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Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and determined that you can provide the product and service she is looking for. You've presented... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I... Read More

Want More Sales? Write A Barry Bonds Sales Letter

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

Its Better When They Tell Them

You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. So why... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the issue that if it is not growing, it will be expiring. For most companies, mergers... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names, jobs and the like have been exchanged and you seem to be getting along famously.... Read More


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How to Make Sure You Sell More!

Make sure you target women. It's true for almost anything you are selling. According to Women Mean Business: The Secret to Selling to Women, eighty... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve to eat the apple ? sellers have assumed that getting the right information about a... Read More

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a roomful of strangers. But networking at business events can help you grow your business, as... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". Selling is... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic Programing (NLP) can be used to gain instant rapport with clients, leads, and business associates,... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If you make a great first impression, you can do it even faster. Seven seconds is... Read More