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
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
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
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
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
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
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
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
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
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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At 21 years, just out of Business College, I went... Read More
Do you have 5, 10, or 20 years of sales... Read More
If you plan to do sell your product or service... Read More
Just about every clothing store uses mannequins. There are many... Read More
Hello everyone, hope your day is going well! I know... Read More
One of the top brewing companies in America is a... Read More
Make sure you target women. It's true for almost anything... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
In the last article... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
If Chicken Little were alive today he wouldn't be running... Read More
When a request for proposal (RFP) comes in, you get... Read More
Some businesses flourish while others slowly fade away. There's usually... Read More
The Technical Revolution has done a lot for us --... Read More
In my professional experience as a sales and marketing coach/consultant,... Read More
While working with a new coaching client, I asked to... Read More
Could casual Friday be undermining your leadership ability?One of the... Read More
With the dot.com revolution crushing once solid business models on... Read More
It may sound funny, but honestly, if you're opening up... Read More
Want to build a successful incentive program for your company?... Read More
Who among us is not already up to here with... Read More
As a professional service provider you face special challenges promoting... Read More
I believe that everyone understands that no matter what business... Read More
When was the last time you thanked your customers?This often... Read More
An attractive woman has a decided advantage as sales representative... Read More
"Open-source" is typically found in the Information Technology area as... Read More
Even in this day of websites, many customers want to... Read More
Our world of selling is closed off from other areas... Read More
The topic of this issue's article is a response to... Read More
Last minute discounting has become so prevalent that many companies... Read More
What do you think it is? Many experts insist it's... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
The success of a small business depends upon a steady... Read More
ReferralsA substantial part of your business can come from referrals.... Read More
It is a basic tenet of behavioral psychology that people... Read More
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
For two winters I heated my house with an old... Read More
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
Sales is a critical part of any business, including non-profits.... Read More
Selling is a tough job, and sometimes you may need... Read More
Knowing what to do when meeting a prospective client forlunch,... Read More
How many of you made as much money as you... Read More
If you were selling a mansion, and you were selling... Read More
Direct sales can be your ticket to a profitable home-based... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
"I was at your site for all of two minutes... Read More
The most effective prospecting techniques were revealed in the August... Read More
Where many marketing conversations get off-track are the ones you... Read More
Many pressure washing companies try to stay away from the... Read More
The need for good proposals - the business kind, not... Read More
In my opinion, one of the biggest skills of being... Read More
American consumers have spoken and have done so loudly registering... Read More
Lead Generation is vital to all businesses. All companies try... Read More
One disadvantage of selling by telephone is the lack of... Read More
When it comes to effective selling, one simple fact never... Read More
On an introductory call, your voice is your instrument. During... Read More
With hundreds of direct sales companies out there, how do... Read More
In the work place, the amount of good things that... Read More
Selling isn't something you do to people, it's something you... Read More
No matter what you sell--products, services, or causes--one of the... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
You have just walked out of the office of a... Read More
How many times have you heard that you gotta get... Read More
Sometimes we can all use a friendly reminder to keep... Read More
Ask any salesperson, "At what point in the selling process... Read More
Many stores on a budget choose to buy a used... Read More
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