Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson ? even if you're selling an idea!Here are the ten simple but powerful rules that will guide you in all your selling decisions.* Helping. Get into... 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

Solution-Sell is a Myth!

Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange for me, the author of the book "Up Your Income! Solution Selling for Profitability" to cast aspersions on the merits of this approach. Nevertheless like... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell a lot more products and services? If you're not getting the sales, you want you may want to think "makeover." Whether you're just starting or doing a web makeover, you need to Power Write your sales letters.Before you call your... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupted him a minute later. It sounded like he was reading a script... but... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If you make a great first impression, you can do it even faster. Seven seconds is the average length of time you have to make a first impression. If yours is not good, you won't get another chance with that potential... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include Paul's name and resource box, and keep all hyperlinks as live links.Complete Article with Resource Box at end:Value Based Pricing, Not Price CuttingThe oldest tactic in the world to get a sale moving is to cut the price.And it does... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these before:Q: "How can you tell a sales person is lying?"A: "His lips are moving."Q: "Why do lawyers like sales people?"A: "They give them someone to look down on."Sadly, the term sales professional is often seen as an oxymoron, in much... 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

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Showing 1 - 10 of 422 Articles
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A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

The Best Day In The Week

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

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

Your Best Friend - The Phone

We all know that you can't earn your commission until... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get... Read More

Getting Referrals

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

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling... Read More

Sex Sells!

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

The Force That Drives Buying Decisions

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

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... 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

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

6 Steps on How to Install Confidence Into Your Clients

What methods can we use to install confidence into your... Read More

Lock, Stock, and Barrel!

The other night I was watching a classic western from... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More