Is Cold Calling Dead?

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

5 Ways to Encourage Impulse Purchases

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

Build & Protect Your Confidence

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

Peddlers, Hucksters, & Empty Suits

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

Creating More Effective Proposals

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

Business is Great; I?m Just Not Selling Anything!

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

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

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

Casual Networking

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

A Quick and Simple Tip For Gaining Customers

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

Prepare to Sell!

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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The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... 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

Whats the Secret to Repeat Business?

When you think about ways to gain repeat business from... Read More

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers... Read More

At-ti-tude, n

At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing... Read More

Sell YOU With Your Small Talk (Yes You Can)

Want to build a relationship -- sell yourself for a... Read More

Can Walmart Make You Rich?

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

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and... Read More

UK Sales and Marketing Terminology

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

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes... Read More

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Im A Second-Story Man

Can you say who you are and what you do... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

Mortgage vs. Real Estate Lead Generation

It is fairly common for real estate companies and mortgage... Read More

Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions

There are many tactics and techniques that go into converting... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other... Read More

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another... Read More