Selling Services
Selling a service isn't the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. All Green Bay has to do is hold... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are really hard to get a hold of. When I do get someone on the line, I am thrilled just to talk to them. I sell... 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
Is Cold Calling Dead?
Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their... Read More
Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different. For example:Always link your ideas to action steps. Always... Read More
How To Write A Riveting Sales Letter That Closes Sales
How do you get people's attention and build their interest to take the time to read your sales letter? Let's face it. If you can't get the attention of prospects and keep their interest your sales letter will just fall flat on it's face and thus not make you much... Read More
Three Big Ol Tips for Better Sales Letters
Growing up in the South, I used the phrase "big ol'" a lot. Big ol' truck. Big ol' house. Big ol' party. The phrase was one we used when the word "big" just wasn't descriptive enough.I think the following suggestions qualify as Big Ol' Tips. Look around the Web and... Read More
Selling Your Business ? Step by Step Process
So it's finally come time to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Where do you start?A good time to start thinking about... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things... Read More
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Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
How to Lose the Sale Quickly & Easily
Here are five sure-fire ways to guarantee you will not... Read More
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
Your Clients Buying What Youre Selling
Linda felt like she had reached a plateau in her... Read More
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... Read More
Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?
Have you ever sat through a movie and got to... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Your Ad -- Who Cares?
Junk mail. We all get it. And it goes straight... Read More
Keep the Referrals Coming
A key method of our survival in the business and... Read More
Why There Will Always Be High Paying Sales Jobs
With the dot.com revolution crushing once solid business models on... Read More
Everything in Life is Selling
Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student... Read More
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes... Read More
The Hands On Approach
While living in the technology age where everything is computerized,... Read More
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal... Read More
How to Buy Wholesale Store Fixtures for Your Business
It may sound funny, but honestly, if you're opening up... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old... Read More
A Stupid Question, but it has to be asked
This is a stupid question but it has to be... Read More
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they... Read More
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need... Read More
Lazy Man?s Way To Get Customers
No matter how big or small your business is and... Read More
Stop Talking - Start Selling
Selling is not talking. It's listening. You may have heard... Read More
7 Strategies for Writing Fundraising Letters
Writing fundraising letters can be an effective way to request... Read More
How to Set Appointments
The Importance of setting appointments is crucial to running a... Read More
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales. Consumers... Read More
Nine Keys to Make your Sales Copy Convincing
Would you pay $12,500 to discover the keys to great... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
Color Psychology Will Make Or Break Your Sales Success
Color psychology is the biggest question I receive on a... Read More
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or... 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
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
My Competitor Has a Better Product
The topic of this issue's article is a response to... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Why People Use Long Sales Copy
Have you ever wondered why some people use long sales... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
Selling For Keeps
When you are in sales and you come across a... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
Too Much Empathy Will Cost You Money
Ever have a prospect start out your sales call by... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need... Read More
Your Clients Buying What Youre Selling
Linda felt like she had reached a plateau in her... Read More
Customer Service Revival
Value is in the Eye of the BeholderSales today is... Read More
Selling: an art of a skill?
Selling is as much an art as it is a... Read More
The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company.During one of our... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there,... Read More
Packaging Maketh the Person
The multi million pound cosmetics industry is acutely aware of... Read More
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes... Read More
5+5 = Your Dream
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect... Read More
Telling the Value Story
You arrived on time and completed your calculations. You worked... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?
Have you ever sat through a movie and got to... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
Mindset Over Materials: The Secret Weapon of Sustainable Sales Success
Long-term sales success has less to do with skills or... Read More
Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up... Read More
The Email Blow-Off
This week's article is my response to a question by... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers... Read More
Selling with Purpose
Selling With Purpose What is it about selling that makes... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
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