Let me create a picture for you. This is the best way to illustrate my point."On a busy street you are approached apologetically by a well-dressed stranger who asks for a dollar to catch a bus and make a phone call. He says he has lost his wallet. What would... Read More
"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
With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". Selling is one of the oldest professions on the planet. We get paid to have fun doing what others find difficult, confusing, or just plain hard. Everyday... Read More
VOICEThe Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative to see, no glittering product to touch and tantalize-just a voice on the other end of the phone. However good the present telephone system may... Read More
It is fairly common for real estate companies and mortgage brokers to use leads. There is a difference between mortgage lead generation and real estate generation. Mortgage lead generation deals with people who need to refinance their homes or apply for loans, while real estate lead generation is a service... Read More
Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that... Read More
How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? "Are you the person who??" "What is your marketing strategy?" "Do you own or rent?" Even, "How are you today?" Are you annoyed and put off by these questions? Do you... Read More
This is a stupid question but it has to be asked.Does your sales letter create as many sales as you would like?What proportion of them respond to your advert?What is just as important, how many of those that responded actually purchased your product?How can you improve the response rate?How many... Read More
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
Why should you describe your business to others in 5 to 10 seconds?How long do you think you have to get anyone's attention? 5 minutes? 2 minutes? 30 seconds? It is actually 10 seconds. I know it does not seem like a long period of time but you will be... Read More
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How many sales opportunities have you lost to competitors who... Read More
You can always tell a good salesperson, they are always... Read More
Have you ever stepped your way through the sales process... Read More
Hi, I'd like to discuss the most powerful words you... Read More
Remember those school exercises that started "Compare and contrast....yada yada... Read More
When buying something, you can buy in one of two... Read More
What can strike terror into the heart of even the... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
"Open-source" is typically found in the Information Technology area as... Read More
A white paper supports PR, marketing and sales because it... Read More
This is an important and potentially profitable piece of advice.... Read More
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
I've been using a technique that has helped me to... Read More
Let me create a picture for you. This is the... Read More
I was a lucky kid when I grew up. Lucky,... Read More
No matter what you sell--products, services, or causes--one of the... Read More
How many of you have a corporate web site? Everybody... Read More
After completing a workshop on personal productivity or time management,... Read More
Products for sale need to be displayed in a manner... Read More
Most business people will tell you that selling is not... Read More
I really just don't get it.How can so many businesses... Read More
1. Animate your window display.How often do you change your... Read More
Myth 1: Sales People are all Shady!In the Broadway play... Read More
All customers have a choice to make. Sometimes that choice... Read More
Everyone wants the best possible value in every transaction, but... Read More
The USP (Unique Selling Proposition) is based on the assumption... Read More
Selling--a word that strikes terror in writers and professionals. We... Read More
Obtaining merchant status will help to increase your sales. Consumers... Read More
Here are four simple things you can do to take... Read More
Selling is as much an art as it is a... Read More
At 21 years, just out of Business College, I went... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
A sales letter is a document designed to generate sales.... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Have you wasted valuable time and money on promotion that... Read More
A key method of our survival in the business and... Read More
It is fairly common for real estate companies and mortgage... Read More
1. Make your reader visualize they have already bought your... Read More
I just got off the phone with a friend of... Read More
Female mannequins are very common in clothing stores. They are... Read More
I wonder when we decided to become a sales person.... Read More
A white paper supports PR, marketing and sales because it... Read More
American consumers have spoken and have done so loudly registering... Read More
I'm not a baseball fan. Never have been. In fact,... Read More
Why would a prospect buy from you rather than from... Read More
After reading and researching thousands of books, articles and other... Read More
Who among us is not already up to here with... Read More
There are seven major reasons why adults continue their pursuit... Read More
I am often reminded of the following true story whenever... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Sales is a critical part of any business, including non-profits.... Read More
While working with a new coaching client, I asked to... Read More
Selling is just a whole lot easier when you know... Read More
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
Have you ever shopped at Walmart and thought... I need... Read More
Myth 1: Sales People are all Shady!In the Broadway play... Read More
All customers have a choice to make. Sometimes that choice... Read More
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Not all mannequins are made to look like full-grown adults.... Read More
Recently I wanted a new lawn mower as we have... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
The above quote, "Eighty percent of success is showing up."... Read More
Most consultants I've talked to don't spend any time trying... Read More
The Technical Revolution has done a lot for us --... Read More
Last issue we talked about what motivates people to buy... Read More
The other night I was watching a classic western from... Read More
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