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For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I... Read More Authors/publishers are great at getting their books written. Entrepreneurs know their products. But after the initial one-year honeymoon, sales slow down. To counter this make... 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 What do you think it is? Many experts insist it's the word "you." Why?When most of us read anything, we're looking for something that interests... Read More Want to build a successful incentive program for your company? Have you dreamt about finding ways to have more fun at work and still see... Read More How many of you made as much money as you wanted to last year? Don't be shy; raise your hands. Hmm, I don't see too... Read More Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit,... Read MoreThe Trusted Advisor Relationship: What Is It, and What Should It Be?
Why Write a Sales Letter for Each Product?
Success Reloaded: The Matrix
The Most Important Word in a Business Letter
Four Easy Steps To Building A Powerful Employee Incentive Program
Cracking The Billable Hours Ceiling
Plan For Your Next Trade Show Appearance To Be A Success
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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
The USP (Unique Selling Proposition) is based on the assumption that if you can't be better than the competition then being different will usually suffice.It... Read More
You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales.What's wrong?It could be... Read More
Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have... Read More
The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect... Read More
Successful salespeople have the ability to turn the customers they serve into advocates. They don't directly ask for assistance, they do it by going the... Read More
1. Make your reader visualize they have already bought your product in your ad.Tell them what results they have gotten and how it makes them... Read More
We are complex. We confidently assert that we are independent thinkers but then we can feel uncomfortable -- even embarrassed ? if we break out... Read More
Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do... Read More
What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will... Read More
Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There's the possibility... Read More
Selling your products at shows can be difficult when you have a lot of competition. Although some show organizers are careful to have a good... Read More
A lot of people are very intrigued by the idea of joining a direct sales company and being able to make extra money from home.... Read More
You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company... Read More