8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail. And make it achieve more sales.1. Attract & keep the customer's eyeYour customer must be kept glued to your words. They may leave at any point of your copy so keep it attractive and relevant to their needs, right through... 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 key ingredients to your success will be the attention you give your sales lead follow-up system.Notice that I used the word system to describe your follow-up program. It's an important conceptual word. If you do not have a well planned,... 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

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

What Not To Do With Your Leads

Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it's what we do with them once we get them.One of the most critical mistakes a sales... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer.'" Another participant... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard the saying "the first person who talks, loses". And, it's true most of the time. There are dozens of reasons to stop talking so you can start selling. Here are a few worth listening to:Let Them Take Center StageMost people... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems?That's what's been happening to Michael,... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers are becoming creatures of convenience; when dealing with businesses-large or small-they desire ease of transaction. That most frequently translates into the ability to pay for services rendered or product purchases via credit card. Small businesses are often denied merchant status... Read More

Want More Sales? Write A Barry Bonds Sales Letter

I'm not a baseball fan. Never have been. In fact, I hate the sport. However, I am a Barry Bonds fan. Here's why: Barry Bonds possesses the exact same intangibles every great sales letter possesses. He's loyal, consistent, powerful, and hits a ton of home runs, year after year after... Read More

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The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More

What Are Car Boot Sales?

If you live in England then you will already be... Read More

Great Telephone Skills

Having good telephone skills is crucial as the call may... Read More

Open Source Selling? The Next Evolution? The Next Revolution

"Open-source" is typically found in the Information Technology area as... Read More

Im A Second-Story Man

Can you say who you are and what you do... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned... Read More

Sorry, But Im Not Buying From You!

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

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

Casual Networking

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

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

A Stupid Question, but it has to be asked

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

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

Connecting with Customers

I just got off the phone with a friend of... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Health Insurance Lead and Health Insurance Leads

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

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady... Read More

How to Make Sure You Sell More!

Make sure you target women. It's true for almost anything... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More