Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. I'd like to talk about two of the more memorable vendors, and the... Read More
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many... Read More
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses be missing the lead generation boat by such a long country mile?Billions of dollars in profits, flushed away!Just because of 7 innocent, yet deadly, tactical lead generation errors. Its nuts!Now before I continue, let me just say that some of... Read More
The Never Ending Sale
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends.This way you can ensure having their business forever.When working as a branch manager a few years back, I... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are really hard to get a hold of. When I do get someone on the line, I am thrilled just to talk to them. I sell... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers to consider spending some of their hard earned money by testing the waters of mortgage leads.After all, leads are the name of the game.If the time is right for you, it is important to do you research, remember, you are... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance of your sales SuperStars? Will a large sales activity board really make a difference? You bet! This article will give you three easy ways to improve the performance of your sales team because what you see is what you get!Setting... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite. A sound bite, sometimes also called an "elevator speech," is a 10- to 15-second commercial on what your company does, offers or stands for. Use it when you meet someone... Read More
The Email Blow-Off
This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think... Read More
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Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
What is Lead Generation?
Lead Generation is vital to all businesses. All companies try... Read More
Gatekeepers
When I ask salespeople to define what a gatekeeper is,... Read More
I Don?t Want To Be Sold; I Want To Buy
I went shopping for clothes today.My plan was to buy... Read More
How to Acquire More Leads
The most effective prospecting techniques were revealed in the August... Read More
The ?Write? Way to More Sales
The sales letter you can't put down?the advertising copy that... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
The Benefits of Display Mannequins
Mannequins are primarily used in stores to display clothing. A... Read More
8 Part Strategy For Constructing Your Advertising Message
Strategies to help produce your brochure, advertisment or direct mail.... Read More
Your Best Friend - The Phone
We all know that you can't earn your commission until... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
Stop Talking - Start Selling
Selling is not talking. It's listening. You may have heard... Read More
Success Reloaded: The Matrix
So the other day I'm watching the movie The Matrix,... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
What Are Car Boot Sales?
If you live in England then you will already be... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Voice Mail That Sells
As a business owner, I receive my share of sales... Read More
Using Emotion for Persuasion
The other day, I received the last issue of a... Read More
Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions
There are many tactics and techniques that go into converting... Read More
2 ½ Steps to Sales Success
You have just walked out of the office of a... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
Dr. Seuss?s 3-Step Selling Process
Hello Everyone: Here's a unique look at learning how tosell:... Read More
A Pause For Thought
You can have your cake and eat it.What is it... Read More
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... Read More
Casual Networking
What comes to mind when you think of networking --... Read More
Making the Sale When the Customer Wont Buy
Ever had a party online or offline, and had guests... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
10 Amazing Product Selling Formulas
1. Sell your products at a wholesale price to retail... 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
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've... Read More
A Look at Mannequin Heads
A mannequin head is a life-size head that includes all... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling... Read More
Expert Qualities in Sales
If you went to see your doctor, and he mentioned... Read More
The Benefits of Metal Store Fixtures
Your choice of materials for store fixtures includes wood, metal,... Read More
Selling Skills - How to Handle the Dreaded Question Whats The Price?
I've written previously about how to attract customers and how... Read More
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Model Dell: The Art of the Affiliate Coupon
Along with having an innovative supply chain, there's another reason... Read More
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
Selling Abilities - Part 1
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately,... Read More
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on... Read More
The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
Everyones Favorite Topic - 3 Tips for How To
I believe that everyone understands that no matter what business... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... Read More
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