When you think about ways to gain repeat business from your customers, you probably turn your thoughts to marketing efforts such as advertising, public relations and other means that will allow you to repeatedly be seen. However, without one particular element included in your plan, your efforts to entice customers... Read More
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
You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. You've just given the customer the price. They look at each other. He says, "Okay. Thanks for the quote. Well get... Read More
You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales.What's wrong?It could be the recession (although that's debatable).With thousands of people losing their jobs each week,consumer confidence (and therefore consumer spending)is down.But on the other hand, if thousands... Read More
Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up "widgets."She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what... Read More
How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail. Today's flatter organization has fewer administrative... Read More
While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite. A sound bite, sometimes also called an "elevator speech," is a 10- to 15-second commercial on what your company does, offers or stands for. Use it when you meet someone... Read More
Have you ever met with, or talked to a prospect that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready... Read More
Along with having an innovative supply chain, there's another reason Dell is the largest computer company in the world. They always offer great coupon codes to online affiliates that let the buyer "in" on deals that they otherwise wouldn't get.By offering coupon and discount codes that are both new promotions... 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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Going into your workday and waiting for things to happen,... Read More
We use only 5% of God's given potential, 95% of... Read More
To be effective your sales letter must be opened, read,... Read More
Part one of this article is available at ... Read More
Picture this scene from the 1984 smash comedy movie from... Read More
When a request for proposal (RFP) comes in, you get... Read More
Can you say who you are and what you do... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
I would like to share a disturbing little secret with... Read More
The main reason for buyer resistance and selling stalls boils... Read More
* Are you sending e-mails to prospects instead of calling... Read More
Depending upon how much you enjoy writing, writing sales proposals... Read More
We all have people whom we find difficult. We don't... Read More
Article I of a two-part series.No matter what customers say... Read More
If you plan to do sell your product or service... Read More
Ask any salesperson, "At what point in the selling process... Read More
The best of all worlds is to have a product... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
A completed communication consists of a sender and a receiver.... Read More
1. When you make your first sale, follow-up with the... Read More
Doing business over meals is a ritual that has existed... Read More
What methods can we use to install confidence into your... Read More
A key method of our survival in the business and... Read More
Britney Spears has recently caused controversy with suggestions that the... Read More
Some trainers and sales managers teach that there are prospects... Read More
Some businesses flourish while others slowly fade away. There's usually... Read More
In the course of my career, I've had to deal... Read More
Hello everyone, hope your day is going well! I know... Read More
It is a basic tenet of behavioral psychology that people... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Ever had a party online or offline, and had guests... Read More
I've written previously about how to attract customers and how... Read More
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
1. Mail to your customers more often. If you are... Read More
My new job was to sell Commercial Service Agreements. It... Read More
Who likes cold calling? Most salespeople don't like cold calling,... Read More
Ask any salesperson, "At what point in the selling process... Read More
Virtually every business you contact has this question in their... Read More
Alexander Graham Bell once said, "When one door closes another... Read More
Value is in the Eye of the BeholderSales today is... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Sometimes we can all use a friendly reminder to keep... Read More
Have you ever gotten frustrated when you realize that your... Read More
Hello everyone, hope your day is going well! I know... Read More
The best day of the week is TODAY, of course.... Read More
Sales is a critical part of any business, including non-profits.... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
Selling is a tough job, and sometimes you may need... Read More
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
Business owners of long standing know the cardinal rule "take... Read More
1. Make your reader visualize they have already bought your... Read More
One of the most useful and fundamental communications lessons that... Read More
"If you do anything foolish or try to get out... Read More
The other night I was watching a classic western from... Read More
There are thousands of books and seminars on how to... Read More
Sales is all about negotiating. You are negotiating from the... Read More
In my professional experience as a sales and marketing coach/consultant,... Read More
Being a good listener requires more than just keeping quiet... Read More
Knowing what to do when meeting a prospective client forlunch,... Read More
I really just don't get it.How can so many businesses... Read More
I know, don't groan. You have to do them if... Read More
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Steps - it is unrealistic for most salespeople to expect... Read More
In the course of my career, I've had to deal... Read More
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
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