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
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
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
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
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
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
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
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
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
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
![]() |
|
![]() |
|
![]() |
|
![]() |
|
|||||
|
|
|
Hi, I'd like to discuss the most powerful words you... Read More
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
Here are five sure-fire ways to guarantee you will not... Read More
You have all seen them,the sales letters that never ends.... Read More
Knowing what to do when meeting a prospective client forlunch,... Read More
The best of all worlds is to have a product... Read More
First, recognize that motivation is an inside job. The word... Read More
I wonder when we decided to become a sales person.... Read More
Many participants in my programs ask how to deal with... Read More
Why should you describe your business to others in 5... Read More
Have you ever shopped at Walmart and thought... I need... Read More
To be effective your sales letter must be opened, read,... Read More
A mannequin head is a life-size head that includes all... Read More
Selling With Purpose What is it about selling that makes... Read More
Its official. The news just came out. Yes, we are... Read More
A sales letter is a document designed to generate sales.... Read More
Direct sales can be your ticket to a profitable home-based... Read More
Any selling approach that lacks a proven strategy, a practiced... Read More
Imagine you just met someone new. The formalities of names,... Read More
Instead of giving your customers or potential customers a choice... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Use Bundling To Increase Your Profits And Sales An effective... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Hello Everyone: Here's a unique look at learning how tosell:... Read More
How much extra money could you make by closing just... Read More
Sometimes we can all use a friendly reminder to keep... Read More
With hundreds of direct sales companies out there, how do... Read More
A white paper supports PR, marketing and sales because it... Read More
If Chicken Little were alive today he wouldn't be running... Read More
Manufacturers and distributors are rolling out more sales incentive programs... Read More
Selling is as much an art as it is a... Read More
A completed communication consists of a sender and a receiver.... Read More
You can have your cake and eat it.What is it... Read More
Your job as an event planner doesn't stop with the... Read More
The formula for defining a "profession" is similar throughout many... Read More
I've found that winners say "I choose to." Whiners, on... Read More
As a business owner, I receive my share of sales... Read More
This article is meant to inform. Please don't construe this... Read More
Want to build a relationship -- sell yourself for a... Read More
Anyone that works in sales knows just how important it... Read More
Many times in the process of making a sales presentation... Read More
Do you know why your customer won't buy? You've given... Read More
A completed communication consists of a sender and a receiver.... Read More
The largest sale that I ever closed was negotiated over... Read More
As a professional service provider you face special challenges promoting... Read More
1. When you make your first sale, follow-up with the... Read More
The purpose of a 1- or 2-hour seminar is to... Read More
Sean works for a major telecom company.During one of our... Read More
One of the top brewing companies in America is a... Read More
Last minute discounting has become so prevalent that many companies... Read More
Writing good sales copy is not an art, it is... Read More
Ever feel like you were "just a salesperson"? I think... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
You've met a new prospect, accurately assessed their needs and... Read More
If you are in Sales, you have probably heard these... Read More
You have all seen them,the sales letters that never ends.... Read More
Will you do just about anything, including sending out hundreds... Read More
Have you wasted valuable time and money on promotion that... Read More
Where many marketing conversations get off-track are the ones you... Read More
When it comes to effective selling, one simple fact never... Read More
We all learned in Sales 101 we must follow up... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
Selling is a tough job, and sometimes you may need... Read More
You may not realize this, but when if you are... Read More
Make no mistake that emotions are the driving force behind... Read More
Many companies are looking to improve upon the speed, security,... Read More
Sales |