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Not speaking your language?

How to ASK for Business -- WITHOUT appearing Pushy --

GIVING Vs "SELLING"Never lose sight of the importance of providing a "reason" to buy BEFORE you attempt to SELL anything to a client/prospect.In the current... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering 50 million telephone numbers with the FTC's National Do-Not-Call list since the registry debuted in... Read More

Recommending Products Vs. Selling Them

Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling them?* Is e-mail your selling medium of choice because it lets you avoid the rejection... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material.... 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


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60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this as legal advice. Perfection in a mail order catalog is like infinity...you can continually... Read More

Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your window display? Once a month? Once a week? Try changing your window display every day!... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" That's a question I'm... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared the stage with some amazing bands, but at the very... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote... 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

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve to eat the apple ? sellers have assumed that getting the right information about a... Read More