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All
Articles |
| Dont Cold Call
Cold calling is a doom-dart to the heart for most new home business owners and even many seasoned salespersons. Recollections of our...
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date added: Wednesday, February 8, 2006 |
| Salespeople: Doubt Equals Poison!
I was reading comments about the book and film, “The DaVinci Code,” and one pious person said they are very damaging; indeed “poison”...
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date added: Wednesday, February 8, 2006 |
| How To Avoid Being Pathetic
A new restaurant opened near us this past week. They call it "MTs." A neighbor told us that it had unusually good food and an great wine...
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date added: Wednesday, February 8, 2006 |
| Essential To Convert Leads Into Sales
Convert Leads Into Sales. Why is it that so many sales people fail to follow up on sales leads that are handed off to them by the...
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date added: Wednesday, February 8, 2006 |
| Your Unique Selling Proposition Must Be Unique
Whats your company doing to set itself apart from all of its competition and build a sustainable competitive advantage? Many companies...
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date added: Wednesday, February 8, 2006 |
| 3 Questions That Will Get More of Your Prospects andquot;Listenandquot; to What You Have To andquot;Sayandquot;
One of the most profitable advertisements in history was a print ad for the Sherwin Cody School of English. Written in 1918, the ad ran for...
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date added: Wednesday, February 8, 2006 |
| The Early Bird Gets The Worm—And Nothing Else!
It’s Sunday night, and for some reason my thoughts are turning to my dearly departed dad, who becomes more of an inspiration with each passingy
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date added: Wednesday, February 8, 2006 |
| You Might Not Be a Successful Sales Person If
Jeff Foxworthy does a comedy routine “You might be a redneck if…..”Here are some tips that I see most sales people do that destroy...
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date added: Wednesday, February 8, 2006 |
| Prospecting New Sales Leads Made Easy
Anyone that is in sales has had to, at one point or another, prospect for new customers. If you are one of the lucky ones the company you...
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date added: Wednesday, February 8, 2006 |
| HOT Sales Tip For Business Growth: Remember To Ask For The Sale
Too many small business people lose thousands of dollars in sales and profitable growth each and every month because of one simple...
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date added: Wednesday, February 15, 2006 |
| The Drunk Salesman
Selling is a little like being drunk.You say and do things in the heat of the moment that might come back to haunt you.For...
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date added: Wednesday, February 15, 2006 |
| Retail Point Of Sale
There are a number of channels of distribution available to the producer, which may be employed by him to bring his products to the market....
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date added: Wednesday, February 15, 2006 |
| Restaurant Point Of Sale
In restaurant point of sale a product passes through certain distinct stages during its life. This cycle of stages is called Product Life...
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date added: Wednesday, February 15, 2006 |
| Point Of Sale Systems
An organized enterprise does not exist in a vacuum. Rather, it is dependent on its external environment. It is a humble part of many...
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date added: Wednesday, February 15, 2006 |
| Point Of Sale Software
The growth and survival of the business in the dynamic environment as of today depends upon the development of new software. Organizations...
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date added: Wednesday, February 15, 2006 |
| Point Of Sale Marketing
Point of Sale marketing is the economic process by which goods and services are exchanged between the producer and the consumer and their...
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date added: Wednesday, February 15, 2006 |
| Point Of Sale Hardware
The systems model of management demonstrates that communication is what is needed for executing managerial functions and for integrating...
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date added: Wednesday, February 15, 2006 |
| Point Of Sale Displays
In a competitive market, point of sale displays help solve several of a marketer’s short-term hurdles. The impact of sales promotion...
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date added: Wednesday, February 15, 2006 |
| Point Of Sale
Point of Sale can be defined as the physical location at which goods are sold to customers. In a specific sense, sales promotion includes...
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date added: Wednesday, February 15, 2006 |
| POWER Words That Can Increase Your Sales 2 3 Times
I suppose I’m like every other business owner out there that has looked for the Power Words that will deliver the Holy Grail. When you find...
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date added: Wednesday, February 15, 2006 |
| Diversified Specialization
The business world, largely, subscribes to the consensus that most companies should specialize, whether those companies present products or...
