Never Stop Selling
The question: "When should a growing company slow down its sales function and focus solely on delivery?"The answer: "Never!"When fast growth is the focus of your company, the only constant is that you will always, and I mean always, need more sales. It doesn't matter how full the sales pipeline... 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
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the... Read More
The Best Day In The Week
The best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. To M.A.K.E. the most of every day ? do the following: Monitor the critical performance elements in your business. Know your numbers. Know your... Read More
Don?t Waste My Time!
Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual's are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent characteristics ? they ask a continuing... 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
Take the Contract with You
I learned something very interesting this week. Thankfully, what I learned was really at no one's expense. What I learned is that when you are on a sales call and you believe there is a possibility (even a remote one) that you may close, always take your contract or letter... Read More
How to Buy Wholesale Store Fixtures for Your Business
It may sound funny, but honestly, if you're opening up your own retail store the last thing you'll ever want to do again for the rest of your life is buy anything retail -- especially if it's for your own store. Buying your store fixtures wholesale is not only mandatory... Read More
Sales Copy Tips
Writing good sales copy is not an art, it is a science. There is no reason to get creative here. You want to follow the formula that has been proven to work.Nevertheless, I am always surprised at how many sales letters on the internet can be improved upon.Here are a... Read More
Too Much Empathy Will Cost You Money
Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time... Read More
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12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
How To Set Goals and Achieve Them
We use only 5% of God's given potential, 95% of... Read More
Great Telephone Skills
Having good telephone skills is crucial as the call may... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student... Read More
Clear Up Blurry Communication
One of the top brewing companies in America is a... Read More
Do You Have Enough Prospects To Make Your Numbers?
Several years ago I worked with a CPA who wanted... Read More
The Secrets Behind Hypnotic Selling
Hypnosis has been a taboo word for far too long.... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
How To Write A Riveting Sales Letter That Closes Sales
How do you get people's attention and build their interest... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
Selling - Trade Shows Vs. Regular Sales Calls
Remember those school exercises that started "Compare and contrast....yada yada... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to... Read More
Why I Hate (Most) Benefit Statements
Benefits are what motivate people to purchase from you, right?... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact,... Read More
Lazy Man?s Way To Get Customers
No matter how big or small your business is and... Read More
How To Get Rich Giving Away Something Free
The best of all worlds is to have a product... Read More
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
Never Stop Selling
The question: "When should a growing company slow down its... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... Read More
Creating Intense Emotions That Motivate People
Ever wish that your presentations could be as much fun... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
Caring - The Secret Sales Strategy
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
How to Make Sure You Sell More!
Make sure you target women. It's true for almost anything... Read More
How to Blow Rapport Really Fast
Do you have 5, 10, or 20 years of sales... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... Read More
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact,... Read More
Selling - Trade Shows Vs. Regular Sales Calls
Remember those school exercises that started "Compare and contrast....yada yada... Read More
10 Tips To Overcome Your Fear Of Selling
Ahh. Selling. Sometimes, this is a word that is dreaded... Read More
The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your... Read More
Get The Help You Need With Fund Raising Ideas
There are many fund raising ideas on the market today... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
5+5 = Your Dream
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
Long Sales Letters vs. Short Sales Letters
Everywhere I turn, I'm being asked to weigh in on... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
The Power of Thank-You
When was the last time you thanked your customers?This often... Read More
Selling -abilities : Part 2
In the last article... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there,... Read More
Everything in Life is Selling
Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More
Voice Mail That Sells
As a business owner, I receive my share of sales... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight... Read More
Why Should I Buy From You?
Virtually every business you contact has this question in their... Read More
Telephone Techniques
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they... Read More
Five Things More Important to Buyers than WHAT Youre Selling - I
Article I of a two-part series.No matter what customers say... Read More
How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
Its Better When They Tell Them
You know that word of mouth can grow your business.... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver.... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
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