The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's the word "you." Why?When most of us read anything, we're looking for something that interests us. What do we need at that moment? What will we need tomorrow? Why should we bother to read this story?Self-interest is what motivates us... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar.The trick in sales is to talk to buyers. Rather... Read More

The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will think that is? Ask. Ask questions. Spend most of your time asking questions of your prospects, and you will have the opportunity to... Read More

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or knowledge than you might think. Nor are stunning brochures or excellent products guaranteed to make one iota of impact over time. Unless certain critical elements already exist in the salesperson, providing training and tools in hopes of improving performance does... Read More

Do Your Words Betray You?

What do the words that you use say about you? What is your basic message? Do your words support that basic message? As a business owner, entrepreneur or sales professional, part of your message must be of confidence and authority. You always want your prospect or your customer to see... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying to understand his life after 34 years of traveling up and down the roads selling his products. The negative stereotype of a Salesman is rooted... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy a navy blue sports coat, a couple of shirts and ties and maybe a pair of black shoes.Understand that as a sales trainer, I want people to ask me to spend my money. I'm not going to buy unless asked.... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California. The terrain here is rocky, hilly and rugged, and is covered with a mixture of pine, oak,... Read More

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all of the features of a human face. Mannequin heads can be used in several different situations. They can be used to model hats, wigs, makeup, or be used as practice dummies by people learning to cut hair in beauty school.... Read More

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Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

Winning Sales Proposals

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

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your... Read More

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

Powerful Words

Hi, I'd like to discuss the most powerful words you... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... 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

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

Selling Services

Selling a service isn't the same as selling a product.... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used... 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... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

Money Does Talk!

When buying something, you can buy in one of two... Read More

Improve Your Sales Closing Ratio

Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and... Read More