Picture Yourself a Winner
In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things that happen, so why do we spend so much time stressing over the bad things when we should be smiling about the good things.One reason... Read More
Selling the Dr. Seuss Way
"I am Sam. Sam I am. Do you like green eggs and ham? Would you like them here or there? Would you like them in a box, would you like them with a fox?"I think most people have read this Dr. Seuss tale either as kids or to their children.... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Studies confirm that 80% of all salespeople fail in their first year because of the fears associated with prospecting. 40% of veteran producers with... 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 mail marketing efforts produced more than $689 billion in sales. For those organizations who know how to use it direct mail always has been and always will be a core component of their overall marketing strategy.Several key factors are critical... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the meeting in the company boardroom. You may be called upon to organize an employee appreciate event, an awards dinner, a product launch, the celebration of a company milestone, a gala recognizing a longtime employee's retirement, an incentive event for company's... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and determined that you can provide the product and service she is looking for. You've presented your information in an engaging manner and the prospective customer appears interested. Many salespeople now make one or two very fatal mistakes that cost them... Read More
The Secrets Behind Hypnotic Selling
Hypnosis has been a taboo word for far too long. And many people see it in a mystical light. Yet what they do not realize is that hypnosis is a naturally occurring state experienced by everyone every single day. And it is only in recent times, that business professionals have... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" That's a question I'm often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive... Read More
Ask for the Business
Many times in the process of making a sales presentation to a potential client, we will break down our product piece by piece, explaining all of the features and benefits it has to offer, then we expect our customer to have immediate buy in, and purchase our product based on... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big... Read More
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People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000... Read More
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as... Read More
Your Best Friend - The Phone
We all know that you can't earn your commission until... Read More
Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately,... Read More
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice... Read More
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling,... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
Everything Follows the Pitch
If you asked me to point to the heart and... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
Color Psychology Will Make Or Break Your Sales Success
Color psychology is the biggest question I receive on a... Read More
How to Reach Purchasing Agents of Big Corporations
Now business owners and sales professionals can develop a Faster... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at... Read More
The Power of Thank-You
When was the last time you thanked your customers?This often... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation.... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there,... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
How to Leverage Your Influence
Why do we get into sales? Typically it is two... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
How To Set Goals and Achieve Them
We use only 5% of God's given potential, 95% of... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
Revenue Growth Through Alliances
Any company in today's global economy must eventually face the... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of your... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling... Read More
Take the Contract with You
I learned something very interesting this week. Thankfully, what I... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 2
Part one of this article is available at ... Read More
Are You a Cultivator or a Harvester?
As a result of providing marketing consulting, training and coaching... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds... Read More
Are You Selling What They Want To Buy? Is It An Appropriate Solution?
Let me tell you about my friend Peter who has... 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
15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for... Read More
The Struggle to Decide: The Paths Customers Take to Solve Problems
Usually my essays discuss the issues that the 'sales' method... Read More
Referrals: Getting Good Business By Doing Good Business
Whether you're a conventional sales person, a professional ? such... Read More
Selling the Difficult: How to Sell What People Dont Understand How to Buy
I'll play a seller, using conventional selling methods, selling something... Read More
My Competitor Has a Better Product
The topic of this issue's article is a response to... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow,... Read More
The ?Write? Way to More Sales
The sales letter you can't put down?the advertising copy that... Read More
Selling For Keeps
When you are in sales and you come across a... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
The Email Blow-Off
This week's article is my response to a question by... Read More
Five Deadly Sales Letter Mistakes
To be effective your sales letter must be opened, read,... Read More
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling,... Read More
5 Tips to Choosing a Direct Sales Business
With hundreds of direct sales companies out there, how do... Read More
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met,... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
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