Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big... 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

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule I always start with is The Rule of 7.I learned about The Rule of 7 from one of my good friends who once ran for political office. In his campaign, he made certain that his name appeared seven times in... Read More

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let that guy sell me on something that I had no real need for at the time? Do you ever get a sneaking suspicion that your probably not going to really use whatever it is that your buying in the way... Read More

Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to look at a brochure or other form of hard copy. It's important therefore that your brochure tells the customer all they need to know.*It can be handed to the customer or used for direct mailing*It gives the customer much more... Read More

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have an acre of land and we have to keep it mowed pretty regular in the spring and summer and the riding lawn mower from Wally World had fallen apart and had to have something repaired every year for the short... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take price out of the equation!It's frustrating when people appear to be focused on price alone. All they talk about is the price. "Your price is too high" or "I can buy cheaper elsewhere" are heard all too often. It's annoying... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase.I was at one of those big show events and walked past a demonstration booth. I even knew it was coming. About 50% of the people walking out were carrying... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or able to move quickly. Foremost - first in rank, order, or place. Wouldn't you like to be first, fast, and considered foremost in your business. Obviously, the correct answer is yes. Here are nine tips, hints, and practical ideas to... Read More

Talking To A Prospect As If To A Friend

While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite. A sound bite, sometimes also called an "elevator speech," is a 10- to 15-second commercial on what your company does, offers or stands for. Use it when you meet someone... Read More

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Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have... Read More

First, Fast, And Foremost . . .

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

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the... Read More

Creating More Effective Proposals

The need for good proposals - the business kind, not... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... 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

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

10 Amazing Product Selling Formulas

1. Sell your products at a wholesale price to retail... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More

Your Profit is in Your Follow-up: A System for Increased Sales Conversion

No matter what you sell--products, services, or causes--one of the... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

Success Reloaded: The Matrix

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

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

I went shopping for clothes today.My plan was to buy... Read More

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada... Read More

Selling Strategy - 5 Ways To Success

Web sites exist for essentially two purposes. The first is... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

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

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects... Read More

Open Source Selling? The Next Evolution? The Next Revolution

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

Selling Is Not A Dirty Word

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

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Sell YOU With Your Small Talk (Yes You Can)

Want to build a relationship -- sell yourself for a... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More