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The USP (Unique Selling Proposition) is based on the assumption that if you can't be better than the competition then being different will usually suffice.It... Read More HANDLING OBJECTIONSSales presentation is not always going to be plain sailing. You must expect objections. The important thing is to know this and be prepared... Read More When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."But gates... Read More If Chicken Little were alive today he wouldn't be running around forewarning us of the sky that was about to fall. He'd be too preoccupied... 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 A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in... Read More Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the... Read MoreWhy USPs Dont Work
Handling Objections
Gatekeepers
Chicken Little And The Disintermediation Myth
5 Ideas for Writing Effective Sales Letters
Obtaining Self-Confidence
Focus on a Trade - Not a Discount
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This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services... Read More
After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them... Read More
You have a great product, but it's not flying off the shelf. Is one of these packaging problems turning sales away?1) You don't understand your... Read More
By a show of hands, how many of you grew up as a kid saying to yourself, "I can't wait to grow up until I... 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
After completing a workshop on personal productivity or time management, we usually find participants react to the instruction on goal-setting in one of three ways:1.... Read More
Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After... 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
Selling is just a whole lot easier when you know what people really want.But unless you're psychic, or know how to do the Vulcan mind... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed the problem recently when he said there's just too much beating around the bush and... Read More
When was the last time you thanked your customers?This often neglected gesture is a very powerful sales tool. As a small business owner, I want... Read More
Robert Louis Stevenson said 'Everything in Life is Selling' and it is. Whether as a child you cry until you get what you want; whether... Read More
Terminology / AcronymsABC figures: This is the independently audited sales figure for all recognised publications in the UK. By using the ABC figure, you can... Read More
I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a... Read More