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
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
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
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
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
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
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
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
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
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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Barter is becoming an increasingly popular method of commerce. The... Read More
A reader recently asked me the following: "I enjoyed the... Read More
"If you do anything foolish or try to get out... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
At 21 years, just out of Business College, I went... Read More
Always give a reason for the sale for credibility. 1.... Read More
So often sales men and woman are the very people... Read More
For two winters I heated my house with an old... Read More
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
For centuries ? at least since the serpent convinced Eve... Read More
What comes to mind when you think of networking --... Read More
For technology companies, service after the sale has emerged on... Read More
The above quote, "Eighty percent of success is showing up."... Read More
Not all mannequins are made to look like full-grown adults.... Read More
There are thousands of books and seminars on how to... Read More
Virtually every business you contact has this question in their... Read More
Want to build a relationship -- sell yourself for a... Read More
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
We all learned in Sales 101 we must follow up... Read More
You have just walked out of the office of a... Read More
You are the productWe're all in the selling business whether... Read More
Do you hang up on telemarketers? 9 times out of... Read More
I just bought six square pieces of spongy fabric for... Read More
Color psychology is the biggest question I receive on a... Read More
"Sales Letter"... that's your web site's sales page. The page... Read More
Prospecting is the engine that propels anyone in sales. Without... Read More
If you have competitors, then you should have at least... Read More
I was sitting at my desk last week when my... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
How many times have you heard that you gotta get... Read More
I've been training in countries outside the U.S. recently, and... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
American consumers have spoken and have done so loudly registering... Read More
Hello Everyone: Here's a unique look at learning how tosell:... Read More
It is vital that insurance salespeople have a steady stream... Read More
Recently I was out trail running along the South Fork... Read More
All customers have a choice to make. Sometimes that choice... Read More
You have a great product, but it's not flying off... Read More
When I first started out as a loan officer, one... Read More
You've met a new prospect, accurately assessed their needs and... Read More
A conversation: The Salesperson: "I don't cold call-I want to... Read More
1. Make your reader visualize they have already bought your... Read More
Your choice of materials for store fixtures includes wood, metal,... Read More
Does your Sales Pipeline leak? If you answered no, you... Read More
I just bought six square pieces of spongy fabric for... Read More
If you live in England then you will already be... Read More
The headline that appears over the salutation in a fundraising... Read More
Who likes cold calling? Most salespeople don't like cold calling,... Read More
Hello, do you have a website and sell something on... Read More
Web sites exist for essentially two purposes. The first is... Read More
They say if you wait long enough, a style you... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
Do you have 5, 10, or 20 years of sales... Read More
Many participants in my programs ask how to deal with... Read More
You have just walked out of the office of a... Read More
When it comes to buying mortgage leads, there are many... Read More
Many times in the process of making a sales presentation... Read More
Over the years, many prospects have hidden behind their well-trained... Read More
How much extra money could you make by closing just... Read More
Have you ever met with, or talked to a prospect... Read More
Consulting Vs Selling, How we can make sales by not... Read More
Selling is just a whole lot easier when you know... Read More
Is cold calling dead? And if laws are being passed... Read More
Make sure you target women. It's true for almost anything... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
The question: "When should a growing company slow down its... Read More
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