Using Emotion for Persuasion
The other day, I received the last issue of a business magazine before my subscription runs out. Now, I like this magazine, but I'm swamped with reading matter so I won't renew.Of course, I've received many reminders and offers about renewing; magazines try very hard to keep the subscribers they've... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise. You may feel overwhelmed by the demands of being both owner and employee. You might not have a strong base of effective selling & marketing... Read More
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why most of us don't like it. One reason is the way we view cold calling. People who don't like cold calling view each call as... Read More
Model Dell: The Art of the Affiliate Coupon
Along with having an innovative supply chain, there's another reason Dell is the largest computer company in the world. They always offer great coupon codes to online affiliates that let the buyer "in" on deals that they otherwise wouldn't get.By offering coupon and discount codes that are both new promotions... Read More
Are You REALLY Listening?
Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do you understand it completely?Here are some tips on how to become a more effective listener:FOCUS in on the basic message. Try to pinpoint the main... Read More
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects that just need a little more time in the decision-making process. They explain that a decision-maker's stall is not always a put off and they just need to think a bit more about their decision, or that they have to... Read More
Selling ? Remember These Ten Rules and Succeed
There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson ? even if you're selling an idea!Here are the ten simple but powerful rules that will guide you in all your selling decisions.* Helping. Get into... Read More
Save Your Breath: How To Sell In Trade Shows Without Pitching
You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type... Read More
Everything Follows the Pitch
If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or even the product. I would say it's the pitch. The pitch is that one message that, when delivered, makes people say "wow, that's a great... Read More
The Never Ending Sale
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends.This way you can ensure having their business forever.When working as a branch manager a few years back, I... Read More
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What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your... Read More
Its Better When They Tell Them
You know that word of mouth can grow your business.... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
Selling -abilities : Part 2
In the last article... Read More
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are... Read More
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
9 Ways to Keep Clients Coming Back For More
A lot of effort is put into getting new clients.... Read More
60 Ways to Increase Your Mail Order Catalog Sales
This article is meant to inform. Please don't construe this... Read More
Selling the Difficult: How to Sell What People Dont Understand How to Buy
I'll play a seller, using conventional selling methods, selling something... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Why People Use Long Sales Copy
Have you ever wondered why some people use long sales... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other... Read More
Forgive All Ebay Sins!
Over the years, I have been amazed at... Read More
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
How To Make An Extra $100,000.00 Each Year
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... 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... Read More
I Am A Habit
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
Sell YOU With Your Small Talk (Yes You Can)
Want to build a relationship -- sell yourself for a... Read More
The Benefits of Buying Used Store Fixtures
The difference between antique or vintage store fixtures and used... Read More
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Do You Have Enough Prospects To Make Your Numbers?
Several years ago I worked with a CPA who wanted... Read More
Referrals: Getting Good Business By Doing Good Business
Whether you're a conventional sales person, a professional ? such... Read More
I Am A Habit
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
Why Cold Calling Is Dead
Our world of selling is closed off from other areas... Read More
Refining Your Telephone Prospecting Techniques To Be A Master Closer!
Let me create a picture for you. This is the... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
Book Yourself Solid
THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Throw Out Your Selling Language - Unlock Your Natural Voice
I was sitting at my desk last week when my... Read More
How Improve Conversion Rates
Do you know your conversion rates? Conversion rate is the... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... 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
Expert Qualities in Sales
If you went to see your doctor, and he mentioned... Read More
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Gatekeepers
When I ask salespeople to define what a gatekeeper is,... Read More
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
A Look at Store Fixture Parts
Products for sale need to be displayed in a manner... Read More
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