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date added: Wednesday, February 15, 2006 |
| Avoid Recycled Mortgage Leads
If you are a loan officer or mortgage broker and you are considering buying mortgage leads, try to stay away from the leads that are being...
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date added: Wednesday, February 15, 2006 |
| How to Make More Sales Use Condensed Milk
Christmas time is always a bad time for my family – when it comes to eating.There is always so much to eat and it tastes just...
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date added: Wednesday, February 15, 2006 |
| Where Mortgage Leads Come From
If you are a loan officer or mortgage broker, and you are considering purchasing mortgage leads, one thing that will be important to know...
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date added: Wednesday, February 15, 2006 |
| It is All About the Words You Use: Effective Writing for PREselling Customers
Would you like to learn to write more effectively? How do you get customers excited about making a purchase? Do you beg them? Do you...
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date added: Wednesday, February 15, 2006 |
| When Selling Upgrade Our Terms, Upgrade Our Image
Professional speaker Brian Tracy has an expression that is timeless. It is "everything counts." And in the world of professional selling...
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date added: Wednesday, February 15, 2006 |
| Tips to Generate Endless Referrals
The last couple of years have been a challenge for salespeople in many regions. If this is true for you and/or your company, the time has...
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date added: Wednesday, February 15, 2006 |
| Writing Killer Sales Letter
Everyday, you want to sell your products as quickly as possible. But how can you do this? Through sales letters - an effective sales tool thatn
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date added: Wednesday, February 15, 2006 |
| Theyre Interested, Now What?
Some people may be ready to buy your products/services right away. But what do you offer to the rest of the people who are interested but...
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date added: Wednesday, February 15, 2006 |
| Increase Sales by Using Testimonials Effectively
Endorsements and testimonials are among the most effective ways to establish credibility in any marketing situation, but they are...
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date added: Wednesday, February 15, 2006 |
| Play That Voice Mail Again, Sam!
You’re in the middle of negotiations with a prospective client and your first impulse is to run to answer any and all of his phone...
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date added: Wednesday, February 15, 2006 |
| How To Get More Freedom To Do The Things You Want: Get A Sales Job
Do you feel trapped in your 9-5 job? Do you wish you had more freedom to do the things you want to do? Most people working in the corporate...
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date added: Wednesday, February 15, 2006 |
| When A Salesperson Is Better Than His Manager Part III
In “When A Salesperson Is Better Than His Manager Part II," the last article in this series, our sales manager’s credibility and authority...
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date added: Wednesday, February 15, 2006 |
| Gold Calling Software! Need More Prospects, Who Doesnt? One Additional Solution
The greatest cry and need of sales people and sales organizations that I know of is leads and prospects. Too often, the word is, “I have...
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date added: Wednesday, February 15, 2006 |
| Let Me Help You Make More Money
Money - whether its in the form of increased revenue or decreased expenses - is what makes the business world go round. Save someone time...
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date added: Wednesday, February 15, 2006 |
| Mortgage Leads, Do Your Research
You work hard for your money, so before you go investing in a mortgage lead company, be sure you take your time and do your research.Weh
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date added: Friday, February 17, 2006 |
| Getting Your Foot in the Door Literally! Two Loan Officer Marketing Tactics
Sometimes its all a matter of being different, and truly standing apart from the crowd.As loan officers, we tend to get the same...
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date added: Friday, February 17, 2006 |
| 7 Strategies for Loan Officers to Guarantee an Awesome 2006
Many analysts are predicting a very gloomy forecast for loan officers and real estate agents for 2006.So what are you going to when...
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date added: Friday, February 17, 2006 |
| Loan Officers: The $41,600 Reason Why Your Closing Ratio Matters
If you could improve on one aspect of your business, what would you choose?Most loan officers would want to make their marketing...
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date added: Friday, February 17, 2006 |
| The History of Cigars
No doubt, cigar smoking is a pleasure. Over the period, it is considered as the symbol of status of wealth and class. But, do you wonder...
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date added: Friday, February 17, 2006 |
| What Are You Really Selling?
“I’m a realtor, I sell real estate.” Or do I? Maybe I sell the American dream of owning a home. Or the idea of putting down roots. Or of...
