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Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead companies, but how do you know which one is the right one for you?When I... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know . . .Lance looks at every single detail.He weighs his food every day to maintain... Read More

How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative... Read More

Who Takes Your Money

Your business is making profits, but where is the cash? It seems that someone has taken away your money. Your bank account is still the... Read More

Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test

Business owners should be more like doctors.Forget selling and start asking your customers where they hurt. Broken leg? Ulcer? Empty wallet?Don't sell, diagnose. And what... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the... Read More


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Picture Yourself a Winner

In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like... Read More

Selling -abilities : Part 2

In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware.... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve to eat the apple ? sellers have assumed that getting the right information about a... Read More

Consumer Effort And The Purchase Decision

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

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has four children. With a family of six, he finds buying cars rather trying.Recently he went... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise.... Read More