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Give Up the Need to Sell

Most business people will tell you that selling is not their favorite activity. Let's explore a way to look at the process of sales a... Read More

Generating Sales Leads

Any company that relies on selling a product or service needs strong sales lead generation. A sales lead is a prospective customer. Businesses try to... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales letter? Here is the answer: These people newer bothered to find out what the potential... Read More

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

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get excited! It's a chance to earn income, develop more business contacts, and expand your client... Read More

Unique Selling Propositions

If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the restaurant pressure washing business, while other specialize in it. One reason some do not like... Read More


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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

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew up as a kid saying to yourself, "I can't wait to grow up until I... Read More

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let that guy sell me on something that I had no real need for at the... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are now mailing 4times a year, increase the frequency of your mailings to 6 or 8times.... Read More

How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed

I've been using a technique that has helped me to get business I otherwise wouldn't. This will get you more business also. It's so easy... 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

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products... Read More