Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead source, and you may not even realize it.Think about it this way, every customer you have, most likely has brothers, sisters, parents, cousins, and friends, so why not tap into it.Here are a few ideas to draw leads out of... Read More

17 Tips for Bringing Your Event to Life

Your job as an event planner doesn't stop with the meeting in the company boardroom. You may be called upon to organize an employee appreciate event, an awards dinner, a product launch, the celebration of a company milestone, a gala recognizing a longtime employee's retirement, an incentive event for company's... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to determine Real skills for Real world sales.When is the last time you were evaluated for your skills - not your personality or potential? Be honest. How do you critique you? How do you identify your strengths and weaknesses in sales?This... 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

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all of the features of a human face. Mannequin heads can be used in several different situations. They can be used to model hats, wigs, makeup, or be used as practice dummies by people learning to cut hair in beauty school.... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar.The trick in sales is to talk to buyers. Rather... Read More

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the "Ben Franklin" close... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's the word "you." Why?When most of us read anything, we're looking for something that interests us. What do we need at that moment? What will we need tomorrow? Why should we bother to read this story?Self-interest is what motivates us... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the decision maker's hands.Use "The Stealth Mail Method". You've heard the expression if it walks like and duck and quacks like a duck it's probably a duck. Everyday the gatekeeper sorts through the bosses mail just like you and I do.... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether we like it or not. It doesn't matter whether you're a lawyer or an accountant, a manager or a politician, an engineer or a doctor. We all spend a great deal of our time trying to persuade people to buy... Read More

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Showing 1 - 10 of 422 Articles
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Talking To A Prospect As If To A Friend

While working with a new coaching client, I asked to... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

Before You Sell Do The Math

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

How to Acquire More Leads

The most effective prospecting techniques were revealed in the August... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

Another Warm Lead

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

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... 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

First, Fast, And Foremost . . .

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

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds... Read More

Referrals: Getting Good Business By Doing Good Business

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

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

Ten Tips for Choosing the Right Direct Sales Company

Direct sales can be your ticket to a profitable home-based... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

What Should I Charge?

People ask me, "What should I charge?"I say, "Ask your... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

Everything Follows the Pitch

If you asked me to point to the heart and... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

The Best Day In The Week

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

Make Your Trade Show Booth Popular

So, you are taking your products and heading to a... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More