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
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
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
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 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
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 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
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
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
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 sales letter you can't put down?the advertising copy that... Read More
So often sales men and woman are the very people... Read More
Prospecting is the engine that propels anyone in sales. Without... Read More
I learned something very interesting this week. Thankfully, what I... Read More
1. Make telephone callsFew things are more terrifying than the... Read More
Ever wish that your presentations could be as much fun... Read More
Long-term sales success has less to do with skills or... Read More
"I'd love to work with you, but?"How many times have... Read More
It is a basic tenet of behavioral psychology that people... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
When it comes to buying mortgage leads, there are many... Read More
How many of you have a corporate web site? Everybody... Read More
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
Have you ever run DOWN an escalator that was going... Read More
Back in the days when I sold for CTV and... Read More
The formula for defining a "profession" is similar throughout many... Read More
Knowing what to do when meeting a prospective client forlunch,... Read More
To be more effective at developing relationships, one should always... Read More
After our first half-hour telephone coaching session, when asked what... Read More
"Open-source" is typically found in the Information Technology area as... Read More
In the work place, the amount of good things that... Read More
You are the productWe're all in the selling business whether... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
How do you respond when an absolute stranger calls, at... Read More
Instead of giving your customers or potential customers a choice... Read More
In my professional experience as a sales and marketing coach/consultant,... Read More
One of the most useful and fundamental communications lessons that... Read More
Normally in this column I dispense highly-intelligent small business advice... Read More
We use only 5% of God's given potential, 95% of... Read More
The purpose of a 1- or 2-hour seminar is to... Read More
Hello, do you have a website and sell something on... Read More
Any time a clothing store opens or expands, they must... Read More
Most people who consider trade show planning think of it... Read More
Could this be the worst moment in your selling cycle?You've... Read More
Having good telephone skills is crucial as the call may... Read More
Most salespeople I know consider cold calling a dreadful, but... Read More
It is important that organizations find other companies to do... Read More
So the other day I'm watching the movie The Matrix,... Read More
The multi million pound cosmetics industry is acutely aware of... Read More
Health insurance lead generation systems provide a stead stream of... Read More
Your business is making profits, but where is the cash?... Read More
I believe that everyone understands that no matter what business... Read More
Sean works for a major telecom company.During one of our... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
Our world of selling is closed off from other areas... Read More
The customers you already have could be your biggest lead... Read More
Writing fundraising letters can be an effective way to request... Read More
The number one requirement, whether you are a business owner... Read More
With the dot.com revolution crushing once solid business models on... Read More
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
"I am Sam. Sam I am. Do you like green... Read More
This week's article is my response to a question by... Read More
In my opinion, the most overrated topic in sales training... Read More
In the last article... Read More
When I write sales letters for my clients, one rule... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
I've found that winners say "I choose to." Whiners, on... Read More
A sales letter is a document designed to generate sales.... Read More
Have you ever run DOWN an escalator that was going... Read More
Strategies to help produce your brochure, advertisment or direct mail.... Read More
Alexander Graham Bell once said, "When one door closes another... Read More
First, recognize that motivation is an inside job. The word... Read More
If you need to hold a fundraiser and don't know... Read More
A challenge facing many businesses is how to maintain a... Read More
If Chicken Little were alive today he wouldn't be running... Read More
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