How to Make Training and Development a Power Agent for Change
Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you're not sure if it was worth the investment. What went wrong?In an ever-changing business environment, it's important that you and your workforce are prepared to handle... Read More
A Stupid Question
This is a stupid question but it has to be asked.Does your sales letter create as many sales as you would like?What proportion of them respond to your advert?What is just as important, how many of those that responded actually purchased your product?How can you improve the response rate?How many... Read More
How to Master the Art of Salesmanship
I put together this little article because, although basic, we all must "master the art of selling". With out this skill, the foundation on which you build your business will not be a solid one. Mastering the "art of selling" is simply knowing how to present whatever it is that... Read More
How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?
In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese! When we obtained the farm I wanted... Read More
How to Spellbind Your Prospects in 10 Seconds!
You've got yourself 10 seconds to HOOK your prospects or LOSE them!If you can't make them interested in 10 seconds, there's a good chance you'll lose them forever. So, you'd better shoot it right and "grab" their attention -- fast -- if you don't want them to go to your... Read More
Effective Account Management
Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions:... Read More
Sell Yourself, As Well As Your Product
When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.A consumer wants to know that the person behind the product believes in what they are saying, and they want to be convinced that the person... Read More
The Unmentioned KEY to Selling
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD!See for yourself.Let me start by asking you this. Have ever taken your business from one company and given it to another (which sells the same product or service) because you just didn't like the person you were dealing with.... Read More
A Revolutionary NEW Dimension in Sales
A Revolutionary 'NEW' Dimension In Sales: Make many more closings in the same amount of time!By Art Nelson and Linda CarlsonPhase IPhase I: Learning the Product is the first thing Paul does as he begins his career in sales. This 'newbie' envisions three major factors that will determine his success... Read More
The Multiplying Factor In Sales Success
Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into... Read More
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How to Spellbind Your Prospects in 10 Seconds!
You've got yourself 10 seconds to HOOK your prospects or... Read More
When Youre In sales Always Aim Higher
Yesterday I did a sales training program for a great... Read More
The 12 Dumbest Things Salespeople Do
We all make mistakes and some salespeople seem to make... Read More
Closing The Sale
Several weeks ago I asked my Newsletter subscribers to send... Read More
Really WINNING Over Customers
Three qualities are needed to sell anything in life. They... Read More
Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.
Implement these smart sales marketing secrets and you'll be capable... Read More
It Is Not The Price That Is Keeping You From Making The Sale
Most salespeople are under the false belief that the lower... Read More
More Customers! Less Work!
Wouldn't it be nice if there were an inexpensive method... Read More
Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch
Why are some sales pitches more persuasive than others? Are... Read More
Nine Common Mistakes Salespeople Make
1. They talk instead of LISTEN. Too many salespeople monopolize... Read More
Seven Critical Qualifying Questions
Training your salespeople to not waste time working unqualified accounts,... Read More
Effective Account Management
Congratulations! You successfully sold one or more of your company's... Read More
Shout At Your Customers - Theyre Hard of Hearing!
Some people say we live in the Information Age.I call... Read More
Sales and the City
It's all about relationships!Here is how a popular TV show... Read More
Increase Sales By Flying Under Your Prospects Radar Defenses
How do you persuade someone to do what you want... Read More
Secrets That Lead To Failure In Sales
Let's be realistic nobody really wants to be labeled a... Read More
Increase Your Influence, Increase Your Sales
Selling is everyone's lifeblood whether they realize it or not.... Read More
7 Steps to Selling Artwork
Selling arwork is easy when you follow a road map.... Read More
Finding the Need is Only Part of the Sale
Many of us in sales are taught to believe that... Read More
A Sale in 30 Seconds? Its all in the Greeting
It has been said that a customer makes a decision... Read More
10 Ways To Improve Your Sales
1. Determine your current situation. How are you currently positioned... Read More
The Choice between Yes and Yes: A Psychological Revelation
Three year old Kara was throwing a tantrum. She didn't... Read More
Do You Fold Like A Taco?
