Selling -abilities : Part 2
In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. In this article I want to discuss... 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
Lazy Man?s Way To Get Customers
No matter how big or small your business is and no matter how high or low sales are right now, there is something you need, badly. And that is a selling system.All firms are careful to have elaborate accounting, production and transport systems. And yet there is no system to... Read More
Packaging Maketh the Person
The multi million pound cosmetics industry is acutely aware of the value of packaging. You'll know this if you've ever bought anything from those glamorous ladies whose counters are always just inside the front door of Department stores.However, from time to time we're presented with surveys about the creams we... Read More
Do Your Words Betray You?
What do the words that you use say about you? What is your basic message? Do your words support that basic message? As a business owner, entrepreneur or sales professional, part of your message must be of confidence and authority. You always want your prospect or your customer to see... Read More
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers.They were able to do this because they spent years building their book of business.Whenever a current customer walked... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future. They buy when they believe that... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting down with a long list of potential prospects you've never met and telephoning them, one at a time, to learn which of them needs what you sell and then arranging to sell it to them.Believe me, nobody likes telephone cold... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you wanted to last year? Don't be shy; raise your hands. Hmm, I don't see too many hands out there. What would you say is the cause of this gap between your goals and your earnings?While you could certainly name the... 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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The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... Read More
Ten Top Tips for Terminating Telephone Terror
1. Make telephone callsFew things are more terrifying than the... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
The Best Day In The Week
The best day of the week is TODAY, of course.... Read More
Five Deadly Sales Letter Mistakes
To be effective your sales letter must be opened, read,... Read More
I Am A Habit
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
60 Ways to Increase Your Mail Order Catalog Sales
This article is meant to inform. Please don't construe this... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
Value-added Selling?
"Value-added." That word is used so much it has become... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
?The Power Of Consumer Opinion, & How To Profit From It!?
Selling is just a whole lot easier when you know... Read More
The ?Write? Way to More Sales
The sales letter you can't put down?the advertising copy that... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't... Read More
Three Ways to Increase Mortgage Applications
If you are in the mortgage business, the very first... Read More
Why Should I Buy From You?
Virtually every business you contact has this question in their... Read More
Understanding The Corporate Buyer
Selling your services to corporations is an attractive proposition. The... 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
Going the Extra Mile and Getting Referrals
Successful salespeople have the ability to turn the customers they... Read More
Three Big Ol Tips for Better Sales Letters
Growing up in the South, I used the phrase "big... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
When the Nose of the Camel is in the Tent
My new job was to sell Commercial Service Agreements. It... Read More
How Improve Conversion Rates
Do you know your conversion rates? Conversion rate is the... Read More
Model Dell: The Art of the Affiliate Coupon
Along with having an innovative supply chain, there's another reason... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.Forget selling and start... Read More
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just... Read More
Leads, Prospects, and the Huge Gap Between
The leads marketing delivers to the sales team never seem... Read More
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
Creating More Effective Proposals
The need for good proposals - the business kind, not... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there,... Read More
Why People Use Long Sales Copy
Have you ever wondered why some people use long sales... Read More
Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody... Read More
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... Read More
Ten FAST Ways to Sell Your Products
Always give a reason for the sale for credibility. 1.... 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
How to Buy Wholesale Store Fixtures for Your Business
It may sound funny, but honestly, if you're opening up... Read More
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling,... Read More
Packaging Maketh the Person
The multi million pound cosmetics industry is acutely aware of... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Three Ways to Increase Mortgage Applications
If you are in the mortgage business, the very first... Read More
Selling the Dr. Seuss Way
"I am Sam. Sam I am. Do you like green... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
Know What You Are Selling As If You Were Buying It
Recently I wanted a new lawn mower as we have... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... 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
Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... 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
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying... Read More
Health Insurance Lead and Health Insurance Leads
Health insurance lead generation systems provide a stead stream of... Read More
Take the Contract with You
I learned something very interesting this week. Thankfully, what I... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
Exporting to Europe: Not the Challenges You Think
If you plan to do sell your product or service... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
Define Your Best Customer
To be more effective at developing relationships, one should always... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
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