The Basic Secrets of A Million Dollar Sales Letter
"Accepting the consequences, good or bad, will free you; take a risk, but be aware that things sometimes turn out differently than you expected." -Marcia WiederNo matter what you try to sell, you really won't sell anything without getting a prospective buyer to purchase your product or service. In attempting... Read More
Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"Miracles are your responsibility! What does that mean? Simple...You have a responsibility to create miracles in your own life. The responsibility lies on your shoulders. You cannot blame anyone else, and you can't look outside of yourself for someone else to create the... Read More
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need to appear tough in order to get the sale.As a salesperson (whether in person or in print) you don't have to appear to the customer as being needy of the sale. Many times, the opposite can work quite effectively, that... Read More
How to Generate Leads on the Internet
In the last decade, the Internet has become a major commercial force. Not only do online sellers like Amazon.com have huge sale numbers, but nearly all successful businesses must utilize the Internet in order to stay competitive in the modern market. There are many ways that the Internet is used... Read More
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that... Read More
A Look at Mannequin Heads
A mannequin head is a life-size head that includes all of the features of a human face. Mannequin heads can be used in several different situations. They can be used to model hats, wigs, makeup, or be used as practice dummies by people learning to cut hair in beauty school.... Read More
Creating Your Perfect Pitch!
Why should you describe your business to others in 5 to 10 seconds?How long do you think you have to get anyone's attention? 5 minutes? 2 minutes? 30 seconds? It is actually 10 seconds. I know it does not seem like a long period of time but you will be... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange for me, the author of the book "Up Your Income! Solution Selling for Profitability" to cast aspersions on the merits of this approach. Nevertheless like... 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
The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I suspect that the problems cropping up in the sales arena these days ? the increased length of the sales cycle, the increased levels of competition... Read More
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Program Your Biocomputer For Sales Success
Selling isn't something you do to people, it's something you... Read More
Understanding The Corporate Buyer
Selling your services to corporations is an attractive proposition. The... Read More
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If... Read More
My Competitor Has a Better Product
The topic of this issue's article is a response to... Read More
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
The Benefits of Display Mannequins
Mannequins are primarily used in stores to display clothing. A... Read More
Im A Second-Story Man
Can you say who you are and what you do... Read More
Casual Networking
What comes to mind when you think of networking --... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling... Read More
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being... Read More
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you... Read More
Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to... Read More
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant,... Read More
Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions
There are many tactics and techniques that go into converting... Read More
Wholesale Secrets Revealed: The Holy Grail Of Wholesale!
Like the legendary search for the Holy Grail, the cup... Read More
Handling Objections
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
A Look at Mannequin Heads
A mannequin head is a life-size head that includes all... Read More
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up."... Read More
Why Write a Sales Letter for Each Product?
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.Forget selling and start... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
How to Sell High Tech Solutions
Many companies are looking to improve upon the speed, security,... Read More
Diverting the Flow of Customers to Your Business
I was a lucky kid when I grew up. Lucky,... Read More
Overcoming the Fear of Selling
For many of you the Fear of Selling is a... Read More
Cracking The Billable Hours Ceiling
How many of you made as much money as you... Read More
Powerful Words
Hi, I'd like to discuss the most powerful words you... Read More
Your Direct Mail Sales Letters Must Differentiate You
For two winters I heated my house with an old... Read More
How To Shorten The Selling Cycle And Reduce Buying Stalls
The main reason for buyer resistance and selling stalls boils... Read More
Breaking the Ice and Winning Over the Client
Wherever you turn these days you'll find articles covering every... Read More
Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)
The headline that appears over the salutation in a fundraising... Read More
Lock, Stock, and Barrel!
The other night I was watching a classic western from... Read More
17 Tips for Bringing Your Event to Life
Your job as an event planner doesn't stop with the... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation.... Read More
Ask for the Business
Many times in the process of making a sales presentation... Read More
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just... Read More
Doomed Before You Dial?
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
Count Down To An Advert
There are hundreds of books available to teach you how... Read More
What is a Pitch?
I've been training in countries outside the U.S. recently, and... Read More
A Brief History of the Sales Profession
The formula for defining a "profession" is similar throughout many... Read More
How to Build A Steady Stream of Customers--Step One
The success of a small business depends upon a steady... 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... Read More
The Basic Secrets of A Million Dollar Sales Letter
"Accepting the consequences, good or bad, will free you; take... Read More
Are You a Cultivator or a Harvester?
As a result of providing marketing consulting, training and coaching... Read More
Caring - The Secret Sales Strategy
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... 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
How Can Fundraising Consulting Help Us Raise Money?
If you need to hold a fundraiser and don't know... Read More
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to... Read More
Four Easy Steps To Building A Powerful Employee Incentive Program
Want to build a successful incentive program for your company?... Read More
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from... Read More
Plan For Your Next Trade Show Appearance To Be A Success
Most people who consider trade show planning think of it... Read More
How to Generate Leads on the Internet
In the last decade, the Internet has become a major... Read More
Picture Yourself a Winner
In the work place, the amount of good things that... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let... Read More
Generating Sales Leads
Any company that relies on selling a product or service... Read More
How to Eliminate Objections to Price
Have you ever stepped your way through the sales process... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for... Read More
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other... Read More
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers... Read More
Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing
According to the Direct Marketing Association, in 2003 U.S. direct... Read More
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