In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually a good reason. Here are two examples. Bernadette, my wife, has a busy schedule. She will often call for a manicure at the last minute. She's been going to Carol's Beauty Shop and Day Spa for the past two years.... Read More

The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will think that is? Ask. Ask questions. Spend most of your time asking questions of your prospects, and you will have the opportunity to... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell: "I am Sam. Sam I am. Do you like green eggs and ham? Wouldyou like them here or there? Would you like them in a box,would you like them with a fox?" Most people have read the Dr. Seuss tale... 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

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take price out of the equation!It's frustrating when people appear to be focused on price alone. All they talk about is the price. "Your price is too high" or "I can buy cheaper elsewhere" are heard all too often. It's annoying... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects. Do not put labels on people. "All purchasing agents expect . . ." Don't assume you know anything if you haven't ask... 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

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read, believed and acted upon. In order to do this it must attract attention, warm the interest of the reader, create a desire for your product or service and cause your prospect to take positive action.An effective sales letter, not surprisingly,... Read More

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request donations to a charitable cause. Letters are used for a variety of purposes and can be sent to a large number of people or a select few. The results of a writing a fundraising letter can vary greatly depending on... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used store fixtures is simple: antique fixtures have a classic look and style. In many cases they are brand new but manufactured in a style of the past such as deco or minimalist. Used store fixtures are just that ?- they've... Read More

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What Should I Charge?

People ask me, "What should I charge?"I say, "Ask your... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for... Read More

Getting Referrals

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

2 ½ Steps to Sales Success

You have just walked out of the office of a... 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

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective... Read More

The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation.... Read More

The Power of Thank-You

When was the last time you thanked your customers?This often... 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

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you... Read More

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

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

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

Focus on a Trade - Not a Discount

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

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

Cold Calling Pressure Reduction

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

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student... Read More

Sell YOU With Your Small Talk (Yes You Can)

Want to build a relationship -- sell yourself for a... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... 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

9 Ways to Keep Clients Coming Back For More

A lot of effort is put into getting new clients.... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More