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date added: Monday, February 20, 2006 |
| Practice Active Listening and Boost Your Sales
In sales it’s always said that if you understand your product and solve your customer’s problems then you’ll do well in the sales environment.B
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date added: Monday, February 20, 2006 |
| How To Get Your First Customer
Starting a new business is always tough. You have spent hours and hours putting your Business Plan together, sorting out the financing...
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date added: Monday, February 20, 2006 |
| Boost Your Sales In 4 Easy Steps
To some people, selling just comes easily; it happens naturally. They get out there and within a few hours they have a full order book. How dot
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date added: Monday, February 20, 2006 |
| The Fine Line Between Persistence and Stalking!
In sales, theres a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the salesc
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date added: Monday, March 6, 2006 |
| Cold Calls at Trade Shows
We like to do business with people and firms we know, or at
least have heard about – it gives us a feeling of comfort and...
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date added: Monday, March 6, 2006 |
| What Does SHOULD Have To Do With Selling?
A few days ago I was thinking about my business, doing some calculations.If I gather twenty business cards and call them all, I...
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date added: Monday, March 6, 2006 |
| Cant Afford to Make More Sales? This Tool can Help!
There is nothing more frustrating for a sales manager or business owner than not being able to afford to make a new sale. Meaning, the...
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date added: Monday, March 6, 2006 |
| How To Win More Sales In Less Time
Most surveys show the average business loses about 19% of its client base each year. In fact, the authors of, “Customer Winback: How To...
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date added: Monday, March 6, 2006 |
| Letter of Credit Alternatives
The use of letters of credit has become almost commonplace as more companies do business nationally and internationally. A letter of credit...
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date added: Monday, March 6, 2006 |
| Using a Letter of Credit
A letter of credit is a financial tool that streamlines the process of doing business both nationally and internationally. It provides a...
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date added: Monday, March 6, 2006 |
| Try Building Your Prospecting Lists Face To Face!
When I was consulting to an airfreight company, some salespeople mentioned to me how they got their leads.“We follow the UPS and...
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date added: Monday, March 6, 2006 |
| Understanding Your Prospects Readiness To Buy
Ask any highly successful sales or marketing professional and theyll tell you that the more you understand the mindset of your prospective...
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date added: Monday, March 6, 2006 |
| 80/20 Rule The Vital Few
Back in the 19th century, the Italian economist Vilfredo Pareto quantified the general relationship between a minority of producers and a...
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date added: Monday, March 6, 2006 |
| andquot;WHOandquot; Should Be Selling In Your Sales Copy?
Whose "voice" your sales letter is written in, is a very
important factor you MUST consider,
before you ever sit down and write...
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date added: Monday, March 6, 2006 |
| 5 Ways to Beef Up Sales Immediately
Last week, one of my clients—well call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically...
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date added: Monday, March 6, 2006 |
| Would You Want This Done To You?
One of the frustrations that every representative of merchant services has is when they spend a great deal of time and effort into...
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date added: Monday, March 6, 2006 |
| Selling, What it Takes
In its essentials, Selling is a craft, more than an art and, is based on sound principles. Understand and apply those principles diligently...
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date added: Monday, March 6, 2006 |
| Do You Have This andquot;Nastyandquot; Little Sales Habit?
Got your attention didnt I? There is a "nasty" little sales habit that separates "wanna be" amateurs from professionals. And I mean NASTY ..
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date added: Monday, March 6, 2006 |
| The Perfect Salesman
Finding one would be a really tall order. I was a salesman for over 30 years and so
I’m speaking from experience. I was pretty good but...
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date added: Monday, March 6, 2006 |
| 5 Steps to Sales Success
Sales is a demanding field, whatever your niche. With the constant threat of rejection, quotas, competition – it can all be a little...
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date added: Monday, March 6, 2006 |
| The Language of Success Series Were All in Sales
Are you in sales?You may not think you sell for a living, yet the answer to the question is probably, “Yes.”Whether your...
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date added: Monday, March 6, 2006 |
| Id Like To Earn Your Business!
You’ve heard the adages:“KISS: Keep It Simple, Salesperson;” or “Keep It Simple, Stupid!”“Selling is so easy that it’s...
