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

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice between you and your competition and having them choose the other guy, have them choose you.Michelle Dunn's new book" Become the Squeaky Wheel," says creating a credit policy can have surprising results.According to Dunn, a leader in the debt collection... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?According to a study, just before people die, if they express any regrets at all, those regrets tend to fall into two categories. The bigger, by far, is regret... Read More

Generating Sales Leads

Any company that relies on selling a product or service needs strong sales lead generation. A sales lead is a prospective customer. Businesses try to get as much information about their sales leads as possible. They need to find out what makes this person a potential buyer of their product.... 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

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first thing you need before you can get anywhere, is an application.I spent years working in the mortgage industry, and my goal was to close one loan per week.Monday through Friday I would find myself a spot in the back of... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada yada". Well, here's an exercise to get your sales brains moving.There are major differences between how you sell in a Regular Sales Call versus at a Trade Show. In other words, just because you can sell well, doesn't mean you... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent in your business?Do you build relationships easily?Are you approachable?I'm writing this E-letter aboard American Airlines flight # 2005 from Atlanta to Miami, and then on to my final destination Tampa International Airport.For the last three days I've been attending the... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals. The key is to provide extraordinary customer service and educate your clients and influencers to this fact. You must actively cultivate referrals; otherwise you're just leaving it to chance.Referrals Start with Great ServiceThe foundation of great referrals is great customer... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people that prevent themselves from obtaining additional sales and increasing their commissions. It doesn't matter if it's counter sales or door-to-door.They get caught up in the newest method or someone's latest spin on how to get their customers to buy. What... Read More

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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

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Before You Sell Do The Math

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

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

Health Insurance Lead and Health Insurance Leads

Health insurance lead generation systems provide a stead stream of... Read More

Success Reloaded: The Matrix

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

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Whats Your Clients Style?

When it comes to effective selling, one simple fact never... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

The Benefits of Buying Used Store Fixtures

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

Make Your Trade Show Booth Popular

So, you are taking your products and heading to a... Read More

What is a Pitch?

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

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More

Selling for Beginners

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

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in... Read More

Your Direct Mail Sales Letters Must Differentiate You

For two winters I heated my house with an old... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... Read More

A Pause For Thought

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

Tips for Increasing Your Profits with Gift Certificates

Offering gift certificates is an excellent way of increasing sales... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

How to Write Testimonials that Sell CDs Like Magic

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

Freebies

Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

Build & Protect Your Confidence

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