Unique Selling Propositions

If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!We all have competitors, and the more you have, the more important it is that you have a... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing it, but some times we really need to step outside the box and do something a little different if not drastic.Listed below are the three fun and exciting ways to take that giant leap and start having fun selling your... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.Q: Dear Me, I recently took my... Read More

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. All Green Bay has to do is hold... Read More

Picture Yourself a Winner

In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things that happen, so why do we spend so much time stressing over the bad things when we should be smiling about the good things.One reason... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard the saying "the first person who talks, loses". And, it's true most of the time. There are dozens of reasons to stop talking so you can start selling. Here are a few worth listening to:Let Them Take Center StageMost people... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different. For example:Always link your ideas to action steps. Always... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do business with. Business-to-business sales, abbreviated as B2B sales, are vital to many companies' profit margins and to their standing within their industry.There are many examples of the importance of good business-to-business lead generation. Many manufacturing businesses need companies to supply... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and determined that you can provide the product and service she is looking for. You've presented your information in an engaging manner and the prospective customer appears interested. Many salespeople now make one or two very fatal mistakes that cost them... Read More

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Showing 1 - 10 of 422 Articles
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How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... 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

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

Your Best Friend - The Phone

We all know that you can't earn your commission until... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing... Read More

How to Sell: Selling Tips of Master Moms

"If you don't think well of yourself, no one... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... 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

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

Recommending Products Vs. Selling Them

Some of the best sales people I have ever met,... Read More

Sell More Products and Services with Testimonials

Testimonials are all-important to sell anything. You may already have... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I... Read More

Your Profit is in Your Follow-up: A System for Increased Sales Conversion

No matter what you sell--products, services, or causes--one of the... Read More

Voice Mail That Sells

As a business owner, I receive my share of sales... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice... Read More

More Cleaning and Janitorial Customers Using Yahoo

We use this method to find new cleaningcustomers, and it... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight... Read More

9 Packaging Problems That Lose Sales

You have a great product, but it's not flying off... Read More

Three Ways to Get More Referrals

When you are in the business of sales, among the... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More