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

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers. In the sales rep's own words... "I was required to call on every account because there was... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that makes you want the product?the resume that prompts you to call the job candidate this second?all these are examples of exceptional business writing. While you certainly know good writing when you see it, can you write with the same pizzazz... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who've had too much to drink.You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he's... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the restaurant pressure washing business, while other specialize in it. One reason some do not like it is due to the all the grease, which gets on their hoses and equipment, which in itself is difficult to clean off. Another reason... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. Marketing my business would be easy if every client bought my products within two minutes of seeing... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management, we usually find participants react to the instruction on goal-setting in one of three ways:1. Some workshop attendees really don't want their lives to change nor does a greater level of achievement appeal that much to them. Therefore, they do... Read More

Great Telephone Skills

Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of public. However, since both parties may not see each other face-to-face, a telephone conversation may not lead to favourable results; on the flip side, it... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are in the early planning stages of developing a product, the best thing you can do is STOP and write the sales letter first! "But wait a minute (you might be thinking)... this sounds totally 'Bass Ackwards' doesn't it?" It... Read More

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Showing 1 - 10 of 422 Articles
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Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the... Read More

Overcoming the Fear of Selling

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

How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital.... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Business Lessons Learned At The Mall

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

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Tips for Increasing Your Profits with Gift Certificates

Offering gift certificates is an excellent way of increasing sales... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

The Top 10 Myths About the Sales Profession

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

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution... Read More

The Benefits of Display Mannequins

Mannequins are primarily used in stores to display clothing. A... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

Is Sales Profession an Oxymoron?

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

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another... Read More

Money Does Talk!

When buying something, you can buy in one of two... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

Whats Your Clients Style?

When it comes to effective selling, one simple fact never... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... 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

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

The Damaging Admission - A Persuasive Technique

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

The Hands On Approach

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

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More