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date added: Monday, March 6, 2006 |
| Being a Better Salesman
I’m writing with over 35 years selling experience. I’ve been in advertising all my life
and began with my own advertising agency. Later, I...
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date added: Monday, March 6, 2006 |
| Selling with Stories
Let me tell you a quick story. Perhaps you will find it relevant.In the early 1990s Fortune magazine decided to do an article on...
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date added: Monday, March 6, 2006 |
| The Price Game
Ask yourself a question. What business are you loyal to and why? When I have asked this simple question to thousands of my students, I hear...
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date added: Monday, March 6, 2006 |
| A Step by Step Approach to Getting a Sales Internship
Sales – its one of the most interesting career options known to mankind. Its very dynamic and can be very rewarding in more ways than one...
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date added: Monday, March 6, 2006 |
| Secrets of Seductive Selling
Have you ever been in an . . . . intimate relationship? Yes, INTIMATE!Let me ask you this, “HOW do you know?”I know, stupid...
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date added: Monday, March 6, 2006 |
| Dont Commit Sales Malpractice Ask Questions and Probe for Pain
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date added: Monday, March 13, 2006 |
| Barking Up the Wrong Tree Can Eliminate Large Sales
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date added: Monday, March 13, 2006 |
| The Power Breakfast
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date added: Monday, March 13, 2006 |
| How To Get Meetings With Decision Makers
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date added: Monday, March 13, 2006 |
| Make the Most of Your Mortgage Leads
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date added: Monday, March 13, 2006 |
| Salespeople Those Inactive Accounts Probably Miss You!
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date added: Monday, March 13, 2006 |
| Analog Salespeople Must Automate to Digital Sales
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date added: Monday, March 13, 2006 |
| How to Trigger Positive Cold Calling Responses to Achieve Sales Objectives
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date added: Monday, March 13, 2006 |
| How Riding a Motorcycle on the White Line is like Reaching for our Sales Goals
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date added: Monday, March 13, 2006 |
| Pearls of Sales Wisdom using the Law of Reciprocation
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date added: Monday, March 13, 2006 |
| Developing a Sales Philosophy Based on Your Individual Sales Style
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date added: Monday, March 13, 2006 |
| Develop Business by Mastering the Random Encounter
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date added: Monday, March 13, 2006 |
| Come On ... 11% Just Isnt Good Enough!
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date added: Monday, March 13, 2006 |
| How To Get Your Calls Returned By Becoming An Industry Expert
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date added: Monday, March 13, 2006 |
| How to Get More New Clients Quickly, Easily With No Cold Calling
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date added: Monday, March 13, 2006 |
| Dont Judge Your Sales Presentation While Youre Doing It!
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date added: Monday, March 13, 2006 |
| After the Sale: What Buyers Want from the Professional
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date added: Monday, March 13, 2006 |
| Protection Mode or Giving Mode: Why People Buy Life Insurance
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date added: Monday, March 13, 2006 |
| Why Tormenting your Prospects and Customers Works
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date added: Monday, March 13, 2006 |
| Whale Hunting is for Experienced Whalers
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date added: Monday, March 13, 2006 |
| The Snails Plight
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date added: Monday, March 13, 2006 |
| Selling one Solution for Everything is a Mistake
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date added: Monday, March 13, 2006 |
| My Kingdom for a Potato
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date added: Monday, March 13, 2006 |
| Experience Doesnt Always Lead to Success in Sales
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date added: Monday, March 13, 2006 |
| Developing a Pro Active Client Strategy
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date added: Monday, March 13, 2006 |
| Corporate Dating, are you Courting like you Should?
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date added: Monday, March 13, 2006 |
| How to Make Customers Stick Like Fly Paper
If you use fly paper, you know it is difficult for flies to leave once they land. It is important to recognize that it isn’t one point of...
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date added: Monday, March 20, 2006 |
| THINK YOURE HOT AT SALES?
Pick a sales training buzzword and it may have touched you.
Maybe managers said you should go to a course to get your
inner feelings in...
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date added: Monday, March 20, 2006 |
| How to Get C Level Sales Appointments with a Digital Camera
One of my secret weapons for getting a C-Level sales appointment is to use a little imagination, creative writing and a digital camera. The...
