A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. (The same thing goes for trade journal articles more about that in a subsequent piece.)Good... Read More
This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think... Read More
Hypnosis has been a taboo word for far too long. And many people see it in a mystical light. Yet what they do not realize is that hypnosis is a naturally occurring state experienced by everyone every single day. And it is only in recent times, that business professionals have... Read More
Myth 1: Sales People are all Shady!In the Broadway play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying to understand his life after 34 years of traveling up and down the roads selling his products. The negative stereotype of a Salesman is rooted... Read More
Who likes cold calling? Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why most of us don't like it. One reason is the way we view cold calling. People who don't like cold calling view each call as... Read More
In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the... Read More
Always give a reason for the sale for credibility. 1. If you have old Inventory, give a closeout sale. 2. Return sales. Sometimes called a scratch and dent sale. Offer any less than perfect inventory at a special discount. Always mention the character flaw with the product -- the corner's... Read More
Use Bundling To Increase Your Profits And Sales An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals... Read More
"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. Marketing my business would be easy if every client bought my products within two minutes of seeing... Read More
How many sales opportunities have you lost to competitors who seemed to have the inside track? It's likely your prospect purchased from their emotional favorite.Selling goes beyond communicating the value of your products and services. Selling is about communicating the value of doing business with you. It is about connecting... Read More
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Health insurance lead generation systems provide a stead stream of... Read More
Just about every clothing store uses mannequins. There are many... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
It is a basic tenet of behavioral psychology that people... Read More
Hi, I'd like to discuss the most powerful words you... Read More
"If you do anything foolish or try to get out... Read More
Everywhere I turn, I'm being asked to weigh in on... Read More
Any selling approach that lacks a proven strategy, a practiced... Read More
Have you ever gotten frustrated when you realize that your... Read More
If Chicken Little were alive today he wouldn't be running... Read More
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
Steps - it is unrealistic for most salespeople to expect... Read More
Going into your workday and waiting for things to happen,... Read More
So often sales men and woman are the very people... Read More
As a business owner, I receive my share of sales... Read More
Selling is a tough job, and sometimes you may need... Read More
Could this be the worst moment in your selling cycle?You've... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
When I ask salespeople to define what a gatekeeper is,... Read More
A lot of people are very intrigued by the idea... Read More
When I write sales letters for my clients, one rule... Read More
The multi million pound cosmetics industry is acutely aware of... Read More
If you need to hold a fundraiser and don't know... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
1. Mail to your customers more often. If you are... Read More
So now the time has come to invest in Lead... Read More
Have you ever met with, or talked to a prospect... Read More
Cold calling can be a great way to generate quality... Read More
By a show of hands, how many of you grew... Read More
A sales letter is a document designed to generate sales.... Read More
Want to build a successful incentive program for your company?... Read More
In my professional experience as a sales and marketing coach/consultant,... Read More
Many pressure washing companies try to stay away from the... Read More
Normally in this column I dispense highly-intelligent small business advice... Read More
Whether you're a conventional sales person, a professional ? such... Read More
Health insurance lead generation systems provide a stead stream of... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
On an introductory call, how do you gather all of... Read More
Our world of selling is closed off from other areas... Read More
The most effective prospecting techniques were revealed in the August... Read More
American consumers have spoken and have done so loudly registering... Read More
Recently, I wrote about about creating specific, compelling goals that... Read More
You stand there, in front of your great presentation material,... Read More
For technology companies, service after the sale has emerged on... Read More
Let me create a picture for you. This is the... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
Barter is becoming an increasingly popular method of commerce. The... Read More
This evaluation is not for the "weak-kneed". Real questions to... Read More
All customers have a choice to make. Sometimes that choice... Read More
The time comes for all mortgage brokers and loan officers... Read More
Lance has what it takes and then some.Did you know... Read More
Ready to put your Web pages up? Ready to sell... Read More
Everybody is familiar with the old retail chant, "Location, location,... Read More
There are thousands of books and seminars on how to... Read More
Selling is just a whole lot easier when you know... Read More
Smart buyers will always ask for a better price. Unfortunately,... Read More
Value is in the Eye of the BeholderSales today is... Read More
This issue's topic was suggested by a sales rep for... Read More
Hello everyone, hope your day is going well! I know... Read More
Picture this scene from the 1984 smash comedy movie from... Read More
Looking for new leads, new contacts, new business opportunities? Do... Read More
Just about every clothing store uses mannequins. There are many... Read More
The number one requirement, whether you are a business owner... Read More
Part one of this article is available at ... Read More
Benefits are what motivate people to purchase from you, right?... Read More
What do the words that you use say about you?... Read More
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