Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.Q: Dear Me, I recently took my... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products or packages, also often called the "extended warranty."Extended warranties are subtle forms of insurance policies that guarantee a product or service's performance, especially after an... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will think that is? Ask. Ask questions. Spend most of your time asking questions of your prospects, and you will have the opportunity to... Read More
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your clients."If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay. They will not try to undercut you.And if... 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
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true that was until I got into franchising and saw how one franchise sale could add jobs to the economy, provide great service to a community... 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
Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer. They are driven through their need to either make money, they're passionate about the goods and services they offer or... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's the word "you." Why?When most of us read anything, we're looking for something that interests us. What do we need at that moment? What will we need tomorrow? Why should we bother to read this story?Self-interest is what motivates us... Read More
Sell With KISS, As In Keep It Simple, Stupid
One of the most useful and fundamental communications lessons that has been repeated to me over the years, ever since my earliest days of formal business training, is the fabled, famous, and fabulous "KISS" formula.In my college marketing class we were told "Keep It Simple, Stupid!" When I entered my... Read More
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The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
Gic Number For Writing Sales Letters
When I write sales letters for my clients, one rule... Read More
Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people... Read More
Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000... Read More
5 Tips to Choosing a Direct Sales Business
With hundreds of direct sales companies out there, how do... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
How to Make Sure You Sell More!
Make sure you target women. It's true for almost anything... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process... Read More
How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED
There are several ways to get your information into the... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... Read More
Building Relationships
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Restaurant Pressure Washing
Many pressure washing companies try to stay away from the... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds... Read More
Finding a Used Mannequin
Many stores on a budget choose to buy a used... Read More
Everyones Favorite Topic - 3 Tips for How To
I believe that everyone understands that no matter what business... Read More
Define Your Best Customer
To be more effective at developing relationships, one should always... Read More
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just... Read More
9 Packaging Problems That Lose Sales
You have a great product, but it's not flying off... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... 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
Six Simple Steps for Getting More Applications
When I first started out as a loan officer, one... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
Selling Abilities - Part 1
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
Lazy Man?s Way To Get Customers
No matter how big or small your business is and... Read More
Book Yourself Solid
THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More
Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old... Read More
The Basic Secrets of A Million Dollar Sales Letter
"Accepting the consequences, good or bad, will free you; take... Read More
Selling For Keeps
When you are in sales and you come across a... Read More
Great Telephone Skills
Having good telephone skills is crucial as the call may... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... Read More
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
How to Leverage Your Influence
Why do we get into sales? Typically it is two... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
Your Best Friend - The Phone
We all know that you can't earn your commission until... Read More
How to Write Testimonials that Sell CDs Like Magic
"Which is your best CD?"Ever get that question? My band... Read More
How To Get Rich Giving Away Something Free
The best of all worlds is to have a product... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling... Read More
Don?t Waste My Time!
Many participants in my programs ask how to deal with... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
Your Clients Buying What Youre Selling
Linda felt like she had reached a plateau in her... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
Building Relationships
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... 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
How To Set Goals and Achieve Them
We use only 5% of God's given potential, 95% of... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Money Does Talk!
When buying something, you can buy in one of two... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
10 Tips To Overcome Your Fear Of Selling
Ahh. Selling. Sometimes, this is a word that is dreaded... Read More
Three Ways to Increase Mortgage Applications
If you are in the mortgage business, the very first... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... Read More
Your Profit is in Your Follow-up: A System for Increased Sales Conversion
No matter what you sell--products, services, or causes--one of the... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there,... Read More
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