How To Get Rich Giving Away Something Free
The best of all worlds is to have a product you can give away free and still make money. That world exists. The product need not be expensive or elaborate. It can be something simple - a sticker with a happy face, a pen with a logo, or some other... Read More
How Leaky is Your Sales Pipeline?
Does your Sales Pipeline leak? If you answered no, you don't even understand the question. Every business' Sales Pipeline leaks to some extent. The question is: Have you done everything you can to ensure that it does not leak excessively? Do you even know what your Sales Pipeline looks like?Very... Read More
Selling To Women - Selling To Men - It Isnt the Same
Selling To Women - Selling To Men - It Isn't the SameNow let's not fall into the old style car salesman's trap of believing that men are interested in what goes on under the bonnet and women are only interested in what colours you can get and whether it has... 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
Create A Killer Product by Writing Your Sales Letter First!
You may not realize this, but when if you are in the early planning stages of developing a product, the best thing you can do is STOP and write the sales letter first! "But wait a minute (you might be thinking)... this sounds totally 'Bass Ackwards' doesn't it?" It... Read More
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion.Sometimes, when we have... Read More
Keep the Referrals Coming
A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction.When we receive a referral from someone, it... Read More
How To Shorten The Selling Cycle And Reduce Buying Stalls
The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy.If you sell an intangible product or service, it may be even tougher to close down a sale because your product... Read More
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a friend, I picked up. The caller was not my expected friend. She was a financial advisor from... Read More
A Look at Mannequin Heads
A mannequin head is a life-size head that includes all of the features of a human face. Mannequin heads can be used in several different situations. They can be used to model hats, wigs, makeup, or be used as practice dummies by people learning to cut hair in beauty school.... Read More
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Selling Abilities - Part 1
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
Tips for Increasing Your Profits with Gift Certificates
Offering gift certificates is an excellent way of increasing sales... Read More
Before You Sell Do The Math
This is an important and potentially profitable piece of advice.... Read More
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
Qualifying Your Prospect
How do you respond when an absolute stranger calls, at... Read More
Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
How To Set Goals and Achieve Them
We use only 5% of God's given potential, 95% of... 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
Why People Use Long Sales Copy
Have you ever wondered why some people use long sales... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't... Read More
Doomed Before You Dial?
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
Can Walmart Make You Rich?
Have you ever shopped at Walmart and thought... I need... Read More
The ?Write? Way to More Sales
The sales letter you can't put down?the advertising copy that... Read More
Selling More CDs at Gigs, Case Study: The Rogues
A few weekends back, the Brobdingnagian Bards performed at the... Read More
How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
How to Blow Rapport Really Fast
Do you have 5, 10, or 20 years of sales... 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... Read More
Five Things More Important to Buyers than WHAT Youre Selling - I
Article I of a two-part series.No matter what customers say... Read More
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your... Read More
Three Ways to Get More Referrals
When you are in the business of sales, among the... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
Complacency and Fear are Sales Busters
Prospecting is the engine that propels anyone in sales. Without... Read More
At-ti-tude, n
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
Selling ? Remember These Ten Rules and Succeed
There are thousands of books and seminars on how to... Read More
Program Your Biocomputer For Sales Success
Selling isn't something you do to people, it's something you... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just... Read More
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given... Read More
Generating Sales Leads
Any company that relies on selling a product or service... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Finding a Used Mannequin
Many stores on a budget choose to buy a used... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... Read More
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your... Read More
How To Write A Riveting Sales Letter That Closes Sales
How do you get people's attention and build their interest... Read More
Flea Marketing Lessons
A few days ago, I was signing copies of my... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
9 Ways to Keep Clients Coming Back For More
A lot of effort is put into getting new clients.... Read More
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects... Read More
What Are Car Boot Sales?
If you live in England then you will already be... Read More
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Sales Copy Tips
Writing good sales copy is not an art, it is... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
How To Make The Most Out of a Business Networking Event
You're not alone. Most people are uncomfortable walking into a... Read More
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.... Read More
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... Read More
Writing Effective Sales Messages
A sales letter is a document designed to generate sales.... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Five Keys to Make Your Cold Calls Sizzle
Do you clam up on the telephone? An advertising rep... Read More
Handshake Intimidation
In some situations, attempting to intimidate the other person will... Read More
Everything Follows the Pitch
If you asked me to point to the heart and... Read More
Building an Action Plan
Going into your workday and waiting for things to happen,... Read More
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