Article I of a two-part series.No matter what customers say they want, what they're really looking for is "something special." They can't quite describe it, but when they find it, they know.Indeed, those little details of the buying experience may appear intangible. But what you sell is usually less important... Read More
You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter.Personalise - Using the person's name in a sales letter will give you the greatest success. It's feasible to address sales letters to - "Dear Transport Manager"... Read More
Recently I wanted a new lawn mower as we have an acre of land and we have to keep it mowed pretty regular in the spring and summer and the riding lawn mower from Wally World had fallen apart and had to have something repaired every year for the short... Read More
Could this be the worst moment in your selling cycle?You've done all the right things with your prospect:? You've identified a real need and developed a reasonably solid relationship.? You've determined that your prospect is interested in your solution.? You've had a couple of great meetings or conversations that let... Read More
1. Make your reader visualize they have already bought your product in your ad.Tell them what results they have gotten and how it makes them feel. They'll already become emotionally attached before they buy.2. Turn your ad into an article.It could be a story, or how-to article. This will lead... Read More
This article is meant to inform. Please don't construe this as legal advice. Perfection in a mail order catalog is like infinity...you can continually approach it but never quite reach it. In the case of many catalogs it is not necessary to achieve perfectionor even approach it very closely... Read More
After completing a workshop on personal productivity or time management, we usually find participants react to the instruction on goal-setting in one of three ways:1. Some workshop attendees really don't want their lives to change nor does a greater level of achievement appeal that much to them. Therefore, they do... Read More
How many of you have a corporate web site? Everybody says "Yes".How many of you know its proper URL? OK, most of you.How many of you have read everything on the web site? Numbers are dropping like stones here. How many of you contributed information on the web site? Anybody... Read More
Your choice of materials for store fixtures includes wood, metal, plastic and conglomerate materials such as pressed wood and fiberboard. Depending upon your budget, the weight and size of the product being displayed and the style of your retail establishment, one of these raw materials will serve your needs well.... Read More
Let me tell you about my friend Peter who has four children. With a family of six, he finds buying cars rather trying.Recently he went by himself to buy a new car. Salespeople fawned all over him to show him the latest models; the run-out specials and to try to... Read More
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Sales letters, sent via e-mail or snail mail, are an... Read More
Remember those school exercises that started "Compare and contrast....yada yada... Read More
Have you ever met with, or talked to a prospect... Read More
If you are in Sales, you have probably heard these... Read More
The largest sale that I ever closed was negotiated over... Read More
As a professional service provider you face special challenges promoting... Read More
I've written previously about how to attract customers and how... Read More
Here's a chilling thought. If you were to die tomorrow,... Read More
Back in the days when I sold for CTV and... Read More
There are many tactics and techniques that go into converting... Read More
Lance has what it takes and then some.Did you know... Read More
This is an important and potentially profitable piece of advice.... Read More
Special Requirements for Reprint: we ask only that you include... Read More
? Go through the "no's" to get to "yes." ?... Read More
How many sales opportunities have you lost to competitors who... Read More
Do you hang up on telemarketers? 9 times out of... Read More
You have a great product, but it's not flying off... Read More
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Several years ago I worked with a CPA who wanted... Read More
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
My new job was to sell Commercial Service Agreements. It... Read More
Just about every clothing store uses mannequins. There are many... Read More
It is fairly common for real estate companies and mortgage... Read More
Selling With Purpose What is it about selling that makes... Read More
A few days ago, I was signing copies of my... Read More
We all have people whom we find difficult. We don't... Read More
The best of all worlds is to have a product... Read More
Our world of selling is closed off from other areas... Read More
Going into your workday and waiting for things to happen,... Read More
How many of you made as much money as you... Read More
Imagine you just met someone new. The formalities of names,... Read More
"How do you create a perceived value to differentiate yourself... Read More
Ahh. Selling. Sometimes, this is a word that is dreaded... Read More
Make no mistake that emotions are the driving force behind... Read More
Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More
When it comes to effective selling, one simple fact never... Read More
There are hundreds of books available to teach you how... Read More
They say if you wait long enough, a style you... Read More
How many of you made as much money as you... Read More
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
It is fairly common for real estate companies and mortgage... Read More
Some trainers and sales managers teach that there are prospects... Read More
When was the last time you thanked your customers?This often... Read More
What methods can we use to install confidence into your... Read More
Instead of giving your customers or potential customers a choice... Read More
I was sitting at my desk last week when my... Read More
The best of all worlds is to have a product... Read More
I've been using a technique that has helped me to... Read More
Even in this day of websites, many customers want to... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
When a request for proposal (RFP) comes in, you get... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
Does your Sales Pipeline leak? If you answered no, you... Read More
American consumers have spoken and have done so loudly registering... Read More
Many stores on a budget choose to buy a used... Read More
No matter what you sell--products, services, or causes--one of the... Read More
An important part of your business plan should be to... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
There are seven major reasons why adults continue their pursuit... Read More
The other day, I received the last issue of a... Read More
Being a good listener requires more than just keeping quiet... Read More
You know that word of mouth can grow your business.... Read More
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
How much extra money could you make by closing just... Read More
In the course of my career, I've had to deal... Read More
Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More
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