Still more discoveries from the recent studies in behavioral economics:Over-Valuing "Mine"People consistently place a higher value on things they own, even if their "ownership" is temporary. The research is interesting, and I often saw this phenomenum used by salesmen on busses in Ecuador. A product is thrust into your hands,... Read More
There are several ways to get your information into the decision maker's hands.Use "The Stealth Mail Method". You've heard the expression if it walks like and duck and quacks like a duck it's probably a duck. Everyday the gatekeeper sorts through the bosses mail just like you and I do.... Read More
Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to... Read More
For two winters I heated my house with an old fashioned woodstove. I learned the art of reviving a bed of dying coals each chilly winter morning, adjusting the kindling, firewood and dampers just right so that the stove would heat my turn-of-the- century farmhouse for the longest period possible.I... Read More
The topic of this issue's article is a response to a question submitted by one of my newsletter readers. QUESTION - "At the moment, my competitor's have a far better product/deal, due to circumstances out of my control. However, customers go to the competitor and then come to me to... Read More
Some trainers and sales managers teach that there are prospects that just need a little more time in the decision-making process. They explain that a decision-maker's stall is not always a put off and they just need to think a bit more about their decision, or that they have to... Read More
First, recognize that motivation is an inside job. The word motivate means to impel, inspire, hope, stimulate, incite, propel, spur, goad, move, induce, prompt, instigate, fire, provoke, actuate, cause, egg on, drive, excite, and to trigger. Don't wait for someone to motivate you, here are 15 ways you can motivate... Read More
It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone see's a product as being very valuable but the effort to purchase that product is large it will decrease the value of the product and... Read More
You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type... Read More
VOICEThe Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative to see, no glittering product to touch and tantalize-just a voice on the other end of the phone. However good the present telephone system may... Read More
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The best day of the week is TODAY, of course.... Read More
Benefits are what motivate people to purchase from you, right?... Read More
An attractive woman has a decided advantage as sales representative... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
How many sales opportunities have you lost to competitors who... Read More
Having good telephone skills is crucial as the call may... Read More
The number one requirement, whether you are a business owner... Read More
I am often reminded of the following true story whenever... Read More
How many of you have a corporate web site? Everybody... Read More
Any selling approach that lacks a proven strategy, a practiced... Read More
A mobile auto detailer and their profits are tied to... Read More
Hello everyone, hope your day is going well! I know... Read More
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
They say if you wait long enough, a style you... Read More
Value is in the Eye of the BeholderSales today is... Read More
You are the productWe're all in the selling business whether... Read More
The fastest way to get a decision made is to... Read More
If you live in England then you will already be... Read More
Virtually every business you contact has this question in their... Read More
Growing up in the South, I used the phrase "big... Read More
When it comes to buying mortgage leads, there are many... Read More
You may not realize this, but when if you are... Read More
The formula for defining a "profession" is similar throughout many... Read More
First, recognize that motivation is an inside job. The word... Read More
How do you get people's attention and build their interest... Read More
Prospecting is the engine that propels anyone in sales. Without... Read More
In the course of my career, I've had to deal... Read More
Let me tell you about my friend Peter who has... Read More
The multi million pound cosmetics industry is acutely aware of... Read More
A few days ago, I was signing copies of my... Read More
"Which is your best CD?"Ever get that question? My band... Read More
Wherever you turn these days you'll find articles covering every... Read More
You can make a difference in the second half! You... Read More
A key method of our survival in the business and... Read More
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
For centuries ? at least since the serpent convinced Eve... Read More
Selling is as much an art as it is a... Read More
Have you ever asked yourself, now how did I let... Read More
It's early January 2004. The Green Bay Packers are just... Read More
With the dot.com revolution crushing once solid business models on... Read More
Selling a service isn't the same as selling a product.... Read More
The USP (Unique Selling Proposition) is based on the assumption... Read More
The Technical Revolution has done a lot for us --... Read More
The multi million pound cosmetics industry is acutely aware of... Read More
You have just walked out of the office of a... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
Over the years, many prospects have hidden behind their well-trained... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
When a request for proposal (RFP) comes in, you get... Read More
1. Sell your products at a wholesale price to retail... Read More
Sometimes we can all use a friendly reminder to keep... Read More
"Accepting the consequences, good or bad, will free you; take... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
Going into your workday and waiting for things to happen,... Read More
The most effective prospecting techniques were revealed in the August... Read More
Selling To Women - Selling To Men - It Isn't... Read More
The customers you already have could be your biggest lead... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
If Chicken Little were alive today he wouldn't be running... Read More
Do you have 5, 10, or 20 years of sales... Read More
We use only 5% of God's given potential, 95% of... Read More
Hello everyone, hope your day is going well! I know... Read More
To be effective your sales letter must be opened, read,... Read More
Business owners of long standing know the cardinal rule "take... Read More
Can you say who you are and what you do... Read More
The other day, I received the last issue of a... Read More
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