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
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
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
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
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
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
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
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
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
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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Have you ever met with, or talked to a prospect... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Last issue we talked about what motivates people to buy... Read More
A mannequin head is a life-size head that includes all... Read More
Hello everyone, hope your day is going well! I know... Read More
In my professional experience as a sales and marketing coach/consultant,... Read More
I just got off the phone with a friend of... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
Barter is becoming an increasingly popular method of commerce. The... Read More
Many times in the process of making a sales presentation... Read More
Why should you describe your business to others in 5... Read More
1. Mail to your customers more often. If you are... Read More
"Sales Letter"... that's your web site's sales page. The page... Read More
Have you ever stepped your way through the sales process... Read More
Testimonials are all-important to sell anything. You may already have... Read More
One of my first internship jobs as a college student... Read More
Ask any salesperson, "At what point in the selling process... Read More
As a business owner, I receive my share of sales... Read More
Special Requirements for Reprint: we ask only that you include... Read More
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
"How do you create a perceived value to differentiate yourself... Read More
Selling With Purpose What is it about selling that makes... Read More
Your business is making profits, but where is the cash?... Read More
Selling Against Goliath?How to Take on the Big Guys and... Read More
How many sales opportunities have you lost to competitors who... Read More
What do you think it is? Many experts insist it's... Read More
Knowing what to do when meeting a prospective client forlunch,... Read More
A lot of effort is put into getting new clients.... Read More
Some businesses flourish while others slowly fade away. There's usually... Read More
Article I of a two-part series.No matter what customers say... Read More
Selling a service isn't the same as selling a product.... Read More
Now business owners and sales professionals can develop a Faster... Read More
"Value-added." That word is used so much it has become... Read More
Looking for new leads, new contacts, new business opportunities? Do... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
With hundreds of direct sales companies out there, how do... Read More
A white paper supports PR, marketing and sales because it... Read More
Wherever you turn these days you'll find articles covering every... Read More
I really just don't get it.How can so many businesses... Read More
The above quote, "Eighty percent of success is showing up."... Read More
Could this be the worst moment in your selling cycle?You've... Read More
After our first half-hour telephone coaching session, when asked what... Read More
If Chicken Little were alive today he wouldn't be running... Read More
Sales is all about negotiating. You are negotiating from the... Read More
You arrived on time and completed your calculations. You worked... Read More
Consulting Vs Selling, How we can make sales by not... Read More
What methods can we use to install confidence into your... Read More
Remember those school exercises that started "Compare and contrast....yada yada... Read More
Selling your services to corporations is an attractive proposition. The... Read More
A key method of our survival in the business and... Read More
The sales letter you can't put down?the advertising copy that... Read More
Having good telephone skills is crucial as the call may... Read More
You stand there, in front of your great presentation material,... Read More
Usually my essays discuss the issues that the 'sales' method... Read More
Barter is becoming an increasingly popular method of commerce. The... Read More
An area that can become profitable for many businesses in... Read More
I can remember the first time that I had to... Read More
Here are four simple things you can do to take... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Junk mail. We all get it. And it goes straight... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
Have you ever asked yourself, now how did I let... Read More
The other day, I received the last issue of a... Read More
How many times have you heard that you gotta get... Read More
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