Do You Fold Like A Taco?
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
Better Listening Skills = More Sales
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
Whats Your Sales Training Goal - Exposure or Behavioral Change?
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
The Truth About Sale Success!
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
How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?
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
The 12 Dumbest Things Salespeople Do
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
The Myth of the Natural Born Sales Wonder
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
Boost Your Productivity, Networking and Sales: Make an Impression
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
The Choice between Yes and Yes: A Psychological Revelation
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
Sales Language: Whats Wrong with But?
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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Want to Make More Money? Fish in a Bigger Pond!
Setting prices is a dilemma most service business owners encounter... Read More
Nine Competencies of the Complete Sales Professional
Have you ever tried to explain to someone what you... Read More
A Simple Sales Strategy: Talk to Yourself!
You are about to speak to a potential client, go... Read More
10 Great Ways To Generate More Sales
1. Negotiate with e-zine publishers to get free or discounted... Read More
11 Secrets to Leadership in Sales
In his classic book, "Think and Grow Rich", Napoleon Hill... Read More
Are You Deaf? Dumb? Blind at Trade Shows?
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
A Revolutionary NEW Dimension in Sales
A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More
Leverage Avoidance Values for Irresistible Selling
What are values? Values are filters that everyone uses to... Read More
Transforming Problems into Sales
My silent fish tank was no more. Enough water had... Read More
Marketing Vs. Sales
Marketing and sales co-exist and work in tandem beautifully if... Read More
Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors
Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More
One Simple Persuasion Secret That Will Blow The Roof Off Your Sales
The next time you're shopping for clothes in a department... Read More
Psychology of Converting a Prospect to Money
If you want a truly successful business, you need to... Read More
When The Clock Strikes Twelve!
I just finished reading another sales copy ending with the... Read More
Three Secret Keys to Persuasion Magic
Just a few critical distinctions can supercharge your communication skills:1... Read More
Hello! I Cant Sell!
What's that you say? You can't sell?Oh, you must be... Read More
Assumptions ? The Hidden Sales Killer
Assumptions can kill a sale. In my sales training workshops,... Read More
Youre Hired... I Think
I'm not a fan of "The Donald" and I had... Read More
Shout At Your Customers - Theyre Hard of Hearing!
Some people say we live in the Information Age.I call... Read More
More Sales - You Must Keep Asking
I bought a second pair of reading glasses from my... Read More
You Dont Need Health Insurance!
Seems almost every situation in our lives is centered on... Read More
Make Your Referrals Count
Just because we receive a referral, it doesn't mean that... Read More
The Art of Backend Selling
The art of backend sellingThe backend sale can be more... Read More
Make More Sales By Creating How To Use It Product Updates
Do you have any idea what your customers have experienced... Read More
How To Master the Art of Super Salesmanship
Mastering the "art of selling" is simply knowing how to... Read More
Sales Performance and Motivation: How to Get Your Edge Back
Performance and motivation are like chocolate & peanut butter; the... Read More
Three Types of Salespeople
"There are three kinds of salespeople; those who make things... Read More
Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway?
Losing a sale can be disheartening, especially if you lose... Read More
How To Go Perpendicular In Your Sales Territory
First and foremost are you thinking Strategically? "Do you have... Read More
Sales Language: Whats Wrong with But?
Language is one of the most important tools you have... Read More
Sneaky Sales Tactics
The reason why you have a job in sales is... Read More
Evaluating Your Customer
It is one thing to make a sales presentation, but... Read More
The Changing Role of the Sales Consultant
"Leadership rests not only on outstanding ability. It also rests... Read More
A Stupid Question
This is a stupid question but it has to be... Read More
You Dont Need Health Insurance!
Seems almost every situation in our lives is centered on... Read More
The Road to Pendingville is Paved with Good Intentions
If you've been in sales for any length of time,... Read More
Secrets to Getting in Front of Your Best Prospects
As a salesperson, your ultimate goal, of course, is to... Read More
Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling
Cold calling may now be outdated. People have become defensive... Read More
Stop Selling! for the Million Dollar Contract
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
Successful Sales Strategies: Winning the Close Ones
The "Three Cs" in building customer relationships are a key... Read More
Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!
Education plus Motivation is a powerful formula. But how do... Read More
Sales Prospects Avoiding You?
This issue's topic on sales prospects comes in response to... Read More
A Simple Sales Strategy: Talk to Yourself!
You are about to speak to a potential client, go... Read More
The Rock and Ripple Effect: 3 Ways to Splash to Sales Success
Imagine you've just thrown a rock into a pond. SPLASH!... Read More
Making Sales is Easy When You Learn How to Make Friends
Friends buy from friends. Why? Because people trust that their... Read More
Resistance Training for Sales People
What was the quickest rejection you ever got? 2 minutes... Read More
Sales 101
For many individuals in business the hardest part is selling.... Read More
Pressure Washer Business; Cleaning Composite Decks
There is a new trend in the way wood decks... Read More
Increase Your Influence, Increase Your Sales
Selling is everyone's lifeblood whether they realize it or not.... Read More
The Makings of a Salesman
Salesmanship is the force that moves business. Without it all... Read More
Make Your Referrals Count
Just because we receive a referral, it doesn't mean that... Read More
The Processionary Caterpillar Syndrome Costs You Sales?
Some years ago I read and interesting story that illustrated... Read More
Five Tips To Increase Your Sales
1. You could end your ad copy with a discounted... Read More
The Myth of the Natural Born Sales Wonder
When I researched the field of using personality inventories to... Read More
8 Sales Lead Generation Methods
I've been getting lots of email from my readers lately.... Read More
How to Achieve Sales Goals by Focusing on Activities
When I broke into sales in 1986, I read several... Read More
Instant Rapport: The Key to Sales Success
Did you ever meet someone with whom you just clicked?... Read More
Anticipating the Audiences Reaction
Obviously, you can not know all of the things that... Read More
Maximize Sales and Minimize Returns with Learning Styles
In the day-to-day operation of an online business we can... Read More
Sell Yourself, As Well As Your Product
When selling a product to a consumer, one of the... Read More
The #1 Lead Generation System of Top Sales People
Developing an abundant supply of targeted referrals is the number... Read More
Make More Sales By Airing Your Dirty Laundry
There's an old saying, "Don't air your dirty laundry".If you're... Read More
10 Great Ways To Generate More Sales
1. Negotiate with e-zine publishers to get free or discounted... Read More
Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits
Sales marketing online is an art that you must keep... Read More
Small Business Computer Consulting Freeloaders? and How to Avoid Them
If you've been in the small business computer consulting industry... Read More
7 Quick and Easy Ways To Multiply Your Sales
There are always some great, fast and easy ways to... Read More
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