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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 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 Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not... Read More Remember those school exercises that started "Compare and contrast....yada yada yada". Well, here's an exercise to get your sales brains moving.There are major differences between... Read More Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out... Read More TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from... Read More This article is meant to inform. Please don't construe this as legal advice. Perfection in a mail order catalog is like infinity...you can continually... Read MoreSPIN, Relevant To Both Salesmanship & Advertising!
Give Up the Need to Sell
The Doors Of Opportunity
Selling - Trade Shows Vs. Regular Sales Calls
5 Ideas for Writing Effective Sales Letters
Telephone Techniques
60 Ways to Increase Your Mail Order Catalog Sales
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Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a... Read More
John Di Lemme on "Miracles are your responsibility"Miracles are your responsibility! What does that mean? Simple...You have a responsibility to create miracles in your own... Read More
"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
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy... Read More
After our first half-hour telephone coaching session, when asked what he thought about our training, my client felt the learning process we had undertaken together... Read More
The topic of this issue's article is a response to a question submitted by one of my newsletter readers. QUESTION - "At the moment, my... Read More
When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible.Wouldn't... Read More
If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy... Read More
In the last decade, the Internet has become a major commercial force. Not only do online sellers like Amazon.com have huge sale numbers, but nearly... Read More
One of the most useful and fundamental communications lessons that has been repeated to me over the years, ever since my earliest days of formal... Read More
Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of... Read More
The time comes for all mortgage brokers and loan officers to consider spending some of their hard earned money by testing the waters of mortgage... Read More
How do you get people's attention and build their interest to take the time to read your sales letter? Let's face it. If you can't... Read More
Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They... Read More