Going Global: Communication Across Mental Boundaries

A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion.Sometimes, when we have... 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

How to Set Appointments

The Importance of setting appointments is crucial to running a business. They are the key to a successful business.When making appointments try to make your call between one and two minutes maximum. Practice keeping your calls to this time scale, any longer and you could be drawn into a full... Read More

The Prejudging Predicament

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

Five Deadly Sales Letter Mistakes

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

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this as legal advice. Perfection in a mail order catalog is like infinity...you can continually approach it but never quite reach it. In the case of many catalogs it is not necessary to achieve perfectionor even approach it very closely... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready... Read More

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS. It's been said that fully 85% of your success in life is directly related to your ability to effectively work... Read More

Selling for Beginners

Speak to almost any self employed professional and most of them will say that they love their job but don't care much for selling their services. Here's some advice to help all those reluctant professionals who need to sell to clients.We have identified 9 basic selling skills that will help... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan. I was literally calling people on the phone and saying... Read More

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Showing 1 - 10 of 422 Articles
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The Never Ending Sale

Once you have added a new customer to your book... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Complacency and Fear are Sales Busters

Prospecting is the engine that propels anyone in sales. Without... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

Do Your Customers Buy On Price Alone?

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

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... 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

Im A Second-Story Man

Can you say who you are and what you do... Read More

Get The Help You Need With Fund Raising Ideas

There are many fund raising ideas on the market today... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know... Read More

Selling with Purpose

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

Program Your Biocomputer For Sales Success

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

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

Whats the Secret to Repeat Business?

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

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process... Read More

The Power of Thank-You

When was the last time you thanked your customers?This often... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

Want More Sales? Write A Barry Bonds Sales Letter

I'm not a baseball fan. Never have been. In fact,... Read More

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the... Read More

10 Tips To Overcome Your Fear Of Selling

Ahh. Selling. Sometimes, this is a word that is dreaded... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location,... Read More

Selling Services

Selling a service isn't the same as selling a product.... Read More