Lessons Learned At Gunpoint
"If you do anything foolish or try to get out of the car we will shoot you" were the terse words which hung in the air like a bad smell.The small car was being driven at over 120 KPH down the dark roads and highways. Beside me - at the... Read More
Value-added Selling?
"Value-added." That word is used so much it has become a cliché in business circles. There may not be a business in the world that doesn't claim to be a "value-added" seller.The problem is that once a word or phrase becomes a cliché, it often losses it's original meaning. This... Read More
Making the Sale When the Customer Wont Buy
Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to... Read More
How to Really Benefit from Associations (Part 1 of 3-Part Series)
Looking for new leads, new contacts, new business opportunities? Do what nine out of 10 adults do, according to a recent article by the American Society of Association Executives. Join an Association. Choose from over 130,000 associations in the United States alone that represent practically any industry at national, international,... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student was working for a defense company who, at the time, developed a highly sophisticated torpedo for hunting down submarines and destroying them. The operation of the torpedo was pretty fascinating. The torpedo was launched from the deck of a ship... Read More
Revenue Growth Through Alliances
Any company in today's global economy must eventually face the issue that if it is not growing, it will be expiring. For most companies, mergers and acquisitions are too risky to be a revenue growth option. Organic growth, though low risk, may have some considerable limitations. A third option -... Read More
Too Much Empathy Will Cost You Money
Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time... Read More
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are all sorts of things that we would like to have but we cannot always afford them. That is where Freebees come into play.~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~People will tell you that there is no such thing as a 'free lunch.'I don't know who first... Read More
Getting Past the Gate Guard
Over the years, many prospects have hidden behind their well-trained secretaries to prevent interruptions from persistent salespeople. But in today's electronic world, voice mail systems have frequently replaced the human gate guard.In surveys we have conducted, we have found that salespeople's inability to get busy prospects to return their calls... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with... Read More
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Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but... Read More
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ?... 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... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... Read More
Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain
There are 3 ways to grow any business:- Get more... Read More
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
How to Sell High Tech Solutions
Many companies are looking to improve upon the speed, security,... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
Why Cold Calling Is Dead
Our world of selling is closed off from other areas... Read More
Things You Need to Know Before Joining a Direct Sales Company
A lot of people are very intrigued by the idea... Read More
Your Best Friend - The Phone
We all know that you can't earn your commission until... Read More
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process... Read More
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody... Read More
The Best Day In The Week
The best day of the week is TODAY, of course.... Read More
Selling To Women - Selling To Men - It Isnt the Same
Selling To Women - Selling To Men - It Isn't... Read More
It Isnt A Sale Until Youre Paid
Back in the days when I sold for CTV and... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
The Secrets Behind Hypnotic Selling
Hypnosis has been a taboo word for far too long.... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 1
Have you wasted valuable time and money on promotion that... Read More
Generating Sales Leads
Any company that relies on selling a product or service... Read More
Selling Skills - How to Handle the Dreaded Question Whats The Price?
I've written previously about how to attract customers and how... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Selling: an art of a skill?
Selling is as much an art as it is a... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
What Not To Do With Your Leads
Anyone that works in sales knows just how important it... 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
Do Your Words Betray You?
What do the words that you use say about you?... Read More
Everything in Life is Selling
Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting... Read More
Get The Help You Need With Fund Raising Ideas
There are many fund raising ideas on the market today... Read More
How to Sell: Selling Tips of Master Moms
"If you don't think well of yourself, no one... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old... Read More
How to Reach Purchasing Agents of Big Corporations
Now business owners and sales professionals can develop a Faster... Read More
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately,... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
Going the Extra Mile and Getting Referrals
Successful salespeople have the ability to turn the customers they... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
Success Reloaded: The Matrix
So the other day I'm watching the movie The Matrix,... Read More
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't know... Read More
Sealing The Deal Over The Business Meal
Doing business over meals is a ritual that has existed... Read More
Color Psychology Will Make Or Break Your Sales Success
Color psychology is the biggest question I receive on a... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
Writing Effective Sales Messages
A sales letter is a document designed to generate sales.... Read More
How To Shorten The Selling Cycle And Reduce Buying Stalls
The main reason for buyer resistance and selling stalls boils... Read More
Lead Companies, Eight Features To Consider
So now the time has come to invest in Lead... Read More
Mindset Over Materials: The Secret Weapon of Sustainable Sales Success
Long-term sales success has less to do with skills or... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't... Read More
How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
First, Fast, And Foremost . . .
First - being before all others. Fast - moving or... Read More
Selling Skills - How to Handle the Dreaded Question Whats The Price?
I've written previously about how to attract customers and how... Read More
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are... Read More
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