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Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct mail marketing efforts produced more than $689 billion in sales. For those organizations who know... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I... 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 to Leverage Your Influence

Why do we get into sales? Typically it is two reasons for most people. One is to make money, and the other is often that... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting down with a long list of potential prospects you've never met and telephoning them, one... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals. The key is to provide extraordinary customer service and educate your clients and influencers to... Read More


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Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to look at a brochure or other form of hard copy. It's important therefore that your... Read More

Building Relationships

A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and... Read More

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long. And many people see it in a mystical light. Yet what they do not realize... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such as a dentist or lawyer or doctor ? or a business owner, you've got to... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard the saying "the first person who talks, loses". And, it's true most of the time.... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on the issue of whether copy should be long or short in a sales letter. I... Read More