Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.It's not pretty.The customer may not even be... Read More
Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness.One of the most significant business information... Read More
When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior?Unfortunately, most companies drastically underestimate the amount of time and effort that must be invested to accomplish behavioral change.... Read More
Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top... Read More
In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese! When we obtained the farm I wanted... Read More
We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID!Maybe this list will serve as a helpful... Read More
When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation:1. Personality researchers assume that people are predisposed to sales and that there exists an 'ideal' sales personality. From experience alone you will know people of... Read More
Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests ? in seven... Read More
Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain."Do you want to brush with the red or blue toothpaste?" her dad asked gently."Blue," she says, glad to be given the opportunity to make a decision.Ten minutes later, Kara was... Read More
Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. Here is one word that you'll want to avoid using as much as possible when you are selling... Read More
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Setting prices is a dilemma most service business owners encounter... Read More
Have you ever tried to explain to someone what you... Read More
You are about to speak to a potential client, go... Read More
1. Negotiate with e-zine publishers to get free or discounted... Read More
In his classic book, "Think and Grow Rich", Napoleon Hill... Read More
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More
What are values? Values are filters that everyone uses to... Read More
My silent fish tank was no more. Enough water had... Read More
Marketing and sales co-exist and work in tandem beautifully if... Read More
Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More
The next time you're shopping for clothes in a department... Read More
If you want a truly successful business, you need to... Read More
I just finished reading another sales copy ending with the... Read More
Just a few critical distinctions can supercharge your communication skills:1... Read More
What's that you say? You can't sell?Oh, you must be... Read More
Assumptions can kill a sale. In my sales training workshops,... Read More
I'm not a fan of "The Donald" and I had... Read More
Some people say we live in the Information Age.I call... Read More
I bought a second pair of reading glasses from my... Read More
Seems almost every situation in our lives is centered on... Read More
Just because we receive a referral, it doesn't mean that... Read More
The art of backend sellingThe backend sale can be more... Read More
Do you have any idea what your customers have experienced... Read More
Mastering the "art of selling" is simply knowing how to... Read More
Performance and motivation are like chocolate & peanut butter; the... Read More
"There are three kinds of salespeople; those who make things... Read More
Losing a sale can be disheartening, especially if you lose... Read More
First and foremost are you thinking Strategically? "Do you have... Read More
Language is one of the most important tools you have... Read More
The reason why you have a job in sales is... Read More
It is one thing to make a sales presentation, but... Read More
"Leadership rests not only on outstanding ability. It also rests... Read More
This is a stupid question but it has to be... Read More
Seems almost every situation in our lives is centered on... Read More
If you've been in sales for any length of time,... Read More
As a salesperson, your ultimate goal, of course, is to... Read More
Cold calling may now be outdated. People have become defensive... Read More
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
The "Three Cs" in building customer relationships are a key... Read More
Education plus Motivation is a powerful formula. But how do... Read More
This issue's topic on sales prospects comes in response to... Read More
You are about to speak to a potential client, go... Read More
Imagine you've just thrown a rock into a pond. SPLASH!... Read More
Friends buy from friends. Why? Because people trust that their... Read More
What was the quickest rejection you ever got? 2 minutes... Read More
For many individuals in business the hardest part is selling.... Read More
There is a new trend in the way wood decks... Read More
Selling is everyone's lifeblood whether they realize it or not.... Read More
Salesmanship is the force that moves business. Without it all... Read More
Just because we receive a referral, it doesn't mean that... Read More
Some years ago I read and interesting story that illustrated... Read More
1. You could end your ad copy with a discounted... Read More
When I researched the field of using personality inventories to... Read More
I've been getting lots of email from my readers lately.... Read More
When I broke into sales in 1986, I read several... Read More
Did you ever meet someone with whom you just clicked?... Read More
Obviously, you can not know all of the things that... Read More
In the day-to-day operation of an online business we can... Read More
When selling a product to a consumer, one of the... Read More
Developing an abundant supply of targeted referrals is the number... Read More
There's an old saying, "Don't air your dirty laundry".If you're... Read More
1. Negotiate with e-zine publishers to get free or discounted... Read More
Sales marketing online is an art that you must keep... Read More
If you've been in the small business computer consulting industry... Read More
There are always some great, fast and easy ways to... Read More
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