Why Cold Calling Is Dead

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

Its Better When They Tell Them

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

Generating Sales Leads

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

Selling More CDs at Gigs, Case Study: The Rogues

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

Seminars for Prospecting

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

Complacency and Fear are Sales Busters

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

Open Your Introduction With A Firecracker Moment

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

Just Ask!

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

Successfully Selling Your Professional Services

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

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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Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just... Read More

Why You Buy, Part Three

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

The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing... Read More

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... 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

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

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

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

How to Eliminate Objections to Price

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

Want More Sales? Write A Barry Bonds Sales Letter

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

Future Business Key Element In Sales

A challenge facing many businesses is how to maintain a... Read More

15 Ways To Get Really Motivated

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

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More

Selling For Keeps

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

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

10 Important Things To Tell Your Prospects

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

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More