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
Five Keys to Make Your Cold Calls Sizzle
Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupted him a minute later. It sounded like he was reading a script... but... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process only to be disappointed by your prospect's objection to your price?This situation unfolds all too regularly for many small business owners.The other day I was talking to Joan who was lamenting how she'd spent a ton of time developing a... Read More
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have you heard these words? As a professional service provider looking to grow your business, isn't it sometimes frustrating to hold an initial session with someone who you'd love to work with but the potential client has a whole list of... Read More
Why People Use Long Sales Copy
Have you ever wondered why some people use long sales letter? Here is the answer: These people newer bothered to find out what the potential customer wants. If you know exactly what your potential customer wants, you can be short and to the point. So, Mr. Marketing Genius comes along... Read More
15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word motivate means to impel, inspire, hope, stimulate, incite, propel, spur, goad, move, induce, prompt, instigate, fire, provoke, actuate, cause, egg on, drive, excite, and to trigger. Don't wait for someone to motivate you, here are 15 ways you can motivate... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain sailing. You must expect objections. The important thing is to know this and be prepared to deal with them. Welcome them as sign of interest which can be turned to your advantage.Most of the objections we come across will arise... Read More
How to Make Sure You Sell More!
Make sure you target women. It's true for almost anything you are selling. According to Women Mean Business: The Secret to Selling to Women, eighty percent of all checks written in the US are written by women and they purchase 80-% of all consumer goods in the U.S. That's not... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody says "Yes".How many of you know its proper URL? OK, most of you.How many of you have read everything on the web site? Numbers are dropping like stones here. How many of you contributed information on the web site? Anybody... Read More
Do You Want to Know the 8 Tips to Selling More Products?
So often sales men and woman are the very people that prevent themselves from obtaining additional sales and increasing their commissions. It doesn't matter if it's counter sales or door-to-door.They get caught up in the newest method or someone's latest spin on how to get their customers to buy. What... Read More
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Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody... Read More
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what... Read More
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Packaging Maketh the Person
The multi million pound cosmetics industry is acutely aware of... Read More
Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately,... Read More
8 Part Strategy For Constructing Your Advertising Message
Strategies to help produce your brochure, advertisment or direct mail.... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver.... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
The Problem With Technology At The Point Of Sale In Financial Services
BackgroundThere's a conundrum that currently exists between the customer and... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
Why Cold Calling Is Dead
Our world of selling is closed off from other areas... Read More
Ten FAST Ways to Sell Your Products
Always give a reason for the sale for credibility. 1.... Read More
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't know... Read More
Sealing The Deal Over The Business Meal
Doing business over meals is a ritual that has existed... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Lazy Man?s Way To Get Customers
No matter how big or small your business is and... Read More
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met,... Read More
Expert Qualities in Sales
If you went to see your doctor, and he mentioned... Read More
The Doors Of Opportunity
Alexander Graham Bell once said, "When one door closes another... Read More
Money Does Talk!
When buying something, you can buy in one of two... Read More
A Look at Store Fixture Parts
Products for sale need to be displayed in a manner... Read More
10 Tips To Overcome Your Fear Of Selling
Ahh. Selling. Sometimes, this is a word that is dreaded... 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
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of your... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... Read More
Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You... Read More
Im A Second-Story Man
Can you say who you are and what you do... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
The Email Blow-Off
This week's article is my response to a question by... Read More
The Importance of Good Sales Leads
An important part of your business plan should be to... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
Value-added Selling?
"Value-added." That word is used so much it has become... Read More
Sealing The Deal Over The Business Meal
Doing business over meals is a ritual that has existed... Read More
I Am A Habit
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... 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
Mindset Over Materials: The Secret Weapon of Sustainable Sales Success
Long-term sales success has less to do with skills or... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
Why You Buy, Part Three
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
How to Sell Your Products Without Competition
Selling your products at shows can be difficult when you... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
Telephone Techniques
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
The Best Day In The Week
The best day of the week is TODAY, of course.... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling,... Read More
How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You
Instead of giving your customers or potential customers a choice... Read More
How to Set Appointments
The Importance of setting appointments is crucial to running a... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
Voice Mail That Sells
As a business owner, I receive my share of sales... Read More
Keep the Referrals Coming
A key method of our survival in the business and... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
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