Gatekeepers
When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.I've... 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 the seller in financial services. The customer buys and the seller sells. The customer is focused on their wants as much as needs, and whilst the seller often says they are focused on the customer's needs, all too often the... Read More
Lead Companies, Eight Features To Consider
So now the time has come to invest in Lead companies, but how do you know which one is the right one for you?When I was a new loan officer, finding a lead company was not easy, I can remember logging onto Yahoo, typing in the key word "mortgage leads"... Read More
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a trade show, but this year you want to make your trade show booth popular in order to garner more business and have no idea how to do it. Actually, it really is quite simple to make a popular trade show... 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
Business is Great; I?m Just Not Selling Anything!
Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. Then, you had another great idea-to sell your first great idea on the Internet! What better way is there to market and sell your idea to the world,... Read More
Customer Loyalty in the Technology Industry
For technology companies, service after the sale has emerged on equal footing with innovation as a competitive advantage.As technology-related products and services touch nearly every area of our lives and our businesses, technology has become integrated in how we communicate, learn, work, and entertain ourselves. Our appetite for technology products... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up "widgets."She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much."When that happens, are you prepared?As an excercise, make a list of 20 "reasons why" your services are worth your fees.Why is life better with your offer? Have... Read More
Do You Have Enough Prospects To Make Your Numbers?
Several years ago I worked with a CPA who wanted 20 new clients. We came up with a great direct marketing campaign that brought in 10 leads per 1,000 letters. His closing rate was 10%, so after his first few clients came on board, we calculated that acquiring new clients... Read More
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Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More
How to Sell High Tech Solutions
Many companies are looking to improve upon the speed, security,... Read More
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process... Read More
Who Takes Your Money
Your business is making profits, but where is the cash?... Read More
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
A Simple Truth - Authentic Sales Tip
A Simple TruthDo you have the right stuff?Are you consistent... Read More
Value-added Selling?
"Value-added." That word is used so much it has become... Read More
Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions
There are many tactics and techniques that go into converting... Read More
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to... Read More
How To Make An Extra $100,000.00 Each Year
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More
Selling Is Not A Dirty Word
Selling--a word that strikes terror in writers and professionals. We... Read More
Top 10 Ways to Sell your Product or Service While you Sleep - Part 1
Have you wasted valuable time and money on promotion that... Read More
Before They buy What You Say - 10 Steps To Selling Yourself
You are the productWe're all in the selling business whether... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds... Read More
What Not To Do With Your Leads
Anyone that works in sales knows just how important it... Read More
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or... Read More
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running... Read More
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
What is Lead Generation?
Lead Generation is vital to all businesses. All companies try... Read More
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it... Read More
Creating Your Perfect Pitch!
Why should you describe your business to others in 5... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
The Top 10 Ways to Add Extra Value
Everyone wants the best possible value in every transaction, but... Read More
Selling ? Remember These Ten Rules and Succeed
There are thousands of books and seminars on how to... Read More
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... Read More
The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice... Read More
Build & Protect Your Confidence
I can remember the first time that I had to... Read More
Stop Screwing Up Your Sales Letter
"Sales Letter"... that's your web site's sales page. The page... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
My Competitor Has a Better Product
The topic of this issue's article is a response to... 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
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... Read More
Flea Marketing Lessons
A few days ago, I was signing copies of my... Read More
No Regrets
Here's a chilling thought. If you were to die tomorrow,... Read More
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of... 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
Connecting with Customers
I just got off the phone with a friend of... Read More
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Mindset Over Materials: The Secret Weapon of Sustainable Sales Success
Long-term sales success has less to do with skills or... Read More
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality... Read More
Unique Selling Propositions
If you have competitors, then you should have at least... Read More
Dress as Though You Mean Business
Could casual Friday be undermining your leadership ability?One of the... Read More
Take the Contract with You
I learned something very interesting this week. Thankfully, what I... Read More
What Do Mobile Auto Detailers Clean When it Rains?
A mobile auto detailer and their profits are tied to... Read More
10 Incredible Ways To Sell Your Products Now
1. Make your reader visualize they have already bought your... Read More
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to... Read More
Sell With KISS, As In Keep It Simple, Stupid
One of the most useful and fundamental communications lessons that... Read More
Use Bundling To Increase Your Profits And Sales
Use Bundling To Increase Your Profits And Sales An effective... Read More
Creating More Effective Proposals
The need for good proposals - the business kind, not... Read More
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice... Read More
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over... Read More
A Stupid Question, but it has to be asked
This is a stupid question but it has to be... Read More
Selling Commodities
"How do you create a perceived value to differentiate yourself... Read More
Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
Throw Out Your Selling Language - Unlock Your Natural Voice
I was sitting at my desk last week when my... Read More
Why People Use Long Sales Copy
Have you ever wondered why some people use long sales... Read More
Needs Based Selling
I am sure you are familiar with the phrase, "I... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the... Read More
Psychological Tricks in Selling
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
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