Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight to the trash can. How do you make sure your marketing piece doesn't end up in the round file?Give it the 'who cares' test. You have approximately five seconds to get your prospect's attention. Make those five seconds count! ... Read More
Five Things More Important to Buyers than WHAT Youre Selling - I
Article I of a two-part series.No matter what customers say they want, what they're really looking for is "something special." They can't quite describe it, but when they find it, they know.Indeed, those little details of the buying experience may appear intangible. But what you sell is usually less important... Read More
Telephone Techniques
TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct... Read More
Why Arent They Buying?
You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales.What's wrong?It could be the recession (although that's debatable).With thousands of people losing their jobs each week,consumer confidence (and therefore consumer spending)is down.But on the other hand, if thousands... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us -- we merely have to pick up a phone or send an email to conduct business. Yet, there still is no substitute for live, personal appearances when you want your teaching to count, and that's why I love workshops. Your participants... Read More
Asking The Right Questions
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step,... Read More
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major benefit of "open source" to software programmers has been dramatic. "Source code" is defined as the inner working and competitive advantage of operating systems and... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old fashioned woodstove. I learned the art of reviving a bed of dying coals each chilly winter morning, adjusting the kindling, firewood and dampers just right so that the stove would heat my turn-of-the- century farmhouse for the longest period possible.I... Read More
8 Part Strategy For Constructing Your Advertising Message
Strategies to help produce your brochure, advertisment or direct mail. And make it achieve more sales.1. Attract & keep the customer's eyeYour customer must be kept glued to your words. They may leave at any point of your copy so keep it attractive and relevant to their needs, right through... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times. Here is a quick list of items toremember: 1. Be in the present moment with whoever you are with.Limit glancing around the room. It's a sign that... Read More
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Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
Handshake Intimidation
In some situations, attempting to intimidate the other person will... Read More
Forgive All Ebay Sins!
Over the years, I have been amazed at... Read More
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met,... Read More
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... Read More
Can Walmart Make You Rich?
Have you ever shopped at Walmart and thought... I need... Read More
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually... Read More
Telling the Value Story
You arrived on time and completed your calculations. You worked... Read More
The Art Of Cold Calling
I know, don't groan. You have to do them if... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Stop Talking - Start Selling
Selling is not talking. It's listening. You may have heard... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
A Look at Mannequin Heads
A mannequin head is a life-size head that includes all... Read More
Making the Sale When the Customer Wont Buy
Ever had a party online or offline, and had guests... Read More
The Hands On Approach
While living in the technology age where everything is computerized,... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
9 Ways to Keep Clients Coming Back For More
A lot of effort is put into getting new clients.... Read More
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of your... Read More
Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people... Read More
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is... Read More
3 Tips For Getting Through The Voicemail Screen
How many times have you heard that you gotta get... Read More
Connecting with Customers
I just got off the phone with a friend of... Read More
What Not To Do With Your Leads
Anyone that works in sales knows just how important it... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
Refining Your Telephone Prospecting Techniques To Be A Master Closer!
Let me create a picture for you. This is the... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there,... Read More
Casual Networking
What comes to mind when you think of networking --... Read More
The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your... Read More
How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You
Instead of giving your customers or potential customers a choice... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
Three Big Ol Tips for Better Sales Letters
Growing up in the South, I used the phrase "big... Read More
Using Emotion for Persuasion
The other day, I received the last issue of a... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a... Read More
The ?Write? Way to More Sales
The sales letter you can't put down?the advertising copy that... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
The Power of Thank-You
When was the last time you thanked your customers?This often... Read More
Future Business Key Element In Sales
A challenge facing many businesses is how to maintain a... Read More
Tapping The Potential Of Your Customers
Business owners of long standing know the cardinal rule "take... Read More
60 Ways to Increase Your Mail Order Catalog Sales
This article is meant to inform. Please don't construe this... Read More
Dr. Seuss?s 3-Step Selling Process
Hello Everyone: Here's a unique look at learning how tosell:... Read More
Your Best Friend - The Phone
We all know that you can't earn your commission until... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice... Read More
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as... Read More
How To Make An Extra $100,000.00 Each Year
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't know... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
10 Incredible Ways To Sell Your Products Now
1. Make your reader visualize they have already bought your... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
How to Sell: Selling Tips of Master Moms
"If you don't think well of yourself, no one... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
How To Get Rich Giving Away Something Free
The best of all worlds is to have a product... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
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