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
Throw Out Your Selling Language - Unlock Your Natural Voice
I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game." The woman on the other end of the phone said, "Hi, my name is Julie Jackson, I'm with XYZ company and we are a...and we... Read More
How to Really Benefit from Associations (Part 1 of 3-Part Series)
Looking for new leads, new contacts, new business opportunities? Do what nine out of 10 adults do, according to a recent article by the American Society of Association Executives. Join an Association. Choose from over 130,000 associations in the United States alone that represent practically any industry at national, international,... Read More
Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales
Hello, do you have a website and sell something on the internet?If yes, may I offer you 10 amazing web promotion secrets to jump start your sales at your website!1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info,... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it. Whenever you are listening to a prospect tell you about something that they want or... Read More
The Best Day In The Week
The best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. To M.A.K.E. the most of every day ? do the following: Monitor the critical performance elements in your business. Know your numbers. Know your... 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
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses be missing the lead generation boat by such a long country mile?Billions of dollars in profits, flushed away!Just because of 7 innocent, yet deadly, tactical lead generation errors. Its nuts!Now before I continue, let me just say that some of... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase.I was at one of those big show events and walked past a demonstration booth. I even knew it was coming. About 50% of the people walking out were carrying... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not doing selling but consulting. As we know, everybody loves to buy but hates to be sold. We need to engage in non-manipulative selling, and ask deeper questions that will make the sale.View Yourself As A ConsultantOne particular self-image possessed by... Read More
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Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... 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
Gatekeepers
When I ask salespeople to define what a gatekeeper is,... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
The Best Day In The Week
The best day of the week is TODAY, of course.... Read More
How Improve Conversion Rates
Do you know your conversion rates? Conversion rate is the... Read More
10 Incredible Ways To Sell Your Products Now
1. Make your reader visualize they have already bought your... Read More
Get The Help You Need With Fund Raising Ideas
There are many fund raising ideas on the market today... Read More
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
The Hands On Approach
While living in the technology age where everything is computerized,... Read More
The Power of Thank-You
When was the last time you thanked your customers?This often... Read More
Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always... Read More
Great Telephone Skills
Having good telephone skills is crucial as the call may... Read More
Don?t Waste My Time!
Many participants in my programs ask how to deal with... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Do You Have Enough Prospects To Make Your Numbers?
Several years ago I worked with a CPA who wanted... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't... Read More
A Look at Store Fixture Parts
Products for sale need to be displayed in a manner... Read More
Caring - The Secret Sales Strategy
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Three Ways to Increase Mortgage Applications
If you are in the mortgage business, the very first... Read More
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind... Read More
The Struggle to Decide: The Paths Customers Take to Solve Problems
Usually my essays discuss the issues that the 'sales' method... Read More
Telling the Value Story
You arrived on time and completed your calculations. You worked... Read More
The Benefits of Metal Store Fixtures
Your choice of materials for store fixtures includes wood, metal,... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there,... Read More
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
Why Arent They Buying?
You've polished your sales page over and over againuntil it's... Read More
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your... Read More
Don?t Waste My Time!
Many participants in my programs ask how to deal with... 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... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
The Basic Secrets of A Million Dollar Sales Letter
"Accepting the consequences, good or bad, will free you; take... Read More
The ?Write? Way to More Sales
The sales letter you can't put down?the advertising copy that... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
Sell With KISS, As In Keep It Simple, Stupid
One of the most useful and fundamental communications lessons that... Read More
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an... Read More
Selling Skills - How to Handle the Dreaded Question Whats The Price?
I've written previously about how to attract customers and how... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from... Read More
Selling the Dr. Seuss Way
"I am Sam. Sam I am. Do you like green... Read More
How to Build A Steady Stream of Customers--Step One
The success of a small business depends upon a steady... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... Read More
Selling the Difficult: How to Sell What People Dont Understand How to Buy
I'll play a seller, using conventional selling methods, selling something... Read More
Do Your Words Betray You?
What do the words that you use say about you?... Read More
Obtaining Self-Confidence
A reader recently asked me the following: "I enjoyed the... Read More
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I... Read More
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Success Reloaded: The Matrix
So the other day I'm watching the movie The Matrix,... Read More
How to Blow Rapport Really Fast
Do you have 5, 10, or 20 years of sales... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers... Read More
Ten FAST Ways to Sell Your Products
Always give a reason for the sale for credibility. 1.... Read More
Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
Revenue Growth Through Alliances
Any company in today's global economy must eventually face the... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
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