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The Trusted Advisor Relationship: What Is It, and What Should It Be?

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

Why Write a Sales Letter for Each Product?

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

Success Reloaded: The Matrix

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

The Most Important Word in a Business Letter

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

Four Easy Steps To Building A Powerful Employee Incentive Program

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

Cracking The Billable Hours Ceiling

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

Plan For Your Next Trade Show Appearance To Be A Success

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 More


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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

Why USPs Dont Work

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

Why Arent They Buying?

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

Now Is A Great Time To Sell!

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

How To Shorten The Selling Cycle And Reduce Buying Stalls

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

Going the Extra Mile and Getting Referrals

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

10 Incredible Ways To Sell Your Products Now

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