The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I suspect that the problems cropping up in the sales arena these days ? the increased length of the sales cycle, the increased levels of competition... Read More
Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain
There are 3 ways to grow any business:- Get more customers- Get more from each sale- Sell to each customer more frequently.That's it - everything else boils down to some variation of these 3 activities.Most owners and most managers want to grow their business. Most of them concentrate exclusively on... Read More
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers.They were able to do this because they spent years building their book of business.Whenever a current customer walked... Read More
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects that just need a little more time in the decision-making process. They explain that a decision-maker's stall is not always a put off and they just need to think a bit more about their decision, or that they have to... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference between achieving a sale and losing it altogether. If your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions.Closing is the logical conclusion of a demonstration of... Read More
The Email Blow-Off
This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think... 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
Why Are We All So Afraid?
What can strike terror into the heart of even the most successful sales professional or entrepreneur? Cold Calling. What can crush self-confidence, destroy self-esteem and leave even the most seasoned sales professional quivering with humiliation and defeat? Cold Calling. But why? Every culture has its myths and stereotypes, and... Read More
Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer. They are driven through their need to either make money, they're passionate about the goods and services they offer 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
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5 Tips to Choosing a Direct Sales Business
With hundreds of direct sales companies out there, how do... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... 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
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
Why People Use Long Sales Copy
Have you ever wondered why some people use long sales... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
Why Arent They Buying?
You've polished your sales page over and over againuntil it's... Read More
7 Pitfalls of Using Email to Sell
* Are you sending e-mails to prospects instead of calling... Read More
Business is Great; I?m Just Not Selling Anything!
Awhile back you had a great idea. An idea that... Read More
Sealing The Deal Over The Business Meal
Doing business over meals is a ritual that has existed... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
The Power of Thank-You
When was the last time you thanked your customers?This often... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
Model Dell: The Art of the Affiliate Coupon
Along with having an innovative supply chain, there's another reason... Read More
Sales Brochures - 9 Steps to Success
Even in this day of websites, many customers want to... 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
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your... Read More
9 Packaging Problems That Lose Sales
You have a great product, but it's not flying off... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these... Read More
How to Set Appointments
The Importance of setting appointments is crucial to running a... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
How To Make An Extra $100,000.00 Each Year
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... 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
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going... Read More
Creating Intense Emotions That Motivate People
Ever wish that your presentations could be as much fun... Read More
Ten Top Tips for Terminating Telephone Terror
1. Make telephone callsFew things are more terrifying than the... Read More
Telephone Techniques
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... Read More
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... 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
Ten Tips for Choosing the Right Direct Sales Company
Direct sales can be your ticket to a profitable home-based... Read More
Stop Telemarketers, Do Not Call List or Not
American consumers have spoken and have done so loudly registering... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
7 Pitfalls of Using Email to Sell
* Are you sending e-mails to prospects instead of calling... Read More
Its Better When They Tell Them
You know that word of mouth can grow your business.... Read More
8 Part Strategy For Constructing Your Advertising Message
Strategies to help produce your brochure, advertisment or direct mail.... Read More
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind... Read More
The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
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