Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends. They go on and on about how this product can do this and that. The product can often be very good and have all the features you are looking for.But I think that many of the sales letters that have... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.I've... Read More

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with you. Almost 70% of the people you do face-to-face business, with will never speak to you again!It's not that they didn't like you or get value from your services, but they just don't care. They have other things on their... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security, and accessibility of business technologies, especially satellite and broadband connections to the internet. While customers are becoming more savvy, many don't speak 'tech-ese,' and they still are baffled by terms such as routers, IPSEC, T-1s, WIFI, and broadband. While these... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar.The trick in sales is to talk to buyers. Rather... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with... 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

Building an Action Plan

Going into your workday and waiting for things to happen, and then reacting to them is not a very productive way of doing things. You may as well be going into your workday blind.This is why it is so very important to have an action plan.An action plan, simply put,... 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 between you and your competition and having them choose the other guy, have them choose you.Michelle Dunn's new book" Become the Squeaky Wheel," says creating a credit policy can have surprising results.According to Dunn, a leader in the debt collection... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.Why is it that when a doctor recommends a... Read More

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Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

Are You a Winner or Whiner?

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

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Gic Number For Writing Sales Letters

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

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice... Read More

Leveraging Yourself Up To Executives When Selling

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

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

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

The Email Blow-Off

This week's article is my response to a question by... Read More

Understanding The Corporate Buyer

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

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

Creating More Effective Proposals

The need for good proposals - the business kind, not... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

Ask for the Business

Many times in the process of making a sales presentation... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

Your Clients Buying What Youre Selling

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

Aamazing Tips To Increase Your Sales

1. When you make your first sale, follow-up with the... Read More

The Top 10 Myths About the Sales Profession

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

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Selling the Dr. Seuss Way

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

2 ½ Steps to Sales Success

You have just walked out of the office of a... Read More

Overcoming the Fear of Selling

For many of you the Fear of Selling is a... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More