Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of public. However, since both parties may not see each other face-to-face, a telephone conversation may not lead to favourable results; on the flip side, it... Read More
Hello Everyone: Here's a unique look at learning how tosell: "I am Sam. Sam I am. Do you like green eggs and ham? Wouldyou like them here or there? Would you like them in a box,would you like them with a fox?" Most people have read the Dr. Seuss tale... Read More
How many sales opportunities have you lost to competitors who seemed to have the inside track? It's likely your prospect purchased from their emotional favorite.Selling goes beyond communicating the value of your products and services. Selling is about communicating the value of doing business with you. It is about connecting... Read More
Selling To Women - Selling To Men - It Isn't the SameNow let's not fall into the old style car salesman's trap of believing that men are interested in what goes on under the bonnet and women are only interested in what colours you can get and whether it has... Read More
There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects. Do not put labels on people. "All purchasing agents expect . . ." Don't assume you know anything if you haven't ask... Read More
When you think about ways to gain repeat business from your customers, you probably turn your thoughts to marketing efforts such as advertising, public relations and other means that will allow you to repeatedly be seen. However, without one particular element included in your plan, your efforts to entice customers... Read More
If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.Why is it that when a doctor recommends a... Read More
For centuries ? at least since the serpent convinced Eve to eat the apple ? sellers have assumed that getting the right information about a product into the right hands would offer a good chance of a sale.But if you look at the numbers over the years, the success rate... Read More
The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to attract attendees, without sounding too much like a sales pitch with breakfast thrown in. Topics can be about the latest advances and/or technology in your... Read More
Like the legendary search for the Holy Grail, the cup that Jesus drank from at the Last Supper, the same "holy crusade" goes on today by veteran and newly anointed business owners for the perfect wholesale, surplus, and drop-shipping resource. They believe that divine intervention will lead them to suppliers... Read More
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Recently, I wrote about about creating specific, compelling goals that... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
On an introductory call, your voice is your instrument. During... Read More
In the work place, the amount of good things that... Read More
When you are in sales and you come across a... Read More
If you need to hold a fundraiser and don't know... Read More
Virtually every business you contact has this question in their... Read More
Selling your products at shows can be difficult when you... Read More
You stand there, in front of your great presentation material,... Read More
As a professional service provider you face special challenges promoting... Read More
Your business is making profits, but where is the cash?... Read More
One disadvantage of selling by telephone is the lack of... Read More
Looking for new leads, new contacts, new business opportunities? Do... Read More
Here's a chilling thought. If you were to die tomorrow,... Read More
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
There are many ways to sell and have fun doing... Read More
"If you do anything foolish or try to get out... Read More
If you are in Sales, you have probably heard these... Read More
You've polished your sales page over and over againuntil it's... Read More
The USP (Unique Selling Proposition) is based on the assumption... Read More
The largest sale that I ever closed was negotiated over... Read More
This issue's topic was suggested by a sales rep for... Read More
I've written previously about how to attract customers and how... Read More
Have you ever shopped at Walmart and thought... I need... Read More
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Sales is all about negotiating. You are negotiating from the... Read More
When was the last time you thanked your customers?This often... Read More
When buying something, you can buy in one of two... Read More
I've recently been hearing sales companies talk about how they... Read More
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
There's a direct correlation between sales experience and prejudging. The... Read More
Prospecting is the engine that propels anyone in sales. Without... Read More
Growing up in the South, I used the phrase "big... Read More
ReferralsA substantial part of your business can come from referrals.... Read More
Alexander Graham Bell once said, "When one door closes another... Read More
Have you ever wondered why some people use long sales... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
Recently I wanted a new lawn mower as we have... Read More
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
I've been using a technique that has helped me to... Read More
Your business is making profits, but where is the cash?... Read More
Doing business over meals is a ritual that has existed... Read More
There are many fund raising ideas on the market today... Read More
I really just don't get it.How can so many businesses... Read More
Now business owners and sales professionals can develop a Faster... Read More
Being a good listener requires more than just keeping quiet... Read More
The March, 2004, issue of Psychology Today reports on an... Read More
Do you hang up on telemarketers? 9 times out of... Read More
Everyone wants the best possible value in every transaction, but... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
So often sales men and woman are the very people... Read More
I am sure you are familiar with the phrase, "I... Read More
1. Mail to your customers more often. If you are... Read More
"How do you create a perceived value to differentiate yourself... Read More
Hypnosis has been a taboo word for far too long.... Read More
It is important that organizations find other companies to do... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
Normally in this column I dispense highly-intelligent small business advice... Read More
After careful consideration, we have chosen our vendor, and it's... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
There are seven major reasons why adults continue their pursuit... Read More
The customers you already have could be your biggest lead... Read More
After reading and researching thousands of books, articles and other... Read More
Always give a reason for the sale for credibility. 1.... Read More
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