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

Money Does Talk!

When buying something, you can buy in one of two markets. The first is buying on terms in the retail market and the second is buying in the wholesale cash market. This can be illustrated by referring to the biggest purchase we all make in our lifetime - Real Estate.In... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's the meaning:Sales love ('sAlz - luv): noun: 1: unselfish and loyal care for the good of a customer, prospect, reseller, and/or team member.The only reason we are in business is to provide value to a group of people who care... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and more confident when they can use their 'abilities' to convince the customer to make a buying decision. But what happens when the customer still doesn't... Read More

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. This one didn't, so it ended up getting deleted.This is... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great sales copy? Maybe not, but Brian Keith Voiles did. And he put it to use for Fortune 500 Companies. You may not have that kind of promotion money, so here are the nine keys for FREE. Be sure you cover... Read More

Quotations Tell... Proposals Sell!

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 It is a totally Dickensian format and absolutely out of date in a situation where supply so completely outstrips demand.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

Count Down To An Advert

There are hundreds of books available to teach you how to write a good sales letter/advert. If you were to read them all it would be possible to distil all of the recommendations into a 'What to do list' similar to the one below. This list is not exhaustive. No... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location, location!" It speaks volumes about making the right decisions from the start to make your retail establishment a success. Once you've decided what it is your store is offering to the general public, the next step you'll take is finding... 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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Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to... Read More

How to Eliminate Objections to Price

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

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

10 Important Things To Tell Your Prospects

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

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

A Simple Truth - Authentic Sales Tip

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

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep... 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

Three Ways to Get More Referrals

When you are in the business of sales, among the... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... 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

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student... Read More

Open Source Selling? The Next Evolution? The Next Revolution

"Open-source" is typically found in the Information Technology area as... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More