Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their... Read More
I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase.I was at one of those big show events and walked past a demonstration booth. I even knew it was coming. About 50% of the people walking out were carrying... Read More
I can remember the first time that I had to get new customers from a cold start. I was a sales rep at IBM. I had only been selling for a short while since graduating from college, and I didn't really know what to do. When I started working for... Read More
Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity. I am sure... Read More
The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.You know what? Her proposal... Read More
Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. Then, you had another great idea-to sell your first great idea on the Internet! What better way is there to market and sell your idea to the world,... Read More
According to the Direct Marketing Association, in 2003 U.S. direct mail marketing efforts produced more than $689 billion in sales. For those organizations who know how to use it direct mail always has been and always will be a core component of their overall marketing strategy.Several key factors are critical... Read More
What comes to mind when you think of networking -- cocktail parties? Shaking hands and exchanging business cards at a Chamber of Commerce events? Endless lines of people anxious to make you a customer? Sweaty palms and panic?Networking is not about how many business cards you can collect -- it's... 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
Sales is a critical part of any business, including non-profits. Sales is not complicated or difficult, but requires preparation, consistent action and a plan. Before completing any preparatory work in sales, consider asking yourself some tough questions.Why are you in this business?Do you believe in your product/service?What are you trying... Read More
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Your choice of materials for store fixtures includes wood, metal,... Read More
Depending upon how much you enjoy writing, writing sales proposals... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
Could this be the worst moment in your selling cycle?You've... Read More
When you think about ways to gain repeat business from... Read More
The time comes for all mortgage brokers and loan officers... Read More
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
Have you wasted valuable time and money on promotion that... Read More
You can have your cake and eat it.What is it... Read More
For the past months, maybe a year, I've been hearing... Read More
Want to build a relationship -- sell yourself for a... Read More
Have you ever shopped at Walmart and thought... I need... Read More
For centuries ? at least since the serpent convinced Eve... Read More
Consulting Vs Selling, How we can make sales by not... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
After our first half-hour telephone coaching session, when asked what... Read More
Remember those school exercises that started "Compare and contrast....yada yada... Read More
Want to build a successful incentive program for your company?... Read More
Writing fundraising letters can be an effective way to request... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
Not all mannequins are made to look like full-grown adults.... Read More
Selling With Purpose What is it about selling that makes... Read More
Can you say who you are and what you do... Read More
You have all seen them,the sales letters that never ends.... Read More
Have you ever run DOWN an escalator that was going... Read More
What do you think it is? Many experts insist it's... Read More
If you were selling a mansion, and you were selling... Read More
It is fairly common for real estate companies and mortgage... Read More
There are many tactics and techniques that go into converting... Read More
Junk mail. We all get it. And it goes straight... Read More
After reading and researching thousands of books, articles and other... Read More
Alexander Graham Bell once said, "When one door closes another... Read More
Along with having an innovative supply chain, there's another reason... Read More
VOICEThe Image the customer has of the Salesperson is vital.... Read More
Make sure you target women. It's true for almost anything... Read More
In my opinion, one of the biggest skills of being... Read More
The formula for defining a "profession" is similar throughout many... Read More
Selling your products at shows can be difficult when you... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
If you asked me to point to the heart and... Read More
You stand there, in front of your great presentation material,... Read More
The number one requirement, whether you are a business owner... Read More
A key method of our survival in the business and... Read More
Do you know why your customer won't buy? You've given... Read More
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
In the last article... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
A few days ago, I was signing copies of my... Read More
Any selling approach that lacks a proven strategy, a practiced... Read More
The need for good proposals - the business kind, not... Read More
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
I just got off the phone with a friend of... Read More
I can remember the first time that I had to... Read More
Could casual Friday be undermining your leadership ability?One of the... Read More
Business owners of long standing know the cardinal rule "take... Read More
* Are you sending e-mails to prospects instead of calling... Read More
When a request for proposal (RFP) comes in, you get... Read More
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
The purpose of a 1- or 2-hour seminar is to... Read More
Most people who consider trade show planning think of it... Read More
There are several ways to get your information into the... Read More
Recently, I wrote about about creating specific, compelling goals that... Read More
Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More
Why would a prospect buy from you rather than from... Read More
My new job was to sell Commercial Service Agreements. It... Read More
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