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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 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 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 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 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 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 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 MoreTwo Mistakes That Will Cost You Money
Business Lessons Learned At The Mall
Want More Sales? Write A Barry Bonds Sales Letter
Its Better When They Tell Them
The Struggle to Decide: The Paths Customers Take to Solve Problems
Revenue Growth Through Alliances
6 Creative Questions To Move From HOW Are You To WHO Are You
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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
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
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
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
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
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
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
We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own... Read More
Here are five sure-fire ways to guarantee you will not get the sale;Focus on yourself. I recall meeting several salespeople from a variety of vendors... Read More
You can have your cake and eat it.What is it that makes the sale of information products so appealing?Is it the fact that the only... Read More
A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared the stage with some amazing bands, but at the very... 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
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
If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much."When that happens,... Read More