How to Acquire More Leads
The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually.Here's how they rated the following techniques: 100.0% for Referrals from clients, and non-clients 69.6% for Contacting clients by... Read More
Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"Miracles are your responsibility! What does that mean? Simple...You have a responsibility to create miracles in your own life. The responsibility lies on your shoulders. You cannot blame anyone else, and you can't look outside of yourself for someone else to create the... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many disciplines, including: accounting, education, engineering, law and medicine. These professions all have codes of ethical conduct, a definition of their scope, and standards of practice for their members, which include some or all aspects of academic preparation, accreditation, certification and/or... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to attract attendees, without sounding too much like a sales pitch with breakfast thrown in. Topics can be about the latest advances and/or technology in your... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As independent professionals, usually at the helm of solo businesses, we sometimes find ourselves facing daunting internal obstacles as we try to begin our day's marketing... Read More
How To Write A Riveting Sales Letter That Closes Sales
How do you get people's attention and build their interest to take the time to read your sales letter? Let's face it. If you can't get the attention of prospects and keep their interest your sales letter will just fall flat on it's face and thus not make you much... Read More
Why I Hate (Most) Benefit Statements
Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who is putting a new prospecting program together. This client got a series of benefits to use in selling from one of the senior... Read More
An Introduction to B2B Lead Generation
It is important that organizations find other companies to do business with. Business-to-business sales, abbreviated as B2B sales, are vital to many companies' profit margins and to their standing within their industry.There are many examples of the importance of good business-to-business lead generation. Many manufacturing businesses need companies to supply... Read More
Is Cold Calling Dead?
Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who've had too much to drink.You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he's... Read More
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YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Its Better When They Tell Them
You know that word of mouth can grow your business.... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales
Hello, do you have a website and sell something on... Read More
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... Read More
10 Tips To Overcome Your Fear Of Selling
Ahh. Selling. Sometimes, this is a word that is dreaded... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
How Sellers Can Take Control
For centuries ? at least since the serpent convinced Eve... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
10 Amazing Product Selling Formulas
1. Sell your products at a wholesale price to retail... Read More
Ten Top Tips for Terminating Telephone Terror
1. Make telephone callsFew things are more terrifying than the... Read More
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on... Read More
3-Levels Of Successful Selling
Any selling approach that lacks a proven strategy, a practiced... Read More
Selling ? Remember These Ten Rules and Succeed
There are thousands of books and seminars on how to... Read More
How to Make Sure You Sell More!
Make sure you target women. It's true for almost anything... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
Your Best Friend - The Phone
We all know that you can't earn your commission until... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
How to Leverage Your Influence
Why do we get into sales? Typically it is two... Read More
5+5 = Your Dream
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
The Benefits of Metal Store Fixtures
Your choice of materials for store fixtures includes wood, metal,... Read More
Selling -abilities : Part 2
In the last article... Read More
Why Executives Wont Take Your Call
Do you hang up on telemarketers? 9 times out of... Read More
9 Ways to Keep Clients Coming Back For More
A lot of effort is put into getting new clients.... Read More
Wholesale Secrets Revealed: The Holy Grail Of Wholesale!
Like the legendary search for the Holy Grail, the cup... Read More
Doomed Before You Dial?
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
It Isnt A Sale Until Youre Paid
Back in the days when I sold for CTV and... 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
Things You Need to Know Before Joining a Direct Sales Company
A lot of people are very intrigued by the idea... 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... Read More
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact,... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 2
Part one of this article is available at ... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as... Read More
Program Your Biocomputer For Sales Success
Selling isn't something you do to people, it's something you... 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
Business is Great; I?m Just Not Selling Anything!
Awhile back you had a great idea. An idea that... Read More
Selling -abilities : Part 2
In the last article... Read More
How Sellers Can Take Control
For centuries ? at least since the serpent convinced Eve... Read More
A Pause For Thought
You can have your cake and eat it.What is it... Read More
Do Your Words Betray You?
What do the words that you use say about you?... Read More
Your Clients Buying What Youre Selling
Linda felt like she had reached a plateau in her... Read More
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
Great Telephone Skills
Having good telephone skills is crucial as the call may... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there,... Read More
Take the Contract with You
I learned something very interesting this week. Thankfully, what I... Read More
The Problem With Technology At The Point Of Sale In Financial Services
BackgroundThere's a conundrum that currently exists between the customer and... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a... Read More
Throw Out Your Selling Language - Unlock Your Natural Voice
I was sitting at my desk last week when my... Read More
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ?... Read More
Is Cold Calling Dead?
Is cold calling dead? And if laws are being passed... Read More
How to Sell Your Products Without Competition
Selling your products at shows can be difficult when you... Read More
The Doors Of Opportunity
Alexander Graham Bell once said, "When one door closes another... Read More
An Introduction to B2B Lead Generation
It is important that organizations find other companies to do... 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
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