TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct... Read More
Most business people will tell you that selling is not their favorite activity. Let's explore a way to look at the process of sales a bit more favorably.Whether we like it or not---"we're all in sales". Most of us have an internal dialogue about both selling and closing that is... Read More
Over the years, I have been amazed at the "blinding" greed and reckless approach to commerce that some business owners have employed. Lying to customers, selling inferior merchandise, and not offering refunds, left a firestorm of irate customers in their wake. Without fail, all of this "ill will"... Read More
This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers. In the sales rep's own words... "I was required to call on every account because there was... Read More
My new job was to sell Commercial Service Agreements. It was a fine company. They were growing. They wanted to expand their Service Base. I had a territory that no one wanted. It was the farthest away from the office. "There is no business there!" was all I heard from... Read More
I went shopping for clothes today.My plan was to buy a navy blue sports coat, a couple of shirts and ties and maybe a pair of black shoes.Understand that as a sales trainer, I want people to ask me to spend my money. I'm not going to buy unless asked.... Read More
Have you ever run DOWN an escalator that was going UP? Well, I did at the Tampa Airport last week. Here's what happened:Last Wednesday I was scheduled to fly from Tampa through Dallas to Phoenix on American Airlines. I just got back from Chicago the day before. It was a... Read More
Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true that was until I got into franchising and saw how one franchise sale could add jobs to the economy, provide great service to a community... Read More
THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN HANDLE EVEN IF YOU HATE MARKETING AND SELLINGClients often ask me how I built a six figure income working as an independent professional in less than 10 months. I narrowed it down to 7 simple steps. Seven simple internal and... Read More
Could casual Friday be undermining your leadership ability?One of the cool things about working in a home office is that you can do business in torn jeans and a T-shirt because no one sees you but the dog. And Sparky believes in you no matter what you wear. Some people... Read More
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Hello everyone, hope your day is going well! I know... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
Many companies are looking to improve upon the speed, security,... Read More
Why do we get into sales? Typically it is two... Read More
When you are in sales and you come across a... Read More
Selling--a word that strikes terror in writers and professionals. We... Read More
You've met a new prospect, accurately assessed their needs and... Read More
Have you ever stepped your way through the sales process... Read More
We all have people whom we find difficult. We don't... Read More
There are many fund raising ideas on the market today... Read More
Our world of selling is closed off from other areas... Read More
The topic of this issue's article is a response to... Read More
1. Make telephone callsFew things are more terrifying than the... Read More
The headline that appears over the salutation in a fundraising... Read More
The main reason for buyer resistance and selling stalls boils... Read More
In some situations, attempting to intimidate the other person will... Read More
I'm not a baseball fan. Never have been. In fact,... Read More
According to the Direct Marketing Association, in 2003 U.S. direct... Read More
The Technical Revolution has done a lot for us --... Read More
Selling your products at shows can be difficult when you... Read More
The multi million pound cosmetics industry is acutely aware of... Read More
As a business owner, I receive my share of sales... Read More
We are complex. We confidently assert that we are independent... Read More
First - being before all others. Fast - moving or... Read More
The Importance of setting appointments is crucial to running a... Read More
The time comes for all mortgage brokers and loan officers... Read More
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Your prospect is in the market for a widget, just... Read More
An attractive woman has a decided advantage as sales representative... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
An important part of your business plan should be to... Read More
Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More
Hello Everyone: Here's a unique look at learning how tosell:... Read More
Depending upon how much you enjoy writing, writing sales proposals... Read More
In the work place, the amount of good things that... Read More
In my opinion, one of the biggest skills of being... Read More
Ever have a prospect start out your sales call by... Read More
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Do you hang up on telemarketers? 9 times out of... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
Usually my essays discuss the issues that the 'sales' method... Read More
The time comes for all mortgage brokers and loan officers... Read More
What can strike terror into the heart of even the... Read More
Along with having an innovative supply chain, there's another reason... Read More
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
A completed communication consists of a sender and a receiver.... Read More
For two winters I heated my house with an old... Read More
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
Junk mail. We all get it. And it goes straight... Read More
At 21 years, just out of Business College, I went... Read More
You are the productWe're all in the selling business whether... Read More
I know, don't groan. You have to do them if... Read More
We all have people whom we find difficult. We don't... Read More
Hi, I'd like to discuss the most powerful words you... Read More
"Accepting the consequences, good or bad, will free you; take... Read More
You can make a difference in the second half! You... Read More
Could this be the worst moment in your selling cycle?You've... Read More
Lance has what it takes and then some.Did you know... Read More
Wherever you turn these days you'll find articles covering every... Read More
The number one requirement, whether you are a business owner... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
Successful salespeople have the ability to turn the customers they... Read More
Have you ever stepped your way through the sales process... Read More
An important part of your business plan should be to... Read More
1. Animate your window display.How often do you change your... Read More
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