Using Emotion for Persuasion

The other day, I received the last issue of a business magazine before my subscription runs out. Now, I like this magazine, but I'm swamped with reading matter so I won't renew.Of course, I've received many reminders and offers about renewing; magazines try very hard to keep the subscribers they've... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends. They go on and on about how this product can do this and that. The product can often be very good and have all the features you are looking for.But I think that many of the sales letters that have... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.Why is it that when a doctor recommends a... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as difficult gets in the way of our selling effectively and their buying wisely.It is easy to blame the... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before.Some of these programs are not as successful as they could be, however, because they fail to appreciate fully what motivates salespeople and drives them to overachieve. Read on to learn six key concepts... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process only to be disappointed by your prospect's objection to your price?This situation unfolds all too regularly for many small business owners.The other day I was talking to Joan who was lamenting how she'd spent a ton of time developing a... 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

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

Sell YOU With Your Small Talk (Yes You Can)

Want to build a relationship -- sell yourself for a job -- get ahead -- make a sale?Your 'small talk' is crucial.Everyday conversation can make or break you in personal relationships and in the business world. Sadly, most people don't realize how important small talk is, nor do they try... Read More

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being able to sell well is developing your listening skills. Most sales companies and sales people talk about being consultative but they don't really know what consulting is! No-one can consult if they cannot listen first. You cannot sit around a... Read More

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Showing 1 - 10 of 422 Articles
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What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

Before You Sell Do The Math

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

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... 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

Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned... Read More

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more... Read More

Build & Protect Your Confidence

I can remember the first time that I had to... Read More

Three Ways to Increase Mortgage Applications

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

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your... Read More

Customer Loyalty in the Technology Industry

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

Connecting with Customers

I just got off the phone with a friend of... Read More

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

Book Yourself Solid

THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

The Power of Thank-You

When was the last time you thanked your customers?This often... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

To Buy or Not to Buy? Motivating Your Customers to Take Action!

All customers have a choice to make. Sometimes that choice... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

The Doors Of Opportunity

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

Selling for Beginners

Speak to almost any self employed professional and most of... Read More