Whats the Secret to Repeat Business?

When you think about ways to gain repeat business from your customers, you probably turn your thoughts to marketing efforts such as advertising, public relations and other means that will allow you to repeatedly be seen. However, without one particular element included in your plan, your efforts to entice customers... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. If you're selling a complex product or service you won't get the order after a single face-to-face sales call. There are a number... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not, she ponders.You stand by the wayside and sweat, praying the sale will go through. Then almost inexplicably, it slips out of your hands, and you... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching to a variety of individuals and industries over the years, I have come to recognize that people generally approach the business building process in one of two ways. Everyone tends to be what I identify as either Cultivators or Harvesters.... Read More

Open Source Selling? The Next Evolution? The Next Revolution

"Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major benefit of "open source" to software programmers has been dramatic. "Source code" is defined as the inner working and competitive advantage of operating systems and... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it. Whenever you are listening to a prospect tell you about something that they want or... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running around forewarning us of the sky that was about to fall. He'd be too preoccupied alerting everyone about another potential disaster - which may in the end prove to be just as erroneous as his first prediction. Nevertheless, if the... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, "Who Makes It Happen: Back On The Road To Success With Creative Real Estate", remember... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We love to write. We love our work. We love to speak. We hate to SELL. Our print and eBooks may go unread because we don't get the word out. Our products and services don't sell because we don't include... Read More

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Showing 1 - 10 of 422 Articles
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The Allure of Antique Store Fixtures

They say if you wait long enough, a style you... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling... Read More

Your Best Friend - The Phone

We all know that you can't earn your commission until... Read More

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Stop Screwing Up Your Sales Letter

"Sales Letter"... that's your web site's sales page. The page... Read More

Why Write a Sales Letter for Each Product?

Authors/publishers are great at getting their books written. Entrepreneurs know... Read More

Sex Sells!

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

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

15 Ways To Get Really Motivated

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

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... Read More

Im A Second-Story Man

Can you say who you are and what you do... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another... Read More