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
For centuries ? at least since the serpent convinced Eve to eat the apple ? sellers have assumed that getting the right information about a product into the right hands would offer a good chance of a sale.But if you look at the numbers over the years, the success rate... Read More
Junk mail. We all get it. And it goes straight to the trash can. How do you make sure your marketing piece doesn't end up in the round file?Give it the 'who cares' test. You have approximately five seconds to get your prospect's attention. Make those five seconds count! ... Read More
How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple, the effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them.Clients and prospects are visually oriented. They process... Read More
I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, "Who Makes It Happen: Back On The Road To Success With Creative Real Estate", remember... Read More
Your choice of materials for store fixtures includes wood, metal, plastic and conglomerate materials such as pressed wood and fiberboard. Depending upon your budget, the weight and size of the product being displayed and the style of your retail establishment, one of these raw materials will serve your needs well.... Read More
Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that... Read More
A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion.Sometimes, when we have... Read More
Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true that was until I got into franchising and saw how one franchise sale could add jobs to the economy, provide great service to a community... Read More
Many stores on a budget choose to buy a used mannequin. Used mannequins are a good deal for several reasons. Many stores do not see the purpose in buying new mannequins when used ones work just as well. While some used mannequins may have slight damage or need to be... Read More
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I really just don't get it.How can so many businesses... Read More
"Open-source" is typically found in the Information Technology area as... Read More
The Importance of setting appointments is crucial to running a... Read More
When was the last time you thanked your customers?This often... Read More
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
We are complex. We confidently assert that we are independent... Read More
The topic of this issue's article is a response to... Read More
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More
A lot of people are very intrigued by the idea... Read More
I've recently been hearing sales companies talk about how they... Read More
How many times have you heard that you gotta get... Read More
For two winters I heated my house with an old... Read More
Color psychology is the biggest question I receive on a... Read More
Instilling urgency in a prospective customer can make the difference... Read More
Many stores on a budget choose to buy a used... Read More
Everyone wants the best possible value in every transaction, but... Read More
In the last decade, the Internet has become a major... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
Use Bundling To Increase Your Profits And Sales An effective... Read More
Many companies are looking to improve upon the speed, security,... Read More
You can make a difference in the second half! You... Read More
Our world of selling is closed off from other areas... Read More
You arrived on time and completed your calculations. You worked... Read More
The customers you already have could be your biggest lead... Read More
According to the Direct Marketing Association, in 2003 U.S. direct... Read More
If you have competitors, then you should have at least... Read More
The USP (Unique Selling Proposition) is based on the assumption... Read More
Where many marketing conversations get off-track are the ones you... Read More
1. Make telephone callsFew things are more terrifying than the... Read More
You are the productWe're all in the selling business whether... Read More
A reader recently asked me the following: "I enjoyed the... Read More
Long-term sales success has less to do with skills or... Read More
Ready to put your Web pages up? Ready to sell... Read More
The USP (Unique Selling Proposition) is based on the assumption... Read More
Many stores on a budget choose to buy a used... Read More
Who likes cold calling? Most salespeople don't like cold calling,... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
The headline that appears over the salutation in a fundraising... Read More
There's a direct correlation between sales experience and prejudging. The... Read More
"Open-source" is typically found in the Information Technology area as... Read More
By a show of hands, how many of you grew... Read More
When you are in sales and you come across a... Read More
An important part of your business plan should be to... Read More
The other night I was watching a classic western from... Read More
Ever wish that your presentations could be as much fun... Read More
Could casual Friday be undermining your leadership ability?One of the... Read More
There are many tactics and techniques that go into converting... Read More
Being a good listener requires more than just keeping quiet... Read More
If you are in Sales, you have probably heard these... Read More
The March, 2004, issue of Psychology Today reports on an... Read More
A conversation: The Salesperson: "I don't cold call-I want to... Read More
To be more effective at developing relationships, one should always... Read More
Selling--a word that strikes terror in writers and professionals. We... Read More
In the work place, the amount of good things that... Read More
Obtaining merchant status will help to increase your sales. Consumers... Read More
The Importance of setting appointments is crucial to running a... Read More
Let me create a picture for you. This is the... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Having good telephone skills is crucial as the call may... Read More
Picture this scene from the 1984 smash comedy movie from... Read More
This is a stupid question but it has to be... Read More
Most consultants I've talked to don't spend any time trying... Read More
Do you have 5, 10, or 20 years of sales... Read More
One of the top brewing companies in America is a... Read More
If you live in England then you will already be... Read More
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