Refining Your Telephone Prospecting Techniques To Be A Master Closer!
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
Selling Commodities
"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
Why There Will Always Be High Paying Sales Jobs
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
How To Improve Your Voice
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
Mortgage vs. Real Estate Lead Generation
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
SPIN, Relevant To Both Salesmanship & Advertising!
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
Qualifying Your Prospect
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
A Stupid Question, but it has to be asked
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
17 Tips for Bringing Your Event to Life
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
Creating Your Perfect Pitch!
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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Sell More: How to Get Motivated Buyers To Call You First
How many sales opportunities have you lost to competitors who... Read More
Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
Selling - Trade Shows Vs. Regular Sales Calls
Remember those school exercises that started "Compare and contrast....yada yada... Read More
Money Does Talk!
When buying something, you can buy in one of two... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as... Read More
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
Caring - The Secret Sales Strategy
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed
I've been using a technique that has helped me to... Read More
Refining Your Telephone Prospecting Techniques To Be A Master Closer!
Let me create a picture for you. This is the... Read More
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... Read More
Your Profit is in Your Follow-up: A System for Increased Sales Conversion
No matter what you sell--products, services, or causes--one of the... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody... Read More
Breaking Through The Comfort Zone Barrier
After completing a workshop on personal productivity or time management,... Read More
A Look at Store Fixture Parts
Products for sale need to be displayed in a manner... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... Read More
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales. Consumers... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Selling: an art of a skill?
Selling is as much an art as it is a... Read More
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
Writing Effective Sales Messages
A sales letter is a document designed to generate sales.... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 1
Have you wasted valuable time and money on promotion that... Read More
Keep the Referrals Coming
A key method of our survival in the business and... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
10 Incredible Ways To Sell Your Products Now
1. Make your reader visualize they have already bought your... Read More
Connecting with Customers
I just got off the phone with a friend of... Read More
Female Mannequins: An Overview
Female mannequins are very common in clothing stores. They are... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it... Read More
Stop Telemarketers, Do Not Call List or Not
American consumers have spoken and have done so loudly registering... Read More
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact,... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
?The Power Of Consumer Opinion, & How To Profit From It!?
Selling is just a whole lot easier when you know... Read More
I Am A Habit
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
Can Walmart Make You Rich?
Have you ever shopped at Walmart and thought... I need... Read More
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... Read More
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice... Read More
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
A Look at Child Mannequins
Not all mannequins are made to look like full-grown adults.... Read More
Know What You Are Selling As If You Were Buying It
Recently I wanted a new lawn mower as we have... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation.... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
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