Count Down To An Advert

There are hundreds of books available to teach you how to write a good sales letter/advert. If you were to read them all it would be possible to distil all of the recommendations into a 'What to do list' similar to the one below. This list is not exhaustive. No... Read More

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products or packages, also often called the "extended warranty."Extended warranties are subtle forms of insurance policies that guarantee a product or service's performance, especially after an... Read More

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson ? even if you're selling an idea!Here are the ten simple but powerful rules that will guide you in all your selling decisions.* Helping. Get into... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that... Read More

Selling for Beginners

Speak to almost any self employed professional and most of them will say that they love their job but don't care much for selling their services. Here's some advice to help all those reluctant professionals who need to sell to clients.We have identified 9 basic selling skills that will help... 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

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's the meaning:Sales love ('sAlz - luv): noun: 1: unselfish and loyal care for the good of a customer, prospect, reseller, and/or team member.The only reason we are in business is to provide value to a group of people who care... Read More

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out to thousands of people, it can give the feel of a personal communication - IF you write it in a direct and conversational tone.To get... Read More

Building an Action Plan

Going into your workday and waiting for things to happen, and then reacting to them is not a very productive way of doing things. You may as well be going into your workday blind.This is why it is so very important to have an action plan.An action plan, simply put,... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight to the trash can. How do you make sure your marketing piece doesn't end up in the round file?Give it the 'who cares' test. You have approximately five seconds to get your prospect's attention. Make those five seconds count! ... Read More

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Showing 1 - 10 of 422 Articles
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The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... 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

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

Connecting with Customers

I just got off the phone with a friend of... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

Telephone Techniques

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

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

The Top 10 Myths About the Sales Profession

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

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

Stop Screwing Up Your Sales Letter

"Sales Letter"... that's your web site's sales page. The page... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

No Regrets

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

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

Sorry, But Im Not Buying From You!

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

How To Profit From Initial Consultations

"I'd love to work with you, but?"How many times have... Read More

A Pause For Thought

You can have your cake and eat it.What is 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

A Stupid Question, but it has to be asked

This is a stupid question but it has to be... Read More

The Allure of Antique Store Fixtures

They say if you wait long enough, a style you... Read More

Model Dell: The Art of the Affiliate Coupon

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

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More