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Not speaking your language?

Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are... 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

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 Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed... Read More

Everything Follows the Pitch

If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two reasons for most people. One is to make money, and the other is often that... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual's... Read More


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Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic Programing (NLP) can be used to gain instant rapport with clients, leads, and business associates,... Read More

Your Direct Mail Sales Letters Must Differentiate You

For two winters I heated my house with an old fashioned woodstove. I learned the art of reviving a bed of dying coals each chilly... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying to recover inactive clients and it's a big mistake. We tend to magnify the problem... Read More

Customer Service Revival

Value is in the Eye of the BeholderSales today is filled with stereotypes. The "sleazy car salesman", the "annoying telemarketer", and the ever-present "pushy commission... 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

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to... Read More

Want More Sales? Write A Barry Bonds Sales Letter

I'm not a baseball fan. Never have been. In fact, I hate the sport. However, I am a Barry Bonds fan. Here's why: Barry Bonds... Read More