Why Cold Calling Is Dead

Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a... 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

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to the weather perhaps more than any other business. There are ways to make money even on a rainy day if you are smart. A mobile detailer can do many things. They of course can specialize during these time on the... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits. Sales is not complicated or difficult, but requires preparation, consistent action and a plan. Before completing any preparatory work in sales, consider asking yourself some tough questions.Why are you in this business?Do you believe in your product/service?What are you trying... 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

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We love to write. We love our work. We love to speak. We hate to SELL. Our print and eBooks may go unread because we don't get the word out. Our products and services don't sell because we don't include... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who is putting a new prospecting program together. This client got a series of benefits to use in selling from one of the senior... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know where to begin there is help out there for you. It is time for you to seek fundraising consulting advice especially if your fundraising event is going to be on a larger scale. Fundraising consulting will help you organize and... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As independent professionals, usually at the helm of solo businesses, we sometimes find ourselves facing daunting internal obstacles as we try to begin our day's marketing... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends. They go on and on about how this product can do this and that. The product can often be very good and have all the features you are looking for.But I think that many of the sales letters that have... Read More

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The Art Of Cold Calling

I know, don't groan. You have to do them if... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... 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

Mortgage vs. Real Estate Lead Generation

It is fairly common for real estate companies and mortgage... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used... Read More

Going Global: Communication Across Mental Boundaries

A completed communication consists of a sender and a receiver.... 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

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just... Read More

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... Read More

2 ½ Steps to Sales Success

You have just walked out of the office of a... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

The Never Ending Sale

Once you have added a new customer to your book... Read More

Leads, Prospects, and the Huge Gap Between

The leads marketing delivers to the sales team never seem... Read More

Stop Screwing Up Your Sales Letter

"Sales Letter"... that's your web site's sales page. The page... Read More

Dont Call Me

The March, 2004, issue of Psychology Today reports on an... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

Sales 101: Handling The Angry Customer

I am often reminded of the following true story whenever... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over... Read More

Want More Sales? Write A Barry Bonds Sales Letter

I'm not a baseball fan. Never have been. In fact,... Read More