Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan. I was literally calling people on the phone and saying... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems?That's what's been happening to Michael,... Read More

Generating Sales Leads

Any company that relies on selling a product or service needs strong sales lead generation. A sales lead is a prospective customer. Businesses try to get as much information about their sales leads as possible. They need to find out what makes this person a potential buyer of their product.... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that has been repeated to me over the years, ever since my earliest days of formal business training, is the fabled, famous, and fabulous "KISS" formula.In my college marketing class we were told "Keep It Simple, Stupid!" When I entered my... Read More

Impotent Questions - How Much Are They Costing You?

Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future. They buy when they believe that... Read More

The Never Ending Sale

Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends.This way you can ensure having their business forever.When working as a branch manager a few years back, I... Read More

Focus on a Trade - Not a Discount

Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request.However, negotiating is not always about price. Although price is a factor in virtually every sale it is... 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 difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you. Once we're... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with... Read More

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3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

The Basic Secrets of A Million Dollar Sales Letter

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

How To Profit From Initial Consultations

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

How Sellers Can Take Control

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

Selling To Women - Selling To Men - It Isnt the Same

Selling To Women - Selling To Men - It Isn't... Read More

The Top 10 Ways to Add Extra Value

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

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner... Read More

Two Mistakes That Will Cost You Money

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

Casual Networking

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

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Getting Referrals

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

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

Ten Top Tips for Terminating Telephone Terror

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

Going the Extra Mile and Getting Referrals

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

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

A Stupid Question, but it has to be asked

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

When the Nose of the Camel is in the Tent

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

9 Packaging Problems That Lose Sales

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

Lock, Stock, and Barrel!

The other night I was watching a classic western from... Read More

Persuading Learners to Buy: 7 Groups

There are seven major reasons why adults continue their pursuit... Read More

How Many Ways Do You Have To Justify Your Price?

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

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

Do Your Words Betray You?

What do the words that you use say about you?... Read More

How to Acquire More Leads

The most effective prospecting techniques were revealed in the August... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Count Down To An Advert

There are hundreds of books available to teach you how... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

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