What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your clients."If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay. They will not try to undercut you.And if... Read More
How To Shorten The Selling Cycle And Reduce Buying Stalls
The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy.If you sell an intangible product or service, it may be even tougher to close down a sale because your product... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a trade show, but this year you want to make your trade show booth popular in order to garner more business and have no idea how to do it. Actually, it really is quite simple to make a popular trade show... Read More
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind sales, and customers making buying decisions can be influenced through visual elements towards a particular behaviour or emotion that will encourage more sales.Not convinced? Have you noticed that a lot of restaurants are decorated in/heavily feature reds and/or oranges? Still... Read More
9 Packaging Problems That Lose Sales
You have a great product, but it's not flying off the shelf. Is one of these packaging problems turning sales away?1) You don't understand your market.There are so many new markets and retail outlets out there. Don't forget Internet marketing too. The question is can one package service them all?... Read More
Breaking Through The Comfort Zone Barrier
After completing a workshop on personal productivity or time management, we usually find participants react to the instruction on goal-setting in one of three ways:1. Some workshop attendees really don't want their lives to change nor does a greater level of achievement appeal that much to them. Therefore, they do... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Studies confirm that 80% of all salespeople fail in their first year because of the fears associated with prospecting. 40% of veteran producers with... Read More
Casual Networking
What comes to mind when you think of networking -- cocktail parties? Shaking hands and exchanging business cards at a Chamber of Commerce events? Endless lines of people anxious to make you a customer? Sweaty palms and panic?Networking is not about how many business cards you can collect -- it's... Read More
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is to provide information. The second is to sell. If your purpose for being online is to sell products or services, but you don't have tons of sales experience to fall back on, this article is for you!Selling is not some... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from Columbia Pictures, Ghostbusters: Dan Aykroyd and Bill Murray, aka? the Ghostbusters, are involved in a heated meeting with the Mayor and the Head of the local environmental agency. The city is in shambles because a legion of evil spirits has... Read More
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When the Nose of the Camel is in the Tent
My new job was to sell Commercial Service Agreements. It... Read More
What is Lead Generation?
Lead Generation is vital to all businesses. All companies try... Read More
How Improve Conversion Rates
Do you know your conversion rates? Conversion rate is the... Read More
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... Read More
My Competitor Has a Better Product
The topic of this issue's article is a response to... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
Selling the Dr. Seuss Way
"I am Sam. Sam I am. Do you like green... Read More
How To Shorten The Selling Cycle And Reduce Buying Stalls
The main reason for buyer resistance and selling stalls boils... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Peak Performance ? What You See Is What You Get!
Would you like an easy way to track the performance... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Selling For Keeps
When you are in sales and you come across a... Read More
How to Leverage Your Influence
Why do we get into sales? Typically it is two... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
Great Telephone Skills
Having good telephone skills is crucial as the call may... Read More
10 Incredible Ways To Sell Your Products Now
1. Make your reader visualize they have already bought your... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
Gatekeepers
When I ask salespeople to define what a gatekeeper is,... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
Sell More: How to Get Motivated Buyers To Call You First
How many sales opportunities have you lost to competitors who... Read More
Selling -abilities : Part 2
In the last article... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
Ten Tips for Choosing the Right Direct Sales Company
Direct sales can be your ticket to a profitable home-based... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
How to Acquire More Leads
The most effective prospecting techniques were revealed in the August... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000... Read More
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have... Read More
Tapping The Potential Of Your Customers
Business owners of long standing know the cardinal rule "take... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
How to Make Sure You Sell More!
Make sure you target women. It's true for almost anything... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
The Benefits of Metal Store Fixtures
Your choice of materials for store fixtures includes wood, metal,... Read More
What Are Car Boot Sales?
If you live in England then you will already be... Read More
Are You REALLY Listening?
Being a good listener requires more than just keeping quiet... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... Read More
Program Your Biocomputer For Sales Success
Selling isn't something you do to people, it's something you... Read More
A Simple Truth - Authentic Sales Tip
A Simple TruthDo you have the right stuff?Are you consistent... Read More
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice... Read More
Lance Has What It Takes
Lance has what it takes and then some.Did you know... Read More
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are... Read More
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.Forget selling and start... Read More
How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed
I've been using a technique that has helped me to... Read More
Health Insurance Lead and Health Insurance Leads
Health insurance lead generation systems provide a stead stream of... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
Selling Abilities - Part 1
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
Sales Copy Tips
Writing good sales copy is not an art, it is... Read More
Making the Sale When the Customer Wont Buy
Ever had a party online or offline, and had guests... Read More
The Benefits of Buying Used Store Fixtures
The difference between antique or vintage store fixtures and used... Read More
Lead Companies, Eight Features To Consider
So now the time has come to invest in Lead... Read More
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Handshake Intimidation
In some situations, attempting to intimidate the other person will... 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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