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
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other... Read More
Things You Need to Know Before Joining a Direct Sales Company
A lot of people are very intrigued by the idea... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
Using Emotion for Persuasion
The other day, I received the last issue of a... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
How to Generate Leads on the Internet
In the last decade, the Internet has become a major... Read More
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects... Read More
Leads, Prospects, and the Huge Gap Between
The leads marketing delivers to the sales team never seem... Read More
Success Reloaded: The Matrix
So the other day I'm watching the movie The Matrix,... Read More
The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing... Read More
Are You Scaring Your Customers Away?
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
Everything Follows the Pitch
If you asked me to point to the heart and... Read More
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need... Read More
Handshake Intimidation
In some situations, attempting to intimidate the other person will... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
The Benefits of Buying Used Store Fixtures
The difference between antique or vintage store fixtures and used... Read More
How to Sell Your Products Without Competition
Selling your products at shows can be difficult when you... 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
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
Winning Sales Proposals
Your proposal is selling for you when you're not there,... Read More
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't know... Read More
Asking The Right Questions
On an introductory call, how do you gather all of... Read More
Lead Companies, Eight Features To Consider
So now the time has come to invest in Lead... Read More
The Basic Secrets of A Million Dollar Sales Letter
"Accepting the consequences, good or bad, will free you; take... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
Why I Hate (Most) Benefit Statements
Benefits are what motivate people to purchase from you, right?... Read More
Customer Loyalty in the Technology Industry
For technology companies, service after the sale has emerged on... Read More
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals... Read More
Three Ways to Increase Mortgage Applications
If you are in the mortgage business, the very first... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers... Read More
Why USPs Dont Work
The USP (Unique Selling Proposition) is based on the assumption... Read More
Dont Call Me
The March, 2004, issue of Psychology Today reports on an... Read More
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