Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not, she ponders.You stand by the wayside and sweat, praying the sale will go through. Then almost inexplicably, it slips out of your hands, and you... Read More

The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I suspect that the problems cropping up in the sales arena these days ? the increased length of the sales cycle, the increased levels of competition... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually a good reason. Here are two examples. Bernadette, my wife, has a busy schedule. She will often call for a manicure at the last minute. She's been going to Carol's Beauty Shop and Day Spa for the past two years.... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead source, and you may not even realize it.Think about it this way, every customer you have, most likely has brothers, sisters, parents, cousins, and friends, so why not tap into it.Here are a few ideas to draw leads out of... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail. Today's flatter organization has fewer administrative... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of people hear this word, a negative thought pops up in their minds. Typically, most people think of a habit being negative. The secret to your future lies in your daily habits so ask yourself right now, "Are my habits today... 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

Building Relationships

A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and entrepreneurs who tell me they do not cold call because they want to build relationships with prospects. I'm confused. Who says the two are mutually... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used mannequin. Used mannequins are a good deal for several reasons. Many stores do not see the purpose in buying new mannequins when used ones work just as well. While some used mannequins may have slight damage or need to be... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the restaurant pressure washing business, while other specialize in it. One reason some do not like it is due to the all the grease, which gets on their hoses and equipment, which in itself is difficult to clean off. Another reason... Read More

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Showing 1 - 10 of 422 Articles
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Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

Selling: an art of a skill?

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

EXHIBITORS - Check Your URL

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

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

Too Much Empathy Will Cost You Money

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

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

Voice Mail That Sells

As a business owner, I receive my share of sales... 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

Unique Selling Propositions

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

Asking The Right Questions

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

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's... Read More

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

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More

A Little Something Special Goes a Long Way

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

3-Levels Of Successful Selling

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

An Introductino to Insurance Lead Generation

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

How Can Fundraising Consulting Help Us Raise Money?

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

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More

Count Down To An Advert

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

Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

People Buy People So Sell On Relationships

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

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

How to Make Sure You Sell More!

Make sure you target women. It's true for almost anything... Read More

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice... Read More

Ten FAST Ways to Sell Your Products

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

Cracking The Billable Hours Ceiling

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