Have you ever heard of the Golden Hour? I live with a paramedic ? so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour."The first 60 minutes after someone has been injured are... Read More
How well do you handle objections?The fact is, most people think they handle objections with ease. The reality paints a different picture. I claim that you could have closed as much as 25% of last year's lost sales by simply understanding why the customer is objecting. Oh?and by keeping your... Read More
It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct. So many people in and out of sales... Read More
There are always some great, fast and easy ways to multiply your sales without paying more for extra advertisements.There are a lot of simple and effective ways that you can implement instantly to multiply your sales.Here are 7 quick and easy ways for you to multiply your sales immediately.1- After... Read More
Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business.Customers Buy BenefitsYou want more sales? Customers buy for one reason. They buy because your product or service... Read More
Follow this story...I went to Best Buy today to get a few CDs and walked out with a new subscription to Sports Illustrated. Immediately confused, I asked myself how'd that happen? As I went through the steps that brought to that point in time, I realized I was sold on... Read More
As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects.In order to do that, there are three 'secrets' or keys to getting... Read More
I'll be brief. If not ? I'll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let's go then.Less time more pressure.You prospects have less time and feel more pressure. Just like you, I'm sure.... Read More
Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions:... Read More
If you're a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you.Take off your "business person" hat for a minute, and put on your "consumer" hat. You... Read More
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You want to increase the flow of sales revenue, but... Read More
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More
1. You could end your ad copy with a discounted... Read More
Recently I received a prospecting voice mail message from a... Read More
1. Be on time. In fact, arrive a few minutes... Read More
Think about it. If only it was as easy as... Read More
What is it with appraisals? In September and October there... Read More
Know where to focus. Not everyone evaluates product solutions with... Read More
When selling a product to a consumer, one of the... Read More
What was the quickest rejection you ever got? 2 minutes... Read More
For many individuals in business the hardest part is selling.... Read More
Recently, right before I was about to deliver a motivational... Read More
I sit down and look at my notebook. Then, I... Read More
Setting prices is a dilemma most service business owners encounter... Read More
Most people are always striving to better themselves. It's the... Read More
A sales manager who reads this newsletter regularly suggested the... Read More
"The Close" is sales jargon for the bit where you... Read More
1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More
"Leadership rests not only on outstanding ability. It also rests... Read More
Sooner or later, we all backslide into old ways of... Read More
I have to admit, I have an 'addiction'.Sometimes this addiction... Read More
We all make mistakes and some salespeople seem to make... Read More
To be totally in tune with the needs of your... Read More
As a salesperson, your ultimate goal, of course, is to... Read More
"Yeah right!" I thought to myself as I started to... Read More
Did you know that there are specific psychological triggers you... Read More
We all want to belong. As humans we feel the... Read More
We've all heard the term KISS at one time or... Read More
Have you ever passed by a bakery display case without... Read More
In studies conducted by Motivational Systems of West Orange, New... Read More
Most people don't realize how powerful a negotiating tool silence... Read More
When you are in sales, you have the choice to... Read More
Tired of sending out sales letters that generate anemic response?... Read More
A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More
Obviously, you can not know all of the things that... Read More
For those of us working in the exciting world of... Read More
In most businesses, when sales are slow or low, the... Read More
Mark has an attitude! Mark had worked in an operational... Read More
Maybe everything you need to know you can learn from... Read More
How many times have you had a customer say to... Read More
There is a new trend in the way wood decks... Read More
Do you invite your prospective customers to ask questions ...or... Read More
Emotion and reason mix very well together to make excellent... Read More
When five years ago I was faced with having to... Read More
Bill Brooks of The Brooks Group wrote an article several... Read More
When your company invests in sales training, what is the... Read More
Have you ever wondered how in the heck you're going... Read More
A "Call To Action" is an invitation for your prospective... Read More
Solving people's and organization's problems is ultimately what business is... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
My wife and I watched the movie Ray a couple... Read More
On average a sales person spends less than two hours... Read More
So -- you've just gotten off of the phone with... Read More
One of the biggest problems for many business owners is... Read More
Imagine this scenario. You are a sales representative for Baker... Read More
The most important thing for an auto detailer to do... Read More
"Selling worth doing is worth doing badly ? at first!"... Read More
How do you persuade someone to do what you want... Read More
In this article, I would like to talk about the... Read More
My silent fish tank was no more. Enough water had... Read More
In his classic book, "Think and Grow Rich", Napoleon Hill... Read More
You are about to speak to a potential client, go... Read More
A few weeks ago I was onsite at a company... Read More
I put together this little article because, although basic, we... Read More
I worked for years as a mortgage loan officer. During... Read More
In the day-to-day operation of an online business we can... Read More
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