How to Leverage Your Influence
Why do we get into sales? Typically it is two reasons for most people. One is to make money, and the other is often that we like working with other people. Yes, there are good reasons to be in sales. To be highly effective and win on a consistent... Read More
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why most of us don't like it. One reason is the way we view cold calling. People who don't like cold calling view each call as... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not, she ponders.You stand by the wayside and sweat, praying the sale will go through. Then almost inexplicably, it slips out of your hands, and you... Read More
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
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student was working for a defense company who, at the time, developed a highly sophisticated torpedo for hunting down submarines and destroying them. The operation of the torpedo was pretty fascinating. The torpedo was launched from the deck of a ship... Read More
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success.Some proposals are... 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
Never Stop Selling
The question: "When should a growing company slow down its sales function and focus solely on delivery?"The answer: "Never!"When fast growth is the focus of your company, the only constant is that you will always, and I mean always, need more sales. It doesn't matter how full the sales pipeline... 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
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption that if you can't be better than the competition then being different will usually suffice.It is true that most businesses scrape by in the midst of mediocrity. The bosses of these firms see an industry or profession that looks lucrative... Read More
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YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
How to Blow Rapport Really Fast
Do you have 5, 10, or 20 years of sales... Read More
Exporting to Europe: Not the Challenges You Think
If you plan to do sell your product or service... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
Clear Up Blurry Communication
One of the top brewing companies in America is a... Read More
How to Make Sure You Sell More!
Make sure you target women. It's true for almost anything... Read More
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an... Read More
Selling -abilities : Part 2
In the last article... Read More
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us --... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
How to Buy Wholesale Store Fixtures for Your Business
It may sound funny, but honestly, if you're opening up... Read More
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting... Read More
Everyones Favorite Topic - 3 Tips for How To
I believe that everyone understands that no matter what business... Read More
The Power of Thank-You
When was the last time you thanked your customers?This often... Read More
Sex Sells!
An attractive woman has a decided advantage as sales representative... Read More
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as... Read More
Sales Brochures - 9 Steps to Success
Even in this day of websites, many customers want to... Read More
Why Cold Calling Is Dead
Our world of selling is closed off from other areas... Read More
My Competitor Has a Better Product
The topic of this issue's article is a response to... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... 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
How to Build A Steady Stream of Customers--Step One
The success of a small business depends upon a steady... Read More
Getting Referrals
ReferralsA substantial part of your business can come from referrals.... Read More
Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... 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
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling... Read More
Ten Tips for Choosing the Right Direct Sales Company
Direct sales can be your ticket to a profitable home-based... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
How to Acquire More Leads
The most effective prospecting techniques were revealed in the August... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
Restaurant Pressure Washing
Many pressure washing companies try to stay away from the... Read More
Creating More Effective Proposals
The need for good proposals - the business kind, not... Read More
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being... Read More
Stop Telemarketers, Do Not Call List or Not
American consumers have spoken and have done so loudly registering... Read More
What is Lead Generation?
Lead Generation is vital to all businesses. All companies try... Read More
How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
5 Tips to Choosing a Direct Sales Business
With hundreds of direct sales companies out there, how do... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
Program Your Biocomputer For Sales Success
Selling isn't something you do to people, it's something you... Read More
Your Profit is in Your Follow-up: A System for Increased Sales Conversion
No matter what you sell--products, services, or causes--one of the... Read More
Selling Abilities - Part 1
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
2 ½ Steps to Sales Success
You have just walked out of the office of a... Read More
3 Tips For Getting Through The Voicemail Screen
How many times have you heard that you gotta get... Read More
7 Ways to Stop Selling & Start Building Relationships
Sometimes we can all use a friendly reminder to keep... 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
Finding a Used Mannequin
Many stores on a budget choose to buy a used... Read More
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