An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location, location!" It speaks volumes about making the right decisions from the start to make your retail establishment a success. Once you've decided what it is your store is offering to the general public, the next step you'll take is finding... Read More
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact, I hate the sport. However, I am a Barry Bonds fan. Here's why: Barry Bonds possesses the exact same intangibles every great sales letter possesses. He's loyal, consistent, powerful, and hits a ton of home runs, year after year after... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody says "Yes".How many of you know its proper URL? OK, most of you.How many of you have read everything on the web site? Numbers are dropping like stones here. How many of you contributed information on the web site? Anybody... 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
Expert Qualities in Sales
If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.Why is it that when a doctor recommends a... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running around forewarning us of the sky that was about to fall. He'd be too preoccupied alerting everyone about another potential disaster - which may in the end prove to be just as erroneous as his first prediction. Nevertheless, if the... Read More
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, "at the End". To be fair, they are not totally incorrect but they are, nevertheless, more wrong than right proving in principle and in practice, Perado's Law: Twenty percent... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange for me, the author of the book "Up Your Income! Solution Selling for Profitability" to cast aspersions on the merits of this approach. Nevertheless like... Read More
Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different. For example:Always link your ideas to action steps. Always... Read More
Program Your Biocomputer For Sales Success
Selling isn't something you do to people, it's something you do for them. If you feel as though you're being pushy or twisting arms when you are interacting with prospective customers or clients, you might be doing just that. To be successful in sales, you do need to be in... Read More
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Nine Keys to Make your Sales Copy Convincing
Would you pay $12,500 to discover the keys to great... Read More
Keep the Referrals Coming
A key method of our survival in the business and... 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
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... 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
The Doors Of Opportunity
Alexander Graham Bell once said, "When one door closes another... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow,... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for... 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
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight... Read More
Selling For Keeps
When you are in sales and you come across a... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Define Your Best Customer
To be more effective at developing relationships, one should always... Read More
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... Read More
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
The Benefits of Buying Used Store Fixtures
The difference between antique or vintage store fixtures and used... Read More
It Isnt A Sale Until Youre Paid
Back in the days when I sold for CTV and... Read More
Understanding The Corporate Buyer
Selling your services to corporations is an attractive proposition. The... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
Creating Intense Emotions That Motivate People
Ever wish that your presentations could be as much fun... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Mortgage Leads, Choosing the Best Option
When it comes to buying mortgage leads, there are many... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... 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
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
Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
Throw Out Your Selling Language - Unlock Your Natural Voice
I was sitting at my desk last week when my... Read More
Plan For Your Next Trade Show Appearance To Be A Success
Most people who consider trade show planning think of it... Read More
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of your... Read More
Lead Companies, Eight Features To Consider
So now the time has come to invest in Lead... Read More
The Secrets Behind Hypnotic Selling
Hypnosis has been a taboo word for far too long.... Read More
What is Lead Generation?
Lead Generation is vital to all businesses. All companies try... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000... Read More
Losing the Big-One: Salvaging Lost Accounts
After careful consideration, we have chosen our vendor, and it's... Read More
Count Down To An Advert
There are hundreds of books available to teach you how... Read More
Get The Help You Need With Fund Raising Ideas
There are many fund raising ideas on the market today... Read More
Selling ? Remember These Ten Rules and Succeed
There are thousands of books and seminars on how to... Read More
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
10 Tips To Overcome Your Fear Of Selling
Ahh. Selling. Sometimes, this is a word that is dreaded... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
Lance Has What It Takes
Lance has what it takes and then some.Did you know... Read More
Your Clients Buying What Youre Selling
Linda felt like she had reached a plateau in her... Read More
How Leaky is Your Sales Pipeline?
Does your Sales Pipeline leak? If you answered no, you... Read More
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.Forget selling and start... Read More
Everything in Life is Selling
Robert Louis Stevenson said 'Everything in Life is Selling' and... 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
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
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