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Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until... Read More Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it.... Read More Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange... Read More It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone... Read More Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who've had too much to drink.You... Read More I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients?... Read More With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". Selling is... Read MoreIt Isnt A Sale Until Youre Paid
Cold Calling Reluctance
Solution-Sell is a Myth!
Consumer Effort And The Purchase Decision
Aikido and The Art of Cold Calling
Selling Skills - How to Handle the Dreaded Question Whats The Price?
Why There Will Always Be High Paying Sales Jobs
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Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single... Read More
So the other day I'm watching the movie The Matrix, again. For some reason I can't get enough of the great special effects.Remember the part... Read More
How do you get people's attention and build their interest to take the time to read your sales letter? Let's face it. If you can't... Read More
Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until... Read More
We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these... Read More
If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for... Read More
Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual's... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create... Read More
A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed... Read More
How do you get people's attention and build their interest to take the time to read your sales letter? Let's face it. If you can't... Read More
Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before.Some of these programs are not as successful as... Read More
Have you ever stepped your way through the sales process only to be disappointed by your prospect's objection to your price?This situation unfolds all too... Read More
Would you like an easy way to track the performance of your sales SuperStars? Will a large sales activity board really make a difference? You... Read More
A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or... Read More