Too Much Empathy Will Cost You Money
Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California. The terrain here is rocky, hilly and rugged, and is covered with a mixture of pine, oak,... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance of your sales SuperStars? Will a large sales activity board really make a difference? You bet! This article will give you three easy ways to improve the performance of your sales team because what you see is what you get!Setting... Read More
Selling To Women - Selling To Men - It Isnt the Same
Selling To Women - Selling To Men - It Isn't the SameNow let's not fall into the old style car salesman's trap of believing that men are interested in what goes on under the bonnet and women are only interested in what colours you can get and whether it has... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a huge challenge and obstacle for you from day to day. The first thing you need to do is find out exactly what it is you're afraid of. Are you afraid of success? Believe it or not there this is an... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things... Read More
Gic Number For Writing Sales Letters
When I write sales letters for my clients, one rule I always start with is The Rule of 7.I learned about The Rule of 7 from one of my good friends who once ran for political office. In his campaign, he made certain that his name appeared seven times in... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed the problem recently when he said there's just too much beating around the bush and indirectness in corporate communications. People are more interested in not hurting each others' feelings than in improving productivity, and we simply need more frankness, says... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" That's a question I'm often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive... Read More
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses be missing the lead generation boat by such a long country mile?Billions of dollars in profits, flushed away!Just because of 7 innocent, yet deadly, tactical lead generation errors. Its nuts!Now before I continue, let me just say that some of... Read More
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Do You Want to Know the 8 Tips to Selling More Products?
So often sales men and woman are the very people... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds... Read More
Refining Your Telephone Prospecting Techniques To Be A Master Closer!
Let me create a picture for you. This is the... Read More
Caring - The Secret Sales Strategy
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Connecting with Customers
I just got off the phone with a friend of... Read More
Build & Protect Your Confidence
I can remember the first time that I had to... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't 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
Handshake Intimidation
In some situations, attempting to intimidate the other person will... Read More
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
Why Arent They Buying?
You've polished your sales page over and over againuntil it's... Read More
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for... Read More
The Secrets Behind Hypnotic Selling
Hypnosis has been a taboo word for far too long.... Read More
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what... Read More
Female Mannequins: An Overview
Female mannequins are very common in clothing stores. They are... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
Sell YOU With Your Small Talk (Yes You Can)
Want to build a relationship -- sell yourself for a... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an... Read More
Model Dell: The Art of the Affiliate Coupon
Along with having an innovative supply chain, there's another reason... Read More
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... Read More
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
How to Leverage Your Influence
Why do we get into sales? Typically it is two... Read More
The Basic Secrets of A Million Dollar Sales Letter
"Accepting the consequences, good or bad, will free you; take... Read More
The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More
Going the Extra Mile and Getting Referrals
Successful salespeople have the ability to turn the customers they... Read More
Selling For Keeps
When you are in sales and you come across a... Read More
Do Your Words Betray You?
What do the words that you use say about you?... Read More
I Am A Habit
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
The Email Blow-Off
This week's article is my response to a question by... Read More
Planning to Realize Your Goals
Recently, I wrote about about creating specific, compelling goals that... Read More
How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You
Instead of giving your customers or potential customers a choice... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
2 ½ Steps to Sales Success
You have just walked out of the office of a... Read More
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Your Profit is in Your Follow-up: A System for Increased Sales Conversion
No matter what you sell--products, services, or causes--one of the... Read More
More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... 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
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
10 Amazing Product Selling Formulas
1. Sell your products at a wholesale price to retail... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... Read More
Selling Your Business ? Step by Step Process
So it's finally come time to sell the business. After... Read More
Leads, Prospects, and the Huge Gap Between
The leads marketing delivers to the sales team never seem... Read More
Using Emotion for Persuasion
The other day, I received the last issue of a... Read More
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
Future Business Key Element In Sales
A challenge facing many businesses is how to maintain a... Read More
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