Persuading Learners to Buy: 7 Groups

There are seven major reasons why adults continue their pursuit to learn. Each of the reasons play into the way you want to present your sales information. Studies completed by the United States Department of Education (USDOE), Commission on Nontraditional Study and surveys conducted by the National Center for Education... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales.What's wrong?It could be the recession (although that's debatable).With thousands of people losing their jobs each week,consumer confidence (and therefore consumer spending)is down.But on the other hand, if thousands... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I could sell ice cubes to an Eskimo." First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.You would have to be... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody says "Yes".How many of you know its proper URL? OK, most of you.How many of you have read everything on the web site? Numbers are dropping like stones here. How many of you contributed information on the web site? Anybody... 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 that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready... Read More

How to Revive a Dead Lead

It's easy to spend days, weeks, or months speaking with a prospect, working up to a decision to buy. This is especially true if your prospects are in larger companies.Sometimes your lead can go dead. You're not sure why, but your contact person just goes quiet ? sometimes disappearing for... Read More

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a roomful of strangers. But networking at business events can help you grow your business, as well as allow you to do hands-on marketing research. Learning to mingle and to follow-up with business networking contacts is crucial to your self-employment success.... Read More

Building an Action Plan

Going into your workday and waiting for things to happen, and then reacting to them is not a very productive way of doing things. You may as well be going into your workday blind.This is why it is so very important to have an action plan.An action plan, simply put,... Read More

Everything Follows the Pitch

If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or even the product. I would say it's the pitch. The pitch is that one message that, when delivered, makes people say "wow, that's a great... 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

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A Stupid Question, but it has to be asked

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

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they... Read More

Warming Up To Cold Calls

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

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

Casual Networking

What comes to mind when you think of networking --... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and... Read More

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

How to Sell: Selling Tips of Master Moms

"If you don't think well of yourself, no one... Read More

Going Back To Get Ahead

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

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... 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

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

Voice Mail That Sells

As a business owner, I receive my share of sales... Read More

Health Insurance Lead and Health Insurance Leads

Health insurance lead generation systems provide a stead stream of... Read More

How Sellers Can Take Control

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

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have... Read More

How To Profit From Initial Consultations

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

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More

Clear Up Blurry Communication

One of the top brewing companies in America is a... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

When the Nose of the Camel is in the Tent

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

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

2 ½ Steps to Sales Success

You have just walked out of the office of a... Read More