Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. So what do you think happens in most sales encounters? That's right? we tell 'em what... Read More

The Road to Achieving Training Success: What Holds the Key?

As a trainer, you will be able to see a single change in a single person, out of perhaps a hundred tries, as a success. That is a good percentage. Obviously, the more successes the merrier, and the smaller the number of tries, the more critical becomes the necessity to... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter.Personalise - Using the person's name in a sales letter will give you the greatest success. It's feasible to address sales letters to - "Dear Transport Manager"... Read More

Prep Your Customer

When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. For example, before anyone can paint, you must plan what colors and textures you would want.... Read More

5 Ways to Increase Business Sales by Contacting Your Existing Customers

One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls,... 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

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior?Unfortunately, most companies drastically underestimate the amount of time and effort that must be invested to accomplish behavioral change.... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill discussed the eleven secrets of leadership. In reading this work, it appears that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort.... Read More

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Showing 1 - 10 of 354 Articles
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The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

Customers - Always be Focused on Them

I was looking at some promotional literature and web sites... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers... Read More

Sales Tips from Sales Masters

Dogs are great teachers of how to sell easier and... Read More

How to Build Rapport in 7 Seconds!

I had my first official sales training by a man... Read More

3 Steps To Immediately Increase Sales

Want to increase sales within your company? It's not as... Read More

Get Tough

You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter... Read More

How To Write Sales Letters That Deliver

Tired of sending out sales letters that generate anemic response?... Read More

10 Amazing Ways To Jump Start Your Sales

1. Find a strategic business partner. Look for ones that... Read More

9 TIPS: Dont Sell Me - Persuade Me

We all have something in our past we believe someone... Read More

Keep Sales Simple

For those of us working in the exciting world of... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills:1... Read More

Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a... Read More

The Power of Confidence

My experience has taught me that people want to buy... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

Transforming Problems into Sales

My silent fish tank was no more. Enough water had... Read More

As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational... Read More

Getting People to Buy Without Selling

In my youth I landed a job selling encyclopedias door... Read More

Visual Science of Selling

Statistics state that 55% of people judgments are made based... Read More

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a... Read More

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced... Read More

How to Use Humor to Increase Sales

Using cartoons can help brand your marketing and drive home... Read More

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or... Read More