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