Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson ? even if you're selling an idea!Here are the ten simple but powerful rules that will guide you in all your selling decisions.* Helping. Get into... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More

More Cleaning and Janitorial Customers Using Yahoo

We use this method to find new cleaningcustomers, and it is virtually free. Included is a link you can change the search parameters to what ever you wish, in any town or city you wish. In this example we are using Real Estate Agents in Chicago.So heres how it works,... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing "Mine"People consistently place a higher value on things they own, even if their "ownership" is temporary. The research is interesting, and I often saw this phenomenum used by salesmen on busses in Ecuador. A product is thrust into your hands,... Read More

Unique Selling Propositions

If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!We all have competitors, and the more you have, the more important it is that you have a... 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

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail. Today's flatter organization has fewer administrative... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5 to 10 seconds?How long do you think you have to get anyone's attention? 5 minutes? 2 minutes? 30 seconds? It is actually 10 seconds. I know it does not seem like a long period of time but you will be... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying to recover inactive clients and it's a big mistake. We tend to magnify the problem we had or just want to move on, but sometimes a simple apology and offering to make things right will bring you back a client... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether we like it or not. It doesn't matter whether you're a lawyer or an accountant, a manager or a politician, an engineer or a doctor. We all spend a great deal of our time trying to persuade people to buy... Read More

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Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

Impotent Questions - How Much Are They Costing You?

Last issue we talked about what motivates people to buy... Read More

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

9 Packaging Problems That Lose Sales

You have a great product, but it's not flying off... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

Dont Let Rattlesnakes Scare You

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

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other... Read More

Going Back To Get Ahead

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

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

Are You Scaring Your Customers Away?

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

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More

10 Tips To Overcome Your Fear Of Selling

Ahh. Selling. Sometimes, this is a word that is dreaded... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the... Read More

Powerful Words

Hi, I'd like to discuss the most powerful words you... Read More

The Email Blow-Off

This week's article is my response to a question by... Read More

The ?Write? Way to More Sales

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