Instilling urgency in a prospective customer can make the difference between achieving a sale and losing it altogether. If your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions.Closing is the logical conclusion of a demonstration of... Read More
According to the Direct Marketing Association, in 2003 U.S. direct mail marketing efforts produced more than $689 billion in sales. For those organizations who know how to use it direct mail always has been and always will be a core component of their overall marketing strategy.Several key factors are critical... Read More
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
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
Business owners should be more like doctors.Forget selling and start asking your customers where they hurt. Broken leg? Ulcer? Empty wallet?Don't sell, diagnose. And what are you as a doctor looking for? Well, of course: that ever-illusive, yet ever- profitable disease called Dropped Jaw Syndrome.OK, it may not be in... Read More
In the last decade, the Internet has become a major commercial force. Not only do online sellers like Amazon.com have huge sale numbers, but nearly all successful businesses must utilize the Internet in order to stay competitive in the modern market. There are many ways that the Internet is used... Read More
Selling a service isn't the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you... Read More
Article I of a two-part series.No matter what customers say they want, what they're really looking for is "something special." They can't quite describe it, but when they find it, they know.Indeed, those little details of the buying experience may appear intangible. But what you sell is usually less important... Read More
So now the time has come to invest in Lead companies, but how do you know which one is the right one for you?When I was a new loan officer, finding a lead company was not easy, I can remember logging onto Yahoo, typing in the key word "mortgage leads"... Read More
Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life. It is important to have a goal written down, and it is equally as important to the write down the reasons why you want that specific goal.... Read More
![]() |
|
![]() |
|
![]() |
|
![]() |
|
|||||
|
|
|
"I was at your site for all of two minutes... Read More
Strategies to help produce your brochure, advertisment or direct mail.... Read More
Several years ago I worked with a CPA who wanted... Read More
Lance has what it takes and then some.Did you know... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
The topic of this issue's article is a response to... Read More
Now business owners and sales professionals can develop a Faster... Read More
Special Requirements for Reprint: we ask only that you include... Read More
Female mannequins are very common in clothing stores. They are... Read More
Selling is just a whole lot easier when you know... Read More
You can have your cake and eat it.What is it... Read More
It is fairly common for real estate companies and mortgage... Read More
If you were selling a mansion, and you were selling... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
Like the legendary search for the Holy Grail, the cup... Read More
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
"Which is your best CD?"Ever get that question? My band... Read More
Would you pay $12,500 to discover the keys to great... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
You have a great product, but it's not flying off... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
We all have people whom we find difficult. We don't... Read More
Selling Against Goliath?How to Take on the Big Guys and... Read More
Does your Sales Pipeline leak? If you answered no, you... Read More
Ever have a prospect start out your sales call by... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Have you ever wondered why some people use long sales... Read More
The Technical Revolution has done a lot for us --... Read More
Color psychology is the biggest question I receive on a... Read More
I've recently been hearing sales companies talk about how they... Read More
Want to build a relationship -- sell yourself for a... Read More
You arrived on time and completed your calculations. You worked... Read More
Why do we get into sales? Typically it is two... Read More
Value is in the Eye of the BeholderSales today is... Read More
It is important that organizations find other companies to do... Read More
There are several ways to get your information into the... Read More
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
I went shopping for clothes today.My plan was to buy... Read More
A reader recently asked me the following: "I enjoyed the... Read More
I've found that winners say "I choose to." Whiners, on... Read More
You have just walked out of the office of a... Read More
If you need to hold a fundraiser and don't know... Read More
Selling With Purpose What is it about selling that makes... Read More
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
On an introductory call, your voice is your instrument. During... Read More
An area that can become profitable for many businesses in... Read More
The most effective prospecting techniques were revealed in the August... Read More
You can have your cake and eat it.What is it... Read More
VOICEThe Image the customer has of the Salesperson is vital.... Read More
There are many fund raising ideas on the market today... Read More
Does your Sales Pipeline leak? If you answered no, you... Read More
1. Mail to your customers more often. If you are... Read More
As a professional service provider you face special challenges promoting... Read More
Virtually every business you contact has this question in their... Read More
How do you respond when an absolute stranger calls, at... Read More
If you went to see your doctor, and he mentioned... Read More
Strategies to help produce your brochure, advertisment or direct mail.... Read More
Most business people will tell you that selling is not... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
If Chicken Little were alive today he wouldn't be running... Read More
"If you do anything foolish or try to get out... Read More
ReferralsA substantial part of your business can come from referrals.... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
Selling is just a whole lot easier when you know... Read More
As I become more successful with my internet business I... Read More
The difference between antique or vintage store fixtures and used... Read More
Sales |