I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you... Read More
In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about... Read More
The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a great new idea for product or feature,... Read More
It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct. So many people in and out of sales... Read More
Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude.All agents have seen it one time or another. They are at a meeting, and in the hallway during one of those five minute breaks they... Read More
I know you've heard this a thousand times, but from the looks of things few businesses are following the advice?Far too many businesses (online or offline) define their target market as "anyone with a pulse and a wallet." (Not always in that order.)You read their sales copy and it's the... Read More
Follow this story...I went to Best Buy today to get a few CDs and walked out with a new subscription to Sports Illustrated. Immediately confused, I asked myself how'd that happen? As I went through the steps that brought to that point in time, I realized I was sold on... Read More
What are you selling?Coaching? Consulting? Professional services? A product? Information?To start with, you need to sell your product or service in terms of benefits to your clients and not features.Clients want to know what your product or service will do for them, not necessarily all the credentials you have or... Read More
A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly.Most prospective clients, even if they are very interested in working with you, often need a way to build a relationship with you in bite-sized pieces to work up to... Read More
Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. A more holistic approach to this process incorporates the... Read More
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Setting prices is a dilemma most service business owners encounter... Read More
It pays to be specific. I believe that statement is... Read More
Although David has been a graphic designer for a decade,... Read More
If you're a business person you want to sell your... Read More
Are you searching for new and innovative ways of sales... Read More
A "Call To Action" is an invitation for your prospective... Read More
Through out our career and lives we regularly get an... Read More
Seems almost every situation in our lives is centered on... Read More
Does your business run on a sales engine or a... Read More
For the 'big three' automobile sales consultants, the 'employee discount... Read More
Contrary to many of the books on how to be... Read More
There's more to what he does than meets the eyeWith... Read More
Assumptions can kill a sale. In my sales training workshops,... Read More
There is a new trend in the way wood decks... Read More
Almost every book, manual, workshop or tape series teaching selling... Read More
Ever lost a sale? Of course you have, we all... Read More
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
A few weeks ago I was onsite at a company... Read More
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
Many home business owners lament they don't have enough cash... Read More
Mention the word sales or salesman and two out of... Read More
1. Spend money on targeted advertising instead of mass media... Read More
Imagine you've just thrown a rock into a pond. SPLASH!... Read More
The next time you're shopping for clothes in a department... Read More
What are values? Values are filters that everyone uses to... Read More
1. Give your prospects a f~ree trial of your software... Read More
Step 1: Get Ready - Create a foundation you can... Read More
Are you going to win this deal? With just less... Read More
"You don't love your kids if you don't buy my... Read More
Recently I received a prospecting voice mail message from a... Read More
The art of effective question asking (qualifying) determines the effectiveness... Read More
Why are some sales pitches more persuasive than others? Are... Read More
A sales manager who reads this newsletter regularly suggested the... Read More
Your mission as a business owner is to develop a... Read More
Did you ever meet someone with whom you just clicked?... Read More
Making a living in sales can be very rewarding, however,... Read More
In sales, you can work one of two ways. You... Read More
The goal of all sales training is not just to... Read More
Most people are always striving to better themselves. It's the... Read More
Salesmanship is the force that moves business. Without it all... Read More
This issue's topic on sales prospects comes in response to... Read More
There is a new trend in the way wood decks... Read More
There's an old saying, "Don't air your dirty laundry".If you're... Read More
Emotion and reason mix very well together to make excellent... Read More
What to do when you win or lose.You have given... Read More
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
To isolate any objection quickly you can use this effective... Read More
I saw something in town the other day that just... Read More
Losing a sale can be disheartening, especially if you lose... Read More
1. Negotiate with e-zine publishers to get free or discounted... Read More
"The Close" is sales jargon for the bit where you... Read More
Mark has an attitude! Mark had worked in an operational... Read More
Warren Buffet says that insurance is a commodity and price... Read More
Cold calling may now be outdated. People have become defensive... Read More
As business owners we all know that in a ideal... Read More
The quickest way to increase sales is to make things... Read More
1. Dependability was chosen as the most important.2. Integrity was... Read More
The most important thing for an auto detailer to do... Read More
I'm about to challenge your belief system, or at least... Read More
Most people don't realize how powerful a negotiating tool silence... Read More
1. Find a strategic business partner. Look for ones that... Read More
Since 1990 I have focused on the three primary barriers... Read More
Wouldn't it be nice if there were an inexpensive method... Read More
1. Determine your current situation. How are you currently positioned... Read More
Prospect - "So now that I've told you what we... Read More
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
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