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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

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a... Read More

Never Stop Selling

The question: "When should a growing company slow down its sales function and focus solely on delivery?"The answer: "Never!"When fast growth is the focus of... Read More

How to Make Sure You Sell More!

Make sure you target women. It's true for almost anything you are selling. According to Women Mean Business: The Secret to Selling to Women, eighty... Read More

The Hands On Approach

While living in the technology age where everything is computerized, digitized, and auto-responded, it is very easy to forget where we came from, and how... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative over her male counterpart. This "selling edge" is primarily due to the existence of the... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to the point when you counted the minutes till its ending? Unfortunately, you can't speed it... Read More


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Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the... Read More

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with you. Almost 70% of the people you do face-to-face business, with will never speak to... Read More

Stop Screwing Up Your Sales Letter

"Sales Letter"... that's your web site's sales page. The page with the carefully written copy designed to convince a visitor that they will benefit from... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying... 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

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing "Mine"People consistently place a higher value on things they own, even if their "ownership" is... Read More

At-ti-tude, n

At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a mental position; the feeling one has for oneself.Your attitudes are mindsets-or points of view based... Read More