Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. On the telephone, you have only your voice and the words that you use. The way that you use your voice can make or... Read More
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying to recover inactive clients and it's a big mistake. We tend to magnify the problem we had or just want to move on, but sometimes a simple apology and offering to make things right will bring you back a client... Read More
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? "Are you the person who??" "What is your marketing strategy?" "Do you own or rent?" Even, "How are you today?" Are you annoyed and put off by these questions? Do you... Read More
Selling - Trade Shows Vs. Regular Sales Calls
Remember those school exercises that started "Compare and contrast....yada yada yada". Well, here's an exercise to get your sales brains moving.There are major differences between how you sell in a Regular Sales Call versus at a Trade Show. In other words, just because you can sell well, doesn't mean you... Read More
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't know where to begin there is help out there for you. It is time for you to seek fundraising consulting advice especially if your fundraising event is going to be on a larger scale. Fundraising consulting will help you organize and... Read More
Why You Buy, Part Three
Still more discoveries from the recent studies in behavioral economics:Over-Valuing "Mine"People consistently place a higher value on things they own, even if their "ownership" is temporary. The research is interesting, and I often saw this phenomenum used by salesmen on busses in Ecuador. A product is thrust into your hands,... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion.Sometimes, when we have... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times. Here is a quick list of items toremember: 1. Be in the present moment with whoever you are with.Limit glancing around the room. It's a sign that... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from your competitor?How do you outsell your competitors?Your unique selling proposition (USP) is very important as part of your business planning. This is especially so if you decide to set up a home business in the highly competitive internet arena. What... Read More
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The Email Blow-Off
This week's article is my response to a question by... Read More
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect... Read More
Packaging Maketh the Person
The multi million pound cosmetics industry is acutely aware of... Read More
Are You Selling What They Want To Buy? Is It An Appropriate Solution?
Let me tell you about my friend Peter who has... Read More
Improve Your Sales Closing Ratio
Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More
How to Sell Your Products Without Competition
Selling your products at shows can be difficult when you... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
The Basic Secrets of A Million Dollar Sales Letter
"Accepting the consequences, good or bad, will free you; take... Read More
Know What You Are Selling As If You Were Buying It
Recently I wanted a new lawn mower as we have... Read More
Asking The Right Questions
On an introductory call, how do you gather all of... Read More
It Isnt A Sale Until Youre Paid
Back in the days when I sold for CTV and... Read More
Telephone Techniques
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... 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
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
A Simple Truth - Authentic Sales Tip
A Simple TruthDo you have the right stuff?Are you consistent... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... Read More
60 Ways to Increase Your Mail Order Catalog Sales
This article is meant to inform. Please don't construe this... 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
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are... Read More
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow,... Read More
Gatekeepers
When I ask salespeople to define what a gatekeeper is,... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a... 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
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of your... Read More
How To Shorten The Selling Cycle And Reduce Buying Stalls
The main reason for buyer resistance and selling stalls boils... Read More
Why You Buy, Part Three
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
Customer Service Revival
Value is in the Eye of the BeholderSales today is... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
Things You Need to Know Before Joining a Direct Sales Company
A lot of people are very intrigued by the idea... Read More
When the Nose of the Camel is in the Tent
My new job was to sell Commercial Service Agreements. It... Read More
8 Part Strategy For Constructing Your Advertising Message
Strategies to help produce your brochure, advertisment or direct mail.... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an... Read More
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling,... Read More
Why Executives Wont Take Your Call
Do you hang up on telemarketers? 9 times out of... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Money Does Talk!
When buying something, you can buy in one of two... Read More
7 Pitfalls of Using Email to Sell
* Are you sending e-mails to prospects instead of calling... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal... Read More
How to Buy Wholesale Store Fixtures for Your Business
It may sound funny, but honestly, if you're opening up... Read More
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... Read More
Asking The Right Questions
On an introductory call, how do you gather all of... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
Five Deadly Sales Letter Mistakes
To be effective your sales letter must be opened, read,... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
How To Sell Your Products or Services on Value And Stop Selling On Price Alone
Have you ever met with, or talked to a prospect... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... Read More
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