Are You REALLY Listening?
Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do you understand it completely?Here are some tips on how to become a more effective listener:FOCUS in on the basic message. Try to pinpoint the main... Read More
Selling Services
Selling a service isn't the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and WinBy Dave Stein, Author of How Winners SellIf you sell for a smaller company that competes against the big guys, the age-old story of David and Goliath might come to mind. In this story, the giant, Goliath, was beaten in... Read More
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people. If everything else were equal wouldn't you buy from the person that you liked the best? Of course you would and so do your clients. This may seem obvious but it is a fact that's often overlooked by most salespeople.... Read More
Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?
Have you ever sat through a movie and got to the point when you counted the minutes till its ending? Unfortunately, you can't speed it up or leave it for another show (although, some people do try switching movies). When long Web copy leaves your eyes glazing in that same... Read More
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind sales, and customers making buying decisions can be influenced through visual elements towards a particular behaviour or emotion that will encourage more sales.Not convinced? Have you noticed that a lot of restaurants are decorated in/heavily feature reds and/or oranges? Still... 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
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? "Are you the person who??" "What is your marketing strategy?" "Do you own or rent?" Even, "How are you today?" Are you annoyed and put off by these questions? Do you... 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
Use Bundling To Increase Your Profits And Sales
Use Bundling To Increase Your Profits And Sales An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals... Read More
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Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork... Read More
Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and... Read More
Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... Read More
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to... Read More
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80%... Read More
Flea Marketing Lessons
A few days ago, I was signing copies of my... Read More
How to Acquire More Leads
The most effective prospecting techniques were revealed in the August... Read More
To Sell Successfully, You Have to Be Willing to Be Different
We are complex. We confidently assert that we are independent... Read More
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
Understanding The Corporate Buyer
Selling your services to corporations is an attractive proposition. The... Read More
How to Blow Rapport Really Fast
Do you have 5, 10, or 20 years of sales... Read More
Keep the Referrals Coming
A key method of our survival in the business and... Read More
Selling For Keeps
When you are in sales and you come across a... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
Great Telephone Skills
Having good telephone skills is crucial as the call may... Read More
Mortgage Leads, Choosing the Best Option
When it comes to buying mortgage leads, there are many... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow,... Read More
Caring - The Secret Sales Strategy
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
I Am A Habit
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just... Read More
What Are Car Boot Sales?
If you live in England then you will already be... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... Read More
Health Insurance Lead and Health Insurance Leads
Health insurance lead generation systems provide a stead stream of... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... Read More
Casual Networking
What comes to mind when you think of networking --... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales
Hello, do you have a website and sell something on... Read More
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During... Read More
15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word... Read More
The Art Of Cold Calling
I know, don't groan. You have to do them if... Read More
How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting... Read More
Building Relationships
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
How To Dramatically Improve Sales Closing Ratios
A closing question asks for a final decision. A trial-closing... Read More
Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000... Read More
Model Dell: The Art of the Affiliate Coupon
Along with having an innovative supply chain, there's another reason... Read More
The Best Day In The Week
The best day of the week is TODAY, of course.... Read More
Everyones Favorite Topic - 3 Tips for How To
I believe that everyone understands that no matter what business... Read More
Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play... Read More
Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)
The headline that appears over the salutation in a fundraising... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
Why Should I Buy From You?
Virtually every business you contact has this question in their... Read More
Voice Mail That Sells
As a business owner, I receive my share of sales... Read More
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