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
Create a Magic Connection with Clients, Leads, and Business Associates Part II
Part I of this article explored how strategies of Neuro-Linguistic Programing (NLP) can be used to gain instant rapport with clients, leads, and business associates, and more specifically, how to use physiology, matching and mirroring, to create instant magic communications.Now, how can tonality and words establish rapport?TONALITYWhile physiology accounts for... Read More
How To Write A Riveting Sales Letter That Closes Sales
How do you get people's attention and build their interest to take the time to read your sales letter? Let's face it. If you can't get the attention of prospects and keep their interest your sales letter will just fall flat on it's face and thus not make you much... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much."When that happens, are you prepared?As an excercise, make a list of 20 "reasons why" your services are worth your fees.Why is life better with your offer? Have... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many disciplines, including: accounting, education, engineering, law and medicine. These professions all have codes of ethical conduct, a definition of their scope, and standards of practice for their members, which include some or all aspects of academic preparation, accreditation, certification and/or... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the most successful sales professional or entrepreneur? Cold Calling. What can crush self-confidence, destroy self-esteem and leave even the most seasoned sales professional quivering with humiliation and defeat? Cold Calling. But why? Every culture has its myths and stereotypes, and... Read More
Do Your Words Betray You?
What do the words that you use say about you? What is your basic message? Do your words support that basic message? As a business owner, entrepreneur or sales professional, part of your message must be of confidence and authority. You always want your prospect or your customer to see... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?According to a study, just before people die, if they express any regrets at all, those regrets tend to fall into two categories. The bigger, by far, is regret... Read More
Picture Yourself a Winner
In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things that happen, so why do we spend so much time stressing over the bad things when we should be smiling about the good things.One reason... Read More
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being able to sell well is developing your listening skills. Most sales companies and sales people talk about being consultative but they don't really know what consulting is! No-one can consult if they cannot listen first. You cannot sit around a... Read More
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Planning to Realize Your Goals
Recently, I wrote about about creating specific, compelling goals that... Read More
How To Make The Most Out of a Business Networking Event
You're not alone. Most people are uncomfortable walking into a... Read More
7 Ways to Stop Selling & Start Building Relationships
Sometimes we can all use a friendly reminder to keep... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student... Read More
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just... Read More
Telephone Techniques
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it... 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
Your Best Friend - The Phone
We all know that you can't earn your commission until... Read More
At-ti-tude, n
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects... Read More
Are You a Cultivator or a Harvester?
As a result of providing marketing consulting, training and coaching... Read More
10 Incredible Ways To Sell Your Products Now
1. Make your reader visualize they have already bought your... Read More
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice... Read More
Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight... Read More
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let... Read More
How To Set Goals and Achieve Them
We use only 5% of God's given potential, 95% of... Read More
Lance Has What It Takes
Lance has what it takes and then some.Did you know... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice... Read More
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
Get The Help You Need With Fund Raising Ideas
There are many fund raising ideas on the market today... Read More
5+5 = Your Dream
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... 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
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... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... Read More
Selling -abilities : Part 2
In the last article... Read More
Success Reloaded: The Matrix
So the other day I'm watching the movie The Matrix,... Read More
How to Generate Leads on the Internet
In the last decade, the Internet has become a major... Read More
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... Read More
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
Use Bundling To Increase Your Profits And Sales
Use Bundling To Increase Your Profits And Sales An effective... Read More
Do You Want to Know the 8 Tips to Selling More Products?
So often sales men and woman are the very people... Read More
How To Make The Most Out of a Business Networking Event
You're not alone. Most people are uncomfortable walking into a... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Referrals: Getting Good Business By Doing Good Business
Whether you're a conventional sales person, a professional ? such... Read More
Why Cold Calling Is Dead
Our world of selling is closed off from other areas... Read More
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind... Read More
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have... Read More
How To Make An Extra $100,000.00 Each Year
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
Building Relationships
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Sell YOU With Your Small Talk (Yes You Can)
Want to build a relationship -- sell yourself for a... Read More
Sealing The Deal Over The Business Meal
Doing business over meals is a ritual that has existed... Read More
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Selling for Beginners
Speak to almost any self employed professional and most of... Read More
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... 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
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... 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
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always... Read More
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