Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your window display? Once a month? Once a week? Try changing your window display every day! I saw a very successful display that had five or six mannequins facing left and right with a backdrop of a street scene. Every day... 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

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word motivate means to impel, inspire, hope, stimulate, incite, propel, spur, goad, move, induce, prompt, instigate, fire, provoke, actuate, cause, egg on, drive, excite, and to trigger. Don't wait for someone to motivate you, here are 15 ways you can motivate... Read More

The Email Blow-Off

This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many disciplines, including: accounting, education, engineering, law and medicine. These professions all have codes of ethical conduct, a definition of their scope, and standards of practice for their members, which include some or all aspects of academic preparation, accreditation, certification and/or... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky, because I had a big back yard for playing. It was about 28 acres big. My siblings, friends and I spent many days exploring, building, digging and hiding in the vast outback.Geographically disadvantaged as a flatlander, there were no rushing... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology... 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

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard the saying "the first person who talks, loses". And, it's true most of the time. There are dozens of reasons to stop talking so you can start selling. Here are a few worth listening to:Let Them Take Center StageMost people... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you don't even understand the question. Every business' Sales Pipeline leaks to some extent. The question is: Have you done everything you can to ensure that it does not leak excessively? Do you even know what your Sales Pipeline looks like?Very... Read More

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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

The Power of Thank-You

When was the last time you thanked your customers?This often... Read More

Is Cold Calling Dead?

Is cold calling dead? And if laws are being passed... Read More

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being... Read More

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail.... Read More

Everything in Life is Selling

Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for... 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

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed

I've been using a technique that has helped me to... Read More

Lead Generation Sins - 7 Of Them!

I really just don't get it.How can so many businesses... Read More

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Sean works for a major telecom company.During one of our... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea... Read More

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

Color Psychology Will Make Or Break Your Sales Success

Color psychology is the biggest question I receive on a... Read More

Winning Sales Proposals

Your proposal is selling for you when you're not there,... 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... Read More

Sales 101: Handling The Angry Customer

I am often reminded of the following true story whenever... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... 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 Tips To Overcome Your Fear Of Selling

Ahh. Selling. Sometimes, this is a word that is dreaded... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More