2 ½ Steps to Sales Success

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

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success.Some proposals are... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's the meaning:Sales love ('sAlz - luv): noun: 1: unselfish and loyal care for the good of a customer, prospect, reseller, and/or team member.The only reason we are in business is to provide value to a group of people who care... Read More

Overcoming the Fear of Selling

For many of you the Fear of Selling is a huge challenge and obstacle for you from day to day. The first thing you need to do is find out exactly what it is you're afraid of. Are you afraid of success? Believe it or not there this is an... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.I've... Read More

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of face to face contact.When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face when they are confused about something you said. You can see the delight... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up "widgets."She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what... Read More

How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales experience? Or do you have 1 year of sales experience 5, 10, or 20 times? Many salespeople never advance beyond ancient outdated sales lines like "If I do this for you, will you give me the order?" Or "What do... 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 four children. With a family of six, he finds buying cars rather trying.Recently he went by himself to buy a new car. Salespeople fawned all over him to show him the latest models; the run-out specials and to try to... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons about building customer relationships. #1 is TRUST. Folks like to buy from someone who is dependable and responsible.... with integrity.... one who "walks" their "talk".You'll... Read More

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60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More

Build & Protect Your Confidence

I can remember the first time that I had to... Read More

The Never Ending Sale

Once you have added a new customer to your book... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know... Read More

Is Cold Calling Dead?

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

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

Do Your Words Betray You?

What do the words that you use say about you?... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Impotent Questions - How Much Are They Costing You?

Last issue we talked about what motivates people to buy... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

Recommending Products Vs. Selling Them

Some of the best sales people I have ever met,... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

At-ti-tude, n

At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... 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

Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... 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

Three Ways to Get More Referrals

When you are in the business of sales, among the... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More