Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the best way to illustrate my point."On a busy street you are approached apologetically by a well-dressed stranger who asks for a dollar to catch a bus and make a phone call. He says he has lost his wallet. What would... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people. If everything else were equal wouldn't you buy from the person that you liked the best? Of course you would and so do your clients. This may seem obvious but it is a fact that's often overlooked by most salespeople.... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not doing selling but consulting. As we know, everybody loves to buy but hates to be sold. We need to engage in non-manipulative selling, and ask deeper questions that will make the sale.View Yourself As A ConsultantOne particular self-image possessed by... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's not you."Hard words to hear. That big deal, the account you've been courting for months, has fallen to someone else."We appreciate all the time and effort you put into your bid. It was quite professional."Yeah sure, they really appreciate your... Read More

Freebies

Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are all sorts of things that we would like to have but we cannot always afford them. That is where Freebees come into play.~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~People will tell you that there is no such thing as a 'free lunch.'I don't know who first... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up "widgets."She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know where to begin there is help out there for you. It is time for you to seek fundraising consulting advice especially if your fundraising event is going to be on a larger scale. Fundraising consulting will help you organize and... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know . . .Lance looks at every single detail.He weighs his food every day to maintain proper nutrition.He trains, he does research, and he pays attention to the appropriate technique.He seeks out the best and the brightest when he needs help... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

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

Winning Sales Proposals

Your proposal is selling for you when you're not there, so it must reflect your standards of professionalism.Like it or not, sales proposals are a tool of the trade, and writing a well-crafted proposal can mean the difference between winning and losing a client's business, especially if you are selling... Read More

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Showing 1 - 10 of 422 Articles
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Picture Yourself a Winner

In the work place, the amount of good things that... Read More

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

Make Your Trade Show Booth Popular

So, you are taking your products and heading to a... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned... Read More

How to Sell: Selling Tips of Master Moms

"If you don't think well of yourself, no one... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... 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

Color Psychology Will Make Or Break Your Sales Success

Color psychology is the biggest question I receive on a... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

Everything in Life is Selling

Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... 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

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Your Best Friend - The Phone

We all know that you can't earn your commission until... 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... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

Its Better When They Tell Them

You know that word of mouth can grow your business.... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to... Read More

What Should I Charge?

People ask me, "What should I charge?"I say, "Ask your... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... 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