Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As independent professionals, usually at the helm of solo businesses, we sometimes find ourselves facing daunting internal obstacles as we try to begin our day's marketing... 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

Creating More Effective Proposals

The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.You know what? Her proposal... Read More

An Introductino to Insurance Lead Generation

It is vital that insurance salespeople have a steady stream of leads. Often, people don't even know about a particular type on insurance and it is up to a salesperson to explain it to them. The salespeople must have good leads in order to know who may be more open... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do business with. Business-to-business sales, abbreviated as B2B sales, are vital to many companies' profit margins and to their standing within their industry.There are many examples of the importance of good business-to-business lead generation. Many manufacturing businesses need companies to supply... Read More

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out to thousands of people, it can give the feel of a personal communication - IF you write it in a direct and conversational tone.To get... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight to the trash can. How do you make sure your marketing piece doesn't end up in the round file?Give it the 'who cares' test. You have approximately five seconds to get your prospect's attention. Make those five seconds count! ... Read More

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

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I have become interested in ways to move my business to the next level.Besides pumping more money into advertising it occured to me that increasing my closing percentage on my websites to the visitors I am getting would be a free... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct... Read More

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Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

The Anatomy of a Sales Letter

When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

Sales 101: Handling The Angry Customer

I am often reminded of the following true story whenever... Read More

Clear Up Blurry Communication

One of the top brewing companies in America is a... Read More

A Stupid Question, but it has to be asked

This is a stupid question but it has to be... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

Selling: an art of a skill?

Selling is as much an art as it is a... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling,... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"? I think... Read More

Wholesale Secrets Revealed: The Holy Grail Of Wholesale!

Like the legendary search for the Holy Grail, the cup... Read More

Casual Networking

What comes to mind when you think of networking --... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just... Read More

2 ½ Steps to Sales Success

You have just walked out of the office of a... 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

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More