How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these before:Q: "How can you tell a sales person is lying?"A: "His lips are moving."Q: "Why do lawyers like sales people?"A: "They give them someone to look down on."Sadly, the term sales professional is often seen as an oxymoron, in much... Read More
Exporting to Europe: Not the Challenges You Think
If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls ? until it's too late. I learned three... Read More
Unique Selling Propositions
If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!We all have competitors, and the more you have, the more important it is that you have a... Read More
The Email Blow-Off
This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process only to be disappointed by your prospect's objection to your price?This situation unfolds all too regularly for many small business owners.The other day I was talking to Joan who was lamenting how she'd spent a ton of time developing a... Read More
Sales Copy Tips
Writing good sales copy is not an art, it is a science. There is no reason to get creative here. You want to follow the formula that has been proven to work.Nevertheless, I am always surprised at how many sales letters on the internet can be improved upon.Here are a... Read More
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity. I am sure... Read More
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
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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 Lose the Sale Quickly & Easily
Here are five sure-fire ways to guarantee you will not... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
How to Write Testimonials that Sell CDs Like Magic
"Which is your best CD?"Ever get that question? My band... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
To Sell Successfully, You Have to Be Willing to Be Different
We are complex. We confidently assert that we are independent... Read More
Money Does Talk!
When buying something, you can buy in one of two... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
The ?Write? Way to More Sales
The sales letter you can't put down?the advertising copy that... Read More
Refining Your Telephone Prospecting Techniques To Be A Master Closer!
Let me create a picture for you. This is the... Read More
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've... Read More
Six Simple Steps for Getting More Applications
When I first started out as a loan officer, one... Read More
Leads, Prospects, and the Huge Gap Between
The leads marketing delivers to the sales team never seem... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
Sales Copy Tips
Writing good sales copy is not an art, it is... Read More
Sex Sells!
An attractive woman has a decided advantage as sales representative... Read More
How to Buy Wholesale Store Fixtures for Your Business
It may sound funny, but honestly, if you're opening up... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 2
Part one of this article is available at ... Read More
6 Creative Questions To Move From HOW Are You To WHO Are You
Imagine you just met someone new. The formalities of names,... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... Read More
How to Build A Steady Stream of Customers--Step One
The success of a small business depends upon a steady... Read More
How to Leverage Your Influence
Why do we get into sales? Typically it is two... Read More
Referrals: Getting Good Business By Doing Good Business
Whether you're a conventional sales person, a professional ? such... Read More
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80%... Read More
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The... Read More
Things You Need to Know Before Joining a Direct Sales Company
A lot of people are very intrigued by the idea... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process... Read More
The Email Blow-Off
This week's article is my response to a question by... 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
The Importance of Good Sales Leads
An important part of your business plan should be to... Read More
Everything Follows the Pitch
If you asked me to point to the heart and... Read More
Gic Number For Writing Sales Letters
When I write sales letters for my clients, one rule... Read More
3-Levels Of Successful Selling
Any selling approach that lacks a proven strategy, a practiced... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Using Emotion for Persuasion
The other day, I received the last issue of a... Read More
A Look at Child Mannequins
Not all mannequins are made to look like full-grown adults.... Read More
Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but... Read More
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let... Read More
Clear Up Blurry Communication
One of the top brewing companies in America is a... 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
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
My Competitor Has a Better Product
The topic of this issue's article is a response to... Read More
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
Nine Keys to Make your Sales Copy Convincing
Would you pay $12,500 to discover the keys to great... Read More
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
How to Sell Your Products Without Competition
Selling your products at shows can be difficult when you... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... Read More
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in... Read More
10 Amazing Product Selling Formulas
1. Sell your products at a wholesale price to retail... Read More
Are You Selling What They Want To Buy? Is It An Appropriate Solution?
Let me tell you about my friend Peter who has... Read More
Stop Talking - Start Selling
Selling is not talking. It's listening. You may have heard... Read More
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects... Read More
Do Your Words Betray You?
What do the words that you use say about you?... 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
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... Read More
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