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
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
There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was... Read More
Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the time.The famous Robert Collier must have been a real master of this technique. When I studied some of... Read More
Trade shows are so obvious. You go. You hand out brochures. You come back to the office. It's just a glitch in your work week. Well, it's much more than that. Your bottom line can float on when you make - or lose - a sale at a trade show.Trade... Read More
The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a great new idea for product or feature,... Read More
Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket... Read More
I bought a second pair of reading glasses from my local Optician recently. I need this pair to help me find the first pair which inevitably go missing. While in the Opticians I remember thinking that I needed to buy some solution and some of those tissues for cleaning my... Read More
Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. This observation makes the Internet... Read More
Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times.Making a sale doesn't happen by accident or by luck, the sale is made because the person... Read More
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Follow this story...I went to Best Buy today to get... Read More
Last Friday, I was spending one last day of freedom... Read More
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To listen to your customer is important, and to hear... Read More
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1. Spend money on targeted advertising instead of mass media... Read More
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1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
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1. Determine your current situation. How are you currently positioned... Read More
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"I need more clients!" wails Steve, a 32 year old... Read More
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There is no magic pill, trick, teqnique, system or secret... Read More
How many names do you have in your business Rolodex?... Read More
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I was thinking about the statement:The Small Business Administration tells... Read More
Just a few critical distinctions can supercharge your communication skills:1... Read More
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The "Three Cs" in building customer relationships are a key... Read More
Have you ever wondered how in the heck you're going... Read More
There's an old saying, "Don't air your dirty laundry".If you're... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
Your mission as a business owner is to develop a... Read More
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I have to admit, I have an 'addiction'.Sometimes this addiction... Read More
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When five years ago I was faced with having to... Read More
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I worked for years as a mortgage loan officer. During... Read More
1. Combine a product and service together in a package... Read More
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My wife and I watched the movie Ray a couple... Read More
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