Selling the Difficult: How to Sell What People Dont Understand How to Buy
I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you. Once we're... Read More
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise. You may feel overwhelmed by the demands of being both owner and employee. You might not have a strong base of effective selling & marketing... Read More
Lance Has What It Takes
Lance has what it takes and then some.Did you know . . .Lance looks at every single detail.He weighs his food every day to maintain proper nutrition.He trains, he does research, and he pays attention to the appropriate technique.He seeks out the best and the brightest when he needs help... Read More
Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane.All hurricanes seem to start out as a blip on a distant radar screen. It grows in size and intensity as it draws closer... Read More
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your clients."If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay. They will not try to undercut you.And if... Read More
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
Overcoming the Fear of Selling
For many of you the Fear of Selling is a huge challenge and obstacle for you from day to day. The first thing you need to do is find out exactly what it is you're afraid of. Are you afraid of success? Believe it or not there this is an... Read More
Im A Second-Story Man
Can you say who you are and what you do in two sentences or less?If someone should ask (in an elevator, get it?) what do you do? You should be able to recite the answer as fast as Robin Williams comes up with a quick one liner.Robin Williams can do... Read More
What Not To Do With Your Leads
Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it's what we do with them once we get them.One of the most critical mistakes a sales... Read More
10 Tips To Overcome Your Fear Of Selling
Ahh. Selling. Sometimes, this is a word that is dreaded and feared by all but the most intrepid business owners. It seems that, even though we all know we need to "sell" our products and services, many of us feel fearful or anxious about actually doing so.These 10 tips are... Read More
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Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales. Consumers... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from... Read More
Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You... Read More
What Are Car Boot Sales?
If you live in England then you will already be... Read More
Prepare to Sell!
Sales is a critical part of any business, including non-profits.... Read More
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's... Read More
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from... Read More
Value-added Selling?
"Value-added." That word is used so much it has become... Read More
How to Make Sure You Sell More!
Make sure you target women. It's true for almost anything... Read More
How Improve Conversion Rates
Do you know your conversion rates? Conversion rate is the... Read More
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact,... Read More
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation.... Read More
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ?... Read More
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've... Read More
How to Lose the Sale Quickly & Easily
Here are five sure-fire ways to guarantee you will not... Read More
Youve Got a Great Business, but Nobody Cares!
I would like to share a disturbing little secret with... Read More
Just Ask!
Instilling urgency in a prospective customer can make the difference... Read More
How to Write Testimonials that Sell CDs Like Magic
"Which is your best CD?"Ever get that question? My band... Read More
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you... Read More
15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word... Read More
Define Your Best Customer
To be more effective at developing relationships, one should always... Read More
Give Up the Need to Sell
Most business people will tell you that selling is not... Read More
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies... Read More
Wholesale Secrets Revealed: The Holy Grail Of Wholesale!
Like the legendary search for the Holy Grail, the cup... Read More
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds... Read More
Store Owners - Five Ideas to Increase Sales
1. Animate your window display.How often do you change your... Read More
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead... Read More
How to Acquire More Leads
The most effective prospecting techniques were revealed in the August... Read More
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
Five Things More Important to Buyers than WHAT Youre Selling - I
Article I of a two-part series.No matter what customers say... Read More
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went... Read More
Program Your Biocomputer For Sales Success
Selling isn't something you do to people, it's something you... Read More
3-Levels Of Successful Selling
Any selling approach that lacks a proven strategy, a practiced... Read More
How To Write A Riveting Sales Letter That Closes Sales
How do you get people's attention and build their interest... Read More
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from... Read More
Is Cold Calling Dead?
Is cold calling dead? And if laws are being passed... Read More
The Never Ending Sale
Once you have added a new customer to your book... Read More
Value Based Pricing, Not Price Cutting
Special Requirements for Reprint: we ask only that you include... Read More
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
Solution-Sell is a Myth!
Who among us is not already up to here with... Read More
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from... Read More
3 Ways To Sell and Have Fun Doing It
There are many ways to sell and have fun doing... Read More
Why I Hate (Most) Benefit Statements
Benefits are what motivate people to purchase from you, right?... Read More
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just... Read More
Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not... Read More
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these... Read More
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
How to Buy Wholesale Store Fixtures for Your Business
It may sound funny, but honestly, if you're opening up... Read More
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The... Read More
Model Dell: The Art of the Affiliate Coupon
Along with having an innovative supply chain, there's another reason... Read More
2 ½ Steps to Sales Success
You have just walked out of the office of a... Read More
How to Write Testimonials that Sell CDs Like Magic
"Which is your best CD?"Ever get that question? My band... Read More
10 Amazing Product Selling Formulas
1. Sell your products at a wholesale price to retail... Read More
An Introduction to B2B Lead Generation
It is important that organizations find other companies to do... Read More
Telling the Value Story
You arrived on time and completed your calculations. You worked... Read More
How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed
I've been using a technique that has helped me to... Read More
Selling To Your Difficult Person
We all have people whom we find difficult. We don't... Read More
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact,... Read More
Top Seven Ways to Write An Order-Pulling Sales Letter
Ready to put your Web pages up? Ready to sell... Read More
An Introduction to Store Fixtures
Everybody is familiar with the old retail chant, "Location, location,... Read More
Long Sales Letters vs. Short Sales Letters
Everywhere I turn, I'm being asked to weigh in on... Read More
Schedule Telemarketing Time For More Success
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Increasing Short and Long Term Profits
"I was at your site for all of two minutes... Read More
Do Your Customers Buy On Price Alone?
Here are four simple things you can do to take... Read More
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