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
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
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
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
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
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
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
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
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
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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My new job was to sell Commercial Service Agreements. It... Read More
This is a stupid question but it has to be... Read More
Would you like an easy way to track the performance... Read More
"If you do anything foolish or try to get out... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
In the last article... Read More
We use this method to find new cleaningcustomers, and it... Read More
For two winters I heated my house with an old... Read More
Cold calling can be a great way to generate quality... Read More
Selling is not talking. It's listening. You may have heard... Read More
Where many marketing conversations get off-track are the ones you... Read More
When it comes to effective selling, one simple fact never... Read More
Female mannequins are very common in clothing stores. They are... Read More
Growing up in the South, I used the phrase "big... Read More
"I'd love to work with you, but?"How many times have... Read More
Will you do just about anything, including sending out hundreds... Read More
Your proposal is selling for you when you're not there,... Read More
In the work place, the amount of good things that... Read More
Speak to almost any self employed professional and most of... Read More
ReferralsA substantial part of your business can come from referrals.... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
Do you know why your customer won't buy? You've given... Read More
Let me create a picture for you. This is the... Read More
Have you ever sat through a movie and got to... Read More
Have you ever run DOWN an escalator that was going... Read More
Your business is making profits, but where is the cash?... Read More
Once you have added a new customer to your book... Read More
A few days ago, I was signing copies of my... Read More
"I am Sam. Sam I am. Do you like green... Read More
We all have people whom we find difficult. We don't... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
For centuries ? at least since the serpent convinced Eve... Read More
Is cold calling dead? And if laws are being passed... Read More
For many of you the Fear of Selling is a... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Do you know your conversion rates? Conversion rate is the... Read More
Awhile back you had a great idea. An idea that... Read More
The main reason for buyer resistance and selling stalls boils... Read More
A white paper supports PR, marketing and sales because it... Read More
The time comes for all mortgage brokers and loan officers... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
I was sitting at my desk last week when my... Read More
Have you ever shopped at Walmart and thought... I need... Read More
Could casual Friday be undermining your leadership ability?One of the... Read More
Products for sale need to be displayed in a manner... Read More
Do you know why your customer won't buy? You've given... Read More
One of the most useful and fundamental communications lessons that... Read More
Everyone wants the best possible value in every transaction, but... Read More
Value is in the Eye of the BeholderSales today is... Read More
Special Requirements for Reprint: we ask only that you include... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
Consulting Vs Selling, How we can make sales by not... Read More
In some situations, attempting to intimidate the other person will... Read More
Hello everyone, hope your day is going well! I know... Read More
One disadvantage of selling by telephone is the lack of... Read More
As I become more successful with my internet business I... Read More
All customers have a choice to make. Sometimes that choice... Read More
You can make a difference in the second half! You... Read More
You're not alone. Most people are uncomfortable walking into a... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
What do the words that you use say about you?... Read More
It is important that organizations find other companies to do... Read More
Linda felt like she had reached a plateau in her... Read More
This issue's topic was suggested by a sales rep for... Read More
The other day, I received the last issue of a... Read More
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