Great Telephone Skills

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

Dr. Seuss?s 3-Step Selling Process

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

Sell More: How to Get Motivated Buyers To Call You First

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 Isnt the Same

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

The Prejudging Predicament

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

Whats the Secret to Repeat Business?

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

Expert Qualities in Sales

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

How Sellers Can Take Control

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

Seminars for Prospecting

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

Wholesale Secrets Revealed: The Holy Grail Of Wholesale!

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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Showing 1 - 10 of 422 Articles
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Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More

Your Voice is Your Instrument

On an introductory call, your voice is your instrument. During... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Freebies

Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... 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

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

Why Write a Sales Letter for Each Product?

Authors/publishers are great at getting their books written. Entrepreneurs know... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More

The Power of Thank-You

When was the last time you thanked your customers?This often... Read More

Money Does Talk!

When buying something, you can buy in one of two... Read More

The History of Sales: Dale Carnegie is Still with Us

I've recently been hearing sales companies talk about how they... Read More

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... Read More

Complacency and Fear are Sales Busters

Prospecting is the engine that propels anyone in sales. Without... Read More