The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it. Whenever you are listening to a prospect tell you about something that they want or... Read More

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out to thousands of people, it can give the feel of a personal communication - IF you write it in a direct and conversational tone.To get... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've done all the right things with your prospect:? You've identified a real need and developed a reasonably solid relationship.? You've determined that your prospect is interested in your solution.? You've had a couple of great meetings or conversations that let... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.I've... Read More

Using Emotion for Persuasion

The other day, I received the last issue of a business magazine before my subscription runs out. Now, I like this magazine, but I'm swamped with reading matter so I won't renew.Of course, I've received many reminders and offers about renewing; magazines try very hard to keep the subscribers they've... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not, she ponders.You stand by the wayside and sweat, praying the sale will go through. Then almost inexplicably, it slips out of your hands, and you... 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

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1. If you have old Inventory, give a closeout sale. 2. Return sales. Sometimes called a scratch and dent sale. Offer any less than perfect inventory at a special discount. Always mention the character flaw with the product -- the corner's... Read More

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who seemed to have the inside track? It's likely your prospect purchased from their emotional favorite.Selling goes beyond communicating the value of your products and services. Selling is about communicating the value of doing business with you. It is about connecting... Read More

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Showing 1 - 10 of 422 Articles
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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

Lock, Stock, and Barrel!

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

Selling For Keeps

When you are in sales and you come across a... Read More

Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... Read More

Now Is A Great Time To Sell!

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

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More

What Not To Do With Your Leads

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

Aamazing Tips To Increase Your Sales

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

Connecting with Customers

I just got off the phone with a friend of... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from... Read More

Keep the Referrals Coming

A key method of our survival in the business and... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

Whats the Secret to Repeat Business?

When you think about ways to gain repeat business from... Read More

Referrals: Getting Good Business By Doing Good Business

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

How to Buy Wholesale Store Fixtures for Your Business

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

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More