Clear Up Blurry Communication

One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call." We discovered that even though co-workers speak the same words, they don't attach the same meanings. Here's what happened.... Read More

Keep the Referrals Coming

A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction.When we receive a referral from someone, it... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to generate a steady stream of qualified leads. Making sure that leads flow into your "pipeline" will be one of the most vital aspects of your overall business. This will be particularly true if your business is network marketing. You need... Read More

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on the other hand, say "I have to."Let me explain. On a plane, I mentioned to the executive next to me that I'm a professional development consultant and speaker. She smiled, gave me a knowing nod, and before the wheels were... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the ad campaign for her new fragrance range uses subliminal or hidden messages in its efforts to convince potential buyers. Advertisers have long been aware of the power of appealing to our subsoncious minds, so what methods exactly do they employ,... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you. Once we're... Read More

Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity. I am sure... Read More

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us -- we merely have to pick up a phone or send an email to conduct business. Yet, there still is no substitute for live, personal appearances when you want your teaching to count, and that's why I love workshops. Your participants... Read More

How to Sell: Selling Tips of Master Moms

"If you don't think well of yourself, no one will think anything of you." At least half of selling is a mind set. Set your mind to being selfish with positive self-image, positive self-talk and your self-esteem. The sale is made inside our head before it takes... Read More

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Showing 1 - 10 of 422 Articles
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5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green... Read More

Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more... Read More

Impotent Questions - How Much Are They Costing You?

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

Selling: an art of a skill?

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

60 Ways to Increase Your Mail Order Catalog Sales

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

Gic Number For Writing Sales Letters

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

What Do Mobile Auto Detailers Clean When it Rains?

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

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

Winning Sales Proposals

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

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

Make Your Trade Show Booth Popular

So, you are taking your products and heading to a... Read More

What is Lead Generation?

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

Dont Be Macho Selling Ice to Eskimos

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

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

Why USPs Dont Work

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

How To Shorten The Selling Cycle And Reduce Buying Stalls

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

Nothing Happens Until Someone Sells Somthing

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

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

Everything in Life is Selling

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