9 Ways to Keep Clients Coming Back For More

A lot of effort is put into getting new clients. We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. So finding new business is always important - but so is keeping your previous clients.... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends. They go on and on about how this product can do this and that. The product can often be very good and have all the features you are looking for.But I think that many of the sales letters that have... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world. My best mates wanted to be a truck driver or Fireman, Policeman, Soldier, Banker, Doctor, Pop star, Football player... Read More

Keep the Referrals Coming

A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction.When we receive a referral from someone, it... Read More

Three Ways to Get More Referrals

When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible.Wouldn't it be nice if every morning you walked into your office and had a referral sitting there waiting for you on your desk?Unfortunately it doesn't... 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

Sex Sells!

An attractive woman has a decided advantage as sales representative over her male counterpart. This "selling edge" is primarily due to the existence of the "glass ceiling" found in most business organizations today. The glass ceiling (women are still arbitrarily held back from leadership positions) means that there are many... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer.'" Another participant... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first thing you need before you can get anywhere, is an application.I spent years working in the mortgage industry, and my goal was to close one loan per week.Monday through Friday I would find myself a spot in the back of... Read More

Revenue Growth Through Alliances

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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Your Ad -- Who Cares?

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

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

Cold Calling Pressure Reduction

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

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

Winning Sales Proposals

Your proposal is selling for you when you're not there,... Read More

Aikido and The Art of Cold Calling

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

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

Needs Based Selling

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

Aamazing Tips To Increase Your Sales

1. When you make your first sale, follow-up with the... Read More

How Improve Conversion Rates

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

Expert Qualities in Sales

If you went to see your doctor, and he mentioned... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

Persuading Learners to Buy: 7 Groups

There are seven major reasons why adults continue their pursuit... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

Sell More Products and Services with Testimonials

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

Going Back To Get Ahead

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

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... 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

Selling For Keeps

When you are in sales and you come across a... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

First, Fast, And Foremost . . .

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

How to Revive a Dead Lead

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

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

Take the Contract with You

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