I know you've heard this a thousand times, but from the looks of things few businesses are following the advice?Far too many businesses (online or offline) define their target market as "anyone with a pulse and a wallet." (Not always in that order.)You read their sales copy and it's the... Read More
How many names do you have in your business Rolodex? ______ If you respond the way most salespeople do ? you'll estimate 200, 400, 700, 1,000 etc. Remember this, if your answer ended with a zero ? you don't really know, do you? Your Rolodex, or contact management system, is... Read More
You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of... Read More
What do you do when you have a big sales week, month or quarter? What do the other salespeople you work with do with their money? Do you "reward" yourself? Do you "invest" in your future? As salespeople we are notoriously known for the amount of toys we buy with... Read More
A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward... Read More
The quickest way to increase sales is to make things happen - not to let things happen. Let me explain.You can speed up the selling process and decrease the selling cycle time when you have a written game plan. Your game plan should include three key elements. These elements are... Read More
1. Determine your current situation. How are you currently positioned in the market? How do you compare to the competition? Where would you like to be in a Year or in five years and how would you like to get there? Or more appropriately how can you get there, as... Read More
Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."Most managers have felt this way about certain employees at some point in time.Let's face it, some employees have a very hard time consistently executing tasks that "should" be... Read More
Unquestionably when the word hypnosis pops-up in a conversation or in the mainstream press, nostrils flair, minds conjure up strong reactions of parlor tricks and pictures of late night scary movies where starry-eyed maidens are seduced to carry out satanic acts. Here we are, in modern times, where we have... Read More
You do have a "Pipeline" don't you? You know, the directional map of how you're going to encourage complete strangers to part with their money to buy what you're selling!If you don't have one, you should let us know - we'll send you a picture - just pop an email... Read More
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In our culture it is basically un-American for a prospective... Read More
Here is a question I recently received from a young... Read More
Have you ever passed by a bakery display case without... Read More
If you've been in sales for any length of time,... Read More
You've probably heard people speaking about someone that he was... Read More
Your mission as a business owner is to develop a... Read More
Too many sales letters are shaped into paper airplanes and... Read More
1. Give your prospects a f~ree trial of your software... Read More
1. Add a no-fee interactive game to your web site.... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
Are you going to win this deal? With just less... Read More
The art of backend sellingThe backend sale can be more... Read More
Some people say we live in the Information Age.I call... Read More
Every day is critical when you are in the business... Read More
Prospecting for future customers can be fun if you approach... Read More
For the 'big three' automobile sales consultants, the 'employee discount... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
Prospect - "So now that I've told you what we... Read More
Why are some sales pitches more persuasive than others? Are... Read More
A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
What was the quickest rejection you ever got? 2 minutes... Read More
If you want a truly successful business, you need to... Read More
Sales marketing online is an art that you must keep... Read More
It's a rainy afternoon on a typical mid week afternoon... Read More
Salesmanship is the force that moves business. Without it all... Read More
I put together this little article because, although basic, we... Read More
Sales is still a must for any company who wishes... Read More
A lot is written and talked about in regard to... Read More
Some years ago I read and interesting story that illustrated... Read More
You want to increase the flow of sales revenue, but... Read More
We are all in sales. We all selling in every... Read More
In my youth I landed a job selling encyclopedias door... Read More
Better than offline promotion such as press releases, talks, or... Read More
Solving people's and organization's problems is ultimately what business is... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
Here are three proven ways that will increase your sales:1.... Read More
It pays to be specific. I believe that statement is... Read More
Keeping up with what words are in and out isn't... Read More
I arrive with about 350 other guys. We smile at... Read More
If you've been in sales for any length of time,... Read More
Contrary to many of the books on how to be... Read More
We've all had the unfortunate experience of being convinced by... Read More
As a salesperson, your ultimate goal, of course, is to... Read More
Over the decades that I've been involved in sales, I've... Read More
I bought a second pair of reading glasses from my... Read More
A "Call To Action" is an invitation for your prospective... Read More
What was the quickest rejection you ever got? 2 minutes... Read More
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More
Do you ever feel that when you are doing direct... Read More
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
My experience has taught me that people want to buy... Read More
What are you selling?Coaching? Consulting? Professional services? A product? Information?To... Read More
I'm not a fan of "The Donald" and I had... Read More
Implement these smart sales marketing secrets and you'll be capable... Read More
1. Negotiate with e-zine publishers to get free or discounted... Read More
Why are some sales pitches more persuasive than others? Are... Read More
Here is a question I recently received from a young... Read More
Have you ever eaten a soft taco? The shell isn't... Read More
Assumptions can kill a sale. In my sales training workshops,... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
Most people are always striving to better themselves. It's the... Read More
What do you do when you have a big sales... Read More
Have you ever tried to explain to someone what you... Read More
Step 1: Get Ready - Create a foundation you can... Read More
What exactly is the sales profession? Without a common dialogue... Read More
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