Long-term sales success has less to do with skills or knowledge than you might think. Nor are stunning brochures or excellent products guaranteed to make one iota of impact over time. Unless certain critical elements already exist in the salesperson, providing training and tools in hopes of improving performance does... Read More
Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who've had too much to drink.You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he's... Read More
Hello Everyone: Here's a unique look at learning how tosell: "I am Sam. Sam I am. Do you like green eggs and ham? Wouldyou like them here or there? Would you like them in a box,would you like them with a fox?" Most people have read the Dr. Seuss tale... Read More
"Accepting the consequences, good or bad, will free you; take a risk, but be aware that things sometimes turn out differently than you expected." -Marcia WiederNo matter what you try to sell, you really won't sell anything without getting a prospective buyer to purchase your product or service. In attempting... Read More
All customers have a choice to make. Sometimes that choice is between your product and your competitor's, but sometimes it's not. Often, the customer's choice is simply whether to buy your product or nothing at all. If this is the actual choice your customer faces, it is important to determine... Read More
When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you.While working as a loan officer, I dealt with my fair share of mortgage lead companies. Along... Read More
Lance has what it takes and then some.Did you know . . .Lance looks at every single detail.He weighs his food every day to maintain proper nutrition.He trains, he does research, and he pays attention to the appropriate technique.He seeks out the best and the brightest when he needs help... Read More
Going into your workday and waiting for things to happen, and then reacting to them is not a very productive way of doing things. You may as well be going into your workday blind.This is why it is so very important to have an action plan.An action plan, simply put,... Read More
You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales.What's wrong?It could be the recession (although that's debatable).With thousands of people losing their jobs each week,consumer confidence (and therefore consumer spending)is down.But on the other hand, if thousands... Read More
While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite. A sound bite, sometimes also called an "elevator speech," is a 10- to 15-second commercial on what your company does, offers or stands for. Use it when you meet someone... Read More
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With hundreds of direct sales companies out there, how do... Read More
Not all mannequins are made to look like full-grown adults.... Read More
Smart buyers will always ask for a better price. Unfortunately,... Read More
Do you hang up on telemarketers? 9 times out of... Read More
The time comes for all mortgage brokers and loan officers... Read More
I learned something very interesting this week. Thankfully, what I... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
There's a direct correlation between sales experience and prejudging. The... Read More
A challenge facing many businesses is how to maintain a... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Strategies to help produce your brochure, advertisment or direct mail.... Read More
Use Bundling To Increase Your Profits And Sales An effective... Read More
Britney Spears has recently caused controversy with suggestions that the... Read More
Selling is a tough job, and sometimes you may need... Read More
The success of a small business depends upon a steady... Read More
The leads marketing delivers to the sales team never seem... Read More
We would all like to think that our product or... Read More
Selling is just a whole lot easier when you know... Read More
They say if you wait long enough, a style you... Read More
Even in this day of websites, many customers want to... Read More
Speak to almost any self employed professional and most of... Read More
I'm not a baseball fan. Never have been. In fact,... Read More
Have you ever gotten frustrated when you realize that your... Read More
There are several ways to get your information into the... Read More
Do you know your conversion rates? Conversion rate is the... Read More
You can always tell a good salesperson, they are always... Read More
A closing question asks for a final decision. A trial-closing... Read More
Ever feel like you were "just a salesperson"? I think... Read More
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
I can remember the first time that I had to... Read More
I wonder when we decided to become a sales person.... Read More
Many stores on a budget choose to buy a used... Read More
The purpose of a 1- or 2-hour seminar is to... Read More
The formula for defining a "profession" is similar throughout many... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
"If you do anything foolish or try to get out... Read More
Can you say who you are and what you do... Read More
A few days ago, I was signing copies of my... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
Special Requirements for Reprint: we ask only that you include... Read More
I can remember the first time that I had to... Read More
1. Make telephone callsFew things are more terrifying than the... Read More
Where many marketing conversations get off-track are the ones you... Read More
Everyone wants the best possible value in every transaction, but... Read More
Even in this day of websites, many customers want to... Read More
Lead Generation is vital to all businesses. All companies try... Read More
The other night I was watching a classic western from... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
We use only 5% of God's given potential, 95% of... Read More
Selling your products at shows can be difficult when you... Read More
You may not realize this, but when if you are... Read More
It's early January 2004. The Green Bay Packers are just... Read More
"I'd love to work with you, but?"How many times have... Read More
You can always tell a good salesperson, they are always... Read More
At 21 years, just out of Business College, I went... Read More
The difference between antique or vintage store fixtures and used... Read More
The customers you already have could be your biggest lead... Read More
Sales is all about negotiating. You are negotiating from the... Read More
If you need to hold a fundraiser and don't know... Read More
The sales letter you can't put down?the advertising copy that... Read More
You are the productWe're all in the selling business whether... Read More
It may sound funny, but honestly, if you're opening up... Read More
Just about every clothing store uses mannequins. There are many... Read More
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