Five Things More Important to Buyers than WHAT Youre Selling - I

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

Sales Letters - How to Write Them

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

Know What You Are Selling As If You Were Buying It

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

Dead Silence From Your Prospect: The Worst Sound Of All

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

10 Incredible Ways To Sell Your Products Now

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

60 Ways to Increase Your Mail Order Catalog Sales

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

Breaking Through The Comfort Zone Barrier

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

EXHIBITORS - Check Your URL

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

The Benefits of Metal Store Fixtures

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

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

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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5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada... 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

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

An Ideal Selling Situation

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

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions

There are many tactics and techniques that go into converting... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who... Read More

Why Executives Wont Take Your Call

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

9 Packaging Problems That Lose Sales

You have a great product, but it's not flying off... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call"... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

Mortgage vs. Real Estate Lead Generation

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

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More

10 Tips To Overcome Your Fear Of Selling

Ahh. Selling. Sometimes, this is a word that is dreaded... Read More