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Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky, because I had a big back yard for playing. It was about 28 acres big.... Read More

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal, plastic and conglomerate materials such as pressed wood and fiberboard. Depending upon your budget, the... Read More

The Email Blow-Off

This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin... Read More

Things You Need to Know Before Joining a Direct Sales Company

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

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many disciplines, including: accounting, education, engineering, law and medicine. These professions all have codes of ethical... Read More

Clear Up Blurry Communication

One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were... Read More

Talking To A Prospect As If To A Friend

While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite. A sound bite, sometimes also... Read More


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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

Ask for the Business

Many times in the process of making a sales presentation to a potential client, we will break down our product piece by piece, explaining all... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold... Read More

Health Insurance Lead and Health Insurance Leads

Health insurance lead generation systems provide a stead stream of potential clients for health insurance brokers. Health insurance leads are considered to be people who... 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

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's not you."Hard words to hear. That big deal, the account you've been courting for months,... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific... Read More