The Hands On Approach
While living in the technology age where everything is computerized, digitized, and auto-responded, it is very easy to forget where we came from, and how all of this progress has almost completely wiped out the personal touch.In this article, I am going to discuss three different ways to reach out... 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
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity. I am sure... Read More
Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?
Have you ever sat through a movie and got to the point when you counted the minutes till its ending? Unfortunately, you can't speed it up or leave it for another show (although, some people do try switching movies). When long Web copy leaves your eyes glazing in that same... Read More
Five Keys to Make Your Cold Calls Sizzle
Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupted him a minute later. It sounded like he was reading a script... but... Read More
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"Never lose sight of the importance of providing a "reason" to buy BEFORE you attempt to SELL anything to a client/prospect.In the current business climate you have to GIVE first. The very first question from a buyer is.... what is the BENEFIT to ME? Why should I change... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world. My best mates wanted to be a truck driver or Fireman, Policeman, Soldier, Banker, Doctor, Pop star, Football player... Read More
7 Ways to Stop Selling & Start Building Relationships
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the most successful sales professional or entrepreneur? Cold Calling. What can crush self-confidence, destroy self-esteem and leave even the most seasoned sales professional quivering with humiliation and defeat? Cold Calling. But why? Every culture has its myths and stereotypes, and... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I could sell ice cubes to an Eskimo." First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.You would have to be... Read More
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Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
Do Your Words Betray You?
What do the words that you use say about you?... Read More
Are You REALLY Listening?
Being a good listener requires more than just keeping quiet... Read More
How To Get Rich Giving Away Something Free
The best of all worlds is to have a product... Read More
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of your... Read More
The Basic Secrets of A Million Dollar Sales Letter
"Accepting the consequences, good or bad, will free you; take... Read More
How to Lose the Sale Quickly & Easily
Here are five sure-fire ways to guarantee you will not... Read More
Sealing The Deal Over The Business Meal
Doing business over meals is a ritual that has existed... Read More
Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation.... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
How Sellers Can Take Control
For centuries ? at least since the serpent convinced Eve... Read More
Why You Buy, Part Three
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
First, Fast, And Foremost . . .
First - being before all others. Fast - moving or... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Everything Follows the Pitch
If you asked me to point to the heart and... Read More
Can Walmart Make You Rich?
Have you ever shopped at Walmart and thought... I need... Read More
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going... Read More
Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article,... 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
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody... Read More
Why Cold Calling Is Dead
Our world of selling is closed off from other areas... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
8 Part Strategy For Constructing Your Advertising Message
Strategies to help produce your brochure, advertisment or direct mail.... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals... Read More
How to Write Testimonials that Sell CDs Like Magic
"Which is your best CD?"Ever get that question? My band... Read More
Money Does Talk!
When buying something, you can buy in one of two... Read More
Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You... Read More
How To Improve Your Voice
VOICEThe Image the customer has of the Salesperson is vital.... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
The Secrets Behind Hypnotic Selling
Hypnosis has been a taboo word for far too long.... Read More
Finding a Used Mannequin
Many stores on a budget choose to buy a used... Read More
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but... 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
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they... Read More
Sell With KISS, As In Keep It Simple, Stupid
One of the most useful and fundamental communications lessons that... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
Going the Extra Mile and Getting Referrals
Successful salespeople have the ability to turn the customers they... Read More
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are... Read More
8 Part Strategy For Constructing Your Advertising Message
Strategies to help produce your brochure, advertisment or direct mail.... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... Read More
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
An Introduction to B2B Lead Generation
It is important that organizations find other companies to do... Read More
15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
Five Deadly Sales Letter Mistakes
To be effective your sales letter must be opened, read,... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
How to Sell: Selling Tips of Master Moms
"If you don't think well of yourself, no one... Read More
Ten FAST Ways to Sell Your Products
Always give a reason for the sale for credibility. 1.... Read More
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