7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me?Try these 7 cold calling ideas for yourself and see... Read More

What Does It Take To WIN A Sale?

What to do when you win or lose.You have given your elevator pitch, you have met with the customer, and you have identified their business value proposition and their business pain as well. Now you have jotted down your proposal, detailing all of the information you have gathered. The proposal... Read More

When The Clock Strikes Twelve!

I just finished reading another sales copy ending with the Deadline Marketing!And it's the sixth I see today saying "If you order by midnight, blah blah blah...."I'm sure you've seen it. And I'm sure you're getting (if not very) a little bored.The deadline trick has proven itself to be overwhelmingly... Read More

Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to take a close look at how Psychology can set you apart from the rest of your competition.Secrets of negotiatingRemember this: no matter how great your product or service, unless you can negotiate innovatively you'll never achieve the success that can... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically didn't like each other, and spent most of the day avoiding one another.Here... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with the same decision criteria.When sitting toe-to-toe with a prospective client, how well do you answer the question, "What sets you apart from your competitor?"Tom Snyder, vice president of Huthwaite ? the creators of SPIN Selling ? says in the audio... 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

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer?One of the first steps in positioning and branding a new company is to craft an elevator pitch. Simply put, an elevator pitch... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I lost the sale because my price was too high."- "I know exactly what my customer wants."- "I can't hold a member of my team accountable for the delays in our project because she won't like me if I do."- "I... Read More

Selling More Effectively as a Trusted Sales Professional - Thirteen Tips

Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully.... Read More

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Showing 1 - 10 of 354 Articles
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Three Essential Questions You Must Ask To Make More Sales ? Ignore Them At Your Peril

There's loads of material about making money available on the... 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

Getting People to Buy Without Selling

In my youth I landed a job selling encyclopedias door... Read More

The Top 7 Sales Blunders

We all make mistakes when selling our product or service.... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

Really WINNING Over Customers

Three qualities are needed to sell anything in life. They... Read More

Business Appointment Success or Failure

One of the quickest ways to loose a sale is... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

A Sale in 30 Seconds? Its all in the Greeting

It has been said that a customer makes a decision... Read More

How To Go Perpendicular In Your Sales Territory

First and foremost are you thinking Strategically? "Do you have... Read More

How Business Coaches Avoid the Yearly Training Feeding Frenzy

What is it with appraisals? In September and October there... Read More

Multiply Your Sales

When Thomas Edison's light bulb finally burned for 45 straight... Read More

Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

Using the Consultative Approach to Gaining Sales

What do we mean by a consultative approach?When you hear... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in... Read More

Sales Performance and Motivation: How to Get Your Edge Back

Performance and motivation are like chocolate & peanut butter; the... Read More

A Stupid Question

This is a stupid question but it has to be... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working... Read More

When The Clock Strikes Twelve!

I just finished reading another sales copy ending with the... Read More

Customers Do Not Know How To Ask Good Questions ? That Is Your Job

Customers will ask you a question and you'll proceed to... Read More

Nine Common Mistakes Salespeople Make

1. They talk instead of LISTEN. Too many salespeople monopolize... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with... Read More

Prep Your Customer

When I first moved to Seattle, I worked for 9... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted... Read More

What Does It Take To WIN A Sale?

What to do when you win or lose.You have given... Read More

Emotions That Sell, Part 2

In the last article, we looked at three emotions (besides... Read More