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
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
Leads, Prospects, and the Huge Gap Between
The leads marketing delivers to the sales team never seem good enough. Either the leads are "bad" and are wastes of a salesperson's time, or there are just not enough "good" ones. If sales had more good prospects, the company would have more sales. Perhaps sales and marketing could work... Read More
Everything Follows the Pitch
If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or even the product. I would say it's the pitch. The pitch is that one message that, when delivered, makes people say "wow, that's a great... Read More
Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar.The trick in sales is to talk to buyers. Rather... Read More
7 Pitfalls of Using Email to Sell
* Are you sending e-mails to prospects instead of calling them?* Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?* Do you wait and wait for return e-mails from prospects that will give you the green... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an experiment involving identical business negotiations between test subjects. The only difference was that half started the transactions with a brief phone call and completed it with email. The other half used only email.The transactions beginning with a phone call turned... Read More
Unique Selling Propositions
If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!We all have competitors, and the more you have, the more important it is that you have a... Read More
The Problem With Technology At The Point Of Sale In Financial Services
BackgroundThere's a conundrum that currently exists between the customer and the seller in financial services. The customer buys and the seller sells. The customer is focused on their wants as much as needs, and whilst the seller often says they are focused on the customer's needs, all too often the... Read More
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More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it... Read More
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they... Read More
Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)
The headline that appears over the salutation in a fundraising... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
3-Levels Of Successful Selling
Any selling approach that lacks a proven strategy, a practiced... Read More
The Importance of Good Sales Leads
An important part of your business plan should be to... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Selling -abilities : Part 2
In the last article... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't... 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... Read More
Selling Your Business ? Step by Step Process
So it's finally come time to sell the business. After... Read More
How to Acquire More Leads
The most effective prospecting techniques were revealed in the August... Read More
Lazy Man?s Way To Get Customers
No matter how big or small your business is and... Read More
Im A Second-Story Man
Can you say who you are and what you do... Read More
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to... Read More
The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company.During one of our... Read More
Health Insurance Lead and Health Insurance Leads
Health insurance lead generation systems provide a stead stream of... Read More
How to Buy Wholesale Store Fixtures for Your Business
It may sound funny, but honestly, if you're opening up... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... 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
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
Tapping The Potential Of Your Customers
Business owners of long standing know the cardinal rule "take... Read More
To Sell Successfully, You Have to Be Willing to Be Different
We are complex. We confidently assert that we are independent... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
A Look at Store Fixture Parts
Products for sale need to be displayed in a manner... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
Use Bundling To Increase Your Profits And Sales
Use Bundling To Increase Your Profits And Sales An effective... Read More
Are You REALLY Listening?
Being a good listener requires more than just keeping quiet... Read More
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
How Sellers Can Take Control
For centuries ? at least since the serpent convinced Eve... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... Read More
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Color Psychology Will Make Or Break Your Sales Success
Color psychology is the biggest question I receive on a... Read More
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being... Read More
Save Your Breath: How To Sell In Trade Shows Without Pitching
You stand there, in front of your great presentation material,... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up... Read More
Selling: an art of a skill?
Selling is as much an art as it is a... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
Getting Past the Gate Guard
Over the years, many prospects have hidden behind their well-trained... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals... Read More
Losing the Big-One: Salvaging Lost Accounts
After careful consideration, we have chosen our vendor, and it's... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
Creating More Effective Proposals
The need for good proposals - the business kind, not... Read More
If I Wanted To Sell For A Living, I Would Of Majored In It In College
By a show of hands, how many of you grew... Read More
The Doors Of Opportunity
Alexander Graham Bell once said, "When one door closes another... Read More
Everything in Life is Selling
Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More
A Pause For Thought
You can have your cake and eat it.What is it... Read More
Five Keys to Make Your Cold Calls Sizzle
Do you clam up on the telephone? An advertising rep... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... 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
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
Building Relationships
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Selling Your Business ? Step by Step Process
So it's finally come time to sell the business. After... Read More
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