Have you ever eaten a soft taco? The shell isn't... Read More
Five Tips To Increase Your Sales
1. You could end your ad copy with a discounted... Read More
The Art of Backend Selling
The art of backend sellingThe backend sale can be more... Read More
Three Types of Salespeople
"There are three kinds of salespeople; those who make things... Read More
The Business of Closing the Sale Without Killing It
You must be able to coordinate your sales talk to... Read More
Elearning Is Dead - Long Live Blended Learning!
There is little doubt that eLearning has not achieved the... Read More
Its All in the Questions
Contrary to many of the books on how to be... Read More
The Myth of the Natural Born Sales Wonder
When I researched the field of using personality inventories to... Read More
10 Amazing Ways To Jump Start Your Sales
1. Find a strategic business partner. Look for ones that... Read More
The Top 7 Sales Blunders
We all make mistakes when selling our product or service.... Read More
7 Phrases You Cant Say in Sales
7 Phrases You Can't Say in Sales (Because They Will... Read More
5 Powerful Tips To Persuasion!
Having excellent persuasion skills is one of the most important... Read More
The Truth About Sale Success!
Bill Brooks of The Brooks Group wrote an article several... Read More
Keep Sales Simple
For those of us working in the exciting world of... Read More
Nine Competencies of the Complete Sales Professional
Have you ever tried to explain to someone what you... Read More
The Reason Why They Buy
If you're a business person you want to sell your... Read More
Marketing Vs. Sales
Marketing and sales co-exist and work in tandem beautifully if... Read More
How To Give Your Sales Job A Strategic Tune-up
In happens every year in June.Six months down and six... Read More
Closing the Sale - It Doesnt Have To Be Uncomfortable
"The Close" is sales jargon for the bit where you... Read More
Do You Know the Emotion Behind the Objection?
Prospects have many reasons (you might think excuses) for not... Read More
Sales 101: Asking for the Order
"Ask, and you shall receive", a biblical principal that offers... Read More
Boost Your Selling Power With Your Call-To-Action Phrases
Look at your marketing material. Now, is there something missing?... Read More
3 Tips to Get Clients Now
"I need more clients!" wails Steve, a 32 year old... Read More
Change Takes Time
I am writing this at the Philadelphia Airport on my... Read More
Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around
I was thinking about the statement:The Small Business Administration tells... Read More
Why Salespeople Fail
Since 1990 I have focused on the three primary barriers... Read More
Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!
Have you ever gone into a newsagent, picked up a... Read More
The Pipeline: Curious, Desperate, Inspired?
You do have a "Pipeline" don't you? You know, the... Read More
Be Yourself
Here's the thing... you still have to make every marketing... Read More
The Ultimate Think Differently Sales Tip
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
Shout At Your Customers - Theyre Hard of Hearing!
Some people say we live in the Information Age.I call... Read More
Prospecting: Not A Wild Goose Chase... Its A HUNT
Prospecting for future customers can be fun if you approach... Read More
The Power of Confidence
My experience has taught me that people want to buy... Read More
Eliminating Objections to Increase Sales
You want to increase the flow of sales revenue, but... Read More
Cutting Through Stalls and Objections
It's the prospect. If stalls and objections frequently come up... Read More
The Choice between Yes and Yes: A Psychological Revelation
Three year old Kara was throwing a tantrum. She didn't... Read More
Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch
Why are some sales pitches more persuasive than others? Are... Read More
Getting People to Buy Without Selling
In my youth I landed a job selling encyclopedias door... Read More
How To Stop Chasing Prospects Forever!
Perhaps the biggest challenge faced by salespeople is the problem... Read More
5 Steps to Selling Anything Technical
One of the most difficult things we deal with as... Read More
Successful Sales Strategies: Winning the Close Ones
The "Three Cs" in building customer relationships are a key... Read More
One Simple Persuasion Secret That Will Blow The Roof Off Your Sales
The next time you're shopping for clothes in a department... Read More
Quiz: What Kind of Sales Shoe Are You?
Have you ever wondered what type of saleswoman you are?... Read More
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