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
A Simple Sales Strategy: Talk to Yourself!
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
Resistance Training for Sales People
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
7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice
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
22 Closes For Real Estate Agents To Make The Sale
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 - Who are They and Where Do You Find Them?
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
Instant Rapport: The Key to Sales Success
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
7 Steps to Selling Artwork
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
Quiz: What Kind of Sales Shoe Are You?
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
Closing the Sale - It Doesnt Have To Be Uncomfortable
"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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5 Ways to Increase Business Sales by Contacting Your Existing Customers
One of the best ways to increase your sales and... Read More
How to Achieve Sales Goals by Focusing on Activities
When I broke into sales in 1986, I read several... Read More
Nine Competencies of the Complete Sales Professional
Have you ever tried to explain to someone what you... Read More
Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
Date Your Customer!
Yes, you heard me right; I said "Date your clients!"... Read More
The Biggest Mistake in Sales Prospecting
Recently I received a prospecting voice mail message from a... Read More
When Youre In sales Always Aim Higher
Yesterday I did a sales training program for a great... Read More
Qualifying vs closing
The art of effective question asking (qualifying) determines the effectiveness... Read More
Prep Your Customer
When I first moved to Seattle, I worked for 9... Read More
Business Appointment Success or Failure
One of the quickest ways to loose a sale is... Read More
Transforming Problems into Sales
My silent fish tank was no more. Enough water had... Read More
Successful Sales People Know Which Differentiators Matter
Know where to focus. Not everyone evaluates product solutions with... Read More
Let Your Weaknesses Increase Your Sales
Imagine...you inquire about a product. The salesperson does everything right.... Read More
How To Give Your Sales Job A Strategic Tune-up
In happens every year in June.Six months down and six... Read More
Effective Account Management
Congratulations! You successfully sold one or more of your company's... Read More
How to Master the Art of Salesmanship
I put together this little article because, although basic, we... Read More
Turning Sales Techniques Into Sales Success!
The goal of all sales training is not just to... Read More
Knowledge is Power in Auto Detailing Sales
The most important thing for an auto detailer to do... Read More
Your Business Approach Can Make or Break a Business Deal
Every sales presentation should start with the approach, or introduction.... Read More
Quick Tips On Handling Rejection
Looking for a way to handle rejection?Edward W. Smith, motivational... Read More
The 6 Secrets To Sales Success
There is no magic pill, trick, teqnique, system or secret... 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
Get Leverage & Increase Your Sales Results Immediately!
Have you ever started something and not completed it? Or... Read More
Marketing Vs. Sales
Marketing and sales co-exist and work in tandem beautifully if... Read More
Anticipating the Audiences Reaction
Obviously, you can not know all of the things that... Read More
The Clock is Ticking on Your Leads
Every day is critical when you are in the business... Read More
Bite Your Tongue
Most people don't realize how powerful a negotiating tool silence... Read More
How to Use Humor to Increase Sales
Using cartoons can help brand your marketing and drive home... Read More
How To Become A Sales Superstar And Have Fun Winning More Business - Start Here!
One of the interesting things about being a coach and... Read More
10 Killer Ways To Multiply Your Sales
Would you like to multiply your web site sales? Or... Read More
Sales Skills for the Non Sales Professional
Have you ever wondered how in the heck you're going... Read More
How To Achieve Excellence In Sales
Most people are always striving to better themselves. It's the... Read More
Top 7 Psychological Triggers For Unlimited Sales
Did you know that there are specific psychological triggers you... Read More
Emotions That Sell, Part 2
In the last article, we looked at three emotions (besides... Read More
Whats Your Sales Training Goal - Exposure or Behavioral Change?
When your company invests in sales training, what is the... Read More
Quiz: What Kind of Sales Shoe Are You?
Have you ever wondered what type of saleswoman you are?... Read More
When The Clock Strikes Twelve!
I just finished reading another sales copy ending with the... Read More
Body Language, Five Key Ingredients
When making your living in the sales industry, and working... Read More
A Simple Sales Strategy: Talk to Yourself!
You are about to speak to a potential client, go... Read More
Sales Letters - How to Write Them
You could just send out your brochure to potential customers... Read More
Multiply Your Sales
When Thomas Edison's light bulb finally burned for 45 straight... 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.... Read More
8 Must Questions to Ask in Every Sales Situation
Solving people's and organization's problems is ultimately what business is... Read More
Acquired Expertise: Attitude and Confidence
"I recommend the 5.8 GHz Digital Phone, because it suits... Read More
Do You Fold Like A Taco?
Have you ever eaten a soft taco? The shell isn't... Read More
Invite Questions to Boost Your Sales
Do you invite your prospective customers to ask questions ...or... Read More
The Processionary Caterpillar Syndrome Costs You Sales?
Some years ago I read and interesting story that illustrated... Read More
You CAN Be a Great Salesperson!
When you are in sales, you have the choice to... Read More
A Great Sales Technique: Be Aware of Sales Myth #5
A myth can best be described as somebody or something... Read More
Smart Discounting: The Right Way To Discount Your Products
If a store had a great discount in the middle... Read More
Training for Trade Shows - 5 FAQs
Trade shows are so obvious. You go. You hand out... Read More
7 Ways to Get to the Truth: When the Sale Disappears
Based on his most recent e-mail, "Everything looks good --... Read More
Stop Selling! for the Million Dollar Contract
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
7 Keys to Turning Cold Calls Into Warm Calls
Let's face it when it comes to cold calling many... 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
The Art of Backend Selling
The art of backend sellingThe backend sale can be more... Read More
How to Build Rapport in 7 Seconds!
I had my first official sales training by a man... Read More
Turning Sales Techniques Into Sales Success!
The goal of all sales training is not just to... Read More
The Dos and Donts of an Elevator Pitch
The dreaded question: "What exactly does your company do?" It's... Read More
Sales: The Secrets Of Super Salesmanship Exposed
Most people tremble when they hear the word "sales".This explains... Read More
It Is Not The Price That Is Keeping You From Making The Sale
Most salespeople are under the false belief that the lower... Read More
How to Spellbind Your Prospects in 10 Seconds!
You've got yourself 10 seconds to HOOK your prospects or... Read More
Sales Success ? The 5 Steps
It's a common question we come across everyday: why is... Read More
Are You Deaf? Dumb? Blind at Trade Shows?
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
Secrets That Lead To Failure In Sales
Let's be realistic nobody really wants to be labeled a... Read More
Closing The Sale
Several weeks ago I asked my Newsletter subscribers to send... Read More
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