Sales and marketing resources

SELLING & SALES STRATEGY PART 1 ... read more

  • The stages of the sale
  • A typical selling plan
  • Getting commitment
  • Buying signals
  • Trial closing questions
  • Handling rejection
  • Handling objections
  • Handling excuses
  • Opening negotiations
  • The use of questions
  • The initial benefit statement
  • The use of visual aids
  • Demonstration - presentation
  • Features, advantages and benefits
  • Getting agreement and involvement
  • Handling questions

SELLING & SALES STRATEGY PART 2 ... read more

  • Developing empathy
  • Dealing with different types of buyers
  • Justifying price
  • Telephone techniques
  • Getting appointments
  • Handling objections
  • Prospecting
  • Closing methods


THINGS TO KNOW ABOUT PEOPLE ... read more

People make things happen. And although this is a time where both quality and service are "expected," we must always remember it is people who create quality and provide service.Here is a list of things to know about people ...

TEN SECRETS TO GETTING MORE REFERRALS ... read more

Referrals. Absolutely the best form of advertising there is. No sales pressure, no credibility problems, and very low cost of sales. People refer customers to you as a favour to their friends, the customers. If it's done as a favour to you, that's usually a bonus. Here are 10 of the absolute best ways to get more referrals …

SALES NOTES & IDEAS ... read more

  • Selling to seniors
  • They may ask the price, but they buy value
  • What motivates people to buy 
  • How to prepare sales literature

UNIQUE REFERRAL TACTICS ... read more

To get more and better business leads network with those clients you already have a relationship with. 

SALES LETTERS... read more

A sales letter is a document designed to generate sales. It persuades the reader to place an order; to request additional information; or to lend support to the product or service or cause being offered. It influences the reader to take a specific action by making an offer - not an announcement - to them. To sell the sales letter must be specific, go to the right audience, appeal to the readers needs, and it must be informative. 

PRICING FUNDAMENTALS... read more

Pricing your product or service is one of the most important business decisions you'll make. You must offer your products for a price your target market is willing to pay–and one that produces a profit for your company–or you won't be in business for long! There are many approaches to pricing, some scientific, some not. This article provides a framework for making pricing decisions that takes into account your costs, the effects of competition and the customer's perception of value.

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THE IDEAL SALES SCRIPT... download

The ideal person-to-person and/or telephone script to maximise selling opportunities.

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ATL NOTES