Going Global: Communication Across Mental Boundaries
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
Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing
According to the Direct Marketing Association, in 2003 U.S. direct mail marketing efforts produced more than $689 billion in sales. For those organizations who know how to use it direct mail always has been and always will be a core component of their overall marketing strategy.Several key factors are critical... Read More
Clear Up Blurry Communication
One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call." We discovered that even though co-workers speak the same words, they don't attach the same meanings. Here's what happened.... Read More
Turn Your Wisdom Into a Workshop
The Technical Revolution has done a lot for us -- we merely have to pick up a phone or send an email to conduct business. Yet, there still is no substitute for live, personal appearances when you want your teaching to count, and that's why I love workshops. Your participants... Read More
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers.They were able to do this because they spent years building their book of business.Whenever a current customer walked... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the meeting in the company boardroom. You may be called upon to organize an employee appreciate event, an awards dinner, a product launch, the celebration of a company milestone, a gala recognizing a longtime employee's retirement, an incentive event for company's... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your window display? Once a month? Once a week? Try changing your window display every day! I saw a very successful display that had five or six mannequins facing left and right with a backdrop of a street scene. Every day... Read More
The Power of Thank-You
When was the last time you thanked your customers?This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Here are some of the opportunities you have to thank the people... Read More
The Benefits of Display Mannequins
Mannequins are primarily used in stores to display clothing. A display mannequin is usually a full-size dummy in the shape of a person. A display mannequin will normally include all parts of the human body including a head and feet. Display mannequins can be made of several different materials, including... Read More
Picture Yourself a Winner
In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things that happen, so why do we spend so much time stressing over the bad things when we should be smiling about the good things.One reason... Read More
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7 Ways to Stop Selling & Start Building Relationships
Sometimes we can all use a friendly reminder to keep... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
Know What You Are Selling As If You Were Buying It
Recently I wanted a new lawn mower as we have... Read More
Future Business Key Element In Sales
A challenge facing many businesses is how to maintain a... 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
Building Relationships
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
Keep the Referrals Coming
A key method of our survival in the business and... Read More
Planning to Realize Your Goals
Recently, I wrote about about creating specific, compelling goals that... Read More
How to Sell High Tech Solutions
Many companies are looking to improve upon the speed, security,... 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
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... 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
Before They buy What You Say - 10 Steps To Selling Yourself
You are the productWe're all in the selling business whether... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
Getting Referrals
ReferralsA substantial part of your business can come from referrals.... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other... Read More
Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but... Read More
Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately,... Read More
Two Mistakes That Will Cost You Money
You've met a new prospect, accurately assessed their needs and... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Female Mannequins: An Overview
Female mannequins are very common in clothing stores. They are... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these... Read More
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales. Consumers... Read More
Everything Follows the Pitch
If you asked me to point to the heart and... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student... Read More
Value-added Selling?
"Value-added." That word is used so much it has become... Read More
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
A Look at Store Fixture Parts
Products for sale need to be displayed in a manner... Read More
Flea Marketing Lessons
A few days ago, I was signing copies of my... Read More
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... Read More
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... Read More
Voice Mail That Sells
As a business owner, I receive my share of sales... Read More
Sales Brochures - 9 Steps to Success
Even in this day of websites, many customers want to... Read More
Five Keys to Make Your Cold Calls Sizzle
Do you clam up on the telephone? An advertising rep... Read More
Customer Loyalty in the Technology Industry
For technology companies, service after the sale has emerged on... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
Before They buy What You Say - 10 Steps To Selling Yourself
You are the productWe're all in the selling business whether... Read More
Don?t Waste My Time!
Many participants in my programs ask how to deal with... Read More
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80%... Read More
The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing... Read More
How to Generate Leads on the Internet
In the last decade, the Internet has become a major... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
Do You Have Enough Prospects To Make Your Numbers?
Several years ago I worked with a CPA who wanted... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Three Ways to Increase Mortgage Applications
If you are in the mortgage business, the very first... Read More
How Leaky is Your Sales Pipeline?
Does your Sales Pipeline leak? If you answered no, you... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... 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
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... Read More
Getting Referrals
ReferralsA substantial part of your business can come from referrals.... Read More
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
Is Cold Calling Dead?
Is cold calling dead? And if laws are being passed... Read More
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