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

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple, the effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them.Clients and prospects are visually oriented. They process... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big ol'" a lot. Big ol' truck. Big ol' house. Big ol' party. The phrase was one we used when the word "big" just wasn't descriptive enough.I think the following suggestions qualify as Big Ol' Tips. Look around the Web and... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Where do you start?A good time to start thinking about... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's not you."Hard words to hear. That big deal, the account you've been courting for months, has fallen to someone else."We appreciate all the time and effort you put into your bid. It was quite professional."Yeah sure, they really appreciate your... Read More

Open Source Selling? The Next Evolution? The Next Revolution

"Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major benefit of "open source" to software programmers has been dramatic. "Source code" is defined as the inner working and competitive advantage of operating systems and... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.But cold calling is an art-form. It can be daunting, it's always a lot of work, and you always need... Read More

Peak Performance ? What You See Is What You Get!

Would you like an easy way to track the performance of your sales SuperStars? Will a large sales activity board really make a difference? You bet! This article will give you three easy ways to improve the performance of your sales team because what you see is what you get!Setting... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it. Whenever you are listening to a prospect tell you about something that they want or... Read More

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Showing 1 - 10 of 422 Articles
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Smooth Sailing (Selling) In The Second Half of The Year

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

Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let... Read More

Flea Marketing Lessons

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

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

Selling To Women - Selling To Men - It Isnt the Same

Selling To Women - Selling To Men - It Isn't... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More

How to Sell High Tech Solutions

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

Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test

Business owners should be more like doctors.Forget selling and start... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

Its Better When They Tell Them

You know that word of mouth can grow your business.... Read More

Want More Sales? Write A Barry Bonds Sales Letter

I'm not a baseball fan. Never have been. In fact,... Read More

Book Yourself Solid

THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... 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... Read More

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us --... 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

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... 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

A Brief History of the Sales Profession

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

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More