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Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company... Read More

Building an Action Plan

Going into your workday and waiting for things to happen, and then reacting to them is not a very productive way of doing things. You... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner or an employee, is to be able to say what you do, and say it... Read More


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Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these before:Q: "How can you tell a sales person is lying?"A: "His lips are moving."Q: "Why... Read More

Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test

Business owners should be more like doctors.Forget selling and start asking your customers where they hurt. Broken leg? Ulcer? Empty wallet?Don't sell, diagnose. And what... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great sales copy? Maybe not, but Brian Keith Voiles did. And he put it to use... Read More

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or service is flawless. More importantly, we would like for others to believe that as well.... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a business. They are the key to a successful business.When making appointments try to make your... Read More