I learned something very interesting this week. Thankfully, what I learned was really at no one's expense. What I learned is that when you are on a sales call and you believe there is a possibility (even a remote one) that you may close, always take your contract or letter... Read More
After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them address what approachability means. Or maybe they just don't take the time to define it, stress its importance and offer suggestions on how to maximize... Read More
We would all like to think that our product or service is flawless. More importantly, we would like for others to believe that as well. But no matter what you sell, a drawback (sometimes several) will always exist, even if only in the mind of your reader-prospects. Either way, you... Read More
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends.This way you can ensure having their business forever.When working as a branch manager a few years back, I... Read More
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
There are many fund raising ideas on the market today for anyone that is looking for them. Fund raising ideas are easy to come up with and are very successful in some cases. Before you start on fund raising there are a few things to do to make it as... Read More
You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. You've just given the customer the price. They look at each other. He says, "Okay. Thanks for the quote. Well get... Read More
Selling is as much an art as it is a skill. The basics of the selling process can be learned by anyone, but the practice of selling is something that the super star sales people have brought to an art level.What gets them to that level?1. Superstars develop their own... Read More
Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There's the possibility of repeat business worth many billable hours at respectable rates.But the best clients are not always the easiest to get. If you don't grasp the... Read More
A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared the stage with some amazing bands, but at the very top of my list were The Rogues.We first met The Rogues last year at the Texas Renaissance Festival. Since then I've been a big fan... Read More
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Hypnosis has been a taboo word for far too long.... Read More
This evaluation is not for the "weak-kneed". Real questions to... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
There are many fund raising ideas on the market today... Read More
Let me tell you about my friend Peter who has... Read More
Hello, do you have a website and sell something on... Read More
Lance has what it takes and then some.Did you know... Read More
For centuries ? at least since the serpent convinced Eve... Read More
If you are in Sales, you have probably heard these... Read More
When it comes to buying mortgage leads, there are many... Read More
A few days ago, I was signing copies of my... Read More
One of my first internship jobs as a college student... Read More
In my opinion, the most overrated topic in sales training... Read More
No matter what you sell--products, services, or causes--one of the... Read More
1. When you make your first sale, follow-up with the... Read More
Ever feel like you were "just a salesperson"? I think... Read More
Where many marketing conversations get off-track are the ones you... Read More
The other night I was watching a classic western from... Read More
Usually my essays discuss the issues that the 'sales' method... Read More
We are complex. We confidently assert that we are independent... Read More
Business owners of long standing know the cardinal rule "take... Read More
Value is in the Eye of the BeholderSales today is... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
So now the time has come to invest in Lead... Read More
The success of a small business depends upon a steady... Read More
You stand there, in front of your great presentation material,... Read More
"If you do anything foolish or try to get out... Read More
The headline that appears over the salutation in a fundraising... Read More
You can make a difference in the second half! You... Read More
"Accepting the consequences, good or bad, will free you; take... Read More
Selling your products at shows can be difficult when you... Read More
"I am Sam. Sam I am. Do you like green... Read More
You're not alone. Most people are uncomfortable walking into a... Read More
The most effective prospecting techniques were revealed in the August... Read More
Female mannequins are very common in clothing stores. They are... Read More
Selling--a word that strikes terror in writers and professionals. We... Read More
You have a great product, but it's not flying off... Read More
"I am Sam. Sam I am. Do you like green... Read More
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
Most business people will tell you that selling is not... Read More
You have just walked out of the office of a... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
"If you don't think well of yourself, no one... Read More
What comes to mind when you think of networking --... Read More
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
Instilling urgency in a prospective customer can make the difference... Read More
The other night I was watching a classic western from... Read More
Selling is a tough job, and sometimes you may need... Read More
Special Requirements for Reprint: we ask only that you include... Read More
Your proposal is selling for you when you're not there,... Read More
You can make a difference in the second half! You... Read More
Use Bundling To Increase Your Profits And Sales An effective... Read More
What methods can we use to install confidence into your... Read More
To be effective your sales letter must be opened, read,... Read More
Your business is making profits, but where is the cash?... Read More
Can you close a sale in just seven seconds? If... Read More
The difference between antique or vintage store fixtures and used... Read More
Some of the best sales people I have ever met,... Read More
The need for good proposals - the business kind, not... Read More
Products for sale need to be displayed in a manner... Read More
When you are in sales and you come across a... Read More
Whether you're a conventional sales person, a professional ? such... Read More
Why do we get into sales? Typically it is two... Read More
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
We would all like to think that our product or... Read More
First, recognize that motivation is an inside job. The word... Read More
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