Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients? what should they do when a potential customer asks "How much will it cost?" as one of their opening lines.This focus on price is often... Read More

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

Barter is becoming an increasingly popular method of commerce. The U.S. Department of Commerce estimates that 20 to 25% of world trade is now barter. Corporate barter is now a 20 billion dollar industry. It seems as though everyone from the big corporations on the New York Stock Exchange to... Read More

The History of Sales: Dale Carnegie is Still with Us

I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. But... Read More

The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while others will place a higher value on reliability, convenience or things like color, popularity (think Pokeman cards!) or durability. The challenge for business is to... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way to build relationships, make the sale or seal the deal. These business meals are essentially business meetings. Knowledge of your product or your service is... Read More

Ten Tips for Choosing the Right Direct Sales Company

Direct sales can be your ticket to a profitable home-based business. There's low risk and low overhead - and you'll find lots of conversation, creativity, and cooperation among the company's representatives. But how do you know which company is right for you? Here are ten things to look for as... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented. Typical trial-closing questions can build in their directness as these examples illustrate:? "How does... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know what people really want.But unless you're psychic, or know how to do the Vulcan mind meld, "getting into their brains" is HUGE!I can't tell you how many times I've racked my brain trying to make sense of consumer opinion, &... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends. They go on and on about how this product can do this and that. The product can often be very good and have all the features you are looking for.But I think that many of the sales letters that have... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services - do the math. Doing the math means you have to know certain numbers. These numbers include: ? The sell price. ? The cost... Read More

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Powerful Words

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

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

Looong and Boooring Sales Letters

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

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

15 Ways To Get Really Motivated

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

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... Read More

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More

Ten Tips for Choosing the Right Direct Sales Company

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

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... 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

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective... Read More

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

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

Dr. Seuss?s 3-Step Selling Process

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

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

5 Tips to Choosing a Direct Sales Business

With hundreds of direct sales companies out there, how do... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

Incentive Dilemma:

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

Selling: an art of a skill?

Selling is as much an art as it is a... Read More

Going Global: Communication Across Mental Boundaries

A completed communication consists of a sender and a receiver.... Read More

A Pause For Thought

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