I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but more we spoke about it the more concerned I became."What do you mean, you don't know why they're buying?""We never know why... Read More
A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion.Sometimes, when we have... Read More
Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do you understand it completely?Here are some tips on how to become a more effective listener:FOCUS in on the basic message. Try to pinpoint the main... Read More
In some situations, attempting to intimidate the other person will actually increase the amount of rapport you gain with them. CEO introductions, meeting other salespeople (and competitors), and sales job interviews come to mind. Other times its just plain fun to assert a little power in a situation. Here's... Read More
Picture this scene from the 1984 smash comedy movie from Columbia Pictures, Ghostbusters: Dan Aykroyd and Bill Murray, aka? the Ghostbusters, are involved in a heated meeting with the Mayor and the Head of the local environmental agency. The city is in shambles because a legion of evil spirits has... Read More
Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before.Some of these programs are not as successful as they could be, however, because they fail to appreciate fully what motivates salespeople and drives them to overachieve. Read on to learn six key concepts... Read More
"I'd love to work with you, but?"How many times have you heard these words? As a professional service provider looking to grow your business, isn't it sometimes frustrating to hold an initial session with someone who you'd love to work with but the potential client has a whole list of... Read More
It is important that organizations find other companies to do business with. Business-to-business sales, abbreviated as B2B sales, are vital to many companies' profit margins and to their standing within their industry.There are many examples of the importance of good business-to-business lead generation. Many manufacturing businesses need companies to supply... Read More
If you live in England then you will already be familiar with car boot sales but I will still offer some valuable tips on how you can make money or find a bargain. However, if you are a resident of any other country then you are unlikely to know what... Read More
If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or even the product. I would say it's the pitch. The pitch is that one message that, when delivered, makes people say "wow, that's a great... Read More
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Selling a service isn't the same as selling a product.... Read More
You're not alone. Most people are uncomfortable walking into a... Read More
You can make a difference in the second half! You... Read More
Selling To Women - Selling To Men - It Isn't... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
Hypnosis has been a taboo word for far too long.... Read More
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Not all mannequins are made to look like full-grown adults.... Read More
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Your proposal is selling for you when you're not there,... Read More
As a business owner, I receive my share of sales... Read More
You may not realize this, but when if you are... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Like the legendary search for the Holy Grail, the cup... Read More
Just about every clothing store uses mannequins. There are many... Read More
This week's article is my response to a question by... Read More
Myth 1: Sales People are all Shady!In the Broadway play... Read More
Selling your services to corporations is an attractive proposition. The... Read More
I'm not a baseball fan. Never have been. In fact,... Read More
In the course of my career, I've had to deal... Read More
Why should you describe your business to others in 5... Read More
The headline that appears over the salutation in a fundraising... Read More
Lead Generation is vital to all businesses. All companies try... Read More
After completing a workshop on personal productivity or time management,... Read More
In my opinion, the most overrated topic in sales training... Read More
I wonder when we decided to become a sales person.... Read More
Last minute discounting has become so prevalent that many companies... Read More
A few days ago, I was signing copies of my... Read More
Ask any salesperson, "At what point in the selling process... Read More
Color psychology is the biggest question I receive on a... Read More
"I am Sam. Sam I am. Do you like green... Read More
What do the words that you use say about you?... Read More
Alexander Graham Bell once said, "When one door closes another... Read More
Mannequins are primarily used in stores to display clothing. A... Read More
1. Sell your products at a wholesale price to retail... Read More
So it's finally come time to sell the business. After... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
You stand there, in front of your great presentation material,... Read More
If you have competitors, then you should have at least... Read More
When I write sales letters for my clients, one rule... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
The Technical Revolution has done a lot for us --... Read More
Any selling approach that lacks a proven strategy, a practiced... Read More
If you went to see your doctor, and he mentioned... Read More
Selling To Women - Selling To Men - It Isn't... Read More
Here are five sure-fire ways to guarantee you will not... Read More
Linda felt like she had reached a plateau in her... Read More
You have a great product, but it's not flying off... Read More
Even in this day of websites, many customers want to... Read More
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
When buying something, you can buy in one of two... Read More
Selling is not talking. It's listening. You may have heard... Read More
While working with a new coaching client, I asked to... Read More
Many companies are looking to improve upon the speed, security,... Read More
Selling is a tough job, and sometimes you may need... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
"How do you create a perceived value to differentiate yourself... Read More
One of the most useful and fundamental communications lessons that... Read More
Some businesses flourish while others slowly fade away. There's usually... Read More
Any company in today's global economy must eventually face the... Read More
Anyone that works in sales knows just how important it... Read More
You have all seen them,the sales letters that never ends.... Read More
After careful consideration, we have chosen our vendor, and it's... Read More
I've been using a technique that has helped me to... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
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