Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being able to sell well is developing your listening skills. Most sales companies and sales people talk about being consultative but they don't really know what consulting is! No-one can consult if they cannot listen first. You cannot sit around a... Read More
Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it. Nevertheless, those who are successful in sales do it regularly because without prospects, one does not sell anything. If you hate cold calling to the... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting down with a long list of potential prospects you've never met and telephoning them, one at a time, to learn which of them needs what you sell and then arranging to sell it to them.Believe me, nobody likes telephone cold... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the cool things about working in a home office is that you can do business in torn jeans and a T-shirt because no one sees you but the dog. And Sparky believes in you no matter what you wear. Some people... Read More
Customer Service Revival
Value is in the Eye of the BeholderSales today is filled with stereotypes. The "sleazy car salesman", the "annoying telemarketer", and the ever-present "pushy commission salesman". And in the sales profession, we may not realize it ? but we do think of other people in our profession this way sometimes.... Read More
How To Make The Most Out of a Business Networking Event
You're not alone. Most people are uncomfortable walking into a roomful of strangers. But networking at business events can help you grow your business, as well as allow you to do hands-on marketing research. Learning to mingle and to follow-up with business networking contacts is crucial to your self-employment success.... Read More
How to Acquire More Leads
The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually.Here's how they rated the following techniques: 100.0% for Referrals from clients, and non-clients 69.6% for Contacting clients by... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects. Do not put labels on people. "All purchasing agents expect . . ." Don't assume you know anything if you haven't ask... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise. You may feel overwhelmed by the demands of being both owner and employee. You might not have a strong base of effective selling & marketing... Read More
Understanding The Corporate Buyer
Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There's the possibility of repeat business worth many billable hours at respectable rates.But the best clients are not always the easiest to get. If you don't grasp the... Read More
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Plan For Your Next Trade Show Appearance To Be A Success
Most people who consider trade show planning think of it... Read More
I Don?t Want To Be Sold; I Want To Buy
I went shopping for clothes today.My plan was to buy... Read More
Writing Effective Sales Messages
A sales letter is a document designed to generate sales.... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
Female Mannequins: An Overview
Female mannequins are very common in clothing stores. They are... Read More
Don?t Waste My Time!
Many participants in my programs ask how to deal with... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
How To Make An Extra $100,000.00 Each Year
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing
According to the Direct Marketing Association, in 2003 U.S. direct... Read More
Why You Buy, Part Three
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
Count Down To An Advert
There are hundreds of books available to teach you how... Read More
The Best Day In The Week
The best day of the week is TODAY, of course.... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
The Problem With Technology At The Point Of Sale In Financial Services
BackgroundThere's a conundrum that currently exists between the customer and... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it... Read More
The Secrets Behind Hypnotic Selling
Hypnosis has been a taboo word for far too long.... Read More
Why I Hate (Most) Benefit Statements
Benefits are what motivate people to purchase from you, right?... Read More
Value-added Selling?
"Value-added." That word is used so much it has become... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation.... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the... Read More
How To Improve Your Voice
VOICEThe Image the customer has of the Salesperson is vital.... Read More
How to Write Testimonials that Sell CDs Like Magic
"Which is your best CD?"Ever get that question? My band... Read More
Use Bundling To Increase Your Profits And Sales
Use Bundling To Increase Your Profits And Sales An effective... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal... Read More
Restaurant Pressure Washing
Many pressure washing companies try to stay away from the... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling... Read More
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals... Read More
Dr. Seuss?s 3-Step Selling Process
Hello Everyone: Here's a unique look at learning how tosell:... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
Get The Help You Need With Fund Raising Ideas
There are many fund raising ideas on the market today... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
Building Relationships
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from... Read More
Im A Second-Story Man
Can you say who you are and what you do... 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
Stop Talking - Start Selling
Selling is not talking. It's listening. You may have heard... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
Customer Service Revival
Value is in the Eye of the BeholderSales today is... Read More
Money Does Talk!
When buying something, you can buy in one of two... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
Why Arent They Buying?
You've polished your sales page over and over againuntil it's... Read More
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