Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing. 2. Make a lot of... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to determine Real skills for Real world sales.When is the last time you were evaluated for your skills - not your personality or potential? Be honest. How do you critique you? How do you identify your strengths and weaknesses in sales?This... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and no matter how high or low sales are right now, there is something you need, badly. And that is a selling system.All firms are careful to have elaborate accounting, production and transport systems. And yet there is no system to... 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

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. This one didn't, so it ended up getting deleted.This is... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients? what should they do when a potential customer asks "How much will it cost?" as one of their opening lines.This focus on price is often... 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

Building Relationships

A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and entrepreneurs who tell me they do not cold call because they want to build relationships with prospects. I'm confused. Who says the two are mutually... Read More

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say they want, what they're really looking for is "something special." They can't quite describe it, but when they find it, they know.Indeed, those little details of the buying experience may appear intangible. But what you sell is usually less important... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It was a fine company. They were growing. They wanted to expand their Service Base. I had a territory that no one wanted. It was the farthest away from the office. "There is no business there!" was all I heard from... Read More

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Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... 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

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

Stop Telemarketers, Do Not Call List or Not

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

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let... Read More

What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

How To Make An Extra $100,000.00 Each Year


The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but... Read More

Are You Scaring Your Customers Away?

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

Wholesale Secrets Revealed: The Holy Grail Of Wholesale!

Like the legendary search for the Holy Grail, the cup... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

Building Relationships

A conversation: The Salesperson: "I don't cold call-I want to... Read More

Selling More CDs at Gigs, Case Study: The Rogues

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

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling,... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 2

Part one of this article is available at ... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

How to Generate Leads on the Internet

In the last decade, the Internet has become a major... Read More

Get The Help You Need With Fund Raising Ideas

There are many fund raising ideas on the market today... Read More

The Never Ending Sale

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

10 Tips To Overcome Your Fear Of Selling

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

Talking To A Prospect As If To A Friend

While working with a new coaching client, I asked to... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location,... Read More

Everything in Life is Selling

Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers... Read More