Telephone Techniques

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

Give Up the Need to Sell

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

Forgive All Ebay Sins!

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

Dont Be Macho Selling Ice to Eskimos

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

When the Nose of the Camel is in the Tent

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 Don?t Want To Be Sold; I Want To Buy

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

Going Back To Get Ahead

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

Sales People have an advantage as entrepreneurs

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

Book Yourself Solid

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

Dress as Though You Mean Business

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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10 Important Things To Tell Your Prospects

Hello everyone, hope your day is going well! I know... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

Get The Help You Need With Fund Raising Ideas

There are many fund raising ideas on the market today... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

Want More Sales? Write A Barry Bonds Sales Letter

I'm not a baseball fan. Never have been. In fact,... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us --... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

Packaging Maketh the Person

The multi million pound cosmetics industry is acutely aware of... Read More

Voice Mail That Sells

As a business owner, I receive my share of sales... 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

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a... Read More

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

Everything in Life is Selling

Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More