Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared the stage with some amazing bands, but at the very top of my list were The Rogues.We first met The Rogues last year at the Texas Renaissance Festival. Since then I've been a big fan... Read More
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
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are all sorts of things that we would like to have but we cannot always afford them. That is where Freebees come into play.~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~People will tell you that there is no such thing as a 'free lunch.'I don't know who first... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers to consider spending some of their hard earned money by testing the waters of mortgage leads.After all, leads are the name of the game.If the time is right for you, it is important to do you research, remember, you are... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage brokers to use leads. There is a difference between mortgage lead generation and real estate generation. Mortgage lead generation deals with people who need to refinance their homes or apply for loans, while real estate lead generation is a service... Read More
Who Takes Your Money
Your business is making profits, but where is the cash? It seems that someone has taken away your money. Your bank account is still the same, and your personal wealth is still the same. There must be someone that took your money. Based on my over 18 years of professional... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to attract attendees, without sounding too much like a sales pitch with breakfast thrown in. Topics can be about the latest advances and/or technology in your... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference between achieving a sale and losing it altogether. If your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions.Closing is the logical conclusion of a demonstration of... Read More
The Struggle to Decide: The Paths Customers Take to Solve Problems
Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption... Read More
Im A Second-Story Man
Can you say who you are and what you do in two sentences or less?If someone should ask (in an elevator, get it?) what do you do? You should be able to recite the answer as fast as Robin Williams comes up with a quick one liner.Robin Williams can do... 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
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.Forget selling and start... Read More
Unique Selling Propositions
If you have competitors, then you should have at least... Read More
Do Your Words Betray You?
What do the words that you use say about you?... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... Read More
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... 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
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... Read More
How Improve Conversion Rates
Do you know your conversion rates? Conversion rate is the... Read More
At-ti-tude, n
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately,... Read More
How to Build A Steady Stream of Customers--Step One
The success of a small business depends upon a steady... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver.... Read More
Why I Hate (Most) Benefit Statements
Benefits are what motivate people to purchase from you, right?... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Business is Great; I?m Just Not Selling Anything!
Awhile back you had a great idea. An idea that... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Mortgage Leads, Choosing the Best Option
When it comes to buying mortgage leads, there are many... Read More
Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people... Read More
I Am A Habit
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
7 Pitfalls of Using Email to Sell
* Are you sending e-mails to prospects instead of calling... Read More
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Can Walmart Make You Rich?
Have you ever shopped at Walmart and thought... I need... Read More
Clear Up Blurry Communication
One of the top brewing companies in America is a... Read More
Lead Companies, Eight Features To Consider
So now the time has come to invest in Lead... Read More
Telephone Techniques
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.Forget selling and start... Read More
Connecting with Customers
I just got off the phone with a friend of... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually... Read More
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact,... Read More
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
How To Make The Most Out of a Business Networking Event
You're not alone. Most people are uncomfortable walking into a... Read More
Unique Selling Propositions
If you have competitors, then you should have at least... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these... Read More
Everyones Favorite Topic - 3 Tips for How To
I believe that everyone understands that no matter what business... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
How to Make Sure You Sell More!
Make sure you target women. It's true for almost anything... Read More
Great Telephone Skills
Having good telephone skills is crucial as the call may... Read More
6 Creative Questions To Move From HOW Are You To WHO Are You
Imagine you just met someone new. The formalities of names,... Read More
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being... Read More
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ?... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or... Read More
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... Read More
5+5 = Your Dream
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
Take the Contract with You
I learned something very interesting this week. Thankfully, what I... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
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