Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Studies confirm that 80% of all salespeople fail in their first year because of the fears associated with prospecting. 40% of veteran producers with... 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
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many types of mannequins made of different materials including wood, wax, fiberglass, and plastic. Some mannequins are set in one pose, while others have adjustable arms and legs. There are mannequins that look like men, women, and children. Some mannequins are... Read More
The Secrets Behind Hypnotic Selling
Hypnosis has been a taboo word for far too long. And many people see it in a mystical light. Yet what they do not realize is that hypnosis is a naturally occurring state experienced by everyone every single day. And it is only in recent times, that business professionals have... 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
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit to learn. Each of the reasons play into the way you want to present your sales information. Studies completed by the United States Department of Education (USDOE), Commission on Nontraditional Study and surveys conducted by the National Center for Education... Read More
My Competitor Has a Better Product
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
The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company.During one of our coaching sessions, he told me, "I've been diligent about following the sales process that my company believes is required to make a sale -- but, for some strange reason, my prospects don't want to fit into that process.What am I... Read More
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses be missing the lead generation boat by such a long country mile?Billions of dollars in profits, flushed away!Just because of 7 innocent, yet deadly, tactical lead generation errors. Its nuts!Now before I continue, let me just say that some of... Read More
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going UP? Well, I did at the Tampa Airport last week. Here's what happened:Last Wednesday I was scheduled to fly from Tampa through Dallas to Phoenix on American Airlines. I just got back from Chicago the day before. It was a... Read More
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Getting Past the Gate Guard
Over the years, many prospects have hidden behind their well-trained... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
Sales Brochures - 9 Steps to Success
Even in this day of websites, many customers want to... Read More
Expert Qualities in Sales
If you went to see your doctor, and he mentioned... Read More
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
How to Set Appointments
The Importance of setting appointments is crucial to running a... Read More
Selling Your Business ? Step by Step Process
So it's finally come time to sell the business. After... Read More
Value-added Selling?
"Value-added." That word is used so much it has become... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
Success Reloaded: The Matrix
So the other day I'm watching the movie The Matrix,... Read More
Sealing The Deal Over The Business Meal
Doing business over meals is a ritual that has existed... Read More
Gatekeepers
When I ask salespeople to define what a gatekeeper is,... Read More
The Struggle to Decide: The Paths Customers Take to Solve Problems
Usually my essays discuss the issues that the 'sales' method... Read More
Plan For Your Next Trade Show Appearance To Be A Success
Most people who consider trade show planning think of it... Read More
Stop Telemarketers, Do Not Call List or Not
American consumers have spoken and have done so loudly registering... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Selling ? Remember These Ten Rules and Succeed
There are thousands of books and seminars on how to... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions
There are many tactics and techniques that go into converting... Read More
The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
Sex Sells!
An attractive woman has a decided advantage as sales representative... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
3-Levels Of Successful Selling
Any selling approach that lacks a proven strategy, a practiced... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
Why I Hate (Most) Benefit Statements
Benefits are what motivate people to purchase from you, right?... Read More
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Ten FAST Ways to Sell Your Products
Always give a reason for the sale for credibility. 1.... Read More
Do Your Words Betray You?
What do the words that you use say about you?... 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
Selling To Your Difficult Person
We all have people whom we find difficult. We don't... Read More
Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
If I Wanted To Sell For A Living, I Would Of Majored In It In College
By a show of hands, how many of you grew... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your... Read More
The Problem With Technology At The Point Of Sale In Financial Services
BackgroundThere's a conundrum that currently exists between the customer and... Read More
Unique Selling Propositions
If you have competitors, then you should have at least... Read More
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... 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
More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
Long Sales Letters vs. Short Sales Letters
Everywhere I turn, I'm being asked to weigh in on... Read More
10 Tips To Overcome Your Fear Of Selling
Ahh. Selling. Sometimes, this is a word that is dreaded... Read More
Tapping The Potential Of Your Customers
Business owners of long standing know the cardinal rule "take... Read More
3 Tips For Getting Through The Voicemail Screen
How many times have you heard that you gotta get... Read More
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
Lead Companies, Eight Features To Consider
So now the time has come to invest in Lead... Read More
9 Ways to Keep Clients Coming Back For More
A lot of effort is put into getting new clients.... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
How Leaky is Your Sales Pipeline?
Does your Sales Pipeline leak? If you answered no, you... Read More
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