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Not speaking your language?

Do Your Words Betray You?

What do the words that you use say about you? What is your basic message? Do your words support that basic message? As a business... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not their favorite activity. Let's explore a way to look at the process of sales a... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not get the sale;Focus on yourself. I recall meeting several salespeople from a variety of vendors... Read More

8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail. And make it achieve more sales.1. Attract & keep the customer's eyeYour customer must be... Read More

5 Tips to Choosing a Direct Sales Business

With hundreds of direct sales companies out there, how do you choose the right one for you? Here are a few tips to make sure... Read More

9 Packaging Problems That Lose Sales

You have a great product, but it's not flying off the shelf. Is one of these packaging problems turning sales away?1) You don't understand your... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why... Read More


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Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. Then, you had... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together,... Read More

How Can a White Paper Support Sales and Marketing?

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

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and the seller in financial services. The customer buys and the seller sells. The customer is... Read More

Ask for the Business

Many times in the process of making a sales presentation to a potential client, we will break down our product piece by piece, explaining all... Read More