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
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
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
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
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
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
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
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
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 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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People ask me, "What should I charge?"I say, "Ask your... Read More
This issue's topic was suggested by a sales rep for... Read More
ReferralsA substantial part of your business can come from referrals.... Read More
You have just walked out of the office of a... Read More
A lot of people are very intrigued by the idea... Read More
An important part of your business plan should be to... Read More
I learned something very interesting this week. Thankfully, what I... Read More
Have you ever met with, or talked to a prospect... Read More
In the work place, the amount of good things that... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Use Bundling To Increase Your Profits And Sales An effective... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
When was the last time you thanked your customers?This often... Read More
How do you get people's attention and build their interest... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
Does your Sales Pipeline leak? If you answered no, you... Read More
Let me create a picture for you. This is the... Read More
Writing good sales copy is not an art, it is... Read More
Smart buyers will always ask for a better price. Unfortunately,... Read More
The best day of the week is TODAY, of course.... Read More
You can make a difference in the second half! You... Read More
If you are in the mortgage business, the very first... Read More
Who likes cold calling? Most salespeople don't like cold calling,... Read More
One of my first internship jobs as a college student... Read More
Want to build a relationship -- sell yourself for a... Read More
So often sales men and woman are the very people... Read More
Let me tell you about my friend Peter who has... Read More
A lot of effort is put into getting new clients.... Read More
Your business is making profits, but where is the cash?... Read More
Ready to put your Web pages up? Ready to sell... Read More
I've written previously about how to attract customers and how... Read More
A sales letter is a document designed to generate sales.... Read More
The sales letter you can't put down?the advertising copy that... Read More
We use this method to find new cleaningcustomers, and it... Read More
Recently, I wrote about about creating specific, compelling goals that... Read More
The customers you already have could be your biggest lead... Read More
Whether you're a conventional sales person, a professional ? such... Read More
As I become more successful with my internet business I... Read More
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
For two winters I heated my house with an old... Read More
"I'd love to work with you, but?"How many times have... Read More
A white paper supports PR, marketing and sales because it... Read More
Britney Spears has recently caused controversy with suggestions that the... Read More
Not all mannequins are made to look like full-grown adults.... Read More
In my opinion, one of the biggest skills of being... Read More
Why should you describe your business to others in 5... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
If you live in England then you will already be... Read More
A reader recently asked me the following: "I enjoyed the... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
Strategies to help produce your brochure, advertisment or direct mail.... Read More
1. When you make your first sale, follow-up with the... Read More
Benefits are what motivate people to purchase from you, right?... Read More
Why would a prospect buy from you rather than from... Read More
Knowing what to do when meeting a prospective client forlunch,... Read More
* Are you sending e-mails to prospects instead of calling... Read More
In my professional experience as a sales and marketing coach/consultant,... Read More
You stand there, in front of your great presentation material,... Read More
Your proposal is selling for you when you're not there,... Read More
Selling With Purpose What is it about selling that makes... Read More
All customers have a choice to make. Sometimes that choice... Read More
Recently I wanted a new lawn mower as we have... Read More
When I write sales letters for my clients, one rule... Read More
Back in the days when I sold for CTV and... Read More
An important part of your business plan should be to... Read More
"I am Sam. Sam I am. Do you like green... Read More
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