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date added: Monday, March 20, 2006 |
| How to WIN at the Numbers Game
What will inspire you to do what it takes to become part of the Top 20 Percent of all salespeople in the world? To play the sales game and...
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date added: Monday, March 20, 2006 |
| Listening To Understand
It has been reported by the American Psychological Association that during meetings 68 percent of the participants are thinking about...
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date added: Monday, March 20, 2006 |
| How to WIN! at the Numbers Game
What will inspire you to do what it takes to become part of the Top 20 Percent of all salespeople in the world? To play the sales game and...
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date added: Monday, March 20, 2006 |
| Cracking the Pareto Code
Ever heard of the “80/20 Rule”? That’s the well-known principle that says that in every sales organization 20% of the salespeople win 80%...
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date added: Monday, March 20, 2006 |
| How to Make Big Sales Even if You Dont Have the Money to Deliver
One of the biggest thrills that you will get as a business owner is getting a large order from a great customer. The sort of order that...
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date added: Monday, March 20, 2006 |
| Why We Miss Sales Opportunities When We Dont Recharge Our Personal Batteries
If you are like me, you notice when people need to take time off. They can’t concentrate, they are rude or have short fuses and they lack...
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date added: Monday, March 20, 2006 |
| How to Get Your Foot in the Door
One of the best known lessons from the Bible is found in Luke 6:31. This Bible verse is also known as the Golden Rule. It says, “Do Unto...
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date added: Monday, March 20, 2006 |
| A andquot;Closing Sriptandquot; Is A Sales Myth
Many of the closing techniques that are taught in todays selling workshops, audio and videotapes, training manuals or in books on the subjecto
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date added: Monday, March 20, 2006 |
| The Critical Factor In Consistent Sales Success
“Always bear in mind that your own resolution to succeed is more important than any other thing.”- Abraham Lincoln...
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date added: Monday, March 20, 2006 |
| Three Tips to Build Rapport and Open a Meeting
Rapport is important in sales, especially face-to-face sales. Its been said time and again sales is about people and people buy from...
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date added: Monday, March 20, 2006 |
| Stay With It!
Some years ago, Earl Nightingale, the radio commentator and lecturer, was being interviewed by a couple who were writing a book about...
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date added: Monday, March 20, 2006 |
| Impressions: Vital To Sales Success
Stanford University research suggests that it takes 9 to 12 positive impressions before the average decision-maker will make a purchasing...
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date added: Monday, March 20, 2006 |
| Selling Is 90% andquot;Understanding Peopleandquot;
When Joe Gandolfo, a life insurance salesman was asked how he had sold over one billion dollars of life insurance in 1975, he said that all itt
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date added: Monday, March 20, 2006 |
| A Favorable Juncture Of Circumstances
OPPORTUNITY: n., A favorable juncture of circumstances.“There is no security on this earth. There is only...
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date added: Monday, March 20, 2006 |
| Retail Shopping Basket Provides Advertising Opportunity
Independent retailers are always looking for innovative ways to expand their revenue. At the end of the day, the bottom line is all they havet
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date added: Monday, March 20, 2006 |
| A Word On Success for Loan Officers
A short observation on success...Having the opportunity to speak to thousands of loan officers across the country has given me an...
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date added: Saturday, April 1, 2006 |
| Lead Generation A Win Win Situation For Both Buyers And Sellers
Business is war and war is exciting! It’s the quantity as well as quality of clients one possesses determines success. The concept of lead...
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date added: Saturday, April 1, 2006 |
| IT Sales: Its All About Relationships
Developing the bond and the relationship with your clients is very important. In this article, youll learn how your relationships are your...
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date added: Friday, April 7, 2006 |
| Review of Instant Sales Letter Templates
As a partner in a new business within the service industry, time management is essential. To ensure all aspects of running a business are...
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date added: Friday, April 7, 2006 |
| 5 Sales Follow Up Tips that Work
What do you need to know about follow-up?Following-up with connections, marketing campaigns, networking, or phone calls is more a...
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date added: Friday, April 7, 2006 |
| Insiders Secret Doubles Cold Calling Results!
Details (yuck!) are the bane of a sales professional’s existence.None of us wants to crunch puny little numbers throughout the day....
