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

In The News:

Showing 1 - 10 of 422 Articles
« Previous
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43
Next »

pen paper and inkwell


cat break through


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