One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call." We discovered that even though co-workers speak the same words, they don't attach the same meanings. Here's what happened.... Read More
"Accepting the consequences, good or bad, will free you; take a risk, but be aware that things sometimes turn out differently than you expected." -Marcia WiederNo matter what you try to sell, you really won't sell anything without getting a prospective buyer to purchase your product or service. In attempting... Read More
After our first half-hour telephone coaching session, when asked what he thought about our training, my client felt the learning process we had undertaken together earlier in the week, "was a bit too elementary." As a Branch Manager with over 18 years of sale experience, a supervisor who must also... Read More
Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with... Read More
Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up "widgets."She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what... Read More
Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import ? is at best, a wishful endeavor. ?Paul Shearstone 2003......................................................................................No one ever questions the fact there are born athletes who, when compared to others,... Read More
For centuries ? at least since the serpent convinced Eve to eat the apple ? sellers have assumed that getting the right information about a product into the right hands would offer a good chance of a sale.But if you look at the numbers over the years, the success rate... Read More
The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.You know what? Her proposal... Read More
A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More
Any company in today's global economy must eventually face the issue that if it is not growing, it will be expiring. For most companies, mergers and acquisitions are too risky to be a revenue growth option. Organic growth, though low risk, may have some considerable limitations. A third option -... Read More
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For technology companies, service after the sale has emerged on... Read More
Along with having an innovative supply chain, there's another reason... Read More
Many companies are looking to improve upon the speed, security,... Read More
You know that word of mouth can grow your business.... Read More
Now business owners and sales professionals can develop a Faster... Read More
Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More
Here are four simple things you can do to take... Read More
When buying something, you can buy in one of two... Read More
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
"If you don't think well of yourself, no one... Read More
The main reason for buyer resistance and selling stalls boils... Read More
Color psychology is the biggest question I receive on a... Read More
The fastest way to get a decision made is to... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
1. Animate your window display.How often do you change your... Read More
Selling To Women - Selling To Men - It Isn't... Read More
Selling With Purpose What is it about selling that makes... Read More
Direct sales can be your ticket to a profitable home-based... Read More
Imagine you just met someone new. The formalities of names,... Read More
In the course of my career, I've had to deal... Read More
Can you close a sale in just seven seconds? If... Read More
I was sitting at my desk last week when my... Read More
The best of all worlds is to have a product... Read More
"Accepting the consequences, good or bad, will free you; take... Read More
The headline that appears over the salutation in a fundraising... Read More
I am often reminded of the following true story whenever... Read More
Depending upon how much you enjoy writing, writing sales proposals... Read More
There are 3 ways to grow any business:- Get more... Read More
What comes to mind when you think of networking --... Read More
? Go through the "no's" to get to "yes." ?... Read More
Most people who consider trade show planning think of it... Read More
There are thousands of books and seminars on how to... Read More
I'm not a baseball fan. Never have been. In fact,... Read More
Your choice of materials for store fixtures includes wood, metal,... Read More
No matter what you sell--products, services, or causes--one of the... Read More
Hi, I'd like to discuss the most powerful words you... Read More
Ask any salesperson, "At what point in the selling process... Read More
There are seven major reasons why adults continue their pursuit... Read More
In the course of my career, I've had to deal... Read More
Do you have 5, 10, or 20 years of sales... Read More
Selling Against Goliath?How to Take on the Big Guys and... Read More
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
When was the last time you thanked your customers?This often... Read More
How many of you made as much money as you... Read More
Recently I wanted a new lawn mower as we have... Read More
Benefits are what motivate people to purchase from you, right?... Read More
Yesterday I received a call from a financial planner named... Read More
Barter is becoming an increasingly popular method of commerce. The... Read More
You could just send out your brochure to potential customers... Read More
You can have your cake and eat it.What is it... Read More
Can you close a sale in just seven seconds? If... Read More
Looking for new leads, new contacts, new business opportunities? Do... Read More
American consumers have spoken and have done so loudly registering... Read More
Testimonials are all-important to sell anything. You may already have... Read More
Some businesses flourish while others slowly fade away. There's usually... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
Sometimes we can all use a friendly reminder to keep... Read More
Make sure you target women. It's true for almost anything... Read More
Want to build a relationship -- sell yourself for a... Read More
When I first started out as a loan officer, one... Read More
1. Animate your window display.How often do you change your... Read More
When you think about ways to gain repeat business from... Read More
Its official. The news just came out. Yes, we are... Read More
For two winters I heated my house with an old... Read More
It may sound funny, but honestly, if you're opening up... Read More
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