The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects. Do not put labels on people. "All purchasing agents expect . . ." Don't assume you know anything if you haven't ask... Read More

Dont Call Me

The March, 2004, issue of Psychology Today reports on an experiment involving identical business negotiations between test subjects. The only difference was that half started the transactions with a brief phone call and completed it with email. The other half used only email.The transactions beginning with a phone call turned... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons about building customer relationships. #1 is TRUST. Folks like to buy from someone who is dependable and responsible.... with integrity.... one who "walks" their "talk".You'll... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get excited! It's a chance to earn income, develop more business contacts, and expand your client base. You work your little heart out in order to be thorough, compelling, and professional. Everything is in place. Your RFP is geared to show... Read More

Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane.All hurricanes seem to start out as a blip on a distant radar screen. It grows in size and intensity as it draws closer... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada yada". Well, here's an exercise to get your sales brains moving.There are major differences between how you sell in a Regular Sales Call versus at a Trade Show. In other words, just because you can sell well, doesn't mean you... Read More

A Pause For Thought

You can have your cake and eat it.What is it that makes the sale of information products so appealing?Is it the fact that the only storage space required is a minute spot on your computer's hard disc.Perhaps it is because even when you have sold it, you still have it,... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location, location!" It speaks volumes about making the right decisions from the start to make your retail establishment a success. Once you've decided what it is your store is offering to the general public, the next step you'll take is finding... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching to a variety of individuals and industries over the years, I have come to recognize that people generally approach the business building process in one of two ways. Everyone tends to be what I identify as either Cultivators or Harvesters.... Read More

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice between you and your competition and having them choose the other guy, have them choose you.Michelle Dunn's new book" Become the Squeaky Wheel," says creating a credit policy can have surprising results.According to Dunn, a leader in the debt collection... Read More

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Can Barter Help Increase Cash Sales and Visability for Your Small Business?

Barter is becoming an increasingly popular method of commerce. The... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

Lessons Learned At Gunpoint

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

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... Read More

Your Direct Mail Sales Letters Must Differentiate You

For two winters I heated my house with an old... Read More

Freebies

Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Casual Networking

What comes to mind when you think of networking --... Read More

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

A Look at Child Mannequins

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

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

Sell YOU With Your Small Talk (Yes You Can)

Want to build a relationship -- sell yourself for a... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... 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... Read More

2 ½ Steps to Sales Success

You have just walked out of the office of a... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether... Read More

Why Executives Wont Take Your Call

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

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

Color Psychology Will Make Or Break Your Sales Success

Color psychology is the biggest question I receive on a... Read More

Stop Screwing Up Your Sales Letter

"Sales Letter"... that's your web site's sales page. The page... Read More

Complacency and Fear are Sales Busters

Prospecting is the engine that propels anyone in sales. Without... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get... Read More

What is a Pitch?

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

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More