Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a... Read More
You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. So why don't they tell people? And, why don't they write it down?Because you don't ask.Your customers are busy people. They don't think about your business day... Read More
Any company that relies on selling a product or service needs strong sales lead generation. A sales lead is a prospective customer. Businesses try to get as much information about their sales leads as possible. They need to find out what makes this person a potential buyer of their product.... Read More
A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared the stage with some amazing bands, but at the very top of my list were The Rogues.We first met The Rogues last year at the Texas Renaissance Festival. Since then I've been a big fan... Read More
The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to attract attendees, without sounding too much like a sales pitch with breakfast thrown in. Topics can be about the latest advances and/or technology in your... Read More
Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Studies confirm that 80% of all salespeople fail in their first year because of the fears associated with prospecting. 40% of veteran producers with... Read More
The number one requirement, whether you are a business owner or an employee, is to be able to say what you do, and say it with influencing results. Through testing, I have seen, experienced, and received feedback that an elevator speech no longer works. My test results show that elevator... Read More
Instilling urgency in a prospective customer can make the difference between achieving a sale and losing it altogether. If your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions.Closing is the logical conclusion of a demonstration of... Read More
As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise. You may feel overwhelmed by the demands of being both owner and employee. You might not have a strong base of effective selling & marketing... Read More
Selling With Purpose What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively? Define Your Fear. What is it... Read More
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Saturday morning, I sat in my pajamas, sipping strong, black... Read More
It is important that organizations find other companies to do... Read More
I am sure you are familiar with the phrase, "I... Read More
American consumers have spoken and have done so loudly registering... Read More
It's early January 2004. The Green Bay Packers are just... Read More
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
For the past months, maybe a year, I've been hearing... Read More
Writing fundraising letters can be an effective way to request... Read More
For technology companies, service after the sale has emerged on... Read More
Over the years, I have been amazed at... Read More
We would all like to think that our product or... Read More
I went shopping for clothes today.My plan was to buy... Read More
Picture this scene from the 1984 smash comedy movie from... Read More
This is an important and potentially profitable piece of advice.... Read More
The best day of the week is TODAY, of course.... Read More
When a request for proposal (RFP) comes in, you get... Read More
You can always tell a good salesperson, they are always... Read More
The main reason for buyer resistance and selling stalls boils... Read More
Virtually every business you contact has this question in their... Read More
Any company that relies on selling a product or service... Read More
Yesterday I received a call from a financial planner named... Read More
Doing business over meals is a ritual that has existed... Read More
What can strike terror into the heart of even the... Read More
Have you ever stepped your way through the sales process... Read More
I'm not a baseball fan. Never have been. In fact,... Read More
A challenge facing many businesses is how to maintain a... Read More
First, recognize that motivation is an inside job. The word... Read More
Why would a prospect buy from you rather than from... Read More
When you are in sales and you come across a... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Whether you're a conventional sales person, a professional ? such... Read More
Hello everyone, hope your day is going well! I know... Read More
Where many marketing conversations get off-track are the ones you... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Writing good sales copy is not an art, it is... Read More
Your proposal is selling for you when you're not there,... Read More
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
Cold calling can be a great way to generate quality... Read More
Selling is as much an art as it is a... Read More
Our world of selling is closed off from other areas... Read More
In my opinion, the most overrated topic in sales training... Read More
I just got off the phone with a friend of... Read More
The USP (Unique Selling Proposition) is based on the assumption... Read More
Remember those school exercises that started "Compare and contrast....yada yada... Read More
Do you know your conversion rates? Conversion rate is the... Read More
We all learned in Sales 101 we must follow up... Read More
Health insurance lead generation systems provide a stead stream of... Read More
Lance has what it takes and then some.Did you know... Read More
It's easy to spend days, weeks, or months speaking with... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
"Accepting the consequences, good or bad, will free you; take... Read More
Use Bundling To Increase Your Profits And Sales An effective... Read More
Selling Against Goliath?How to Take on the Big Guys and... Read More
In the course of my career, I've had to deal... Read More
Recently, I wrote about about creating specific, compelling goals that... Read More
Have you ever stepped your way through the sales process... Read More
"Open-source" is typically found in the Information Technology area as... Read More
You could just send out your brochure to potential customers... Read More
The formula for defining a "profession" is similar throughout many... Read More
The headline that appears over the salutation in a fundraising... Read More
Manufacturers and distributors are rolling out more sales incentive programs... Read More
Here are five sure-fire ways to guarantee you will not... Read More
Your prospect is in the market for a widget, just... Read More
Ever wish that your presentations could be as much fun... Read More
Value is in the Eye of the BeholderSales today is... Read More
Most business people will tell you that selling is not... Read More
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