Probe Before You Sell
When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.This is commonly referred to as "needs based selling."The most effective way to find out about your customers needs, is... Read More
The Business of Closing the Sale Without Killing It
You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind.Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction, desire, and decision and action.While you are giving your sales... Read More
Positioning for Profits!
Last Friday, I was spending one last day of freedom with a dear friend who was expecting to have her first baby at any minute. We decided to hang out by the pool.On the way there, we stopped to pick up some lunch to eat pool-side. Given the choice of... Read More
Humanize the Sales Process
Q & AQ. Sometimes when I'm presenting to clients, I sense that the customer tunes out. Is there a better way to communicate with a customer or engage them?A. Salespeople get caught up in the hype of their own product and lose touch with their client's reality sometimes. You may... Read More
3 Tips to Get Clients Now
"I need more clients!" wails Steve, a 32 year old Boston-based financial planner, echoing a familiar refrain. Poised and well spoken, Steve is after the same high net worth individual as others in his field. How can he rise above his competition?One of the more innovative yet inexpensive ways of... Read More
What You Can Learn From The Movie Business
Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood. He's a boy from Canada who gave up his much-loved... Read More
Three Ways To Get A Prospect To Say Yes To Your Offer
Here are three proven ways that will increase your sales:1. Implement A Risk-Reversal StrategyBefore a prospect becomes a client, they want to be 100% sure that your product or service will work for them. They want to know that you will deliver on your promises. The prospect has never used... Read More
Sales Skills for the Non Sales Professional
Have you ever wondered how in the heck you're going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't... Read More
More Sales with Less Selling
Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets?The smell of fresh... Read More
Close More Sales With This Very Simple 3 Step Sales Process.
As Financial Services Sales Professional you need to build trust and rapport in order to close more sales. By using a simple 3 Step Sales process you will able to close more sales and earn more commissions.Step 1 - Contacting the LeadFor most Financial Services Sales Professionals making that phone... Read More
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The Five Most Common Mistakes Salespeople Make
Over the decades that I've been involved in sales, I've... Read More
Six Simple Steps to Increase Sales and Decrease Stress
Have you ever found a lead on a scrap of... Read More
Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch
Why are some sales pitches more persuasive than others? Are... Read More
Achieving Sales Goals Requires Drive & Motivation
How did you do this past year on your sales... Read More
Value Add Negotiating for Sales Professionals
Imagine this scenario. You are a sales representative for Baker... Read More
As They Approcah the Finish Line... The Winner Is?
Recently, right before I was about to deliver a motivational... 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
7 Phrases You Cant Say in Sales
7 Phrases You Can't Say in Sales (Because They Will... Read More
Using the Consultative Approach to Gaining Sales
What do we mean by a consultative approach?When you hear... Read More
Cross-selling for Increased Sales, Profits, and Customer Satisfaction
Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More
Top 5 Characteristics of Great Salespeople
I am a big believer that great salespeople generally realize... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
Successful Sales People Know Which Differentiators Matter
Know where to focus. Not everyone evaluates product solutions with... Read More
Closing The Sale
So -- you've just gotten off of the phone with... Read More
A Sale in 30 Seconds? Its all in the Greeting
It has been said that a customer makes a decision... Read More
The Top 7 Sales Blunders
We all make mistakes when selling our product or service.... Read More
You CAN Be a Great Salesperson!
When you are in sales, you have the choice to... Read More
Customers Want You to Ask for the Money
Many years ago, I was the one starting a small... Read More
Eliminating Objections to Increase Sales
You want to increase the flow of sales revenue, but... Read More
Top Ten No Money Promotion Ways That Create New Clients and Fast Sales
Better than offline promotion such as press releases, talks, or... Read More
Date Your Customer!
Yes, you heard me right; I said "Date your clients!"... Read More
The Processionary Caterpillar Syndrome Costs You Sales?
