Obtaining Self-Confidence

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

Clear Up Blurry Communication

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

Making the Sale When the Customer Wont Buy

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

Exporting to Europe: Not the Challenges You Think

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

The Benefits of Metal Store Fixtures

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

3-Levels Of Successful Selling

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

How to ASK for Business -- WITHOUT appearing Pushy --

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

Aamazing Tips To Increase Your Sales

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?

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

What Not To Do With Your Leads

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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Showing 1 - 10 of 422 Articles
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Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if... Read More

How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed

I've been using a technique that has helped me to... Read More

Cold Calling Reluctance

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

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Sell More Products and Services with Testimonials

Testimonials are all-important to sell anything. You may already have... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

Can Barter Help Increase Cash Sales and Visability for Your Small Business?

Barter is becoming an increasingly popular method of commerce. The... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

15 Ways To Get Really Motivated

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

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over... Read More

Powerful Words

Hi, I'd like to discuss the most powerful words you... Read More

Do Your Customers Buy On Price Alone?

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

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

First, Fast, And Foremost . . .

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

The Biggest Mistake In Selling!

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

Focus on a Trade - Not a Discount

Smart buyers will always ask for a better price. Unfortunately,... Read More

Why Are We All So Afraid?

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

A Pause For Thought

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

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising... Read More