Your Best Friend - The Phone

We all know that you can't earn your commission until you make the sale. Furthermore, you can't make the sale without the order, and you can't write the order until you have a product presentation scheduled. Finally, you can't have a presentation until you make the infamous CALL to schedule... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I learned was really at no one's expense. What I learned is that when you are on a sales call and you believe there is a possibility (even a remote one) that you may close, always take your contract or letter... 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 coaching sessions, he told me, "I've been diligent about following the sales process that my company believes is required to make a sale -- but, for some strange reason, my prospects don't want to fit into that process.What am I... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying to understand his life after 34 years of traveling up and down the roads selling his products. The negative stereotype of a Salesman is rooted... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology... Read More

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I have become interested in ways to move my business to the next level.Besides pumping more money into advertising it occured to me that increasing my closing percentage on my websites to the visitors I am getting would be a free... Read More

How to ASK for Business -- WITHOUT appearing Pushy --

GIVING Vs "SELLING"Never lose sight of the importance of providing a "reason" to buy BEFORE you attempt to SELL anything to a client/prospect.In the current business climate you have to GIVE first. The very first question from a buyer is.... what is the BENEFIT to ME? Why should I change... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution of the 1850's and has changed little to the present day. It is a totally Dickensian format and absolutely out of date in a situation where supply so completely outstrips demand. We are now 155 years on, and selling through... Read More

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

---

Showing 1 - 10 of 422 Articles
« Previous	1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43	Next »

Casual Networking

What comes to mind when you think of networking --... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green... Read More

Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000... Read More

How to Leverage Your Influence

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

Talking To A Prospect As If To A Friend

While working with a new coaching client, I asked to... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More

9 Packaging Problems That Lose Sales

You have a great product, but it's not flying off... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

Whats the Secret to Repeat Business?

When you think about ways to gain repeat business from... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

Needs Based Selling

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

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

Value-added Selling?

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

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea... Read More

Getting Referrals

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

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

Creating More Effective Proposals

The need for good proposals - the business kind, not... Read More

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... 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

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... 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

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More