SPIN, Relevant To Both Salesmanship & Advertising!

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

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have an acre of land and we have to keep it mowed pretty regular in the spring and summer and the riding lawn mower from Wally World had fallen apart and had to have something repaired every year for the short... Read More

Leads, Prospects, and the Huge Gap Between

The leads marketing delivers to the sales team never seem good enough. Either the leads are "bad" and are wastes of a salesperson's time, or there are just not enough "good" ones. If sales had more good prospects, the company would have more sales. Perhaps sales and marketing could work... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.I've... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There's the possibility of repeat business worth many billable hours at respectable rates.But the best clients are not always the easiest to get. If you don't grasp the... Read More

Complacency and Fear are Sales Busters

Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Studies confirm that 80% of all salespeople fail in their first year because of the fears associated with prospecting. 40% of veteran producers with... Read More

Your Ad -- Who Cares?

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 Sellers Can Take Control

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

More Cleaning and Janitorial Customers Using Yahoo

We use this method to find new cleaningcustomers, and it is virtually free. Included is a link you can change the search parameters to what ever you wish, in any town or city you wish. In this example we are using Real Estate Agents in Chicago.So heres how it works,... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone see's a product as being very valuable but the effort to purchase that product is large it will decrease the value of the product and... Read More

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Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling... Read More

Selling Services

Selling a service isn't the same as selling a product.... 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

Never Stop Selling

The question: "When should a growing company slow down its... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More

Define Your Best Customer

To be more effective at developing relationships, one should always... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I... Read More

The Anatomy of a Sales Letter

When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

Focus on a Trade - Not a Discount

Smart buyers will always ask for a better price. Unfortunately,... Read More

17 Tips for Bringing Your Event to Life

Your job as an event planner doesn't stop with the... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

Color Psychology Will Make Or Break Your Sales Success

Color psychology is the biggest question I receive on a... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Sean works for a major telecom company.During one of our... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

Money Does Talk!

When buying something, you can buy in one of two... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More