Connecting with Customers

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

Going Global: Communication Across Mental Boundaries

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

Are You REALLY Listening?

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

Handshake Intimidation

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

Sales Training from the Ghostbusters

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

Incentive Dilemma:

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

How To Profit From Initial Consultations

"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

An Introduction to B2B Lead Generation

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

What Are Car Boot Sales?

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

Everything Follows the Pitch

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 Services

Selling a service isn't the same as selling a product.... Read More

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

Selling To Women - Selling To Men - It Isnt the Same

Selling To Women - Selling To Men - It Isn't... 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

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long.... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... Read More

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

Are You REALLY Listening?

Being a good listener requires more than just keeping quiet... Read More

Winning Sales Proposals

Your proposal is selling for you when you're not there,... Read More

Voice Mail That Sells

As a business owner, I receive my share of sales... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Wholesale Secrets Revealed: The Holy Grail Of Wholesale!

Like the legendary search for the Holy Grail, the cup... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

The Email Blow-Off

This week's article is my response to a question by... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Want More Sales? Write A Barry Bonds Sales Letter

I'm not a baseball fan. Never have been. In fact,... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising... Read More

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... 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

Color Psychology Will Make Or Break Your Sales Success

Color psychology is the biggest question I receive on a... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green... Read More

Do Your Words Betray You?

What do the words that you use say about you?... Read More

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another... Read More