"I am Sam. Sam I am. Do you like green eggs and ham? Would you like them here or there? Would you like them in a box, would you like them with a fox?"I think most people have read this Dr. Seuss tale either as kids or to their children.... Read More
In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. I'd like to talk about two of the more memorable vendors, and the... Read More
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a mental position; the feeling one has for oneself.Your attitudes are mindsets-or points of view based on what you believe to be true about life, other people and yourself.The $elling EdgeŽ, Inc. has taught thousands of selling professionals how to consistently... Read More
VOICEThe Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative to see, no glittering product to touch and tantalize-just a voice on the other end of the phone. However good the present telephone system may... Read More
We are complex. We confidently assert that we are independent thinkers but then we can feel uncomfortable -- even embarrassed ? if we break out of "the norm." However, in business the biggest rewards often go to people who are willing to be different.One night, I was in a mall... Read More
An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products or packages, also often called the "extended warranty."Extended warranties are subtle forms of insurance policies that guarantee a product or service's performance, especially after an... Read More
Mannequins are primarily used in stores to display clothing. A display mannequin is usually a full-size dummy in the shape of a person. A display mannequin will normally include all parts of the human body including a head and feet. Display mannequins can be made of several different materials, including... Read More
There are many fund raising ideas on the market today for anyone that is looking for them. Fund raising ideas are easy to come up with and are very successful in some cases. Before you start on fund raising there are a few things to do to make it as... Read More
A lot of effort is put into getting new clients. We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. So finding new business is always important - but so is keeping your previous clients.... Read More
The question: "When should a growing company slow down its sales function and focus solely on delivery?"The answer: "Never!"When fast growth is the focus of your company, the only constant is that you will always, and I mean always, need more sales. It doesn't matter how full the sales pipeline... Read More
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As a business owner, I receive my share of sales... Read More
The time comes for all mortgage brokers and loan officers... Read More
While working with a new coaching client, I asked to... Read More
I am often reminded of the following true story whenever... Read More
Have you ever stepped your way through the sales process... Read More
So, you are taking your products and heading to a... Read More
By a show of hands, how many of you grew... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
Use Bundling To Increase Your Profits And Sales An effective... Read More
If you live in England then you will already be... Read More
When I write sales letters for my clients, one rule... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
Your prospect is in the market for a widget, just... Read More
Do you clam up on the telephone? An advertising rep... Read More
They say if you wait long enough, a style you... Read More
I've been using a technique that has helped me to... Read More
I've written previously about how to attract customers and how... Read More
Here are four simple things you can do to take... Read More
Let me create a picture for you. This is the... Read More
Sales is all about negotiating. You are negotiating from the... Read More
An area that can become profitable for many businesses in... Read More
We use only 5% of God's given potential, 95% of... Read More
With the dot.com revolution crushing once solid business models on... Read More
Have you ever gotten frustrated when you realize that your... Read More
In the work place, the amount of good things that... Read More
First, recognize that motivation is an inside job. The word... Read More
You can make a difference in the second half! You... Read More
Any company in today's global economy must eventually face the... Read More
Have you ever met with, or talked to a prospect... Read More
Selling To Women - Selling To Men - It Isn't... Read More
If you are in the mortgage business, the very first... Read More
There are hundreds of books available to teach you how... Read More
Do you know your conversion rates? Conversion rate is the... Read More
Growing up in the South, I used the phrase "big... Read More
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
This article is meant to inform. Please don't construe this... Read More
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More
The number one requirement, whether you are a business owner... Read More
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
Recently I wanted a new lawn mower as we have... Read More
I am sure you are familiar with the phrase, "I... Read More
The most effective prospecting techniques were revealed in the August... Read More
In the last article... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
No matter how big or small your business is and... Read More
Benefits are what motivate people to purchase from you, right?... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
Your prospect is in the market for a widget, just... Read More
You've met a new prospect, accurately assessed their needs and... Read More
Here are four simple things you can do to take... Read More
Recently I was out trail running along the South Fork... Read More
When you are in sales and you come across a... Read More
What do you think it is? Many experts insist it's... Read More
Here's a chilling thought. If you were to die tomorrow,... Read More
So the other day I'm watching the movie The Matrix,... Read More
After completing a workshop on personal productivity or time management,... Read More
I learned something very interesting this week. Thankfully, what I... Read More
Where many marketing conversations get off-track are the ones you... Read More
In the last decade, the Internet has become a major... Read More
By a show of hands, how many of you grew... Read More
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
After careful consideration, we have chosen our vendor, and it's... Read More
So now the time has come to invest in Lead... Read More
Why would a prospect buy from you rather than from... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
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