Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.Q: Dear Me, I recently took my... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you have a lot of competition. Although some show organizers are careful to have a good mix of vendors, it's not uncommon for other shows to have 20% or more of the booths filled with vendors in the same niche -... 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

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering 50 million telephone numbers with the FTC's National Do-Not-Call list since the registry debuted in July.This new telemarketing sales rule, which was scheduled to take effect October 1st, recently encountered two legal battles which could diminish the rule's intent -... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many disciplines, including: accounting, education, engineering, law and medicine. These professions all have codes of ethical conduct, a definition of their scope, and standards of practice for their members, which include some or all aspects of academic preparation, accreditation, certification and/or... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your promotions is to get more sales, not to soley enhance the image of you or your company. As a salesperson you must understand this right at the beginning or you will be wasting your's and every one else's time.You must... Read More

Impotent Questions - How Much Are They Costing You?

Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future. They buy when they believe that... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the decision maker's hands.Use "The Stealth Mail Method". You've heard the expression if it walks like and duck and quacks like a duck it's probably a duck. Everyday the gatekeeper sorts through the bosses mail just like you and I do.... 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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Your Direct Mail Sales Letters Must Differentiate You

For two winters I heated my house with an old... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

Can Barter Help Increase Cash Sales and Visability for Your Small Business?

Barter is becoming an increasingly popular method of commerce. The... Read More

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More

Flea Marketing Lessons

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

How to Revive a Dead Lead

It's easy to spend days, weeks, or months speaking with... Read More

Create A Killer Product by Writing Your Sales Letter First!

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

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation.... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

Are You REALLY Listening?

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

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Future Business Key Element In Sales

A challenge facing many businesses is how to maintain a... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

Understanding The Corporate Buyer

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

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

5 Tips to Choosing a Direct Sales Business

With hundreds of direct sales companies out there, how do... Read More