Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not, she ponders.You stand by the wayside and sweat, praying the sale will go through. Then almost inexplicably, it slips out of your hands, and you... Read More

How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative to see, no glittering product to touch and tantalize-just a voice on the other end of the phone. However good the present telephone system may... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company? Have you dreamt about finding ways to have more fun at work and still see BIG results? At the heart of every employee incentive program is the ability to motivate and reward your team for excellent performance. In this article,... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success.Some proposals are... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange for me, the author of the book "Up Your Income! Solution Selling for Profitability" to cast aspersions on the merits of this approach. Nevertheless like... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers. In the sales rep's own words... "I was required to call on every account because there was... Read More

Freebies

Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are all sorts of things that we would like to have but we cannot always afford them. That is where Freebees come into play.~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~People will tell you that there is no such thing as a 'free lunch.'I don't know who first... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their mind. To truly maximize your revenues you need give people a reason to buy from you versus a competitor. Here are a few strategies that will help you differentiate yourself from your competition.First, it's important to understand that people make... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed the problem recently when he said there's just too much beating around the bush and indirectness in corporate communications. People are more interested in not hurting each others' feelings than in improving productivity, and we simply need more frankness, says... Read More

Selling For Keeps

When you are in sales and you come across a customer, you don't want to think of that customer as someone you can only make one sale to, you want to think of them as someone you can make several sales to.I can remember not to long ago when I... Read More

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When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

A Stupid Question, but it has to be asked

This is a stupid question but it has to be... Read More

Peak Performance ? What You See Is What You Get!

Would you like an easy way to track the performance... Read More

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

Selling -abilities : Part 2

In the last article... Read More

More Cleaning and Janitorial Customers Using Yahoo

We use this method to find new cleaningcustomers, and it... Read More

Your Direct Mail Sales Letters Must Differentiate You

For two winters I heated my house with an old... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

Whats Your Clients Style?

When it comes to effective selling, one simple fact never... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

How To Profit From Initial Consultations

"I'd love to work with you, but?"How many times have... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds... Read More

Winning Sales Proposals

Your proposal is selling for you when you're not there,... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given... Read More

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

The Never Ending Sale

Once you have added a new customer to your book... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Is Cold Calling Dead?

Is cold calling dead? And if laws are being passed... Read More