profit Margins are critical to your profitability. You can have a fast growing business but without acceptable profit margins, all of your growth efforts will be for nothing. It is critically important that you not only know your overall margins, but you must know them by product or service type.

Why is this so important? […]

5 Reasons To Improve Your Sales Process

When was the last time you reviewed the process by which you convert prospects to paying customers? If it’s been a while, here’s why it would be a good idea:

Consistency – Your prospects expect it and you need it. Does your sales team follow the same process with every prospect? Consistency builds confidence for […]

5 Reasons To Improve Your Sales Process

When was the last time you reviewed the process by which you convert prospects to paying customers? If it’s been a while, here’s why it would be a good idea:

Consistency – Your prospects expect it and you need it. Does your sales team follow the same process with every prospect? Consistency builds confidence for […]

3 Keys to Increasing Your Sales Numbers

The most important element in a business is profitable sales.  You can have the greatest product in the world, but if no one buys it then what difference does it make (Beta Max anyone?).
Many people have challenges going into sales mode—they think that successful people are born that way. Not true.

There are three things […]

FEAR OF SALES SLUMP?

No other recession has done as much damage to your sales as this one. But the power a recession possesses lies in the perception of the producer. Here’s a question. Is your sales volume down this year over last? If yes, is your activity down as well? If you said no, you’re among the […]

The 1% Change

As soon as you have set a goal you have created a destination you want to reach. When you have set the destination, you have created a gap, a gap between where you are now and where you’re going. The gap, of course, must be bridged or filled.

If the gap is small and what […]

Increase Sales with a Sales System

A key challenge business owners face with the sales people they employ is inconsistency in sales results. Many business owners struggle to pin down the exact cause(s) of these inconsistent results and usually end up churning sales reps on a frequent basis as a result of pure frustration. Of course, there’s a certain percentage […]

Discounts vs. Profits

Do you have (or have you ever had) one of those salespeople who thinks that giving a discount is the easiest, quickest way to make a sale? Of course, they may be right, but what about the profit (your profit) they’re giving away?

If your product has a profit margin of 30% and your salespeople […]