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
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
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
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
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
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
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
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
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
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
![]() |
|
![]() |
|
![]() |
|
![]() |
|
|||||
|
|
|
For two winters I heated my house with an old... Read More
There are several ways to get your information into the... Read More
My new job was to sell Commercial Service Agreements. It... Read More
Cold calling can be a great way to generate quality... Read More
"Value-added." That word is used so much it has become... Read More
First, recognize that motivation is an inside job. The word... Read More
Have you ever shopped at Walmart and thought... I need... Read More
I went shopping for clothes today.My plan was to buy... Read More
Could this be the worst moment in your selling cycle?You've... Read More
Barter is becoming an increasingly popular method of commerce. The... Read More
A mannequin head is a life-size head that includes all... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
A few days ago, I was signing copies of my... Read More
It's easy to spend days, weeks, or months speaking with... Read More
You may not realize this, but when if you are... Read More
Have you ever asked yourself, now how did I let... Read More
Linda felt like she had reached a plateau in her... Read More
If Chicken Little were alive today he wouldn't be running... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Writing good sales copy is not an art, it is... Read More
Being a good listener requires more than just keeping quiet... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
What can strike terror into the heart of even the... Read More
A challenge facing many businesses is how to maintain a... Read More
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
The fastest way to get a decision made is to... Read More
Selling your services to corporations is an attractive proposition. The... Read More
We would all like to think that our product or... Read More
How do you respond when an absolute stranger calls, at... Read More
With hundreds of direct sales companies out there, how do... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
The success of a small business depends upon a steady... Read More
I know, don't groan. You have to do them if... Read More
When it comes to effective selling, one simple fact never... Read More
Why would a prospect buy from you rather than from... Read More
Your prospect is in the market for a widget, just... Read More
"Sales Letter"... that's your web site's sales page. The page... Read More
1. Make telephone callsFew things are more terrifying than the... Read More
Just about every clothing store uses mannequins. There are many... Read More
Would you like an easy way to track the performance... Read More
You know that word of mouth can grow your business.... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
If you need to hold a fundraiser and don't know... Read More
Linda felt like she had reached a plateau in her... Read More
Does your Sales Pipeline leak? If you answered no, you... Read More
1. Mail to your customers more often. If you are... Read More
Any selling approach that lacks a proven strategy, a practiced... Read More
The March, 2004, issue of Psychology Today reports on an... Read More
Most people who consider trade show planning think of it... Read More
With hundreds of direct sales companies out there, how do... Read More
For technology companies, service after the sale has emerged on... Read More
There are many tactics and techniques that go into converting... Read More
Recently I wanted a new lawn mower as we have... Read More
"Accepting the consequences, good or bad, will free you; take... Read More
Now business owners and sales professionals can develop a Faster... Read More
The main reason for buyer resistance and selling stalls boils... Read More
A mannequin head is a life-size head that includes all... Read More
When you are in the business of sales, among the... Read More
First, recognize that motivation is an inside job. The word... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
"How do you create a perceived value to differentiate yourself... Read More
You could just send out your brochure to potential customers... Read More
"Open-source" is typically found in the Information Technology area as... Read More
Sales |