Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up "widgets."She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what... Read More
Three Big Ol Tips for Better Sales Letters
Growing up in the South, I used the phrase "big ol'" a lot. Big ol' truck. Big ol' house. Big ol' party. The phrase was one we used when the word "big" just wasn't descriptive enough.I think the following suggestions qualify as Big Ol' Tips. Look around the Web and... Read More
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't know where to begin there is help out there for you. It is time for you to seek fundraising consulting advice especially if your fundraising event is going to be on a larger scale. Fundraising consulting will help you organize and... Read More
The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I suspect that the problems cropping up in the sales arena these days ? the increased length of the sales cycle, the increased levels of competition... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I could sell ice cubes to an Eskimo." First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.You would have to be... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". Selling is one of the oldest professions on the planet. We get paid to have fun doing what others find difficult, confusing, or just plain hard. Everyday... Read More
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a friend, I picked up. The caller was not my expected friend. She was a financial advisor from... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 1
Have you wasted valuable time and money on promotion that doesn't work? Have your announcements and news releases been ignored? Have you been too quiet about getting the word out how your product or service will help solve people's problems? Most of us are passionate about our work. We put... Read More
Generating Sales Leads
Any company that relies on selling a product or service needs strong sales lead generation. A sales lead is a prospective customer. Businesses try to get as much information about their sales leads as possible. They need to find out what makes this person a potential buyer of their product.... Read More
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Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
Do Your Words Betray You?
What do the words that you use say about you?... Read More
Breaking Through The Comfort Zone Barrier
After completing a workshop on personal productivity or time management,... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
Understanding The Corporate Buyer
Selling your services to corporations is an attractive proposition. The... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
How to Sell: Selling Tips of Master Moms
"If you don't think well of yourself, no one... Read More
Nine Keys to Make your Sales Copy Convincing
Would you pay $12,500 to discover the keys to great... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
Sales Brochures - 9 Steps to Success
Even in this day of websites, many customers want to... Read More
How To Get Rich Giving Away Something Free
The best of all worlds is to have a product... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
Why Arent They Buying?
You've polished your sales page over and over againuntil it's... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Generating Sales Leads
Any company that relies on selling a product or service... Read More
Your Profit is in Your Follow-up: A System for Increased Sales Conversion
No matter what you sell--products, services, or causes--one of the... Read More
How To Improve Your Voice
VOICEThe Image the customer has of the Salesperson is vital.... Read More
Telling the Value Story
You arrived on time and completed your calculations. You worked... Read More
Forgive All Ebay Sins!
Over the years, I have been amazed at... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
Losing the Big-One: Salvaging Lost Accounts
After careful consideration, we have chosen our vendor, and it's... Read More
Five Things More Important to Buyers than WHAT Youre Selling - I
Article I of a two-part series.No matter what customers say... Read More
Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales
Hello, do you have a website and sell something on... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Are You Selling What They Want To Buy? Is It An Appropriate Solution?
Let me tell you about my friend Peter who has... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver.... Read More
Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain
There are 3 ways to grow any business:- Get more... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
A Pause For Thought
You can have your cake and eat it.What is it... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting... Read More
The Hands On Approach
While living in the technology age where everything is computerized,... Read More
Things You Need to Know Before Joining a Direct Sales Company
A lot of people are very intrigued by the idea... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
Breaking Through The Comfort Zone Barrier
After completing a workshop on personal productivity or time management,... Read More
Never Stop Selling
The question: "When should a growing company slow down its... Read More
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling,... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... Read More
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ?... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going... Read More
What Are Car Boot Sales?
If you live in England then you will already be... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
The Best Day In The Week
The best day of the week is TODAY, of course.... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales. Consumers... Read More
Sell More: How to Get Motivated Buyers To Call You First
How many sales opportunities have you lost to competitors who... Read More
Selling: an art of a skill?
Selling is as much an art as it is a... Read More
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact,... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
Telling the Value Story
You arrived on time and completed your calculations. You worked... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
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