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
Why You Buy, Part Three
Still more discoveries from the recent studies in behavioral economics:Over-Valuing "Mine"People consistently place a higher value on things they own, even if their "ownership" is temporary. The research is interesting, and I often saw this phenomenum used by salesmen on busses in Ecuador. A product is thrust into your hands,... Read More
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The U.S. Department of Commerce estimates that 20 to 25% of world trade is now barter. Corporate barter is now a 20 billion dollar industry. It seems as though everyone from the big corporations on the New York Stock Exchange to... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible.Wouldn't it be nice if every morning you walked into your office and had a referral sitting there waiting for you on your desk?Unfortunately it doesn't... Read More
How to Really Benefit from Associations (Part 1 of 3-Part Series)
Looking for new leads, new contacts, new business opportunities? Do what nine out of 10 adults do, according to a recent article by the American Society of Association Executives. Join an Association. Choose from over 130,000 associations in the United States alone that represent practically any industry at national, international,... Read More
Stop Talking - Start Selling
Selling is not talking. It's listening. You may have heard the saying "the first person who talks, loses". And, it's true most of the time. There are dozens of reasons to stop talking so you can start selling. Here are a few worth listening to:Let Them Take Center StageMost people... Read More
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need to appear tough in order to get the sale.As a salesperson (whether in person or in print) you don't have to appear to the customer as being needy of the sale. Many times, the opposite can work quite effectively, that... Read More
Obtaining Self-Confidence
A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in a sale. I have been told that I am an excellent sales person, however I lack the self-confidence to close the sale. Self Confidence is... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with... 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
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How To Sell Your Products or Services on Value And Stop Selling On Price Alone
Have you ever met with, or talked to a prospect... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy... Read More
A Look at Mannequin Heads
A mannequin head is a life-size head that includes all... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... Read More
Connecting with Customers
I just got off the phone with a friend of... Read More
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80%... Read More
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Creating Your Perfect Pitch!
Why should you describe your business to others in 5... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student... 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
Voice Mail That Sells
As a business owner, I receive my share of sales... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
At-ti-tude, n
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Sell More: How to Get Motivated Buyers To Call You First
How many sales opportunities have you lost to competitors who... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
9 Ways to Keep Clients Coming Back For More
A lot of effort is put into getting new clients.... Read More
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually... Read More
Five Things More Important to Buyers than WHAT Youre Selling - I
Article I of a two-part series.No matter what customers say... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
How to Reach Purchasing Agents of Big Corporations
Now business owners and sales professionals can develop a Faster... Read More
Value-added Selling?
"Value-added." That word is used so much it has become... Read More
How to Really Benefit from Associations (Part 1 of 3-Part Series)
Looking for new leads, new contacts, new business opportunities? Do... Read More
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80%... Read More
5 Tips to Choosing a Direct Sales Business
With hundreds of direct sales companies out there, how do... Read More
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've... Read More
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Telling the Value Story
You arrived on time and completed your calculations. You worked... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
Selling - Trade Shows Vs. Regular Sales Calls
Remember those school exercises that started "Compare and contrast....yada yada... Read More
Understanding The Corporate Buyer
Selling your services to corporations is an attractive proposition. The... Read More
Keep the Referrals Coming
A key method of our survival in the business and... Read More
The ?Write? Way to More Sales
The sales letter you can't put down?the advertising copy that... Read More
Great Telephone Skills
Having good telephone skills is crucial as the call may... 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
The Struggle to Decide: The Paths Customers Take to Solve Problems
Usually my essays discuss the issues that the 'sales' method... Read More
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in... Read More
Build & Protect Your Confidence
I can remember the first time that I had to... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Create a Magic Connection with Clients, Leads, and Business Associates Part II
Part I of this article explored how strategies of Neuro-Linguistic... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight... Read More
Selling the Difficult: How to Sell What People Dont Understand How to Buy
I'll play a seller, using conventional selling methods, selling something... Read More
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let... Read More
Using Emotion for Persuasion
The other day, I received the last issue of a... Read More
3 Tips For Getting Through The Voicemail Screen
How many times have you heard that you gotta get... Read More
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