The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long. And many people see it in a mystical light. Yet what they do not realize is that hypnosis is a naturally occurring state experienced by everyone every single day. And it is only in recent times, that business professionals have... Read More

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out to thousands of people, it can give the feel of a personal communication - IF you write it in a direct and conversational tone.To get... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution of the 1850's and has changed little to the present day. It is a totally Dickensian format and absolutely out of date in a situation where supply so completely outstrips demand. We are now 155 years on, and selling through... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process only to be disappointed by your prospect's objection to your price?This situation unfolds all too regularly for many small business owners.The other day I was talking to Joan who was lamenting how she'd spent a ton of time developing a... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from your competitor?How do you outsell your competitors?Your unique selling proposition (USP) is very important as part of your business planning. This is especially so if you decide to set up a home business in the highly competitive internet arena. What... 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

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

My Competitor Has a Better Product

The topic of this issue's article is a response to a question submitted by one of my newsletter readers. QUESTION - "At the moment, my competitor's have a far better product/deal, due to circumstances out of my control. However, customers go to the competitor and then come to me to... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many... Read More

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Showing 1 - 10 of 422 Articles
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Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long.... Read More

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects... Read More

Book Yourself Solid

THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

Buying Mortgage Leads - Three Things to Consider

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

Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions

There are many tactics and techniques that go into converting... Read More

Customer Loyalty in the Technology Industry

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

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Can Barter Help Increase Cash Sales and Visability for Your Small Business?

Barter is becoming an increasingly popular method of commerce. The... Read More

10 Tips To Overcome Your Fear Of Selling

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

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

When the Nose of the Camel is in the Tent

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

Focus on a Trade - Not a Discount

Smart buyers will always ask for a better price. Unfortunately,... Read More

Ask for the Business

Many times in the process of making a sales presentation... Read More

How to Sell High Tech Solutions

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

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice... Read More

Sales Letters - How to Write Them

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

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on... Read More

Cracking The Billable Hours Ceiling

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

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Is Cold Calling Dead?

Is cold calling dead? And if laws are being passed... Read More

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More