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
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true that was until I got into franchising and saw how one franchise sale could add jobs to the economy, provide great service to a community... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a trade show, but this year you want to make your trade show booth popular in order to garner more business and have no idea how to do it. Actually, it really is quite simple to make a popular trade show... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out of the car we will shoot you" were the terse words which hung in the air like a bad smell.The small car was being driven at over 120 KPH down the dark roads and highways. Beside me - at the... Read More
Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane.All hurricanes seem to start out as a blip on a distant radar screen. It grows in size and intensity as it draws closer... Read More
Getting Referrals
ReferralsA substantial part of your business can come from referrals. The key is to provide extraordinary customer service and educate your clients and influencers to this fact. You must actively cultivate referrals; otherwise you're just leaving it to chance.Referrals Start with Great ServiceThe foundation of great referrals is great customer... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the meeting in the company boardroom. You may be called upon to organize an employee appreciate event, an awards dinner, a product launch, the celebration of a company milestone, a gala recognizing a longtime employee's retirement, an incentive event for company's... Read More
The Art Of Cold Calling
I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, "Who Makes It Happen: Back On The Road To Success With Creative Real Estate", remember... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old fashioned woodstove. I learned the art of reviving a bed of dying coals each chilly winter morning, adjusting the kindling, firewood and dampers just right so that the stove would heat my turn-of-the- century farmhouse for the longest period possible.I... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as difficult gets in the way of our selling effectively and their buying wisely.It is easy to blame the... Read More
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Handshake Intimidation
In some situations, attempting to intimidate the other person will... Read More
The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company.During one of our... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old... Read More
Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions
There are many tactics and techniques that go into converting... Read More
The Importance of Good Sales Leads
An important part of your business plan should be to... Read More
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.Forget selling and start... Read More
Everything Follows the Pitch
If you asked me to point to the heart and... Read More
Mortgage Leads, Choosing the Best Option
When it comes to buying mortgage leads, there are many... Read More
Tapping The Potential Of Your Customers
Business owners of long standing know the cardinal rule "take... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process... Read More
Selling Your Business ? Step by Step Process
So it's finally come time to sell the business. After... Read More
7 Ways to Stop Selling & Start Building Relationships
Sometimes we can all use a friendly reminder to keep... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
A Look at Store Fixture Parts
Products for sale need to be displayed in a manner... Read More
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your... Read More
If I Wanted To Sell For A Living, I Would Of Majored In It In College
By a show of hands, how many of you grew... Read More
Sell More: How to Get Motivated Buyers To Call You First
How many sales opportunities have you lost to competitors who... Read More
Gic Number For Writing Sales Letters
When I write sales letters for my clients, one rule... Read More
How Improve Conversion Rates
Do you know your conversion rates? Conversion rate is the... Read More
Ten Top Tips for Terminating Telephone Terror
1. Make telephone callsFew things are more terrifying than the... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... 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
Sales Copy Tips
Writing good sales copy is not an art, it is... Read More
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice... Read More
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... 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... Read More
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers... Read More
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80%... Read More
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
Its Better When They Tell Them
You know that word of mouth can grow your business.... Read More
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a... Read More
How to Sell: Selling Tips of Master Moms
"If you don't think well of yourself, no one... Read More
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... Read More
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
Future Business Key Element In Sales
A challenge facing many businesses is how to maintain a... Read More
3 Tips For Getting Through The Voicemail Screen
How many times have you heard that you gotta get... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... Read More
Don?t Waste My Time!
Many participants in my programs ask how to deal with... Read More
How to Acquire More Leads
The most effective prospecting techniques were revealed in the August... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... 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
The Hands On Approach
While living in the technology age where everything is computerized,... Read More
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
Gic Number For Writing Sales Letters
When I write sales letters for my clients, one rule... 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... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to... Read More
Business is Great; I?m Just Not Selling Anything!
Awhile back you had a great idea. An idea that... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver.... Read More
Creating Intense Emotions That Motivate People
Ever wish that your presentations could be as much fun... Read More
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