An Ideal Selling Situation
The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. On the telephone, you have only your voice and the words that you use. The way that you use your voice can make or... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales by solving your customers' gift-giving problems. Often people would like to give your products as gifts, but are hesitant to choose a specific item for someone.I'm a jewelry artist, and when I realized I was losing sales to these potential... Read More
5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out to thousands of people, it can give the feel of a personal communication - IF you write it in a direct and conversational tone.To get... Read More
Color Psychology Will Make Or Break Your Sales Success
Color psychology is the biggest question I receive on a regular basis. The reason being is it's importance. Color is a trigger that is associated with traditions and used in marketing over the years so well that they must be honored or sales are lost.Color will also trigger reactions. It... Read More
When the Nose of the Camel is in the Tent
My new job was to sell Commercial Service Agreements. It was a fine company. They were growing. They wanted to expand their Service Base. I had a territory that no one wanted. It was the farthest away from the office. "There is no business there!" was all I heard from... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects. Do not put labels on people. "All purchasing agents expect . . ." Don't assume you know anything if you haven't ask... Read More
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being able to sell well is developing your listening skills. Most sales companies and sales people talk about being consultative but they don't really know what consulting is! No-one can consult if they cannot listen first. You cannot sit around a... Read More
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've done all the right things with your prospect:? You've identified a real need and developed a reasonably solid relationship.? You've determined that your prospect is interested in your solution.? You've had a couple of great meetings or conversations that let... Read More
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3 Tips For Getting Through The Voicemail Screen
How many times have you heard that you gotta get... Read More
How to Set Appointments
The Importance of setting appointments is crucial to running a... Read More
Female Mannequins: An Overview
Female mannequins are very common in clothing stores. They are... Read More
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old... Read More
How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED
There are several ways to get your information into the... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
The Basic Secrets of A Million Dollar Sales Letter
"Accepting the consequences, good or bad, will free you; take... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
Selling Services
Selling a service isn't the same as selling a product.... Read More
The Benefits of Buying Used Store Fixtures
The difference between antique or vintage store fixtures and used... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
What Not To Do With Your Leads
Anyone that works in sales knows just how important it... Read More
Dr. Seuss?s 3-Step Selling Process
Hello Everyone: Here's a unique look at learning how tosell:... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are... Read More
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal... Read More
Selling: an art of a skill?
Selling is as much an art as it is a... Read More
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Creating Your Perfect Pitch!
Why should you describe your business to others in 5... Read More
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... 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
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Casual Networking
What comes to mind when you think of networking --... Read More
The Art Of Cold Calling
I know, don't groan. You have to do them if... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
?The Power Of Consumer Opinion, & How To Profit From It!?
Selling is just a whole lot easier when you know... Read More
Six Simple Steps for Getting More Applications
When I first started out as a loan officer, one... Read More
Writing Effective Sales Messages
A sales letter is a document designed to generate sales.... Read More
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
Restaurant Pressure Washing
Many pressure washing companies try to stay away from the... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
Flea Marketing Lessons
A few days ago, I was signing copies of my... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... 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
Clear Up Blurry Communication
One of the top brewing companies in America is a... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing... Read More
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Lazy Man?s Way To Get Customers
No matter how big or small your business is and... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Count Down To An Advert
There are hundreds of books available to teach you how... Read More
Selling: an art of a skill?
Selling is as much an art as it is a... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
9 Packaging Problems That Lose Sales
You have a great product, but it's not flying off... Read More
6 Creative Questions To Move From HOW Are You To WHO Are You
Imagine you just met someone new. The formalities of names,... Read More
Keep the Referrals Coming
A key method of our survival in the business and... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... Read More
Leads, Prospects, and the Huge Gap Between
The leads marketing delivers to the sales team never seem... Read More
Your Best Friend - The Phone
We all know that you can't earn your commission until... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
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