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Not speaking your language?

Why USPs Dont Work

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 Objections

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

Gatekeepers

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

Chicken Little And The Disintermediation Myth

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

5 Ideas for Writing Effective Sales Letters

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

Obtaining Self-Confidence

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

Focus on a Trade - Not a Discount

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 More


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Before You Sell Do The Math

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

Top 10 Ways to Maximize Your Approachability

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

9 Packaging Problems That Lose Sales

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

If I Wanted To Sell For A Living, I Would Of Majored In It In College

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

Miracles are Your Responsibility!

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

Breaking Through The Comfort Zone Barrier

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

Five Keys to Make Your Cold Calls Sizzle

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