Why Cold Calling Is Dead
Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world. My best mates wanted to be a truck driver or Fireman, Policeman, Soldier, Banker, Doctor, Pop star, Football player... Read More
The Art Of Cold Calling
I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, "Who Makes It Happen: Back On The Road To Success With Creative Real Estate", remember... Read More
Open Your Introduction With A Firecracker Moment
The number one requirement, whether you are a business owner or an employee, is to be able to say what you do, and say it with influencing results. Through testing, I have seen, experienced, and received feedback that an elevator speech no longer works. My test results show that elevator... 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
Telling the Value Story
You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. You've just given the customer the price. They look at each other. He says, "Okay. Thanks for the quote. Well get... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage brokers to use leads. There is a difference between mortgage lead generation and real estate generation. Mortgage lead generation deals with people who need to refinance their homes or apply for loans, while real estate lead generation is a service... Read More
The Hands On Approach
While living in the technology age where everything is computerized, digitized, and auto-responded, it is very easy to forget where we came from, and how all of this progress has almost completely wiped out the personal touch.In this article, I am going to discuss three different ways to reach out... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means that they sell large quantities at a discount. There are many advantages to buying a wholesale mannequin. Buying mannequins wholesale can save stores that need a large supply of them money. Wholesale mannequins made by the same manufacturer are usually... Read More
The Struggle to Decide: The Paths Customers Take to Solve Problems
Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption... Read More
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Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Selling for Beginners
Speak to almost any self employed professional and most of... Read More
The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your... Read More
7 Strategies for Writing Fundraising Letters
Writing fundraising letters can be an effective way to request... Read More
Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always... Read More
More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
The Benefits of Display Mannequins
Mannequins are primarily used in stores to display clothing. A... Read More
Great Telephone Skills
Having good telephone skills is crucial as the call may... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow,... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Restaurant Pressure Washing
Many pressure washing companies try to stay away from the... 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... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal... Read More
The Best Day In The Week
The best day of the week is TODAY, of course.... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
Leads, Prospects, and the Huge Gap Between
The leads marketing delivers to the sales team never seem... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people... 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
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
Finding a Used Mannequin
Many stores on a budget choose to buy a used... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers... Read More
Save Your Breath: How To Sell In Trade Shows Without Pitching
You stand there, in front of your great presentation material,... Read More
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
The Struggle to Decide: The Paths Customers Take to Solve Problems
Usually my essays discuss the issues that the 'sales' method... Read More
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your... Read More
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying... Read More
Use Bundling To Increase Your Profits And Sales
Use Bundling To Increase Your Profits And Sales An effective... Read More
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these... Read More
How Leaky is Your Sales Pipeline?
Does your Sales Pipeline leak? If you answered no, you... Read More
Exporting to Europe: Not the Challenges You Think
If you plan to do sell your product or service... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
Stop Talking - Start Selling
Selling is not talking. It's listening. You may have heard... Read More
Sex Sells!
An attractive woman has a decided advantage as sales representative... Read More
Creating More Effective Proposals
The need for good proposals - the business kind, not... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
Finding a Used Mannequin
Many stores on a budget choose to buy a used... Read More
Casual Networking
What comes to mind when you think of networking --... Read More
How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED
There are several ways to get your information into the... Read More
Referrals: Getting Good Business By Doing Good Business
Whether you're a conventional sales person, a professional ? such... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
Getting Past the Gate Guard
Over the years, many prospects have hidden behind their well-trained... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in... Read More
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they... Read More
6 Creative Questions To Move From HOW Are You To WHO Are You
Imagine you just met someone new. The formalities of names,... 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
Are You a Cultivator or a Harvester?
As a result of providing marketing consulting, training and coaching... Read More
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