How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success.Some proposals are... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity. I am sure... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. All Green Bay has to do is hold... 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
Exporting to Europe: Not the Challenges You Think
If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls ? until it's too late. I learned three... Read More
How to Generate Leads on the Internet
In the last decade, the Internet has become a major commercial force. Not only do online sellers like Amazon.com have huge sale numbers, but nearly all successful businesses must utilize the Internet in order to stay competitive in the modern market. There are many ways that the Internet is used... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as difficult gets in the way of our selling effectively and their buying wisely.It is easy to blame the... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will think that is? Ask. Ask questions. Spend most of your time asking questions of your prospects, and you will have the opportunity to... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers. In the sales rep's own words... "I was required to call on every account because there was... Read More
101 Ways to Improve Your Direct Mail Response
1. Mail to your customers more often. If you are now mailing 4times a year, increase the frequency of your mailings to 6 or 8times. If you increase your mailings by 25%, you shouldincrease your sales by at least the same percentage. 2. Use a P.S. on every direct mail... Read More
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Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind... Read More
How To Improve Your Voice
VOICEThe Image the customer has of the Salesperson is vital.... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
7 Strategies for Writing Fundraising Letters
Writing fundraising letters can be an effective way to request... Read More
Ten Quick Etiquette Tips for Business Lunches
Knowing what to do when meeting a prospective client forlunch,... Read More
Selling for Beginners
Speak to almost any self employed professional and most of... Read More
How to Sell Your Products Without Competition
Selling your products at shows can be difficult when you... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
Understanding The Corporate Buyer
Selling your services to corporations is an attractive proposition. The... Read More
Three Big Ol Tips for Better Sales Letters
Growing up in the South, I used the phrase "big... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for... Read More
Keep the Referrals Coming
A key method of our survival in the business and... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student... Read More
The Email Blow-Off
This week's article is my response to a question by... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
Your Clients Buying What Youre Selling
Linda felt like she had reached a plateau in her... Read More
Telephone Techniques
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
Count Down To An Advert
There are hundreds of books available to teach you how... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process... Read More
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody... Read More
15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word... Read More
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let... 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... 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
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these... Read More
Wholesale Secrets Revealed: The Holy Grail Of Wholesale!
Like the legendary search for the Holy Grail, the cup... Read More
Selling the Dr. Seuss Way
"I am Sam. Sam I am. Do you like green... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... Read More
An Introduction to Mannequins
Just about every clothing store uses mannequins. There are many... Read More
Sales People have an advantage as entrepreneurs
Zig Ziglar use to say in seminars and on tapes... Read More
The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company.During one of our... Read More
Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people... Read More
An Introduction to B2B Lead Generation
It is important that organizations find other companies to do... Read More
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect... Read More
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
Building Relationships
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Selling -abilities : Part 2
In the last article... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
Leads, Prospects, and the Huge Gap Between
The leads marketing delivers to the sales team never seem... Read More
Gic Number For Writing Sales Letters
When I write sales letters for my clients, one rule... Read More
How To Sell Your Products or Services on Value And Stop Selling On Price Alone
Have you ever met with, or talked to a prospect... Read More
Sales 101: Handling The Angry Customer
I am often reminded of the following true story whenever... Read More
Caring - The Secret Sales Strategy
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named... Read More
Aamazing Tips To Increase Your Sales
1. When you make your first sale, follow-up with the... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds... Read More
The Benefits of Display Mannequins
Mannequins are primarily used in stores to display clothing. A... Read More
10 Important Things To Tell Your Prospects
Hello everyone, hope your day is going well! I know... Read More
Going the Extra Mile and Getting Referrals
Successful salespeople have the ability to turn the customers they... Read More
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Lance Has What It Takes
Lance has what it takes and then some.Did you know... Read More
Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses... Read More
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.Forget selling and start... Read More
How to Sell High Tech Solutions
Many companies are looking to improve upon the speed, security,... Read More
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