Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California. The terrain here is rocky, hilly and rugged, and is covered with a mixture of pine, oak,... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing. 2. Make a lot of... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual's are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent characteristics ? they ask a continuing... Read More

The Best Day In The Week

The best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. To M.A.K.E. the most of every day ? do the following: Monitor the critical performance elements in your business. Know your numbers. Know your... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea of joining a direct sales company and being able to make extra money from home. There are a few things a first-timer in direct sales should know before signing up.1. There are always more expenses than first expected.This is true... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent in your business?Do you build relationships easily?Are you approachable?I'm writing this E-letter aboard American Airlines flight # 2005 from Atlanta to Miami, and then on to my final destination Tampa International Airport.For the last three days I've been attending the... Read More

2 ½ Steps to Sales Success

You have just walked out of the office of a potential new major customer that you have anxiously been waiting to meet with for weeks and again, you realize you have no idea what is going to happen next as a result of your meeting. Worse yet, you again "spilled... Read More

5 Tips to Choosing a Direct Sales Business

With hundreds of direct sales companies out there, how do you choose the right one for you? Here are a few tips to make sure you choose the right one the first time:1. Find your passionBefore you even start looking for the "big money", you need to decide what type... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them address what approachability means. Or maybe they just don't take the time to define it, stress its importance and offer suggestions on how to maximize... Read More

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The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... Read More

Complacency and Fear are Sales Busters

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

Take the Contract with You

I learned something very interesting this week. Thankfully, what I... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More

How To Profit From Initial Consultations

"I'd love to work with you, but?"How many times have... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

Another Warm Lead

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

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Define Your Best Customer

To be more effective at developing relationships, one should always... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Open Source Selling? The Next Evolution? The Next Revolution

"Open-source" is typically found in the Information Technology area as... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Qualifying Your Prospect

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

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... 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

Where to Find Mannequins for Sale

Any time a clothing store opens or expands, they must... 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