Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who seemed to have the inside track? It's likely your prospect purchased from their emotional favorite.Selling goes beyond communicating the value of your products and services. Selling is about communicating the value of doing business with you. It is about connecting... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and have finally accepted a universal truth about sales people: you love to pitch.For some reason, sellers continue to believe that knowing about a product solution - and all of the features, functions, and benefits it affords ? would lead a... Read More

Building an Action Plan

Going into your workday and waiting for things to happen, and then reacting to them is not a very productive way of doing things. You may as well be going into your workday blind.This is why it is so very important to have an action plan.An action plan, simply put,... Read More

Tapping The Potential Of Your Customers

Business owners of long standing know the cardinal rule "take care of your existing customers first". Today especially we see business owners looking constantly for the new customer. Hey, did you forget the customers you have. All of us want our businesses to grow. However, after a number of years,... Read More

Connecting with Customers

I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but more we spoke about it the more concerned I became."What do you mean, you don't know why they're buying?""We never know why... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls ? until it's too late. I learned three... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky, because I had a big back yard for playing. It was about 28 acres big. My siblings, friends and I spent many days exploring, building, digging and hiding in the vast outback.Geographically disadvantaged as a flatlander, there were no rushing... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's the word "you." Why?When most of us read anything, we're looking for something that interests us. What do we need at that moment? What will we need tomorrow? Why should we bother to read this story?Self-interest is what motivates us... Read More

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson ? even if you're selling an idea!Here are the ten simple but powerful rules that will guide you in all your selling decisions.* Helping. Get into... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way to build relationships, make the sale or seal the deal. These business meals are essentially business meetings. Knowledge of your product or your service is... Read More

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Showing 1 - 10 of 422 Articles
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Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Build & Protect Your Confidence

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

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

Ten Top Tips for Terminating Telephone Terror

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

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada... Read More

Its Better When They Tell Them

You know that word of mouth can grow your business.... Read More

Three Big Ol Tips for Better Sales Letters

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

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and... Read More

I Am A Habit

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

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

Sorry, But Im Not Buying From You!

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

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

The Email Blow-Off

This week's article is my response to a question by... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

Your Direct Mail Sales Letters Must Differentiate You

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

How to Revive a Dead Lead

It's easy to spend days, weeks, or months speaking with... Read More

Making the Sale When the Customer Wont Buy

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

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More

Value-added Selling?

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