Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've done all the right things with your prospect:? You've identified a real need and developed a reasonably solid relationship.? You've determined that your prospect is interested in your solution.? You've had a couple of great meetings or conversations that let... Read More

Are You REALLY Listening?

Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do you understand it completely?Here are some tips on how to become a more effective listener:FOCUS in on the basic message. Try to pinpoint the main... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5 to 10 seconds?How long do you think you have to get anyone's attention? 5 minutes? 2 minutes? 30 seconds? It is actually 10 seconds. I know it does not seem like a long period of time but you will be... Read More

Define Your Best Customer

To be more effective at developing relationships, one should always take time to describe their best customer. This is the customer that gives you the biggest bang for your buck. This customer is the one that pays bills on time, uses you exclusively for all their business needs in your... Read More

Peak Performance ? What You See Is What You Get!

Would you like an easy way to track the performance of your sales SuperStars? Will a large sales activity board really make a difference? You bet! This article will give you three easy ways to improve the performance of your sales team because what you see is what you get!Setting... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent thinkers but then we can feel uncomfortable -- even embarrassed ? if we break out of "the norm." However, in business the biggest rewards often go to people who are willing to be different.One night, I was in a mall... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a friend, I picked up. The caller was not my expected friend. She was a financial advisor from... Read More

The History of Sales: Dale Carnegie is Still with Us

I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. But... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and more confident when they can use their 'abilities' to convince the customer to make a buying decision. But what happens when the customer still doesn't... Read More

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Showing 1 - 10 of 422 Articles
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I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... 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

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the... Read More

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Why USPs Dont Work

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

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us --... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

Impotent Questions - How Much Are They Costing You?

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

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Too Much Empathy Will Cost You Money

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

Expert Qualities in Sales

If you went to see your doctor, and he mentioned... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea... Read More

The Hands On Approach

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

Top 10 Ways to Sell your Product or Service While you Sleep - Part 2

Part one of this article is available at ... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Can Walmart Make You Rich?

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

8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail.... Read More

Customer Service Revival

Value is in the Eye of the BeholderSales today is... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named... Read More

What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

Aikido and The Art of Cold Calling

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

Leveraging Yourself Up To Executives When Selling

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

10 Amazing Product Selling Formulas

1. Sell your products at a wholesale price to retail... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More