How To Make An Extra $100,000.00 Each Year
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING A FEW LINES OF SCRIPT TO YOUR ONLINE ORDER PAGEMcDonalds has added over 200 billion dollars to their sales with their one line "Would you like some drinks or fries with that?"Sales are made or lost by what is written... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his... Read More
Doomed Before You Dial?
Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer.'" Another participant... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these before:Q: "How can you tell a sales person is lying?"A: "His lips are moving."Q: "Why do lawyers like sales people?"A: "They give them someone to look down on."Sadly, the term sales professional is often seen as an oxymoron, in much... Read More
Why Are We All So Afraid?
What can strike terror into the heart of even the most successful sales professional or entrepreneur? Cold Calling. What can crush self-confidence, destroy self-esteem and leave even the most seasoned sales professional quivering with humiliation and defeat? Cold Calling. But why? Every culture has its myths and stereotypes, and... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As independent professionals, usually at the helm of solo businesses, we sometimes find ourselves facing daunting internal obstacles as we try to begin our day's marketing... Read More
Is Cold Calling Dead?
Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the "Ben Franklin" close... Read More
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple, the effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them.Clients and prospects are visually oriented. They process... Read More
Everything in Life is Selling
Robert Louis Stevenson said 'Everything in Life is Selling' and it is. Whether as a child you cry until you get what you want; whether as an adult you provide a service to your employer in return for payment; or whether as an individual you make sure that you look... Read More
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Make Your Trade Show Booth Popular
So, you are taking your products and heading to a... Read More
Lance Has What It Takes
Lance has what it takes and then some.Did you know... Read More
Mortgage Leads, Choosing the Best Option
When it comes to buying mortgage leads, there are many... Read More
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they... Read More
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
Business is Great; I?m Just Not Selling Anything!
Awhile back you had a great idea. An idea that... Read More
Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000... Read More
How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of... Read More
To Sell Successfully, You Have to Be Willing to Be Different
We are complex. We confidently assert that we are independent... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going... Read More
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
The Problem With Technology At The Point Of Sale In Financial Services
BackgroundThere's a conundrum that currently exists between the customer and... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... Read More
Casual Networking
What comes to mind when you think of networking --... Read More
The Benefits of Buying Used Store Fixtures
The difference between antique or vintage store fixtures and used... Read More
Sell With KISS, As In Keep It Simple, Stupid
One of the most useful and fundamental communications lessons that... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
Five Deadly Sales Letter Mistakes
To be effective your sales letter must be opened, read,... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
Exporting to Europe: Not the Challenges You Think
If you plan to do sell your product or service... Read More
10 Amazing Product Selling Formulas
1. Sell your products at a wholesale price to retail... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
Book Yourself Solid
THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More
If I Wanted To Sell For A Living, I Would Of Majored In It In College
By a show of hands, how many of you grew... Read More
Sell YOU With Your Small Talk (Yes You Can)
Want to build a relationship -- sell yourself for a... Read More
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind... Read More
Selling For Keeps
When you are in sales and you come across a... Read More
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
The Struggle to Decide: The Paths Customers Take to Solve Problems
Usually my essays discuss the issues that the 'sales' method... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't know... Read More
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 2
Part one of this article is available at ... Read More
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... Read More
Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain
There are 3 ways to grow any business:- Get more... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
Do You Have Enough Prospects To Make Your Numbers?
Several years ago I worked with a CPA who wanted... Read More
Generating Sales Leads
Any company that relies on selling a product or service... Read More
Clear Up Blurry Communication
One of the top brewing companies in America is a... Read More
Getting Referrals
ReferralsA substantial part of your business can come from referrals.... Read More
Color Psychology Will Make Or Break Your Sales Success
Color psychology is the biggest question I receive on a... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately,... Read More
Packaging Maketh the Person
The multi million pound cosmetics industry is acutely aware of... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Lead Companies, Eight Features To Consider
So now the time has come to invest in Lead... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... Read More
Selling ? Remember These Ten Rules and Succeed
There are thousands of books and seminars on how to... Read More
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have... Read More
How Improve Conversion Rates
Do you know your conversion rates? Conversion rate is the... Read More
Selling Abilities - Part 1
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
It Isnt A Sale Until Youre Paid
Back in the days when I sold for CTV and... Read More
My Competitor Has a Better Product
The topic of this issue's article is a response to... Read More
Referrals: Getting Good Business By Doing Good Business
Whether you're a conventional sales person, a professional ? such... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
Program Your Biocomputer For Sales Success
Selling isn't something you do to people, it's something you... Read More
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