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
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
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
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
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
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
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
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
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
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
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What comes to mind when you think of networking --... Read More
"I am Sam. Sam I am. Do you like green... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
Why do we get into sales? Typically it is two... Read More
While working with a new coaching client, I asked to... Read More
After completing a workshop on personal productivity or time management,... Read More
One of the most useful and fundamental communications lessons that... Read More
You have a great product, but it's not flying off... Read More
Britney Spears has recently caused controversy with suggestions that the... Read More
Linda felt like she had reached a plateau in her... Read More
An attractive woman has a decided advantage as sales representative... Read More
When you think about ways to gain repeat business from... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
I am sure you are familiar with the phrase, "I... Read More
Consulting Vs Selling, How we can make sales by not... Read More
If you are in the mortgage business, the very first... Read More
"Value-added." That word is used so much it has become... Read More
A lot of people are very intrigued by the idea... Read More
ReferralsA substantial part of your business can come from referrals.... Read More
An area that can become profitable for many businesses in... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
Steps - it is unrealistic for most salespeople to expect... Read More
The need for good proposals - the business kind, not... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
Selling isn't something you do to people, it's something you... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
Benefits are what motivate people to purchase from you, right?... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
There are many ways to sell and have fun doing... Read More
I've found that winners say "I choose to." Whiners, on... Read More
Ever had a party online or offline, and had guests... Read More
The question: "When should a growing company slow down its... Read More
It is fairly common for real estate companies and mortgage... Read More
We use only 5% of God's given potential, 95% of... Read More
We use this method to find new cleaningcustomers, and it... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
For technology companies, service after the sale has emerged on... Read More
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
The need for good proposals - the business kind, not... Read More
There are seven major reasons why adults continue their pursuit... Read More
To be effective your sales letter must be opened, read,... Read More
They say if you wait long enough, a style you... Read More
Some of the best sales people I have ever met,... Read More
Make no mistake that emotions are the driving force behind... Read More
A lot of people are very intrigued by the idea... Read More
Alexander Graham Bell once said, "When one door closes another... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
I've found that winners say "I choose to." Whiners, on... Read More
Special Requirements for Reprint: we ask only that you include... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
It is important that organizations find other companies to do... Read More
When you are in sales and you come across a... Read More
Yesterday I received a call from a financial planner named... Read More
Having good telephone skills is crucial as the call may... Read More
Everyone wants the best possible value in every transaction, but... Read More
So now the time has come to invest in Lead... Read More
Many participants in my programs ask how to deal with... Read More
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
1. Sell your products at a wholesale price to retail... Read More
Writing good sales copy is not an art, it is... Read More
First, recognize that motivation is an inside job. The word... Read More
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