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Monthly Archives: January 2017

Methods of Lead Generation

Now, what are these methods?

First in the list is telemarketing, which is also known as cold calling. Even though a lot of people are not happy with cold calling services and have registered to do-not-call list, the phone remains to be the most powerful tool to generate sales leads. It can perform the most direct and flexible approach in the job.

Live seminars are a good idea. They provide you the chance to advertise the latest product and services that you may want to offer. This is also a good means for you to increase your market visibility by organizing these events. In this way, more people will be aware with what you are offering. It can also help create a professional impression on your prospects about your company.

Print advertising also plays a huge role in the lead generation process. If done correctly, then it can be a very effective tool in reaching out to the most number of prospects. You can create presentable and professional print advertisements about your company and what you are capable of doing. Of course, this will all depend on just how good is the publication company you hired. Choose the wrong company, and you will end up with a greater marketing headache.

Trade shows are also a great medium. They are very effective in generating the sales leads that you will need. These events will not only attract the attention of the prospects, but these can also be venues where you can actually make a sale. The important thing here is that you make your business presentable and attractive for them. This can make all the difference between a successful sale or not. This is also a good way to generate quality sales leads for your company’s marketing team to follow up.

The next method that you can use is a business referral system. This is possible if you can provide your clients with good services. If your clients are happy, then they will spread the word about just how great you are. This may sound too simple, but you will not believe just how effective this can be.

Last but not the least, there is the internet factor. The world of online advertising can be a great avenue in generating sales leads. It may take some time before any results come in, but if properly done, and with the right methods employed, it can assure you of an excellent flow of sales leads for you to use.

Contradiction of Low Sales And High Profits

In 2010 the sales of motorcycles for Harley-Davidson have dropped – this being the third consecutive year. It does not seem likely that a change for the better is in the offing. But despite the dry spell, the profits for the company are increasing – in fact it is soaring. Very recently profit of $71 million was reported during the second quarter – it being three times more than the previous year during the same period.

Apparently dropping sales and increasing profits seem to be a contradiction. The mood in Wall Street is bubbling in sharp contrast to the gloom in families facing unemployment that is giving no indication of retreating.

Many firms are concentrating on cutting costs to keep the profits swelling. The benefits are generally being reaped by the shareholders; nothing is diverted to the general economy as the businesses save cash without propping up either hiring or production.

For instance Harley has declared that it will cut jobs by more than 1,400 or 1,600 by the close of 2011. Last year 2,000 jobs have already been sliced off – it being over a fifth of its total work force.

The firms reporting their earnings for second quarter show they have reaped neat profits that have given a boost to the stock market. The index of Standard & Poor has gone up by 7%. But grave questions are being posed about the roots of these profits and the growth sustainability. Fingers are also pointing at more than 14 million unemployed who are desperately hanging around to join work hoping for economic recovery.

Robert C. Pozen of Harvard Business School and formerly of Fidelity Investments said, “Because of high unemployment, management is using its leverage to get more hours out of workers. What’s worrisome is that American business has gotten used to being a lot leaner, and it could take a while before they start hiring again.”

Many of the business concerns, inclusive of Harley-Davidson are laying the foundations for a tomorrow where they will prosper despite non-recovery of sales. The goal is to perpetually stay in a position that will churn out rich profits on a base of low revenue.

Looking at it from a different angle it seems USA has an edge in global competitiveness by being able to hike profits while facing drop in sales. It is some sort of a triumph. The real problem is that the profits are not being ploughed back into the economy; rather cash is being piled up to high levels – breaking records of the past fifty years.


Important for The Success of Salesperson

Our sales training experts have been “the fly on the wall” for a considerable number of sales teams all through their sales negotiations. As the consequence of these observations, they’ve discovered three criteria that are crucial for the success of your salesman. This posting describes the three factors as well as the explinations behind them.

The first thing is what potential buyers and sellers talk about during the selling discussion. The question of who speaks most throughout the discussion is relatively unimportant. The effective sales man makes it her purpose to discuss with the buyer about the products he wishes the customer to buy, and he’s all set to take as long as is necessary to go over the issues.

Fundamentally, there are two sorts of discussion – sales discussions and non-sales discussions. During selling discussions, the parties involved focus on commercial matters they usually talk first and foremost the topics, which the salesman raises. In non-selling discussions, sellers and potential buyers discuss a lot of things, but not about the products or issues, which are at the center of a business arrangement. They discuss the deliver date or invoicing arrangements; they have a chat concerning the client’s taste in motor vehicles or perhaps the football game played the prior weekend.

Where side issues are permitted to grow to be the key area of the discussion, the orders are commonly small, or there may not even be a purchase. Not surprisingly, it’s true there are generally problems or questions to be dealt with, and it is frequently impossible to stop the prospect losing himself in small talk. Having said that, the sales man who is mindful that he’s to concentrate on the products understands the best way to kill off the small talk speedily, to be able to spend his time on negotiating a sale of the goods.

Psychologically, what is happening is that when a salesman makes a call, he is creating a demand on the client’s time and attention. The buyer makes a decision as to how important the sales man’s call is, just how much time to spend on it and how best to make use of that time. If the prospect recognises that a sales man is aware of his business and can be trusted, he will get down to business as quickly as possible.

