Voice Mail That Sells

As a business owner, I receive my share of sales calls in a given month. More often than not, I'm away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the top five most important steps in the selling process?Answer: 1. Rapport. Help me, the customer, feel comfortable with you. The more comfortable I feel the more information I provide.The more information I provide the more you understand my needs and... Read More

Its Better When They Tell Them

You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. So why don't they tell people? And, why don't they write it down?Because you don't ask.Your customers are busy people. They don't think about your business day... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady stream of good customers. To build that stream of customer a business owner must examine five critical points in their business operations. This is the first in a series of five articles that examines those critical points.Target Your Customers---The Key... Read More

Color Psychology Will Make Or Break Your Sales Success

Color psychology is the biggest question I receive on a regular basis. The reason being is it's importance. Color is a trigger that is associated with traditions and used in marketing over the years so well that they must be honored or sales are lost.Color will also trigger reactions. It... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers are becoming creatures of convenience; when dealing with businesses-large or small-they desire ease of transaction. That most frequently translates into the ability to pay for services rendered or product purchases via credit card. Small businesses are often denied merchant status... Read More

Leads, Prospects, and the Huge Gap Between

The leads marketing delivers to the sales team never seem good enough. Either the leads are "bad" and are wastes of a salesperson's time, or there are just not enough "good" ones. If sales had more good prospects, the company would have more sales. Perhaps sales and marketing could work... 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

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising letter is known as the overline. Overlines have one goal: to persuade your donor to read your letter.According to direct mail copywriter and author Hershell Gordon Lewis, the best kind of overline to use in a one-to-one piece of communication... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the restaurant pressure washing business, while other specialize in it. One reason some do not like it is due to the all the grease, which gets on their hoses and equipment, which in itself is difficult to clean off. Another reason... Read More

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Showing 1 - 10 of 422 Articles
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Unique Selling Propositions

If you have competitors, then you should have at least... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed... Read More

Whats Your Clients Style?

When it comes to effective selling, one simple fact never... Read More

Needs Based Selling

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

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Keep the Referrals Coming

A key method of our survival in the business and... Read More

Sell More Products and Services with Testimonials

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

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality... Read More

Talking To A Prospect As If To A Friend

While working with a new coaching client, I asked to... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

A Pause For Thought

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

Overcoming the Fear of Selling

For many of you the Fear of Selling is a... Read More

Whats the Secret to Repeat Business?

When you think about ways to gain repeat business from... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling,... Read More

Focus on a Trade - Not a Discount

Smart buyers will always ask for a better price. Unfortunately,... Read More

Business Lessons Learned At The Mall

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

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call"... Read More