The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in a new way. Contrary to popular belief ? it isn't a symbol of an inept postal service. In fact- it is one of the Best ways to communicate with your customers. And I am not talking about sales flyers either!Are... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live with a paramedic ? so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour."The first 60 minutes after someone has been injured are... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in... Read More

The Reason Why They Buy

If you're a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you.Take off your "business person" hat for a minute, and put on your "consumer" hat. You... Read More

Three Types of Salespeople

"There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. Actually, there are two different types of salespeople and they are easy to tell apart. The first type is the improvisor.... Read More

Increase Sales By Flying Under Your Prospects Radar Defenses

How do you persuade someone to do what you want them to do?A whole world of marketing exists around us trying to do that every minute of the day. Do you even notice it anymore or, like your prospects, have you subconsciously set up a system of "radar defenses" against... Read More

The Most Underused and Powerful Method of Lead Generation

Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales people. We encounter sales resistance in 5 specific areas. In any sales transaction we must negotiate these 5 barriers. They can be real and permanent, which means no sale. Or they may merely represent perceptions that the prospect currently entertains... Read More

Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!

Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine?From my research your answer will almost certainly be yes, at some time. So let me ask you why did you... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically didn't like each other, and spent most of the day avoiding one another.Here... Read More

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Showing 1 - 10 of 354 Articles
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A Stupid Question

This is a stupid question but it has to be... Read More

Instant Rapport: The Key to Sales Success

Did you ever meet someone with whom you just clicked?... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

Why More Sales Training Comes Before More Marketing Expenditure

In most businesses, when sales are slow or low, the... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

Get Tough

You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something... Read More

In Sales The Biggest Rolodex Wins

How many names do you have in your business Rolodex?... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you... Read More

The Ultimate Think Differently Sales Tip

Sales drive revenues, and revenues drive companies. Companies, then, are... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method... Read More

Increase Your Selling Confidence

1. Be on time. In fact, arrive a few minutes... Read More

Finding the Need is Only Part of the Sale

Many of us in sales are taught to believe that... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

The Reason Why They Buy

If you're a business person you want to sell your... Read More

7 Sales Skills to Improve On

The following 7 sales skills are what I have found... Read More

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

The ?Finding Common Ground? Sales Technique, Is A Myth!

Almost every book, manual, workshop or tape series teaching selling... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

Get Over Your Resistance to Sales

I have found that there are two best ways to... Read More

Smart Discounting: The Right Way To Discount Your Products

If a store had a great discount in the middle... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your... Read More

The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone

The saying "No man is an island" is an undeniable... Read More