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YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and the seller in financial services. The customer buys and the seller sells. The customer is... 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

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

The Allure of Antique Store Fixtures

They say if you wait long enough, a style you liked in almost any genre will come back. This is as true for retail store... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location, location!" It speaks volumes about making the right decisions from the start to make your... Read More


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Picture Yourself a Winner

In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral... Read More

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have an acre of land and we have to keep it mowed pretty regular in the... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before.Some of these programs are not as successful as... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you... Read More

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life. It is... Read More