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
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
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
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
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
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
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
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
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
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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Over the decades that I've been involved in sales, I've... Read More
A lot of energy is expended within selling organizations as... Read More
I was looking at some promotional literature and web sites... Read More
Today's business environment is intrinsically tied together by ongoing information... Read More
Since 1990 I have focused on the three primary barriers... Read More
Dogs are great teachers of how to sell easier and... Read More
I had my first official sales training by a man... Read More
Want to increase sales within your company? It's not as... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
Setting prices is a dilemma most service business owners encounter... Read More
Tired of sending out sales letters that generate anemic response?... Read More
1. Find a strategic business partner. Look for ones that... Read More
We all have something in our past we believe someone... Read More
For those of us working in the exciting world of... Read More
To isolate any objection quickly you can use this effective... Read More
Just a few critical distinctions can supercharge your communication skills:1... Read More
It makes no difference if you are a Saleswomen, a... Read More
My experience has taught me that people want to buy... Read More
Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More
My silent fish tank was no more. Enough water had... Read More
Recently, right before I was about to deliver a motivational... Read More
In my youth I landed a job selling encyclopedias door... Read More
Statistics state that 55% of people judgments are made based... Read More
This issue's topic on sales prospects comes in response to... Read More
Does your business run on a sales engine or a... Read More
Do you have any idea what your customers have experienced... Read More
Using cartoons can help brand your marketing and drive home... Read More
The dreaded question: "What exactly does your company do?" It's... Read More
To listen to your customer is important, and to hear... Read More
Do you invite your prospective customers to ask questions ...or... Read More
You could just send out your brochure to potential customers... Read More
Most people don't realize how powerful a negotiating tool silence... Read More
Have you ever started something and not completed it? Or... Read More
How many names do you have in your business Rolodex?... Read More
When selling a product to a consumer, one of the... Read More
What does it take to be a WINNER during these... Read More
Tired of sending out sales letters that generate anemic response?... Read More
Education plus Motivation is a powerful formula. But how do... Read More
From a customer's perception, it's easy for a salesperson to... Read More
When selling a product to a customer, it is very... Read More
If you've been in the small business computer consulting industry... Read More
I am writing this at the Philadelphia Airport on my... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
Have you ever been in the position where you are... Read More
Have you ever started something and not completed it? Or... Read More
These are the top 7 safety tips that criminals don't... Read More
I am a big believer that great salespeople generally realize... Read More
One of the best ways to increase your sales and... Read More
One of the questions I often get asked as a... Read More
When making your living in the sales industry, and working... Read More
One of the best projects to undertake as an online... Read More
1. Sell an inexpensive product to sell an expensive product.... Read More
"Selling worth doing is worth doing badly ? at first!"... Read More
Today's business environment is intrinsically tied together by ongoing information... Read More
1. Dependability was chosen as the most important.2. Integrity was... Read More
1. Spend money on targeted advertising instead of mass media... Read More
Almost every book, manual, workshop or tape series teaching selling... Read More
Do you invite your prospective customers to ask questions ...or... Read More
There are a number of sales closing strategies that you... Read More
Did you know that there are specific psychological triggers you... Read More
I sit down and look at my notebook. Then, I... Read More
Statistics state that 55% of people judgments are made based... Read More
It's a rainy afternoon on a typical mid week afternoon... Read More
Three times I have revisited Turkey after living in the... Read More
If you've ever flown economy class on an international flight... Read More
Look at your marketing material. Now, is there something missing?... Read More
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