Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different. For example:Always link your ideas to action steps. Always... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the... Read More
7 Strategies for Writing Fundraising Letters
Writing fundraising letters can be an effective way to request donations to a charitable cause. Letters are used for a variety of purposes and can be sent to a large number of people or a select few. The results of a writing a fundraising letter can vary greatly depending on... Read More
Lazy Man?s Way To Get Customers
No matter how big or small your business is and no matter how high or low sales are right now, there is something you need, badly. And that is a selling system.All firms are careful to have elaborate accounting, production and transport systems. And yet there is no system to... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon A Time In The West". There's a scene in this movie where an auction is being held for the widow Jill's land holdings. In this scene, the auctioneer gavels the auction open by pronouncing that... Read More
Selling To Women - Selling To Men - It Isnt the Same
Selling To Women - Selling To Men - It Isn't the SameNow let's not fall into the old style car salesman's trap of believing that men are interested in what goes on under the bonnet and women are only interested in what colours you can get and whether it has... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales figure for all recognised publications in the UK. By using the ABC figure, you can quickly establish how much the advertising will cost per 1,000 readers. Account Managers: These are sales people who have great skills in getting repeat orders... 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
10 Tips To Overcome Your Fear Of Selling
Ahh. Selling. Sometimes, this is a word that is dreaded and feared by all but the most intrepid business owners. It seems that, even though we all know we need to "sell" our products and services, many of us feel fearful or anxious about actually doing so.These 10 tips are... Read More
The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company.During one of our coaching sessions, he told me, "I've been diligent about following the sales process that my company believes is required to make a sale -- but, for some strange reason, my prospects don't want to fit into that process.What am I... Read More
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Revenue Growth Through Alliances
Any company in today's global economy must eventually face the... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at... Read More
Handshake Intimidation
In some situations, attempting to intimidate the other person will... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
The Hands On Approach
While living in the technology age where everything is computerized,... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
Your Profit is in Your Follow-up: A System for Increased Sales Conversion
No matter what you sell--products, services, or causes--one of the... Read More
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
Color Psychology Will Make Or Break Your Sales Success
Color psychology is the biggest question I receive on a... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
How To Get Rich Giving Away Something Free
The best of all worlds is to have a product... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
Know What You Are Selling As If You Were Buying It
Recently I wanted a new lawn mower as we have... Read More
Dr. Seuss?s 3-Step Selling Process
Hello Everyone: Here's a unique look at learning how tosell:... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in... Read More
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on... Read More
9 Packaging Problems That Lose Sales
You have a great product, but it's not flying off... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually... Read More
Connecting with Customers
I just got off the phone with a friend of... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
Breaking Through The Comfort Zone Barrier
After completing a workshop on personal productivity or time management,... Read More
Are You REALLY Listening?
Being a good listener requires more than just keeping quiet... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
Mortgage Leads, Choosing the Best Option
When it comes to buying mortgage leads, there are many... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is... Read More
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... Read More
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80%... Read More
What Not To Do With Your Leads
Anyone that works in sales knows just how important it... Read More
Nine Keys to Make your Sales Copy Convincing
Would you pay $12,500 to discover the keys to great... Read More
Define Your Best Customer
To be more effective at developing relationships, one should always... Read More
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met,... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 2
Part one of this article is available at ... Read More
Ten Tips for Choosing the Right Direct Sales Company
Direct sales can be your ticket to a profitable home-based... Read More
The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Flea Marketing Lessons
A few days ago, I was signing copies of my... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow,... Read More
How To Improve Your Voice
VOICEThe Image the customer has of the Salesperson is vital.... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
Handshake Intimidation
In some situations, attempting to intimidate the other person will... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
How to Sell High Tech Solutions
Many companies are looking to improve upon the speed, security,... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
How Sellers Can Take Control
For centuries ? at least since the serpent convinced Eve... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver.... Read More
10 Tips To Overcome Your Fear Of Selling
Ahh. Selling. Sometimes, this is a word that is dreaded... Read More
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