Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more customers- Get more from each sale- Sell to each customer more frequently.That's it - everything else boils down to some variation of these 3 activities.Most owners and most managers want to grow their business. Most of them concentrate exclusively on... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained secretaries to prevent interruptions from persistent salespeople. But in today's electronic world, voice mail systems have frequently replaced the human gate guard.In surveys we have conducted, we have found that salespeople's inability to get busy prospects to return their calls... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them address what approachability means. Or maybe they just don't take the time to define it, stress its importance and offer suggestions on how to maximize... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I learned was really at no one's expense. What I learned is that when you are on a sales call and you believe there is a possibility (even a remote one) that you may close, always take your contract or letter... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or service is flawless. More importantly, we would like for others to believe that as well. But no matter what you sell, a drawback (sometimes several) will always exist, even if only in the mind of your reader-prospects. Either way, you... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple, the effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them.Clients and prospects are visually oriented. They process... 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

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar.The trick in sales is to talk to buyers. Rather... 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 the seller in financial services. The customer buys and the seller sells. The customer is focused on their wants as much as needs, and whilst the seller often says they are focused on the customer's needs, all too often the... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan. I was literally calling people on the phone and saying... Read More

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Exporting to Europe: Not the Challenges You Think

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

Tips for Increasing Your Profits with Gift Certificates

Offering gift certificates is an excellent way of increasing sales... Read More

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

First, Fast, And Foremost . . .

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

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Building an Action Plan

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

How To Get Rich Giving Away Something Free

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

Keep the Referrals Coming

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

Miracles are Your Responsibility!

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

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Ask for the Business

Many times in the process of making a sales presentation... Read More

Packaging Maketh the Person

The multi million pound cosmetics industry is acutely aware of... Read More

Plan For Your Next Trade Show Appearance To Be A Success

Most people who consider trade show planning think of it... Read More

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

More Cleaning and Janitorial Customers Using Yahoo

We use this method to find new cleaningcustomers, and it... Read More

Your Profit is in Your Follow-up: A System for Increased Sales Conversion

No matter what you sell--products, services, or causes--one of the... Read More

Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions

There are many tactics and techniques that go into converting... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

Selling To Women - Selling To Men - It Isnt the Same

Selling To Women - Selling To Men - It Isn't... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get... Read More

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on... 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

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

A Simple Truth - Authentic Sales Tip

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

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try... Read More