Some years ago I read and interesting story that illustrated... Read More
How To Get Clients To Take Immediate Action
Are you tired of excuses? Looking for a persuasion technique... Read More
7 Quick and Easy Ways To Multiply Your Sales
There are always some great, fast and easy ways to... Read More
Stop Selling! for the Million Dollar Contract
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
7 Ways to Cut Loose from Old Sales Thinking
Sooner or later, we all backslide into old ways of... Read More
Sales Trap - We Love to Talk, But Need to Listen
My research has clearly shown that, when it comes to... Read More
Really WINNING Over Customers
Three qualities are needed to sell anything in life. They... Read More
3 Steps To Immediately Increase Sales
Want to increase sales within your company? It's not as... Read More
11 Powerful Methods of Sales Lead Generation
Are you searching for new and innovative ways of sales... Read More
3 Steps to Immediately Improve Sales
Want to increase sales within your company? It's not as... Read More
5 Ways to Increase Business Sales by Contacting Your Existing Customers
One of the best ways to increase your sales and... Read More
Prep Your Customer
When I first moved to Seattle, I worked for 9... Read More
Focus On The Customer: The Only Secret To Closing
People are always looking for ways to close the sale.... Read More
Got Sales Objections? Wheres Your Value?
A sales manager who reads this newsletter regularly suggested the... Read More
More Customers! Less Work!
Wouldn't it be nice if there were an inexpensive method... Read More
Top 5 Characteristics of Great Salespeople
I am a big believer that great salespeople generally realize... Read More
Reaching Goals in Direct Sales
From surveys and experience, we've noticed many setting excellent goals... Read More
Sneaky Sales Tactics
The reason why you have a job in sales is... Read More
Get Leverage & Increase Your Sales Results Immediately!
Have you ever started something and not completed it? Or... Read More
Increase Your Influence, Increase Your Sales
Selling is everyone's lifeblood whether they realize it or not.... Read More
The Art And Science of Closing - How To Close More Sales Right Now
One of the questions I often get asked as a... Read More
How Salespeople Can Create Immediate Believability And Credibility
It pays to be specific. I believe that statement is... Read More
Successful Selling in 21 Steps
1. Dependability was chosen as the most important.2. Integrity was... Read More
Equal Chance of Winning The Sale? Bah!
Are you going to win this deal? With just less... Read More
Hello! I Cant Sell!
What's that you say? You can't sell?Oh, you must be... 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
7 Sales Skills to Improve On
The following 7 sales skills are what I have found... Read More
Eliminating Objections to Increase Sales
You want to increase the flow of sales revenue, but... Read More
The Ultimate Think Differently Sales Tip
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
Evaluating Your Customer
It is one thing to make a sales presentation, but... Read More
Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales
If you knew a few sure fire ideas that have... Read More
Closing The Sale
Several weeks ago I asked my Newsletter subscribers to send... Read More
A Revolutionary NEW Dimension in Sales
A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More
Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!
I know you've heard this a thousand times, but from... Read More
In Sales - Heres News You Can Use
Here's an idea on how to make reading the daily... Read More
Better Listening Skills = More Sales
Today's business environment is intrinsically tied together by ongoing information... Read More
Like It or Not... You?re in SALES!
Mention the word sales or salesman and two out of... Read More
The 12 Dumbest Things Salespeople Do
We all make mistakes and some salespeople seem to make... Read More
Secrets to Getting in Front of Your Best Prospects
As a salesperson, your ultimate goal, of course, is to... Read More
The Top 10 Powerful Tools for Growing Sales Through Creating Connection
Your mission as a business owner is to develop a... Read More
Increase Your Sales Without Spending Another Cent
Many home business owners lament they don't have enough cash... Read More
How To Attract Buyers Using The Right Sales Terminology
It is always important that you use the right terms... Read More
Positioning for Profits!
Last Friday, I was spending one last day of freedom... Read More
The Choice between Yes and Yes: A Psychological Revelation
Three year old Kara was throwing a tantrum. She didn't... Read More
How to Master the Art of Salesmanship
I put together this little article because, although basic, we... Read More
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