Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true that was until I got into franchising and saw how one franchise sale could add jobs to the economy, provide great service to a community... Read More
How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED
There are several ways to get your information into the decision maker's hands.Use "The Stealth Mail Method". You've heard the expression if it walks like and duck and quacks like a duck it's probably a duck. Everyday the gatekeeper sorts through the bosses mail just like you and I do.... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually a good reason. Here are two examples. Bernadette, my wife, has a busy schedule. She will often call for a manicure at the last minute. She's been going to Carol's Beauty Shop and Day Spa for the past two years.... Read More
Who Takes Your Money
Your business is making profits, but where is the cash? It seems that someone has taken away your money. Your bank account is still the same, and your personal wealth is still the same. There must be someone that took your money. Based on my over 18 years of professional... Read More
Selling -abilities : Part 2
In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. In this article I want to discuss... Read More
How Leaky is Your Sales Pipeline?
Does your Sales Pipeline leak? If you answered no, you don't even understand the question. Every business' Sales Pipeline leaks to some extent. The question is: Have you done everything you can to ensure that it does not leak excessively? Do you even know what your Sales Pipeline looks like?Very... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?According to a study, just before people die, if they express any regrets at all, those regrets tend to fall into two categories. The bigger, by far, is regret... Read More
Everything in Life is Selling
Robert Louis Stevenson said 'Everything in Life is Selling' and it is. Whether as a child you cry until you get what you want; whether as an adult you provide a service to your employer in return for payment; or whether as an individual you make sure that you look... Read More
Can Walmart Make You Rich?
Have you ever shopped at Walmart and thought... I need to get my products on those shelves. Did you spot the perfect place for your new product and think, Bingo, that's where my product will go. I think I'll give them a call.The truth is, Walmart receives hundreds of calls... Read More
7 Pitfalls of Using Email to Sell
* Are you sending e-mails to prospects instead of calling them?* Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?* Do you wait and wait for return e-mails from prospects that will give you the green... Read More
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Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More
How to Lose the Sale Quickly & Easily
Here are five sure-fire ways to guarantee you will not... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
An Introduction to B2B Lead Generation
It is important that organizations find other companies to do... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Lazy Man?s Way To Get Customers
No matter how big or small your business is and... Read More
Sales Brochures - 9 Steps to Success
Even in this day of websites, many customers want to... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
The Benefits of Metal Store Fixtures
Your choice of materials for store fixtures includes wood, metal,... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
It Isnt A Sale Until Youre Paid
Back in the days when I sold for CTV and... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what... Read More
How to Set Appointments
The Importance of setting appointments is crucial to running a... Read More
Unique Selling Propositions
If you have competitors, then you should have at least... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation.... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
7 Strategies for Writing Fundraising Letters
Writing fundraising letters can be an effective way to request... Read More
Nine Keys to Make your Sales Copy Convincing
Would you pay $12,500 to discover the keys to great... Read More
At-ti-tude, n
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
Exporting to Europe: Not the Challenges You Think
If you plan to do sell your product or service... Read More
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects... Read More
15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word... Read More
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Selling the Dr. Seuss Way
"I am Sam. Sam I am. Do you like green... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
The Benefits of Display Mannequins
Mannequins are primarily used in stores to display clothing. A... Read More
Sex Sells!
An attractive woman has a decided advantage as sales representative... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
Why Executives Wont Take Your Call
Do you hang up on telemarketers? 9 times out of... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80%... 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
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Before They buy What You Say - 10 Steps To Selling Yourself
You are the productWe're all in the selling business whether... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
What Are Car Boot Sales?
If you live in England then you will already be... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
A Look at Child Mannequins
Not all mannequins are made to look like full-grown adults.... Read More
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it... Read More
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals... Read More
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
Freebies
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
Flea Marketing Lessons
A few days ago, I was signing copies of my... Read More
What Not To Do With Your Leads
Anyone that works in sales knows just how important it... Read More
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