The best of all worlds is to have a product you can give away free and still make money. That world exists. The product need not be expensive or elaborate. It can be something simple - a sticker with a happy face, a pen with a logo, or some other... Read More
Hi, I'd like to discuss the most powerful words you can use during the selling process.Quote: Words are the most powerful drug used by mankind. Rudyard Kipling.Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more... Read More
With hundreds of direct sales companies out there, how do you choose the right one for you? Here are a few tips to make sure you choose the right one the first time:1. Find your passionBefore you even start looking for the "big money", you need to decide what type... Read More
The sales letter you can't put down?the advertising copy that makes you want the product?the resume that prompts you to call the job candidate this second?all these are examples of exceptional business writing. While you certainly know good writing when you see it, can you write with the same pizzazz... Read More
If you are in Sales, you have probably heard these before:Q: "How can you tell a sales person is lying?"A: "His lips are moving."Q: "Why do lawyers like sales people?"A: "They give them someone to look down on."Sadly, the term sales professional is often seen as an oxymoron, in much... Read More
This evaluation is not for the "weak-kneed". Real questions to determine Real skills for Real world sales.When is the last time you were evaluated for your skills - not your personality or potential? Be honest. How do you critique you? How do you identify your strengths and weaknesses in sales?This... Read More
In the last decade, the Internet has become a major commercial force. Not only do online sellers like Amazon.com have huge sale numbers, but nearly all successful businesses must utilize the Internet in order to stay competitive in the modern market. There are many ways that the Internet is used... Read More
When you think about ways to gain repeat business from your customers, you probably turn your thoughts to marketing efforts such as advertising, public relations and other means that will allow you to repeatedly be seen. However, without one particular element included in your plan, your efforts to entice customers... Read More
One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call." We discovered that even though co-workers speak the same words, they don't attach the same meanings. Here's what happened.... Read More
There are hundreds of books available to teach you how to write a good sales letter/advert. If you were to read them all it would be possible to distil all of the recommendations into a 'What to do list' similar to the one below. This list is not exhaustive. No... Read More
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By a show of hands, how many of you grew... Read More
Virtually every business you contact has this question in their... Read More
Have you ever gotten frustrated when you realize that your... Read More
It's early January 2004. The Green Bay Packers are just... Read More
This issue's topic was suggested by a sales rep for... Read More
Part one of this article is available at ... Read More
While working with a new coaching client, I asked to... Read More
Lead Generation is vital to all businesses. All companies try... Read More
I just bought six square pieces of spongy fabric for... Read More
Usually my essays discuss the issues that the 'sales' method... Read More
First, recognize that motivation is an inside job. The word... Read More
? Go through the "no's" to get to "yes." ?... Read More
Your prospect is in the market for a widget, just... Read More
Steps - it is unrealistic for most salespeople to expect... Read More
Do you hang up on telemarketers? 9 times out of... Read More
You've met a new prospect, accurately assessed their needs and... Read More
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More
Many stores on a budget choose to buy a used... Read More
Normally in this column I dispense highly-intelligent small business advice... Read More
Will you do just about anything, including sending out hundreds... Read More
I wonder when we decided to become a sales person.... Read More
Any selling approach that lacks a proven strategy, a practiced... Read More
"Open-source" is typically found in the Information Technology area as... Read More
Long-term sales success has less to do with skills or... Read More
Hi, I'd like to discuss the most powerful words you... Read More
The other night I was watching a classic western from... Read More
Instead of giving your customers or potential customers a choice... Read More
1. Make your reader visualize they have already bought your... Read More
Selling your products at shows can be difficult when you... Read More
The question: "When should a growing company slow down its... Read More
Recently I was out trail running along the South Fork... Read More
Looking for new leads, new contacts, new business opportunities? Do... Read More
Alexander Graham Bell once said, "When one door closes another... Read More
I went shopping for clothes today.My plan was to buy... Read More
Many companies are looking to improve upon the speed, security,... Read More
So the other day I'm watching the movie The Matrix,... Read More
"Value-added." That word is used so much it has become... Read More
When you are in sales and you come across a... Read More
Selling isn't something you do to people, it's something you... Read More
Your choice of materials for store fixtures includes wood, metal,... Read More
The main reason for buyer resistance and selling stalls boils... Read More
How many times have you heard that you gotta get... Read More
There's a direct correlation between sales experience and prejudging. The... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
The question: "When should a growing company slow down its... Read More
Instead of giving your customers or potential customers a choice... Read More
It is fairly common for real estate companies and mortgage... Read More
You know that word of mouth can grow your business.... Read More
Hi, I'd like to discuss the most powerful words you... Read More
When I ask salespeople to define what a gatekeeper is,... Read More
Many pressure washing companies try to stay away from the... Read More
Along with having an innovative supply chain, there's another reason... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
Sales is a critical part of any business, including non-profits.... Read More
Virtually every business you contact has this question in their... Read More
Selling a service isn't the same as selling a product.... Read More
Junk mail. We all get it. And it goes straight... Read More
Imagine being in a crowded concert or bar. All of... Read More
Who among us is not already up to here with... Read More
Your prospect is in the market for a widget, just... Read More
Saturday morning, I sat in my pajamas, sipping strong, black... Read More
1. Make your reader visualize they have already bought your... Read More
When I first started out as a loan officer, one... Read More
You can have your cake and eat it.What is it... Read More
Linda felt like she had reached a plateau in her... Read More
You are the productWe're all in the selling business whether... Read More
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