Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us -- we merely have to pick up a phone or send an email to conduct business. Yet, there still is no substitute for live, personal appearances when you want your teaching to count, and that's why I love workshops. Your participants... Read More
60 Ways to Increase Your Mail Order Catalog Sales
This article is meant to inform. Please don't construe this as legal advice. Perfection in a mail order catalog is like infinity...you can continually approach it but never quite reach it. In the case of many catalogs it is not necessary to achieve perfectionor even approach it very closely... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services - do the math. Doing the math means you have to know certain numbers. These numbers include: ? The sell price. ? The cost... Read More
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers.They were able to do this because they spent years building their book of business.Whenever a current customer walked... Read More
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of your promotions is to get more sales, not to soley enhance the image of you or your company. As a salesperson you must understand this right at the beginning or you will be wasting your's and every one else's time.You must... Read More
Before They buy What You Say - 10 Steps To Selling Yourself
You are the productWe're all in the selling business whether we like it or not. It doesn't matter whether you're a lawyer or an accountant, a manager or a politician, an engineer or a doctor. We all spend a great deal of our time trying to persuade people to buy... Read More
Plan For Your Next Trade Show Appearance To Be A Success
Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.But seeing the full potential of a trade show program for your company requires a... 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 Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will think that is? Ask. Ask questions. Spend most of your time asking questions of your prospects, and you will have the opportunity to... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and determined that you can provide the product and service she is looking for. You've presented your information in an engaging manner and the prospective customer appears interested. Many salespeople now make one or two very fatal mistakes that cost them... Read More
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Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people... Read More
Flea Marketing Lessons
A few days ago, I was signing copies of my... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
Value-added Selling?
"Value-added." That word is used so much it has become... 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
Selling To Women - Selling To Men - It Isnt the Same
Selling To Women - Selling To Men - It Isn't... Read More
At-ti-tude, n
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales
Hello, do you have a website and sell something on... Read More
Selling for Beginners
Speak to almost any self employed professional and most of... Read More
Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... 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 Make The Most Out of a Business Networking Event
You're not alone. Most people are uncomfortable walking into a... Read More
Before They buy What You Say - 10 Steps To Selling Yourself
You are the productWe're all in the selling business whether... Read More
Selling -abilities : Part 2
In the last article... Read More
Selling - Trade Shows Vs. Regular Sales Calls
Remember those school exercises that started "Compare and contrast....yada yada... Read More
A Look at Mannequin Heads
A mannequin head is a life-size head that includes all... Read More
How Sellers Can Take Control
For centuries ? at least since the serpent convinced Eve... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
How to Set Appointments
The Importance of setting appointments is crucial to running a... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
Open Your Introduction With A Firecracker Moment
The number one requirement, whether you are a business owner... Read More
Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always... Read More
Going the Extra Mile and Getting Referrals
Successful salespeople have the ability to turn the customers they... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
The ?Write? Way to More Sales
The sales letter you can't put down?the advertising copy that... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions
There are many tactics and techniques that go into converting... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
How Sellers Can Take Control
For centuries ? at least since the serpent convinced Eve... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
Im A Second-Story Man
Can you say who you are and what you do... Read More
Caring - The Secret Sales Strategy
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
Asking The Right Questions
On an introductory call, how do you gather all of... Read More
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old... Read More
Why Cold Calling Is Dead
Our world of selling is closed off from other areas... Read More
Nine Keys to Make your Sales Copy Convincing
Would you pay $12,500 to discover the keys to great... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
Its Better When They Tell Them
You know that word of mouth can grow your business.... Read More
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
Long Sales Letters vs. Short Sales Letters
Everywhere I turn, I'm being asked to weigh in on... Read More
Finding a Used Mannequin
Many stores on a budget choose to buy a used... Read More
How To Write A Riveting Sales Letter That Closes Sales
How do you get people's attention and build their interest... Read More
60 Ways to Increase Your Mail Order Catalog Sales
This article is meant to inform. Please don't construe this... Read More
Doomed Before You Dial?
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
First, Fast, And Foremost . . .
First - being before all others. Fast - moving or... Read More
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
Exporting to Europe: Not the Challenges You Think
If you plan to do sell your product or service... Read More
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