An Ideal Selling Situation

The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that... 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

How to Sell: Selling Tips of Master Moms

"If you don't think well of yourself, no one will think anything of you." At least half of selling is a mind set. Set your mind to being selfish with positive self-image, positive self-talk and your self-esteem. The sale is made inside our head before it takes... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers. In the sales rep's own words... "I was required to call on every account because there was... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented. Typical trial-closing questions can build in their directness as these examples illustrate:? "How does... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people. If everything else were equal wouldn't you buy from the person that you liked the best? Of course you would and so do your clients. This may seem obvious but it is a fact that's often overlooked by most salespeople.... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know where to begin there is help out there for you. It is time for you to seek fundraising consulting advice especially if your fundraising event is going to be on a larger scale. Fundraising consulting will help you organize and... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule I always start with is The Rule of 7.I learned about The Rule of 7 from one of my good friends who once ran for political office. In his campaign, he made certain that his name appeared seven times in... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get excited! It's a chance to earn income, develop more business contacts, and expand your client base. You work your little heart out in order to be thorough, compelling, and professional. Everything is in place. Your RFP is geared to show... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a friend, I picked up. The caller was not my expected friend. She was a financial advisor from... Read More

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Showing 1 - 10 of 422 Articles
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Is Cold Calling Dead?

Is cold calling dead? And if laws are being passed... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

Using Emotion for Persuasion

The other day, I received the last issue of a... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Focus on a Trade - Not a Discount

Smart buyers will always ask for a better price. Unfortunately,... Read More

Your Best Friend - The Phone

We all know that you can't earn your commission until... 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

Wholesale Secrets Revealed: The Holy Grail Of Wholesale!

Like the legendary search for the Holy Grail, the cup... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

Sell More Products and Services with Testimonials

Testimonials are all-important to sell anything. You may already have... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling,... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... 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

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

Your Direct Mail Sales Letters Must Differentiate You

For two winters I heated my house with an old... Read More

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... 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