A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in a sale. I have been told that I am an excellent sales person, however I lack the self-confidence to close the sale. Self Confidence is... Read More
One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call." We discovered that even though co-workers speak the same words, they don't attach the same meanings. Here's what happened.... Read More
Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to... Read More
If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls ? until it's too late. I learned three... Read More
Your choice of materials for store fixtures includes wood, metal, plastic and conglomerate materials such as pressed wood and fiberboard. Depending upon your budget, the weight and size of the product being displayed and the style of your retail establishment, one of these raw materials will serve your needs well.... Read More
Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import ? is at best, a wishful endeavor. ?Paul Shearstone 2003......................................................................................No one ever questions the fact there are born athletes who, when compared to others,... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing a "reason" to buy BEFORE you attempt to SELL anything to a client/prospect.In the current business climate you have to GIVE first. The very first question from a buyer is.... what is the BENEFIT to ME? Why should I change... Read More
1. When you make your first sale, follow-up with the customer. You could follow-up with a "thank you" email and include an advertisement for other products you sell. You could follow-up every few months.2. You could upsell to your customers. When they're at your order page, tell them about a... Read More
Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their... Read More
Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it's what we do with them once we get them.One of the most critical mistakes a sales... Read More
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How do you respond when an absolute stranger calls, at... Read More
I know, don't groan. You have to do them if... Read More
I've been using a technique that has helped me to... Read More
Most salespeople I know consider cold calling a dreadful, but... Read More
Special Requirements for Reprint: we ask only that you include... Read More
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
Have you ever wondered why some people use long sales... Read More
The customers you already have could be your biggest lead... Read More
1. Make telephone callsFew things are more terrifying than the... Read More
Testimonials are all-important to sell anything. You may already have... Read More
Just about every clothing store uses mannequins. There are many... Read More
Barter is becoming an increasingly popular method of commerce. The... Read More
You stand there, in front of your great presentation material,... Read More
First, recognize that motivation is an inside job. The word... Read More
The sales letter you can't put down?the advertising copy that... Read More
If you plan to do sell your product or service... Read More
Most consultants I've talked to don't spend any time trying... Read More
When I write sales letters for my clients, one rule... Read More
Article I of a two-part series.No matter what customers say... Read More
The largest sale that I ever closed was negotiated over... Read More
Hi, I'd like to discuss the most powerful words you... Read More
Here are four simple things you can do to take... Read More
A few days ago, I was signing copies of my... Read More
Your business is making profits, but where is the cash?... Read More
You can make a difference in the second half! You... Read More
First - being before all others. Fast - moving or... Read More
Some trainers and sales managers teach that there are prospects... Read More
Smart buyers will always ask for a better price. Unfortunately,... Read More
What can strike terror into the heart of even the... Read More
You can have your cake and eat it.What is it... Read More
So now the time has come to invest in Lead... Read More
An important part of your business plan should be to... Read More
The headline that appears over the salutation in a fundraising... Read More
A conversation: The Salesperson: "I don't cold call-I want to... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
I just bought six square pieces of spongy fabric for... Read More
First, recognize that motivation is an inside job. The word... Read More
Our world of selling is closed off from other areas... Read More
There are seven major reasons why adults continue their pursuit... Read More
You could just send out your brochure to potential customers... Read More
I learned something very interesting this week. Thankfully, what I... Read More
The USP (Unique Selling Proposition) is based on the assumption... Read More
Selling a service isn't the same as selling a product.... Read More
"Which is your best CD?"Ever get that question? My band... Read More
An area that can become profitable for many businesses in... Read More
The multi million pound cosmetics industry is acutely aware of... Read More
So it's finally come time to sell the business. After... Read More
Do you have 5, 10, or 20 years of sales... Read More
Sales is all about negotiating. You are negotiating from the... Read More
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Why would a prospect buy from you rather than from... Read More
Here are four simple things you can do to take... Read More
Ever wish that your presentations could be as much fun... Read More
You're not alone. Most people are uncomfortable walking into a... Read More
For the past months, maybe a year, I've been hearing... Read More
The headline that appears over the salutation in a fundraising... Read More
I believe that everyone understands that no matter what business... Read More
? Go through the "no's" to get to "yes." ?... Read More
The March, 2004, issue of Psychology Today reports on an... Read More
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
VOICEThe Image the customer has of the Salesperson is vital.... Read More
Most salespeople I know consider cold calling a dreadful, but... Read More
While working with a new coaching client, I asked to... Read More
The most effective prospecting techniques were revealed in the August... Read More
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