Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article, I'm revealing six powerful secretpsychological tricks that you can use to increase theeffectiveness of your advertising and marketing. What ifyou don't sell anything? Should you ignore this information? You ARE selling something. Whether you are a Real Estateagent selling multi-million... Read More
2 ½ Steps to Sales Success
You have just walked out of the office of a potential new major customer that you have anxiously been waiting to meet with for weeks and again, you realize you have no idea what is going to happen next as a result of your meeting. Worse yet, you again "spilled... Read More
Selling Services
Selling a service isn't the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these before:Q: "How can you tell a sales person is lying?"A: "His lips are moving."Q: "Why do lawyers like sales people?"A: "They give them someone to look down on."Sadly, the term sales professional is often seen as an oxymoron, in much... Read More
How to Reach Purchasing Agents of Big Corporations
Now business owners and sales professionals can develop a Faster and Easier method of selling to big corporations, Hospitals and Universities, Government Agencies (State, County levels), and other medium enterprises... as well as K-12 (Kindergarten through 12th grade).This Sales Lead Database will link you directly to the purchasing, procurement, and... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as difficult gets in the way of our selling effectively and their buying wisely.It is easy to blame the... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who've had too much to drink.You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he's... Read More
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going UP? Well, I did at the Tampa Airport last week. Here's what happened:Last Wednesday I was scheduled to fly from Tampa through Dallas to Phoenix on American Airlines. I just got back from Chicago the day before. It was a... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take price out of the equation!It's frustrating when people appear to be focused on price alone. All they talk about is the price. "Your price is too high" or "I can buy cheaper elsewhere" are heard all too often. It's annoying... Read More
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have you heard these words? As a professional service provider looking to grow your business, isn't it sometimes frustrating to hold an initial session with someone who you'd love to work with but the potential client has a whole list of... Read More
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Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You
Instead of giving your customers or potential customers a choice... Read More
How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing... Read More
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to... Read More
Dr. Seuss?s 3-Step Selling Process
Hello Everyone: Here's a unique look at learning how tosell:... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed
I've been using a technique that has helped me to... Read More
Unique Selling Propositions
If you have competitors, then you should have at least... Read More
Things You Need to Know Before Joining a Direct Sales Company
A lot of people are very intrigued by the idea... Read More
Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)
The headline that appears over the salutation in a fundraising... Read More
Are You Selling What They Want To Buy? Is It An Appropriate Solution?
Let me tell you about my friend Peter who has... Read More
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
How to Build A Steady Stream of Customers--Step One
The success of a small business depends upon a steady... Read More
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going... Read More
5 Tips to Choosing a Direct Sales Business
With hundreds of direct sales companies out there, how do... Read More
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal... Read More
How To Shorten The Selling Cycle And Reduce Buying Stalls
The main reason for buyer resistance and selling stalls boils... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody... Read More
How to Write Testimonials that Sell CDs Like Magic
"Which is your best CD?"Ever get that question? My band... Read More
How to Really Benefit from Associations (Part 1 of 3-Part Series)
Looking for new leads, new contacts, new business opportunities? Do... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Im A Second-Story Man
Can you say who you are and what you do... Read More
Five Deadly Sales Letter Mistakes
To be effective your sales letter must be opened, read,... Read More
How To Shorten The Selling Cycle And Reduce Buying Stalls
The main reason for buyer resistance and selling stalls boils... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
Do You Have Enough Prospects To Make Your Numbers?
Several years ago I worked with a CPA who wanted... Read More
A Pause For Thought
You can have your cake and eat it.What is it... Read More
How To Sell Your Products or Services on Value And Stop Selling On Price Alone
Have you ever met with, or talked to a prospect... Read More
Are You REALLY Listening?
Being a good listener requires more than just keeping quiet... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
The Power of Thank-You
When was the last time you thanked your customers?This often... Read More
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just... Read More
Count Down To An Advert
There are hundreds of books available to teach you how... Read More
3-Levels Of Successful Selling
Any selling approach that lacks a proven strategy, a practiced... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
How to Build A Steady Stream of Customers--Step One
The success of a small business depends upon a steady... Read More
Obtaining Self-Confidence
A reader recently asked me the following: "I enjoyed the... Read More
The Best Day In The Week
The best day of the week is TODAY, of course.... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
Six Simple Steps for Getting More Applications
When I first started out as a loan officer, one... Read More
Creating Your Perfect Pitch!
Why should you describe your business to others in 5... Read More
Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but... Read More
Selling For Keeps
When you are in sales and you come across a... Read More
The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
Losing the Big-One: Salvaging Lost Accounts
After careful consideration, we have chosen our vendor, and it's... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
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