This is a stupid question but it has to be asked.Does your sales letter create as many sales as you would like?What proportion of them respond to your advert?What is just as important, how many of those that responded actually purchased your product?How can you improve the response rate?How many... Read More
In my business, it has been an interesting and very busy two quarters. I've worked with sales managers, marketing executives, professional services practice managers, business development executives, divisional presidents, two dozen sales teams, nine VPs of Sales and directly with 29 CEOs in North America and in Europe. I've seen... Read More
It's all about relationships!Here is how a popular TV show looks at it:In a city filled with more than its fair share of players, predators, losers, and creeps, these people need all the help they can get in order to find the one thing that eludes them all - a... Read More
When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.This is commonly referred to as "needs based selling."The most effective way to find out about your customers needs, is... Read More
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
In the day-to-day operation of an online business we can sometimes lose sight of what we want to achieve as opposed to how we actually go about achieving it. For us to achieve our goals of financial independence and time freedom we need to have customers. Most peoples understanding of... Read More
It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales.Failure to use these terms may leave potential customers undecided or going to the competition to satisfy their needs. Your... Read More
It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.Avoid... 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
Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We all need the support and cooperation of others in helping us reach our own personal goals. The saying that "no man is an Island" is an undeniable truth.These are some tips to... Read More
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It's all about relationships!Here is how a popular TV show... Read More
If you've been in the small business computer consulting industry... Read More
There is a new trend in the way wood decks... Read More
In happens every year in June.Six months down and six... Read More
Many business owners and professionals are appalled at the thought... Read More
Almost every book, manual, workshop or tape series teaching selling... Read More
It's the prospect. If stalls and objections frequently come up... Read More
Dogs are great teachers of how to sell easier and... Read More
Tired of sending out sales letters that generate anemic response?... Read More
Many years ago, I was the one starting a small... Read More
Are you tired of excuses? Looking for a persuasion technique... Read More
You do have a "Pipeline" don't you? You know, the... Read More
People are always looking for ways to close the sale.... Read More
Did you know that there are specific psychological triggers you... Read More
In studies conducted by Motivational Systems of West Orange, New... Read More
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More
Many home business owners lament they don't have enough cash... Read More
It is one thing to make a sales presentation, but... Read More
Congratulations! You successfully sold one or more of your company's... Read More
It pays to be specific. I believe that statement is... Read More
Language is one of the most important tools you have... Read More
You've got yourself 10 seconds to HOOK your prospects or... Read More
What do we mean by a consultative approach?When you hear... Read More
Have you ever been in the position where you are... Read More
Imagine you've just thrown a rock into a pond. SPLASH!... Read More
Maybe everything you need to know you can learn from... Read More
Does this sound familiar? With high expectations, you sent your... Read More
It's a rainy afternoon on a typical mid week afternoon... Read More
It's not too early to start planning for the sales... Read More
Three times I have revisited Turkey after living in the... Read More
Are you searching for new and innovative ways of sales... Read More
If your mind is set, you will be unable to... Read More
The first 15 seconds of your approach are the most... Read More
Recently I received a prospecting voice mail message from a... Read More
How many names do you have in your business Rolodex?... Read More
Recently, right before I was about to deliver a motivational... Read More
We've all had the unfortunate experience of being convinced by... Read More
1. You could end your ad copy with a discounted... Read More
You are about to speak to a potential client, go... Read More
I bought a second pair of reading glasses from my... Read More
One of the quickest ways to loose a sale is... Read More
Traditionally, salespeople look for something in the office that begs... Read More
I know you've heard this a thousand times, but from... Read More
When sales are down, a salesperson must begin to take... Read More
We are each responsible for our own success - or... Read More
1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More
As business owners we all know that in a ideal... Read More
To isolate any objection quickly you can use this effective... Read More
Know where to focus. Not everyone evaluates product solutions with... Read More
There's loads of material about making money available on the... Read More
"The Close" is sales jargon for the bit where you... Read More
Salesmanship is the force that moves business. Without it all... Read More
If you've been in the small business computer consulting industry... Read More
What to do when you win or lose.You have given... Read More
Imagine this scenario. You are a sales representative for Baker... Read More
There is a car commercial running were a husband is... Read More
We are all in sales. We all selling in every... Read More
How do you persuade someone to do what you want... Read More
If you have problem attracting new customers, the sales marketing... Read More
Have you ever been in the position where you are... Read More
Here's a surefire method to guarantee you achieve the best... Read More
So -- you've just gotten off of the phone with... Read More
Would you like to multiply your web site sales? Or... Read More
Let's be realistic nobody really wants to be labeled a... Read More
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
Mark has an attitude! Mark had worked in an operational... Read More
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