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[Free Webcast] Managing Your Sales Goals for 2014
Speaker: Ray Reyes, CEO, Latitudes Training Coaching and Consulting February 18, 2014 at 11:00 AM (EST) Now that 2014 is underway, many companies have set their sales goals for the year. But too often...
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Get introduced to potential clients
Cold calling is not for everybody. Going up to someone you don’t know and then trying to sell your services to them isn’t much better. Whenever you can, try to have a third party that knows both you...
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Understand that value does not equal bargain
If you can provide your clients with amazing value, they will actually be less sensitive to your price. The more you are able to help them achieve their own business objectives and goals, the more of...
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Don’t use Holiday Promotions to Lower Your Prices
Just because it’s the holiday season for many of us, it doesn’t mean you have to lower your prices to create excitement. After all, do you really want to create a black Friday or Cyber Monday pricing...
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Schedule phone appointments
This may seem like an obvious piece of advice, but there are too many translators and LSPs who leave voicemail messages without having a strategy, and sit around hoping for a reply. Chances are, if you...
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When pursuing leads, be knowledgeable about them
Before you go chasing leads, make sure you know what they do. Have an understanding of your prospects and leads possible needs and problems before you contact them. Be knowledgeable about what exactly...
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Why traditional sales training doesn’t work
Featured article published by MultiLingual Computing in the December 2013 issue. Your sales team is on the front line of your business, and in theory, companies could even sell more by adding more...
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Problem, cause, solution, benefit
Many sales models focus on one of these factors, sometimes even a combination of two or three. However, all four are necessary to effectively sell your brand. What types of problems do your clients...
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People are smart and can make their own decisions
Use the persuasion tricks a little too heavily and your clients will see right through you, putting your credibility at risk. Oftentimes, being clear and concise, while providing sufficient...
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Don’t lower your prices
You are the professional, and it’s up to you to make sure that you give your clients their money’s worth without selling yourself short. Many clients want to haggle, complain, and bargain for a lower...
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Focus most of your time on sales
Your translation business is a business. Unfortunately, while your primary objective is translation, you should also be spending a good chunk of your time on the business end of things. Your sales plan...
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There is a small number of reasons why people buy
There are no more than eight fundamental reasons why anyone chooses to purchase a product or service in the professional world. When trying to market yourself to a client, if you can appeal to one or...
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Pay attention!
Listen, listen, listen. You can be immensely more helpful to potential clients if you pay close attention to them. Look at them when they are talking, and don’t engage in side tasks. Besides the fact...
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With choices, less is more
Making a firm decision is much easier when you only have two or three options to choose from. Add more choices, and you may become overwhelmed and start shy away from making a decision. With fewer...
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The sales pitch is dead
More often than not, your “great sales pitch” is only going to leave your listeners bored and uninterested. While it may be helpful to them to know what you and your business do, listening to your...
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The emotional side of marketing
Always keep in mind that everything you do is for people. Humans sometimes can’t help themselves when it comes to the emotions and decision-making of the subconscious mind. Become aware of the...
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Quality business relationships are not established overnight
In today’s competitive market, the quality of the professional relationship is key to having a successful business. Providing an excellent first impression is no longer enough to ensure the sale of...
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Sales goals usually won’t align with marketing goals
Whether you are a freelancer or a business owner with distinct departments, you will typically find that there is little agreement between individual sales and marketing goals. The marketing model to...
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Sell Your Translation Services on Your Terms
Waiting for your clients to make a move can be tiresome. It can also slow down your business growth significantly. It’s like building a store and expecting people to just find it. It’s not that easy,...
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Design your relationship strategy
We typically find that those to whom selling comes naturally are the people who are confident, energetic, empathetic, and friendly. Why? Because these people are likeable and easy to build...
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