How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented. Typical trial-closing questions can build in their directness as these examples illustrate:? "How does... Read More
Doomed Before You Dial?
Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer.'" Another participant... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". Selling is one of the oldest professions on the planet. We get paid to have fun doing what others find difficult, confusing, or just plain hard. Everyday... Read More
Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)
The headline that appears over the salutation in a fundraising letter is known as the overline. Overlines have one goal: to persuade your donor to read your letter.According to direct mail copywriter and author Hershell Gordon Lewis, the best kind of overline to use in a one-to-one piece of communication... Read More
Why Executives Wont Take Your Call
Do you hang up on telemarketers? 9 times out of 10 I do. Why do we do this? I hang-up because I am afraid that they are going to waste my time. Telemarketing is a tough job. Most of the people who do it aren't given enough training to excel... Read More
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales. Consumers are becoming creatures of convenience; when dealing with businesses-large or small-they desire ease of transaction. That most frequently translates into the ability to pay for services rendered or product purchases via credit card. Small businesses are often denied merchant status... Read More
Keep the Referrals Coming
A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction.When we receive a referral from someone, it... Read More
Color Psychology Will Make Or Break Your Sales Success
Color psychology is the biggest question I receive on a regular basis. The reason being is it's importance. Color is a trigger that is associated with traditions and used in marketing over the years so well that they must be honored or sales are lost.Color will also trigger reactions. It... Read More
Planning to Realize Your Goals
Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life. It is important to have a goal written down, and it is equally as important to the write down the reasons why you want that specific goal.... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting down with a long list of potential prospects you've never met and telephoning them, one at a time, to learn which of them needs what you sell and then arranging to sell it to them.Believe me, nobody likes telephone cold... Read More
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Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
Count Down To An Advert
There are hundreds of books available to teach you how... Read More
Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article,... 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
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... Read More
Selling the Dr. Seuss Way
"I am Sam. Sam I am. Do you like green... Read More
Sex Sells!
An attractive woman has a decided advantage as sales representative... Read More
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just... Read More
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need... Read More
How to Generate Leads on the Internet
In the last decade, the Internet has become a major... Read More
Telling the Value Story
You arrived on time and completed your calculations. You worked... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
Its Better When They Tell Them
You know that word of mouth can grow your business.... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from... Read More
Restaurant Pressure Washing
Many pressure washing companies try to stay away from the... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Ten Tips for Choosing the Right Direct Sales Company
Direct sales can be your ticket to a profitable home-based... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
The Doors Of Opportunity
Alexander Graham Bell once said, "When one door closes another... Read More
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Ten FAST Ways to Sell Your Products
Always give a reason for the sale for credibility. 1.... Read More
How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed
I've been using a technique that has helped me to... Read More
Know What You Are Selling As If You Were Buying It
Recently I wanted a new lawn mower as we have... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
10 Incredible Ways To Sell Your Products Now
1. Make your reader visualize they have already bought your... Read More
Revenue Growth Through Alliances
Any company in today's global economy must eventually face the... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
Count Down To An Advert
There are hundreds of books available to teach you how... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
The Importance of Good Sales Leads
An important part of your business plan should be to... Read More
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going... Read More
7 Pitfalls of Using Email to Sell
* Are you sending e-mails to prospects instead of calling... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
How to Build A Steady Stream of Customers--Step One
The success of a small business depends upon a steady... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met,... Read More
?The Power Of Consumer Opinion, & How To Profit From It!?
Selling is just a whole lot easier when you know... Read More
How to Leverage Your Influence
Why do we get into sales? Typically it is two... Read More
How To Make The Most Out of a Business Networking Event
You're not alone. Most people are uncomfortable walking into a... Read More
Create a Magic Connection with Clients, Leads, and Business Associates Part II
Part I of this article explored how strategies of Neuro-Linguistic... Read More
Im A Second-Story Man
Can you say who you are and what you do... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
Restaurant Pressure Washing
Many pressure washing companies try to stay away from the... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... 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
When the Nose of the Camel is in the Tent
My new job was to sell Commercial Service Agreements. It... Read More
Losing the Big-One: Salvaging Lost Accounts
After careful consideration, we have chosen our vendor, and it's... Read More
Forgive All Ebay Sins!
Over the years, I have been amazed at... Read More
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
How to Really Benefit from Associations (Part 1 of 3-Part Series)
Looking for new leads, new contacts, new business opportunities? Do... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
10 Amazing Product Selling Formulas
1. Sell your products at a wholesale price to retail... Read More
Selling ? Remember These Ten Rules and Succeed
There are thousands of books and seminars on how to... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... Read More
Creating More Effective Proposals
The need for good proposals - the business kind, not... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver.... Read More
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