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date added: Friday, April 7, 2006 |
| Sales Language
Last issue we looked at language and focused specifically on “ because “ and the avoidance of “ yes…but “. Since language is so critical in...
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date added: Friday, April 7, 2006 |
| How Buyers Buy: What Sellers Need to Know to Close Sales
For the past 15 years or so, I’ve been writing books and articles on the process I’ve developed that gives sellers the skills to teach...
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date added: Friday, April 7, 2006 |
| Decision Teams: Who Is On Them? And How Do We Interact?
A few days ago, as I flipped through a business book in an airport, I came across the words "decision team".When I began talking...
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date added: Friday, April 7, 2006 |
| Objections: What Are They And Why Do We Get Them?
Ive heard it said that objections are excuses to move the conversation forward – a positive sign that the buyer is interested.I have av
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date added: Friday, April 7, 2006 |
| Facilitating Decisions: A New Way To Boost Sales
CRITERIAHow many times have we all noted that our products, ideas, or services will solve our prospects problems - and then the...
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date added: Friday, April 7, 2006 |
| The Art and Science of Sales and The Dissection Of Rejection
"If we had no winter, the spring would not be so pleasant: if we did not sometimes taste adversity, prosperity would not be so welcome."
...
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date added: Friday, April 7, 2006 |
| Increase Your Sales from Your Current Clients
As business owners and sales professionals, we know that calling new prospects and turning them into clients is a vital part of creating...
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date added: Friday, April 7, 2006 |
| Is the Salesman a Dying Breed?
Technology, increased competition and Wall Street scandals have changed the landscape of the financial advising community, but many...
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date added: Friday, April 7, 2006 |
| The Ultimate Survival Skill for The Information Age
Were living in incredibly turbulent times.The well spring of this uncertainty lies in one of the characteristics of the...
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date added: Friday, April 7, 2006 |
| Calling All the Shots
Who decides what happens in your day? If you’re a sales professional, the answer should be “me,” but each day you face a blizzard of...
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date added: Friday, April 7, 2006 |
| What Information Should You Store In Your Customer Database And Why?
After 15 years working as a Business Analyst and an IT Specialist, the most common question I get asked by business owners is what informations
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date added: Friday, April 7, 2006 |
| Increase Profits by Bundling Your Cleaning Services
Anytime you place an order in a fast-food restaurant youre asked if you would like the "meal special" or "value deal". Instead of just...
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date added: Friday, April 7, 2006 |
| School Cheerleading Fundraisers
Would school events ever be the same without cheerleaders cheering us on? Win or lose, every school has vivacious and optimistic...
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date added: Friday, April 7, 2006 |
| Middle School Fundraisers
Students out of elementary classes and preparing for high school constitute the framework of a middle school. They are aspiring and budding...
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date added: Friday, April 7, 2006 |
| School Fundraiser Ideas
Schools, whether they be elementary, middle, or high, have three things in common; studies, fun, and fundraising. Most all schools rely on...
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date added: Friday, April 7, 2006 |
| High School Fundraisers
High school—a constant hub of activities, studies, and events—and the last years of our school days shared with friends. High schools...
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date added: Friday, April 7, 2006 |
| Dont Sell Your Services; Thats Not What People Buy
Believe it or not, no one actually buys your service. No one buys coaching. No one buys consulting. No one buys financial planning. So what dop
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date added: Friday, April 7, 2006 |
| The Sales Diet for FAT and Happy Results
Forget about what you know about diets. In sales you want to be fat and happy! Unless you have a very limited market, you have an...
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date added: Friday, April 7, 2006 |
| Seconds Count Make The First 30 Seconds Count
When you’re calling prospects, you only have about 30 seconds to grab their attention. You have one chance to make a first...
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date added: Friday, April 7, 2006 |
| Closing Corporate Business The Secret Steps to Business Success
A client recently called me with some very good news. She had been hired by a large corporation to do several projects for them. She was so...
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date added: Friday, April 7, 2006 |
| Selling Professional Services Creating Loyal Clients
A sale in professional service industries is simply a transaction based upon a promise – a promise that your firm and its employees will...
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date added: Friday, April 7, 2006 |
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