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
Wholesale Secrets Revealed: The Holy Grail Of Wholesale!
Like the legendary search for the Holy Grail, the cup that Jesus drank from at the Last Supper, the same "holy crusade" goes on today by veteran and newly anointed business owners for the perfect wholesale, surplus, and drop-shipping resource. They believe that divine intervention will lead them to suppliers... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that... 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
Getting Referrals
ReferralsA substantial part of your business can come from referrals. The key is to provide extraordinary customer service and educate your clients and influencers to this fact. You must actively cultivate referrals; otherwise you're just leaving it to chance.Referrals Start with Great ServiceThe foundation of great referrals is great customer... Read More
A Look at Store Fixture Parts
Products for sale need to be displayed in a manner which best presents them in the customers' eyes. For example, clothing needs to be folded on shelves, hung from racks or displayed on mannequins. Books need to be displayed in shelves, spinning racks and organized bins. Videos need shelving and... Read More
How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of face to face contact.When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face when they are confused about something you said. You can see the delight... Read More
Connecting with Customers
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
Asking The Right Questions
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step,... Read More
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big... Read More
|
|
|
|
|
|
|
|
|
|||||
|
|
|
|||
Selling Abilities - Part 1
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
Throw Out Your Selling Language - Unlock Your Natural Voice
I was sitting at my desk last week when my... Read More
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've... Read More
Your Proposal Was Rejected... But Why?
When a request for proposal (RFP) comes in, you get... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions
There are many tactics and techniques that go into converting... Read More
How to Sell: Selling Tips of Master Moms
"If you don't think well of yourself, no one... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
Future Business Key Element In Sales
A challenge facing many businesses is how to maintain a... Read More
Nine Keys to Make your Sales Copy Convincing
Would you pay $12,500 to discover the keys to great... Read More
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are... Read More
The Email Blow-Off
This week's article is my response to a question by... Read More
Where to Find Mannequins for Sale
Any time a clothing store opens or expands, they must... Read More
Going the Extra Mile and Getting Referrals
Successful salespeople have the ability to turn the customers they... Read More
Take the Contract with You
I learned something very interesting this week. Thankfully, what I... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 1
Have you wasted valuable time and money on promotion that... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Going Back To Get Ahead
Have you ever run DOWN an escalator that was going... Read More
Customer Service Revival
Value is in the Eye of the BeholderSales today is... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process... Read More
Count Down To An Advert
There are hundreds of books available to teach you how... Read More
Whats Your Clients Style?
When it comes to effective selling, one simple fact never... Read More
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes... Read More
Losing the Big-One: Salvaging Lost Accounts
After careful consideration, we have chosen our vendor, and it's... Read More
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ?... Read More
Why Arent They Buying?
You've polished your sales page over and over againuntil it's... Read More
Lazy Man?s Way To Get Customers
No matter how big or small your business is and... Read More
Do You Know When You Are Being Sold To?
Britney Spears has recently caused controversy with suggestions that the... Read More
8 Part Strategy For Constructing Your Advertising Message
Strategies to help produce your brochure, advertisment or direct mail.... Read More
How to Set Appointments
The Importance of setting appointments is crucial to running a... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for... Read More
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal... Read More
6 Creative Questions To Move From HOW Are You To WHO Are You
Imagine you just met someone new. The formalities of names,... Read More
Im A Second-Story Man
Can you say who you are and what you do... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
3 Tips For Getting Through The Voicemail Screen
How many times have you heard that you gotta get... Read More
Sales Brochures - 9 Steps to Success
Even in this day of websites, many customers want to... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... 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
Lessons Learned At Gunpoint
"If you do anything foolish or try to get out... Read More
Future Business Key Element In Sales
A challenge facing many businesses is how to maintain a... Read More
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... 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
Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people... Read More
The Art Of Cold Calling
I know, don't groan. You have to do them if... Read More
Doomed Before You Dial?
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
How to Acquire More Leads
The most effective prospecting techniques were revealed in the August... Read More
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first is... 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
Selling Your Way To Success
I wonder when we decided to become a sales person.... Read More
Incentive Dilemma:
Manufacturers and distributors are rolling out more sales incentive programs... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
Long Sales Letters vs. Short Sales Letters
Everywhere I turn, I'm being asked to weigh in on... Read More
Business is Great; I?m Just Not Selling Anything!
Awhile back you had a great idea. An idea that... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
10 Incredible Ways To Sell Your Products Now
1. Make your reader visualize they have already bought your... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
Obtaining Self-Confidence
A reader recently asked me the following: "I enjoyed the... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
Sales |