Whats the Secret to Repeat Business?

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

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

Telling the Value Story

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

Why Arent They Buying?

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

Whats So Special About You? Defining Your USP

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

3 Tips For Getting Through The Voicemail Screen

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

Talking To A Prospect As If To A Friend

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

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 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

Model Dell: The Art of the Affiliate Coupon

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

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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Showing 1 - 10 of 422 Articles
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Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 2

Part one of this article is available at ... Read More

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

Im A Second-Story Man

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

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

7 Pitfalls of Using Email to Sell

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

How to Write Effective Selling Proposals

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

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... 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

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

Going Global: Communication Across Mental Boundaries

A completed communication consists of a sender and a receiver.... Read More

Aamazing Tips To Increase Your Sales

1. When you make your first sale, follow-up with the... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed... Read More

6 Steps on How to Install Confidence Into Your Clients

What methods can we use to install confidence into your... Read More

Keep the Referrals Coming

A key method of our survival in the business and... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the... Read More

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

10 Important Things To Tell Your Prospects

Hello everyone, hope your day is going well! I know... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More