Restaurant Pressure Washing
Many pressure washing companies try to stay away from the restaurant pressure washing business, while other specialize in it. One reason some do not like it is due to the all the grease, which gets on their hoses and equipment, which in itself is difficult to clean off. Another reason... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to the weather perhaps more than any other business. There are ways to make money even on a rainy day if you are smart. A mobile detailer can do many things. They of course can specialize during these time on the... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging... Read More
Selling Abilities - Part 1
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and more confident when they can use their 'abilities' to convince the customer to make a buying decision. But what happens when the customer still doesn't... 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 doesn't work? Have your announcements and news releases been ignored? Have you been too quiet about getting the word out how your product or service will help solve people's problems? Most of us are passionate about our work. We put... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while others will place a higher value on reliability, convenience or things like color, popularity (think Pokeman cards!) or durability. The challenge for business is to... Read More
How to Write Testimonials that Sell CDs Like Magic
"Which is your best CD?"Ever get that question? My band has five CDs that we sell at shows, and I get that question all the time. People rely on the suggestions of others to determine what they are going to buy. They trust the opinions of others to help them... Read More
Why Arent They Buying?
You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales.What's wrong?It could be the recession (although that's debatable).With thousands of people losing their jobs each week,consumer confidence (and therefore consumer spending)is down.But on the other hand, if thousands... Read More
Clear Up Blurry Communication
One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call." We discovered that even though co-workers speak the same words, they don't attach the same meanings. Here's what happened.... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big... Read More
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Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
How to Lose the Sale Quickly & Easily
Here are five sure-fire ways to guarantee you will not... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More
Handshake Intimidation
In some situations, attempting to intimidate the other person will... Read More
How to Reach Purchasing Agents of Big Corporations
Now business owners and sales professionals can develop a Faster... Read More
More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... 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
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
Lance Has What It Takes
Lance has what it takes and then some.Did you know... Read More
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Sealing The Deal Over The Business Meal
Doing business over meals is a ritual that has existed... 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
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a... Read More
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
A Stupid Question, but it has to be asked
This is a stupid question but it has to be... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
Planning to Realize Your Goals
Recently, I wrote about about creating specific, compelling goals that... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects... Read More
Don?t Waste My Time!
Many participants in my programs ask how to deal with... Read More
Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article,... 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
An Introduction to B2B Lead Generation
It is important that organizations find other companies to do... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
A Look at Mannequin Heads
A mannequin head is a life-size head that includes all... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
Packaging Maketh the Person
The multi million pound cosmetics industry is acutely aware of... Read More
How to Build A Steady Stream of Customers--Step One
The success of a small business depends upon a steady... Read More
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Tapping The Potential Of Your Customers
Business owners of long standing know the cardinal rule "take... Read More
Building Relationships
A conversation: The Salesperson: "I don't cold call-I want to... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
Gatekeepers
When I ask salespeople to define what a gatekeeper is,... Read More
Never Stop Selling
The question: "When should a growing company slow down its... Read More
60 Ways to Increase Your Mail Order Catalog Sales
This article is meant to inform. Please don't construe this... 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
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
How To Improve Your Voice
VOICEThe Image the customer has of the Salesperson is vital.... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
Do Your Words Betray You?
What do the words that you use say about you?... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
Do You Know When You Are Being Sold To?
Britney Spears has recently caused controversy with suggestions that the... Read More
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... 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
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... Read More
Mindset Over Materials: The Secret Weapon of Sustainable Sales Success
Long-term sales success has less to do with skills or... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
Why Should I Buy From You?
Virtually every business you contact has this question in their... Read More
Do You Have Enough Prospects To Make Your Numbers?
Several years ago I worked with a CPA who wanted... Read More
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