9 Ways to Keep Clients Coming Back For More
A lot of effort is put into getting new clients. We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. So finding new business is always important - but so is keeping your previous clients.... Read More
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying to recover inactive clients and it's a big mistake. We tend to magnify the problem we had or just want to move on, but sometimes a simple apology and offering to make things right will bring you back a client... Read More
Picture Yourself a Winner
In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things that happen, so why do we spend so much time stressing over the bad things when we should be smiling about the good things.One reason... Read More
2 ½ Steps to Sales Success
You have just walked out of the office of a potential new major customer that you have anxiously been waiting to meet with for weeks and again, you realize you have no idea what is going to happen next as a result of your meeting. Worse yet, you again "spilled... Read More
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More
A Simple Truth - Authentic Sales Tip
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
Selling with Purpose
Selling With Purpose What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively? Define Your Fear. What is it... Read More
How to Lose the Sale Quickly & Easily
Here are five sure-fire ways to guarantee you will not get the sale;Focus on yourself. I recall meeting several salespeople from a variety of vendors regarding an initiative I was working on for a client. EVERY single person began their presentation by telling me about their company rather than learning... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. Marketing my business would be easy if every client bought my products within two minutes of seeing... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there, so it must reflect your standards of professionalism.Like it or not, sales proposals are a tool of the trade, and writing a well-crafted proposal can mean the difference between winning and losing a client's business, especially if you are selling... Read More
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Recommending Products Vs. Selling Them
Some of the best sales people I have ever met,... Read More
Don?t Waste My Time!
Many participants in my programs ask how to deal with... Read More
A Pause For Thought
You can have your cake and eat it.What is it... Read More
How to Generate Leads on the Internet
In the last decade, the Internet has become a major... Read More
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've... Read More
5+5 = Your Dream
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... Read More
How to Sell Your Products Without Competition
Selling your products at shows can be difficult when you... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't know... Read More
My Competitor Has a Better Product
The topic of this issue's article is a response to... Read More
Im A Second-Story Man
Can you say who you are and what you do... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
A Simple Truth - Authentic Sales Tip
A Simple TruthDo you have the right stuff?Are you consistent... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student... Read More
Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
Keep the Referrals Coming
A key method of our survival in the business and... Read More
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
Stop Talking - Start Selling
Selling is not talking. It's listening. You may have heard... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
Sex Sells!
An attractive woman has a decided advantage as sales representative... Read More
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
How to Make Sure You Sell More!
Make sure you target women. It's true for almost anything... Read More
Dr. Seuss?s 3-Step Selling Process
Hello Everyone: Here's a unique look at learning how tosell:... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
Selling -abilities : Part 2
In the last article... Read More
Sex Sells!
An attractive woman has a decided advantage as sales representative... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a... 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
How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing... 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
Selling - Trade Shows Vs. Regular Sales Calls
Remember those school exercises that started "Compare and contrast....yada yada... Read More
Define Your Best Customer
To be more effective at developing relationships, one should always... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed
I've been using a technique that has helped me to... Read More
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've... Read More
Selling: an art of a skill?
Selling is as much an art as it is a... Read More
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
Obtaining Self-Confidence
A reader recently asked me the following: "I enjoyed the... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)
The headline that appears over the salutation in a fundraising... Read More
The Benefits of Buying Used Store Fixtures
The difference between antique or vintage store fixtures and used... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
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