Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that has been repeated to me over the years, ever since my earliest days of formal business training, is the fabled, famous, and fabulous "KISS" formula.In my college marketing class we were told "Keep It Simple, Stupid!" When I entered my... Read More

Selling Strategy - 5 Ways To Success

Web sites exist for essentially two purposes. The first is to provide information. The second is to sell. If your purpose for being online is to sell products or services, but you don't have tons of sales experience to fall back on, this article is for you!Selling is not some... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not, she ponders.You stand by the wayside and sweat, praying the sale will go through. Then almost inexplicably, it slips out of your hands, and you... Read More

Im A Second-Story Man

Can you say who you are and what you do in two sentences or less?If someone should ask (in an elevator, get it?) what do you do? You should be able to recite the answer as fast as Robin Williams comes up with a quick one liner.Robin Williams can do... Read More

Creating More Effective Proposals

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

Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your window display? Once a month? Once a week? Try changing your window display every day! I saw a very successful display that had five or six mannequins facing left and right with a backdrop of a street scene. Every day... Read More

Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they serve into advocates. They don't directly ask for assistance, they do it by going the extra mile when providing service. It is only natural for satisfied customers to refer their friends and business associates to someone they know they can... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it. Whenever you are listening to a prospect tell you about something that they want or... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is a science. There is no reason to get creative here. You want to follow the formula that has been proven to work.Nevertheless, I am always surprised at how many sales letters on the internet can be improved upon.Here are a... Read More

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Consumer Effort And The Purchase Decision

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

A Pause For Thought

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

The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

How to Revive a Dead Lead

It's easy to spend days, weeks, or months speaking with... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named... Read More

How to Generate Leads on the Internet

In the last decade, the Internet has become a major... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Powerful Words

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

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a... Read More

Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear... Read More

Now Is A Great Time To Sell!

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

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

Stop Screwing Up Your Sales Letter

"Sales Letter"... that's your web site's sales page. The page... Read More

Ten Tips for Choosing the Right Direct Sales Company

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

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

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

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

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More

How to Lose the Sale Quickly & Easily

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

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

17 Tips for Bringing Your Event to Life

Your job as an event planner doesn't stop with the... Read More

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More