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
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on... Read More
Voice Mail That Sells
As a business owner, I receive my share of sales... Read More
60 Ways to Increase Your Mail Order Catalog Sales
This article is meant to inform. Please don't construe this... Read More
Sell YOU With Your Small Talk (Yes You Can)
Want to build a relationship -- sell yourself for a... Read More
What Not To Do With Your Leads
Anyone that works in sales knows just how important it... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver.... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to... Read More
The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company.During one of our... Read More
Clear Up Blurry Communication
One of the top brewing companies in America is a... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
Sales Copy Tips
Writing good sales copy is not an art, it is... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these... Read More
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds... 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
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up... Read More
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of 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
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are... Read More
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind... Read More
How to Sell High Tech Solutions
Many companies are looking to improve upon the speed, security,... Read More
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