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How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that... Read More

Unique Selling Propositions

If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80% of your business comes from 20% of your client base, there are a lot of... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner which best presents them in the customers' eyes. For example, clothing needs to be folded... Read More

How Many Ways Do You Have To Justify Your Price?

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

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the number of visitors to your site that take the desired action against the total number... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have... Read More


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Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first thing you need before you can get anywhere, is an application.I spent years working in... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that makes you want the product?the resume that prompts you to call the job candidate this... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady stream of good customers. To build that stream of customer a business owner must examine... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do what nine out of 10 adults do, according to a recent article by the American... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying... Read More

To Buy or Not to Buy? Motivating Your Customers to Take Action!

All customers have a choice to make. Sometimes that choice is between your product and your competitor's, but sometimes it's not. Often, the customer's choice... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase.I was at one of... Read More