Plan For Your Next Trade Show Appearance To Be A Success

Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.But seeing the full potential of a trade show program for your company requires a... Read More

Future Business Key Element In Sales

A challenge facing many businesses is how to maintain a constant stream of customers in order to provide a regular cash flow.One method is to choose a location that ensures a steady flow of traffic past the door, creating a constant awareness of the business. While position is important, it... 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

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not see the one that is opened for us." If you're in sales you gotta remember this one. Right now, during these challenging and difficult economic... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic Programing (NLP) can be used to gain instant rapport with clients, leads, and business associates, and more specifically, how to use physiology, matching and mirroring, to create instant magic communications.Now, how can tonality and words establish rapport?TONALITYWhile physiology accounts for... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing. 2. Make a lot of... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in marketing. It was Saturday afternoon, and started like a typical telemarketing call. Heavy accent, reading a script. I told him Patty wasn't home, I'm her husband, he could talk to me.At this point, one of two things happens. Either they... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import ? is at best, a wishful endeavor. ?Paul Shearstone 2003......................................................................................No one ever questions the fact there are born athletes who, when compared to others,... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 2

Part one of this article is available at www.bookcoaching.com/freearticles/article-31.shtml. Have you wasted valuable time and money on promotion that doesn't work? Have your announcements and news releases been ignored? Have you been too quiet about getting the word out how your product or service will help solve people's... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services - do the math. Doing the math means you have to know certain numbers. These numbers include: ? The sell price. ? The cost... Read More

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Showing 1 - 10 of 422 Articles
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Cracking The Billable Hours Ceiling

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

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

How to Generate Leads on the Internet

In the last decade, the Internet has become a major... Read More

Dont Call Me

The March, 2004, issue of Psychology Today reports on an... Read More

Listen! How to Sell More by Listening More!

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

Im A Second-Story Man

Can you say who you are and what you do... Read More

The Allure of Antique Store Fixtures

They say if you wait long enough, a style you... Read More

How Leaky is Your Sales Pipeline?

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

An Introductino to Insurance Lead Generation

It is vital that insurance salespeople have a steady stream... Read More

Telling the Value Story

You arrived on time and completed your calculations. You worked... Read More

Get the Most Out of Your Current Customer

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

Count Down To An Advert

There are hundreds of books available to teach you how... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

The Never Ending Sale

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

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... 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

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising... Read More

Asking The Right Questions

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

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More

Prepare to Sell!

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

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More