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
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an... Read More
How to Blow Rapport Really Fast
Do you have 5, 10, or 20 years of sales... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
A Look at Child Mannequins
Not all mannequins are made to look like full-grown adults.... Read More
Im A Second-Story Man
Can you say who you are and what you do... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting... Read More
Leads, Prospects, and the Huge Gap Between
The leads marketing delivers to the sales team never seem... Read More
Money Does Talk!
When buying something, you can buy in one of two... Read More
How to Sell Your Products Without Competition
Selling your products at shows can be difficult when you... Read More
The Benefits of Display Mannequins
Mannequins are primarily used in stores to display clothing. A... Read More
Doomed Before You Dial?
Several weeks ago, I conducted a "Mastering the Cold Call"... 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
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let... Read More
An Introduction to B2B Lead Generation
It is important that organizations find other companies to do... Read More
The Hands On Approach
While living in the technology age where everything is computerized,... Read More
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... Read More
How to Write Testimonials that Sell CDs Like Magic
"Which is your best CD?"Ever get that question? My band... Read More
A Look at Mannequin Heads
A mannequin head is a life-size head that includes all... Read More
Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
Model Dell: The Art of the Affiliate Coupon
Along with having an innovative supply chain, there's another reason... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
How To Make An Extra $100,000.00 Each Year
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
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