An Ideal Selling Situation

The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you.While working as a loan officer, I dealt with my fair share of mortgage lead companies. Along... Read More

Selling Services

Selling a service isn't the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic Programing (NLP) can be used to gain instant rapport with clients, leads, and business associates, and more specifically, how to use physiology, matching and mirroring, to create instant magic communications.Now, how can tonality and words establish rapport?TONALITYWhile physiology accounts for... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many... Read More

How to Acquire More Leads

The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually.Here's how they rated the following techniques: 100.0% for Referrals from clients, and non-clients 69.6% for Contacting clients by... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1. If you have old Inventory, give a closeout sale. 2. Return sales. Sometimes called a scratch and dent sale. Offer any less than perfect inventory at a special discount. Always mention the character flaw with the product -- the corner's... Read More

The Best Day In The Week

The best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. To M.A.K.E. the most of every day ? do the following: Monitor the critical performance elements in your business. Know your numbers. Know your... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her cleaning business. For the past 3 years, she'd run the same ads in the same publications with the same results. She would generate enough new clients to make up for the ones she lost due to normal attrition, but she... Read More

6 Steps on How to Install Confidence Into Your Clients

What methods can we use to install confidence into your clients ?1. Give abundant value in everything you sell.If you want to build up a reputation that will lead to a successful internet business you can't afford to outsmart your client by giving him less value then he's paying for.... Read More

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Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

Unique Selling Propositions

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

The Relationship Between Colour & Sales

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

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear... 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

I Am A Habit

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

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

Customer Loyalty in the Technology Industry

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

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More

The Importance of Good Sales Leads

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

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

Impotent Questions - How Much Are They Costing You?

Last issue we talked about what motivates people to buy... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

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

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

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student... Read More

Stop Telemarketers, Do Not Call List or Not

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

Needs Based Selling

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

Customer Service Revival

Value is in the Eye of the BeholderSales today is... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... Read More

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

GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight... Read More

Great Telephone Skills

Having good telephone skills is crucial as the call may... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

Improve Your Sales Closing Ratio

Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

Dont Call Me

The March, 2004, issue of Psychology Today reports on an... Read More