Gic Number For Writing Sales Letters
When I write sales letters for my clients, one rule I always start with is The Rule of 7.I learned about The Rule of 7 from one of my good friends who once ran for political office. In his campaign, he made certain that his name appeared seven times in... Read More
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many... Read More
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. If you're selling a complex product or service you won't get the order after a single face-to-face sales call. There are a number... 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 they want, what they're really looking for is "something special." They can't quite describe it, but when they find it, they know.Indeed, those little details of the buying experience may appear intangible. But what you sell is usually less important... Read More
Know What You Are Selling As If You Were Buying It
Recently I wanted a new lawn mower as we have an acre of land and we have to keep it mowed pretty regular in the spring and summer and the riding lawn mower from Wally World had fallen apart and had to have something repaired every year for the short... Read More
Asking The Right Questions
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step,... Read More
How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented. Typical trial-closing questions can build in their directness as these examples illustrate:? "How does... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you liked in almost any genre will come back. This is as true for retail store fixtures as it is for clothing or styles of music. The look of the 1960s came back strong in the early 90s and now it... Read More
The Importance of Good Sales Leads
An important part of your business plan should be to generate a steady stream of qualified leads. Making sure that leads flow into your "pipeline" will be one of the most vital aspects of your overall business. This will be particularly true if your business is network marketing. You need... 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
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How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Selling the Dr. Seuss Way
"I am Sam. Sam I am. Do you like green... 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
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... Read More
Money Does Talk!
When buying something, you can buy in one of two... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are... Read More
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... Read More
Expert Qualities in Sales
If you went to see your doctor, and he mentioned... Read More
Never Stop Selling
The question: "When should a growing company slow down its... Read More
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are... Read More
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... Read More
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... Read More
The Email Blow-Off
This week's article is my response to a question by... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process... Read More
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying... Read More
Breaking Through The Comfort Zone Barrier
After completing a workshop on personal productivity or time management,... Read More
Sell With KISS, As In Keep It Simple, Stupid
One of the most useful and fundamental communications lessons that... Read More
Everyones Favorite Topic - 3 Tips for How To
I believe that everyone understands that no matter what business... Read More
Sales Brochures - 9 Steps to Success
Even in this day of websites, many customers want to... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More
Unique Selling Propositions
If you have competitors, then you should have at least... Read More
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process... Read More
Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
How To Write A Riveting Sales Letter That Closes Sales
How do you get people's attention and build their interest... Read More
A Pause For Thought
You can have your cake and eat it.What is it... Read More
Connecting with Customers
I just got off the phone with a friend of... Read More
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on... Read More
Breaking Through The Comfort Zone Barrier
After completing a workshop on personal productivity or time management,... Read More
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... Read More
How Leaky is Your Sales Pipeline?
Does your Sales Pipeline leak? If you answered no, you... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the... Read More
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
?The Power Of Consumer Opinion, & How To Profit From It!?
Selling is just a whole lot easier when you know... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
Customer Service Revival
Value is in the Eye of the BeholderSales today is... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling,... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process... Read More
Throw Out Your Selling Language - Unlock Your Natural Voice
I was sitting at my desk last week when my... Read More
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation.... Read More
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student... Read More
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what... Read More
How to Leverage Your Influence
Why do we get into sales? Typically it is two... Read More
Health Insurance Lead and Health Insurance Leads
Health insurance lead generation systems provide a stead stream of... Read More
What is Lead Generation?
Lead Generation is vital to all businesses. All companies try... Read More
It Isnt A Sale Until Youre Paid
Back in the days when I sold for CTV and... 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
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
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