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
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from your customers, you probably turn your thoughts to marketing efforts such as advertising, public relations and other means that will allow you to repeatedly be seen. However, without one particular element included in your plan, your efforts to entice customers... Read More
The Art Of Cold Calling
I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, "Who Makes It Happen: Back On The Road To Success With Creative Real Estate", remember... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to the weather perhaps more than any other business. There are ways to make money even on a rainy day if you are smart. A mobile detailer can do many things. They of course can specialize during these time on the... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that... Read More
The Benefits of Display Mannequins
Mannequins are primarily used in stores to display clothing. A display mannequin is usually a full-size dummy in the shape of a person. A display mannequin will normally include all parts of the human body including a head and feet. Display mannequins can be made of several different materials, including... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits. Sales is not complicated or difficult, but requires preparation, consistent action and a plan. Before completing any preparatory work in sales, consider asking yourself some tough questions.Why are you in this business?Do you believe in your product/service?What are you trying... 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
Do You Want to Know the 8 Tips to Selling More Products?
So often sales men and woman are the very people that prevent themselves from obtaining additional sales and increasing their commissions. It doesn't matter if it's counter sales or door-to-door.They get caught up in the newest method or someone's latest spin on how to get their customers to buy. What... Read More
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When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what... Read More
Flea Marketing Lessons
A few days ago, I was signing copies of my... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow,... Read More
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Why Arent They Buying?
You've polished your sales page over and over againuntil it's... Read More
Too Much Empathy Will Cost You Money
Ever have a prospect start out your sales call by... Read More
Book Yourself Solid
THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
Going the Extra Mile and Getting Referrals
Successful salespeople have the ability to turn the customers they... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... Read More
Selling Your Business ? Step by Step Process
So it's finally come time to sell the business. After... Read More
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales. Consumers... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
Five Deadly Sales Letter Mistakes
To be effective your sales letter must be opened, read,... 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
Top 10 Ways to Sell your Product or Service While you Sleep - Part 1
Have you wasted valuable time and money on promotion that... Read More
How to Sell High Tech Solutions
Many companies are looking to improve upon the speed, security,... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
Dr. Seuss?s 3-Step Selling Process
Hello Everyone: Here's a unique look at learning how tosell:... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means... 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
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing... Read More
Customer Service Revival
Value is in the Eye of the BeholderSales today is... Read More
Five Keys to Make Your Cold Calls Sizzle
Do you clam up on the telephone? An advertising rep... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight... Read More
Casual Networking
What comes to mind when you think of networking --... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow,... Read More
When the Nose of the Camel is in the Tent
My new job was to sell Commercial Service Agreements. It... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 1
Have you wasted valuable time and money on promotion that... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain
There are 3 ways to grow any business:- Get more... Read More
Stop Talking - Start Selling
Selling is not talking. It's listening. You may have heard... Read More
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales. Consumers... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or... Read More
Finding a Used Mannequin
Many stores on a budget choose to buy a used... Read More
Breaking Through The Comfort Zone Barrier
After completing a workshop on personal productivity or time management,... Read More
Selling for Beginners
Speak to almost any self employed professional and most of... Read More
Take the Contract with You
I learned something very interesting this week. Thankfully, what I... Read More
Your Best Friend - The Phone
We all know that you can't earn your commission until... Read More
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process... Read More
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company.During one of our... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually... Read More
8 Part Strategy For Constructing Your Advertising Message
Strategies to help produce your brochure, advertisment or direct mail.... Read More
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an... Read More
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... Read More
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