Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people.The first step to implementing any successful lead generation system is to get your attitude right. Becoming a "Master of Referrals" requires the proper referral attitude.Many sales people believe that by asking... Read More
Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to... Read More
1. Spend money on targeted advertising instead of mass media advertising. You don't want to waste your ad dollars on people who aren't interested.2. Increase your profits by concentrating on small details. Improving small things like text size, color, or graphics can really make a positive difference.3. Keep your offers... Read More
Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain."Do you want to brush with the red or blue toothpaste?" her dad asked gently."Blue," she says, glad to be given the opportunity to make a decision.Ten minutes later, Kara was... Read More
I love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Sales skills are life skills."There's a born... Read More
"The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision.The reason people find it difficult is that they hate... Read More
In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically... Read More
There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was... Read More
If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. We recently read an article in which... Read More
"Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. It rests on followers who are ready to accept guidance. Leadership is the ability to direct people and ? more important ? to have those people accept the direction." Vince LombardiTHE OBSERVATION...There has never been... Read More
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I have found that there are two best ways to... Read More
How do you persuade someone to do what you want... Read More
You must be able to coordinate your sales talk to... Read More
I recently found myself suffering from a lousy cold; all... Read More
Know where to focus. Not everyone evaluates product solutions with... Read More
1. Spend money on targeted advertising instead of mass media... Read More
Setting prices is a dilemma most service business owners encounter... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
In this article, I would like to talk about the... Read More
I am a big believer that great salespeople generally realize... Read More
Do you have any idea what your customers have experienced... Read More
Have you ever tried to explain to someone what you... Read More
One of the quickest ways to loose a sale is... Read More
In most businesses, when sales are slow or low, the... Read More
When you are in sales, you have the choice to... Read More
From a customer's perception, it's easy for a salesperson to... Read More
If you've been in the small business computer consulting industry... Read More
I'll be brief. If not ? I'll negate my own... Read More
My silent fish tank was no more. Enough water had... Read More
Are you tired of excuses? Looking for a persuasion technique... Read More
Making a living in sales can be very rewarding, however,... Read More
To be totally in tune with the needs of your... Read More
Salesmanship is the force that moves business. Without it all... Read More
I'm about to reveal the biggest secret to growing any... Read More
Looking for a way to handle rejection?Edward W. Smith, motivational... Read More
I was looking at some promotional literature and web sites... Read More
This is a stupid question but it has to be... Read More
Your mission as a business owner is to develop a... Read More
In sales, you can work one of two ways. You... Read More
Are you going to win this deal? With just less... Read More
Warren Buffet says that insurance is a commodity and price... Read More
Just a few critical distinctions can supercharge your communication skills:1... Read More
Are you searching for new and innovative ways of sales... Read More
When five years ago I was faced with having to... Read More
I worked for years as a mortgage loan officer. During... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
If you've been in the small business computer consulting industry... Read More
My wife and I watched the movie Ray a couple... Read More
What are you selling?Coaching? Consulting? Professional services? A product? Information?To... Read More
Do you want to sell more successfully using an honorable... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
Warren Buffet says that insurance is a commodity and price... Read More
Statistics state that 55% of people judgments are made based... Read More
Imagine...you inquire about a product. The salesperson does everything right.... Read More
Do you have any idea what your customers have experienced... Read More
Have you ever wondered how in the heck you're going... Read More
A few weeks ago I was onsite at a company... Read More
Solving people's and organization's problems is ultimately what business is... Read More
When sales are down, a salesperson must begin to take... Read More
Imagine this scenario. You are a sales representative for Baker... Read More
Do you frequently hear that from a prospect?"I'll Think It... Read More
Here are three proven ways that will increase your sales:1.... Read More
I love the art of selling. LOVE IT. When I... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
I'll be brief. If not ? I'll negate my own... Read More
Proponents of traditional sales training simply teach the material, sometimes... Read More
In studies conducted by Motivational Systems of West Orange, New... Read More
Performance and motivation are like chocolate & peanut butter; the... Read More
Have you ever gone into a newsagent, picked up a... Read More
Training your salespeople to not waste time working unqualified accounts,... Read More
Just because we receive a referral, it doesn't mean that... Read More
We are each responsible for our own success - or... Read More
What was the quickest rejection you ever got? 2 minutes... Read More
Are you going to win this deal? With just less... Read More
When I broke into sales in 1986, I read several... Read More
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