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
You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your... Read More
What was the quickest rejection you ever got? 2 minutes into your call? 1 minute? 15 seconds, 3 seconds?Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. And yet by using some simple steps we can reduce this resistance... Read More
These are the top 7 safety tips that criminals don't want you to know. It makes their job harder. What makes a criminal pounce? Intent and Opportunity. Their intent we have no control over, however we definitely can do something about the opportunity. Start thinking like a criminal. How would... Read More
All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By... Read More
Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for... Read More
Did you ever meet someone with whom you just clicked? Someone who was so much like you that you practically knew what he was thinking? How comfortable did you feel with that person? Did you trust him? Chances are that you have very high rapport with that person.Rapport means harmony... Read More
Selling arwork is easy when you follow a road map. In this article you learn the step by step guide to marketing art for profits. Now onto the plan!1. Decide that you want to sell your artwork!Now, I know this sounds ridiculous on the surface but look at it a... Read More
Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else ? it is extremely important to know what your style is. What does The Sales Diva mean here? Well ? let me throw my high heel... Read More
"The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision.The reason people find it difficult is that they hate... Read More
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One of the best ways to increase your sales and... Read More
When I broke into sales in 1986, I read several... Read More
Have you ever tried to explain to someone what you... Read More
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
Yes, you heard me right; I said "Date your clients!"... Read More
Recently I received a prospecting voice mail message from a... Read More
Yesterday I did a sales training program for a great... Read More
The art of effective question asking (qualifying) determines the effectiveness... Read More
When I first moved to Seattle, I worked for 9... Read More
One of the quickest ways to loose a sale is... Read More
My silent fish tank was no more. Enough water had... Read More
Know where to focus. Not everyone evaluates product solutions with... Read More
Imagine...you inquire about a product. The salesperson does everything right.... Read More
In happens every year in June.Six months down and six... Read More
Congratulations! You successfully sold one or more of your company's... Read More
I put together this little article because, although basic, we... Read More
The goal of all sales training is not just to... Read More
The most important thing for an auto detailer to do... Read More
Every sales presentation should start with the approach, or introduction.... Read More
Looking for a way to handle rejection?Edward W. Smith, motivational... Read More
There is no magic pill, trick, teqnique, system or secret... Read More
Customers will ask you a question and you'll proceed to... Read More
Have you ever started something and not completed it? Or... Read More
Marketing and sales co-exist and work in tandem beautifully if... Read More
Obviously, you can not know all of the things that... Read More
Every day is critical when you are in the business... Read More
Most people don't realize how powerful a negotiating tool silence... Read More
Using cartoons can help brand your marketing and drive home... Read More
One of the interesting things about being a coach and... Read More
Would you like to multiply your web site sales? Or... Read More
Have you ever wondered how in the heck you're going... Read More
Most people are always striving to better themselves. It's the... Read More
Did you know that there are specific psychological triggers you... Read More
In the last article, we looked at three emotions (besides... Read More
When your company invests in sales training, what is the... Read More
Have you ever wondered what type of saleswoman you are?... Read More
I just finished reading another sales copy ending with the... Read More
When making your living in the sales industry, and working... Read More
You are about to speak to a potential client, go... Read More
You could just send out your brochure to potential customers... Read More
When Thomas Edison's light bulb finally burned for 45 straight... Read More
In the 1990's we lived on a farm in Iowa.... Read More
Solving people's and organization's problems is ultimately what business is... Read More
"I recommend the 5.8 GHz Digital Phone, because it suits... Read More
Have you ever eaten a soft taco? The shell isn't... Read More
Do you invite your prospective customers to ask questions ...or... Read More
Some years ago I read and interesting story that illustrated... Read More
When you are in sales, you have the choice to... Read More
A myth can best be described as somebody or something... Read More
If a store had a great discount in the middle... Read More
Trade shows are so obvious. You go. You hand out... Read More
Based on his most recent e-mail, "Everything looks good --... Read More
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
Let's face it when it comes to cold calling many... Read More
There's an old saying, "Don't air your dirty laundry".If you're... Read More
The art of backend sellingThe backend sale can be more... Read More
I had my first official sales training by a man... Read More
The goal of all sales training is not just to... Read More
The dreaded question: "What exactly does your company do?" It's... Read More
Most people tremble when they hear the word "sales".This explains... Read More
Most salespeople are under the false belief that the lower... Read More
You've got yourself 10 seconds to HOOK your prospects or... Read More
It's a common question we come across everyday: why is... Read More
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
Let's be realistic nobody really wants to be labeled a... Read More
Several weeks ago I asked my Newsletter subscribers to send... Read More
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