Voice Mail That Sells

As a business owner, I receive my share of sales calls in a given month. More often than not, I'm away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few... Read More

The Power of Thank-You

When was the last time you thanked your customers?This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Here are some of the opportunities you have to thank the people... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5 to 10 seconds?How long do you think you have to get anyone's attention? 5 minutes? 2 minutes? 30 seconds? It is actually 10 seconds. I know it does not seem like a long period of time but you will be... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan. I was literally calling people on the phone and saying... 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

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a friend, I picked up. The caller was not my expected friend. She was a financial advisor from... Read More

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. This one didn't, so it ended up getting deleted.This is... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two reasons for most people. One is to make money, and the other is often that we like working with other people. Yes, there are good reasons to be in sales. To be highly effective and win on a consistent... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada yada". Well, here's an exercise to get your sales brains moving.There are major differences between how you sell in a Regular Sales Call versus at a Trade Show. In other words, just because you can sell well, doesn't mean you... Read More

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Unique Selling Propositions

If you have competitors, then you should have at least... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us --... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

Success Reloaded: The Matrix

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

Keep the Referrals Coming

A key method of our survival in the business and... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

Plan For Your Next Trade Show Appearance To Be A Success

Most people who consider trade show planning think of it... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play... Read More

Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by... Read More

Creating Intense Emotions That Motivate People

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

Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your... 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 Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

Selling: an art of a skill?

Selling is as much an art as it is a... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... Read More

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always... Read More

3 Tips For Getting Through The Voicemail Screen

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

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your... Read More

Is Cold Calling Dead?

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

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More