Hurrican Selling Styles

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

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

Getting Referrals

ReferralsA substantial part of your business can come from referrals. The key is to provide extraordinary customer service and educate your clients and influencers to this fact. You must actively cultivate referrals; otherwise you're just leaving it to chance.Referrals Start with Great ServiceThe foundation of great referrals is great customer... Read More

At-ti-tude, n

At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a mental position; the feeling one has for oneself.Your attitudes are mindsets-or points of view based on what you believe to be true about life, other people and yourself.The $elling Edge®, Inc. has taught thousands of selling professionals how to consistently... Read More

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being able to sell well is developing your listening skills. Most sales companies and sales people talk about being consultative but they don't really know what consulting is! No-one can consult if they cannot listen first. You cannot sit around a... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew up as a kid saying to yourself, "I can't wait to grow up until I become a salesperson"?Why do people go into sales? Here are some reasons people have given to me and sales managers when they apply for a... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter.Personalise - Using the person's name in a sales letter will give you the greatest success. It's feasible to address sales letters to - "Dear Transport Manager"... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales.What's wrong?It could be the recession (although that's debatable).With thousands of people losing their jobs each week,consumer confidence (and therefore consumer spending)is down.But on the other hand, if thousands... Read More

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Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects... Read More

9 Ways to Keep Clients Coming Back For More

A lot of effort is put into getting new clients.... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location,... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More

How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

The Power of Thank-You

When was the last time you thanked your customers?This often... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 2

Part one of this article is available at ... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

Define Your Best Customer

To be more effective at developing relationships, one should always... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective... Read More

Health Insurance Lead and Health Insurance Leads

Health insurance lead generation systems provide a stead stream of... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... 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 Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital.... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More