The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Sean works for a major telecom company.During one of our coaching sessions, he told me, "I've been diligent about following the sales process that my company believes is required to make a sale -- but, for some strange reason, my prospects don't want to fit into that process.What am I... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy.If you sell an intangible product or service, it may be even tougher to close down a sale because your product... Read More

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. All Green Bay has to do is hold... Read More

How To Profit From Initial Consultations

"I'd love to work with you, but?"How many times have you heard these words? As a professional service provider looking to grow your business, isn't it sometimes frustrating to hold an initial session with someone who you'd love to work with but the potential client has a whole list of... Read More

Book Yourself Solid

THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN HANDLE EVEN IF YOU HATE MARKETING AND SELLINGClients often ask me how I built a six figure income working as an independent professional in less than 10 months. I narrowed it down to 7 simple steps. Seven simple internal and... Read More

Ask for the Business

Many times in the process of making a sales presentation to a potential client, we will break down our product piece by piece, explaining all of the features and benefits it has to offer, then we expect our customer to have immediate buy in, and purchase our product based on... Read More

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let that guy sell me on something that I had no real need for at the time? Do you ever get a sneaking suspicion that your probably not going to really use whatever it is that your buying in the way... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.But cold calling is an art-form. It can be daunting, it's always a lot of work, and you always need... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as difficult gets in the way of our selling effectively and their buying wisely.It is easy to blame the... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the top five most important steps in the selling process?Answer: 1. Rapport. Help me, the customer, feel comfortable with you. The more comfortable I feel the more information I provide.The more information I provide the more you understand my needs and... Read More

---

Showing 1 - 10 of 422 Articles
« Previous	1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43	Next »

5 Ideas for Writing Effective Sales Letters

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

Everything in Life is Selling

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

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

2 ½ Steps to Sales Success

You have just walked out of the office of 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

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with... Read More

Sales 101: Handling The Angry Customer

I am often reminded of the following true story whenever... Read More

Do You Have Enough Prospects To Make Your Numbers?

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

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

Persuading Learners to Buy: 7 Groups

There are seven major reasons why adults continue their pursuit... Read More

An Ideal Selling Situation

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

Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000... Read More

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Breaking the Ice and Winning Over the Client

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

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether... Read More

The Top 10 Myths About the Sales Profession

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

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

What is a Pitch?

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

A Pause For Thought

You can have your cake and eat it.What is it... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

Wholesale Secrets Revealed: The Holy Grail Of Wholesale!

Like the legendary search for the Holy Grail, the cup... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Cracking The Billable Hours Ceiling

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

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

Selling: an art of a skill?

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