Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.But seeing the full potential of a trade show program for your company requires a... Read More
The leads marketing delivers to the sales team never seem good enough. Either the leads are "bad" and are wastes of a salesperson's time, or there are just not enough "good" ones. If sales had more good prospects, the company would have more sales. Perhaps sales and marketing could work... Read More
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
Here are four simple things you can do to take price out of the equation!It's frustrating when people appear to be focused on price alone. All they talk about is the price. "Your price is too high" or "I can buy cheaper elsewhere" are heard all too often. It's annoying... Read More
A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in a sale. I have been told that I am an excellent sales person, however I lack the self-confidence to close the sale. Self Confidence is... Read More
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
I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but more we spoke about it the more concerned I became."What do you mean, you don't know why they're buying?""We never know why... Read More
It is important that organizations find other companies to do business with. Business-to-business sales, abbreviated as B2B sales, are vital to many companies' profit margins and to their standing within their industry.There are many examples of the importance of good business-to-business lead generation. Many manufacturing businesses need companies to supply... Read More
In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the "Ben Franklin" close... Read More
Some businesses flourish while others slowly fade away. There's usually a good reason. Here are two examples. Bernadette, my wife, has a busy schedule. She will often call for a manicure at the last minute. She's been going to Carol's Beauty Shop and Day Spa for the past two years.... Read More
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Will you do just about anything, including sending out hundreds... Read More
What do the words that you use say about you?... Read More
"Which is your best CD?"Ever get that question? My band... Read More
When you think about ways to gain repeat business from... Read More
What can strike terror into the heart of even the... Read More
If you live in England then you will already be... Read More
There are many tactics and techniques that go into converting... Read More
The formula for defining a "profession" is similar throughout many... Read More
An attractive woman has a decided advantage as sales representative... Read More
Have you ever asked yourself, now how did I let... Read More
1. Mail to your customers more often. If you are... Read More
If you are in Sales, you have probably heard these... Read More
Let me tell you about my friend Peter who has... Read More
Selling is just a whole lot easier when you know... Read More
It's early January 2004. The Green Bay Packers are just... Read More
Wherever you turn these days you'll find articles covering every... Read More
"How do you create a perceived value to differentiate yourself... Read More
Many companies are looking to improve upon the speed, security,... Read More
Going into your workday and waiting for things to happen,... Read More
You arrived on time and completed your calculations. You worked... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
"Open-source" is typically found in the Information Technology area as... Read More
Some trainers and sales managers teach that there are prospects... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
The headline that appears over the salutation in a fundraising... Read More
If you asked me to point to the heart and... Read More
At 21 years, just out of Business College, I went... Read More
The Importance of setting appointments is crucial to running a... Read More
Many stores on a budget choose to buy a used... Read More
To be more effective at developing relationships, one should always... Read More
For centuries ? at least since the serpent convinced Eve... Read More
I've been using a technique that has helped me to... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
"Open-source" is typically found in the Information Technology area as... Read More
So now the time has come to invest in Lead... Read More
When I ask salespeople to define what a gatekeeper is,... Read More
By a show of hands, how many of you grew... Read More
Value is in the Eye of the BeholderSales today is... Read More
Sometimes we can all use a friendly reminder to keep... Read More
"I am Sam. Sam I am. Do you like green... Read More
According to the Direct Marketing Association, in 2003 U.S. direct... Read More
A mobile auto detailer and their profits are tied to... Read More
Last minute discounting has become so prevalent that many companies... Read More
Female mannequins are very common in clothing stores. They are... Read More
Want to build a successful incentive program for your company?... Read More
Selling Against Goliath?How to Take on the Big Guys and... Read More
"I'd love to work with you, but?"How many times have... Read More
What do you think it is? Many experts insist it's... Read More
Your choice of materials for store fixtures includes wood, metal,... Read More
Its official. The news just came out. Yes, we are... Read More
It is important that organizations find other companies to do... Read More
If you asked me to point to the heart and... Read More
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
The sales letter you can't put down?the advertising copy that... Read More
Selling isn't something you do to people, it's something you... Read More
Any company that relies on selling a product or service... Read More
Whether you're a conventional sales person, a professional ? such... Read More
A completed communication consists of a sender and a receiver.... Read More
Picture this scene from the 1984 smash comedy movie from... Read More
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
Over the years, many prospects have hidden behind their well-trained... Read More
Last issue we talked about what motivates people to buy... Read More
Selling is a tough job, and sometimes you may need... Read More
I really just don't get it.How can so many businesses... Read More
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
One of the top brewing companies in America is a... Read More
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