Handshake Intimidation

In some situations, attempting to intimidate the other person will actually increase the amount of rapport you gain with them. CEO introductions, meeting other salespeople (and competitors), and sales job interviews come to mind. Other times its just plain fun to assert a little power in a situation. Here's... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. Then, you had another great idea-to sell your first great idea on the Internet! What better way is there to market and sell your idea to the world,... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not get the sale;Focus on yourself. I recall meeting several salespeople from a variety of vendors regarding an initiative I was working on for a client. EVERY single person began their presentation by telling me about their company rather than learning... Read More

Value-added Selling?

"Value-added." That word is used so much it has become a cliché in business circles. There may not be a business in the world that doesn't claim to be a "value-added" seller.The problem is that once a word or phrase becomes a cliché, it often losses it's original meaning. This... Read More

Consumer Effort And The Purchase Decision

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

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

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let that guy sell me on something that I had no real need for at the time? Do you ever get a sneaking suspicion that your probably not going to really use whatever it is that your buying in the way... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer. They are driven through their need to either make money, they're passionate about the goods and services they offer or... Read More

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try to attract new customers, and this is a kind of lead generation.Lead generation includes anything that a business does to gather a list of new or potential clients and involves a number of techniques used to create interest in potential... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea of joining a direct sales company and being able to make extra money from home. There are a few things a first-timer in direct sales should know before signing up.1. There are always more expenses than first expected.This is true... Read More

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Showing 1 - 10 of 422 Articles
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Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

Using Emotion for Persuasion

The other day, I received the last issue of a... Read More

A Brief History of the Sales Profession

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

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... 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

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... Read More

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers... Read More

Are You a Winner or Whiner?

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

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

The Anatomy of a Sales Letter

When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

Your Clients Buying What Youre Selling

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

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More

Count Down To An Advert

There are hundreds of books available to teach you how... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call"... Read More