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

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

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.But cold calling is an art-form. It can be daunting, it's always a lot of work, and you always need... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.I've... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services - do the math. Doing the math means you have to know certain numbers. These numbers include: ? The sell price. ? The cost... Read More

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has four children. With a family of six, he finds buying cars rather trying.Recently he went by himself to buy a new car. Salespeople fawned all over him to show him the latest models; the run-out specials and to try to... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy.If you sell an intangible product or service, it may be even tougher to close down a sale because your product... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success.Some proposals are... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals... Read More

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the "Ben Franklin" close... Read More

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Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

10 Mistakes That Reduce Profitability

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

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us --... Read More

Casual Networking

What comes to mind when you think of networking --... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but... Read More

Picture Yourself a Winner

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

Count Down To An Advert

There are hundreds of books available to teach you how... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling,... Read More

2 ½ Steps to Sales Success

You have just walked out of the office of a... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location,... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More

Future Business Key Element In Sales

A challenge facing many businesses is how to maintain a... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling... 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

10 Important Things To Tell Your Prospects

Hello everyone, hope your day is going well! I know... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to... Read More

6 Steps on How to Install Confidence Into Your Clients

What methods can we use to install confidence into your... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

Where to Find Mannequins for Sale

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

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More