Background. Introduction. Contributors. The Top Two Greatest Sales Ideas of All Time and Five that Make Them Useable, Plus the Start to Selling Value. Idea 1 - Never interrupt a customer to make a point. Idea 2 - Focus on milestones and progress targets. Idea 3 - ABC: Always Be Closing. Idea 4 - STEP: Signal The End Point. Idea 5 - SMART: Stretching, Measurable, Achievable, Related to the customer and Time-targeted. Idea 6 - Listen to and learn from other people's jargon. Idea 7 - Understanding the real need. Idea 8 - Remember that nobody said life was easy. Idea 9 - Start thinking about selling value. The Ten Greatest Sales Ideas for Creating Interest. Idea 10 - Use surprise to demonstrate technological excellence. Idea 11 - Use surprise to get people to read your mailshot. Idea 12 - Keep your marketing up to date with real trends. Idea 13 - Follow the right fads. Idea 14 - Use technological progress in every part of your marketing effort. Idea 15 - Make sure new products fit the brand name. Idea 16 - Make your friends your customers. Idea 17 - The old ones are sometimes the best ones. Idea 18 - Use your own money to sell your goods. Idea 19 - Use channels. The Ten Greatest Sales Ideas for Establishing Need. Idea 20 - Avoid a major gaffe. Idea 21 - Ask your customers about their business case. Idea 22 - Think like a fish. Idea 23 - Don't push if he doesn't want it. Idea 24 - Make the product irrelevant to the sale. Idea 25 - Don't miss the main need. Idea 26 - Use endorsements. Idea 27 - Make sure you want as well as need the business. Idea 28 - Where there is a need there is an opportunity. Idea 29 - As a last resort take action to create the need. The Seven Greatest Sales Ideas for Selling Through an Agreed Basis of Decision. Idea 30 - Break the basis of decision into three points. Idea 31 - Use the basis of decision to establish need. Idea 32 - Use the basis of decision in making written proposals. Idea 33 - Use the basis of decision to handle price objections. Idea 34 - Use the basis of decision to discuss wins and losses. Idea 35 - Identify real 'value for money'. Idea 36 - Prove that the customer is getting 'value for money'. The Eight Greatest Sales Ideas for Presenting Your Case. Idea 37 - Make sure the whole team is talking to customers. Idea 38 - Present yourself well. Idea 39 - Look at payment from the customer's point of view. Idea 40 - Target the decision-maker. Idea 41 - If someone says they are a poor presenter, believe them. Idea 42 - Present the numbers in a way that suits the customer. Idea 43 - Use the cup of coffee close to present to a committee. Idea 44 - Don't get mugged by politicians. The Five Greatest Sales Ideas for Remembering that There is Always a Way. Idea 45 - Remember there is always a way (1). Idea 46 - Remember there is always a way (2). Idea 47 - Remember there is always a way (3). Idea 48 - Remember there is always a way (4). Idea 49 - Remember there is always a way (5). Idea 50 - Remember there is always a way to make a gaffe. The Four Greatest Sales Ideas for Selling in a Small Retail Outlet. Idea 51 - Treat your customers as what they are - your purpose in life. Idea 52 - Count your customers. Idea 53 - Diversify carefully. Idea 54 - First run a pilot. The Six Greatest Sales Ideas for Dealing with Difficult Products and Markets. Idea 55 - Use physical attractiveness to sell rubbish. Idea 56 - If at first it succeeds, sell it again and again. Idea 57 - Obey the rules of supply and demand. Idea 58 - Use television to cash in on fear. Idea 59 - Look out for different cultures. Idea 60 - Don't make people want their own back. The Seven Greatest Sales Tips for Salespeople. Idea 61 - Learn to read upside down. Idea 62 - Learn to read from the side. Idea 63 - Don't fall for the 'We'll book your air ticket' ploy. Idea 64 - Make your customer want to solve your problem. Idea 65 - Don't overplan. Idea 66 - People buy from people. Idea 67 - 'It's about the customer, stupid'. The Six Greatest Sales Ideas for Planning a Complex Sale. Idea 68 - Get the timing right. Idea 69 - Set a stretching campaign goal. Idea 70 - Check sales campaign goals with the customer. Idea 71 - Use a structured campaign planning process. Idea 72 - Go through a structured campaign planning process step-by-step. Idea 73 - Drive a campaign plan from an assessment of the customer's business issues. The Four Greatest Sales Ideas for Qualifying Out Proactively. Idea 74 - Use a very direct approach by asking a hard question. Idea 75 - Ask a logical and serious business question. Idea 76 - Ask the prospect to do something. Idea 77 - Use the 'obvious decision' ploy. The Three Greatest Sales Ideas for Closing the Deal Softly, Softly. Idea 78 - Use the trial close. Idea 79 - Use an alternative close. Idea 80 - Use the mouth of babes.
