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
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
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
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
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
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
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 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
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
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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No matter what you sell--products, services, or causes--one of the... Read More
Over the years, many prospects have hidden behind their well-trained... Read More
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
This is an important and potentially profitable piece of advice.... Read More
Ever had a party online or offline, and had guests... Read More
Health insurance lead generation systems provide a stead stream of... Read More
So the other day I'm watching the movie The Matrix,... Read More
We all have people whom we find difficult. We don't... Read More
Selling is a tough job, and sometimes you may need... Read More
After our first half-hour telephone coaching session, when asked what... Read More
When it comes to effective selling, one simple fact never... Read More
Steps - it is unrealistic for most salespeople to expect... Read More
The difference between antique or vintage store fixtures and used... Read More
So, you are taking your products and heading to a... Read More
I've been training in countries outside the U.S. recently, and... Read More
Here are five sure-fire ways to guarantee you will not... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
Speak to almost any self employed professional and most of... Read More
? Go through the "no's" to get to "yes." ?... Read More
Could this be the worst moment in your selling cycle?You've... Read More
Over the years, I have been amazed at... Read More
An area that can become profitable for many businesses in... Read More
For two winters I heated my house with an old... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
Female mannequins are very common in clothing stores. They are... Read More
You can have your cake and eat it.What is it... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
A closing question asks for a final decision. A trial-closing... Read More
"Which is your best CD?"Ever get that question? My band... Read More
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
A mannequin head is a life-size head that includes all... Read More
I can remember the first time that I had to... Read More
Wherever you turn these days you'll find articles covering every... Read More
This article is meant to inform. Please don't construe this... Read More
When was the last time you thanked your customers?This often... Read More
There are several ways to get your information into the... Read More
I've been training in countries outside the U.S. recently, and... Read More
You could just send out your brochure to potential customers... Read More
Recently I was out trail running along the South Fork... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
The customers you already have could be your biggest lead... Read More
When buying something, you can buy in one of two... Read More
Manufacturers and distributors are rolling out more sales incentive programs... Read More
Selling Against Goliath?How to Take on the Big Guys and... Read More
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
Everybody is familiar with the old retail chant, "Location, location,... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
Selling isn't something you do to people, it's something you... Read More
The time comes for all mortgage brokers and loan officers... Read More
Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More
"Open-source" is typically found in the Information Technology area as... Read More
Who among us is not already up to here with... Read More
How do you get people's attention and build their interest... Read More
What do you think it is? Many experts insist it's... Read More
I would like to share a disturbing little secret with... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
"Sales Letter"... that's your web site's sales page. The page... Read More
There are many ways to sell and have fun doing... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
As a professional service provider you face special challenges promoting... Read More
If you have competitors, then you should have at least... Read More
You may not realize this, but when if you are... Read More
Selling To Women - Selling To Men - It Isn't... Read More
We all know that you can't earn your commission until... Read More
Smart buyers will always ask for a better price. Unfortunately,... Read More
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