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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 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 What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it... Read More 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 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 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 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 MoreConsumer Effort And The Purchase Decision
Solution-Sell is a Myth!
Selling with Purpose
Six Simple Steps for Getting More Applications
Save Your Breath: How To Sell In Trade Shows Without Pitching
Building an Action Plan
Open Your Introduction With A Firecracker Moment
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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
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
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
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
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
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
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
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a mental position; the feeling one has for oneself.Your attitudes are mindsets-or points of view based... Read More
If you are in the mortgage business, the very first thing you need before you can get anywhere, is an application.I spent years working in... Read More
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
Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I... Read More
You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter.Personalise -... Read More
The other day, I received the last issue of a business magazine before my subscription runs out. Now, I like this magazine, but I'm swamped... Read More
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the top five most important steps in the selling process?Answer: 1. Rapport. Help me, the customer,... Read More