If she feels that the salesman does not know his job or is in any way unreliable, then the buyer who does not want to negotiate or to place an order usually uses the time to eliminate some of her own pent-up frustrations, as an example with the Finance Department in his company or maybe with her very own customer. She talks about tiny issues, and skirts around the main issue, namely the purchase.

All the sales people observed by our sales training professionals planned their journeys and routes extremely carefully. However, the big difference in how effectively salespeople manage their time commences the second they walk through the customer’s front door.

It really is extremely unusual for a sales man to be received without waiting. The issue is, how long does a sales man wait around or allow himself to be kept waiting? Many salespeople wait patiently for 20 to thirty mins, until finally the customer brings them in. Sadly, in these scenarios the discussion generally results in a small order only, or it may not generate an order at all.

A rule of thumb is always that the longer the buyer lets the salesman wait, the much less interested he is in the discussion. On top of that, as the waiting time lengthens, so the salesman’s feeling of self-worth and self-confidence gradually evaporate.

The intelligent successful sales man for that reason won’t wait for a longer period than 5, six or seven minutes, then he seeks out the client’s secretary and reminds her that he has an appointment. Either the client agrees to see him straightaway – which is frequently the case – or he rearranges the appointment for the same afternoon or even the following day.

The outcome of the discussion frequently depends on how a sales man reacts to interruptions. A lot of sales men find themselves in the situation in which the discussion is repeatedly interrupted, frequently for extended periods of time at a stretch.

The sales man who sits there patiently and puts up with the many interruptions is almost never rewarded. The successful sales man refuses to go along with this waste of her time. After a handful of interruptions, he finds a method to break off the discussion politely. Generally the prospect is only too happy to go along with the suggestion that the discussion ought to be put off till another day.

A great number of salespeople assume that the results of the 1st visit in the morning signifies how the rest of the day will turn out. Interestingly, this prediction is typically correct. Having said that, in such cases cause and effect are being confused. Of course every discussion which does not produce a purchase, especially very first thing in the morning, has the effect of depressing the sales man’s spirit. A poor sales man asks himself whether, after all, he’s really in the right frame of mind for selling today. He has already started to lose interest plus the desire to succeed.

Our sales training experts remark that in all of the negotiations they observed, it was only the poor sales men who give up trying throughout the rest of the day, if the outcomes of the initial call were disappointing. The effective salesman shakes off an earlier setback, and sets about his next calls with just as much enthusiasm and motivation as he made the very first. Often it is the case that the very first success only happens towards midday, after two or 3 unsuccessful calls.

A strong sales man can also be recognised by the fact that he regards his lunch break only as an unavoidable interruption in his selling activity. He’s content with a quick sandwich, and quickly gets on the road to see the next customer. The bad sales man, on the other hand, constantly wastes loads of time over the lunch period grumbling about the manner in which the day is going. When he finally gets back on the road once more, he has talked himself into not expecting a great deal to come out of the afternoon’s calls – and he usually proves himself correct.

So, in conclusion, you will find three essential differences in the habits and actions of the effective sales man. These behaviours can be learnt by being on a good sales training course.

Employing Telesales Staff

The job market is tough at the moment for people looking for telesales jobs. Employers may find that, although the number of applicants can be daunting, the situation can actually be used to their advantage. With more people applying for jobs in general, applicants of telesales jobs has increased, so there are more people to choose from. The perfect candidates are looking for telesales jobs right now, the trouble is just sifting through the misspelt C.Vs to find them.

Here is a guide to finding the right people to fill your telesales jobs, whether they are abroad or in the UK. Advertise in relevant places. Advertising for professionals alongside non-professional jobs on the official job centre website or in a newspaper may produce more responses, but many of these will be timewasters. Consider advertising your telesales jobs through a specialist recruitment agency, who will show your position to a targeted suitable audience, saving you time.

If you are advertising telesales jobs abroad the internet is the easiest way to reach a worldwide audience. Telesales relies on personality. If you are personally looking through candidates’ C.Vs, or carrying out interviews, you’ll want to observe that they have the right attitude. Try to find someone positive and self-motivated with ambition. Good communicators who think like a business owner should fill the best telesales jobs. If interviewing, ask open questions and give the interviewee time to speak.

Marketing themselves in an interview isn’t too dissimilar to marketing a product or service over the phone. Voice is important in telesales, so if you are interviewing potential employees on the phone or in person take note. Listen out for a clear voice; an articulate speaker with a way with words. They must speak happily and enthusiastically, and you should enjoy speaking to them, as you want potential customers to feel happy and at ease when your employees are making calls to them.

Relevent experience. It sounds obvious but if you are lucky enough to have a decent response rate to a job advertisement then you may as well choose someone with relevant experience and references to back them up. In telesales roles in general, personality should be put before experience. Although of course this depends on how much training you were hoping to give to a new employee.

The details. What is the earliest date they can start? This is particularly important to telesales jobs abroad, which may involve the candidate needing a visa, accommodation and time to set up a whole new life. If the telesales jobs are not abroad, encourage the interviewee to question their transport to work if they don’t drive, such as “have you found out about the public transport? Is it feasible for you?”.

You don’t want unprepared employees who will leave a short while later, once the commute becomes a harsh reality. Get it right first time. Wasting your time training an unsuitable member of staff only leaves you in the same situation in a couple of month’s time when they leave, so it’s better to get it right sooner rather than later.