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So often sales men and woman are the very people that prevent themselves from obtaining additional sales and increasing their commissions. It doesn't matter if... Read More Whether you're a conventional sales person, a professional ? such as a dentist or lawyer or doctor ? or a business owner, you've got to... Read More If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or... Read More We are complex. We confidently assert that we are independent thinkers but then we can feel uncomfortable -- even embarrassed ? if we break out... Read More Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way... Read More I've been training in countries outside the U.S. recently, and have finally accepted a universal truth about sales people: you love to pitch.For some reason,... Read More Why should you describe your business to others in 5 to 10 seconds?How long do you think you have to get anyone's attention? 5 minutes?... Read MoreDo You Want to Know the 8 Tips to Selling More Products?
Referrals: Getting Good Business By Doing Good Business
Everything Follows the Pitch
To Sell Successfully, You Have to Be Willing to Be Different
Sealing The Deal Over The Business Meal
What is a Pitch?
Creating Your Perfect Pitch!
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Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a... Read More
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short,... Read More
The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect... Read More
How many sales opportunities have you lost to competitors who seemed to have the inside track? It's likely your prospect purchased from their emotional favorite.Selling... Read More
Your business is making profits, but where is the cash? It seems that someone has taken away your money. Your bank account is still the... Read More
Selling isn't something you do to people, it's something you do for them. If you feel as though you're being pushy or twisting arms when... Read More
Everybody is familiar with the old retail chant, "Location, location, location!" It speaks volumes about making the right decisions from the start to make your... Read More
Everywhere I turn, I'm being asked to weigh in on the issue of whether copy should be long or short in a sales letter. I... 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 evaluation is not for the "weak-kneed". Real questions to determine Real skills for Real world sales.When is the last time you were evaluated for... Read More
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex... Read More
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people. If everything else were equal wouldn't you buy from the person that you liked the... Read More
Here are four simple things you can do to take price out of the equation!It's frustrating when people appear to be focused on price alone.... Read More
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and... Read More