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

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in marketing. It was Saturday afternoon, and started like a typical telemarketing call. Heavy accent, reading a script. I told him Patty wasn't home, I'm her husband, he could talk to me.At this point, one of two things happens. Either they... 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

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner or an employee, is to be able to say what you do, and say it with influencing results. Through testing, I have seen, experienced, and received feedback that an elevator speech no longer works. My test results show that elevator... Read More

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

Have you ever sat through a movie and got to the point when you counted the minutes till its ending? Unfortunately, you can't speed it up or leave it for another show (although, some people do try switching movies). When long Web copy leaves your eyes glazing in that same... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales.What's wrong?It could be the recession (although that's debatable).With thousands of people losing their jobs each week,consumer confidence (and therefore consumer spending)is down.But on the other hand, if thousands... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead source, and you may not even realize it.Think about it this way, every customer you have, most likely has brothers, sisters, parents, cousins, and friends, so why not tap into it.Here are a few ideas to draw leads out of... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". Selling is one of the oldest professions on the planet. We get paid to have fun doing what others find difficult, confusing, or just plain hard. Everyday... Read More

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Showing 1 - 10 of 422 Articles
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Creating More Effective Proposals

The need for good proposals - the business kind, not... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

What Not To Do With Your Leads

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

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

60 Ways to Increase Your Mail Order Catalog Sales

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

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method... Read More

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has... 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

How to Reach Purchasing Agents of Big Corporations

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

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... Read More

How To Make An Extra $100,000.00 Each Year

HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More

Aamazing Tips To Increase Your Sales

1. When you make your first sale, follow-up with the... Read More

Customer Service Revival

Value is in the Eye of the BeholderSales today is... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call"... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Now Is A Great Time To Sell!

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

Getting Past the Gate Guard

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

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

Impotent Questions - How Much Are They Costing You?

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

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Cold Calling Pressure Reduction

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

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process... Read More

Focus on a Trade - Not a Discount

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

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just... Read More

Selling Against Goliath

Selling Against Goliath?How to Take on the Big Guys and... Read More