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Not speaking your language?

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true... Read More

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have an acre of land and we have to keep it mowed pretty regular in the... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not,... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the... Read More

Recommending Products Vs. Selling Them

Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to a question submitted by one of my newsletter readers. QUESTION - "At the moment, my... Read More


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Winning Sales Proposals

Your proposal is selling for you when you're not there, so it must reflect your standards of professionalism.Like it or not, sales proposals are a... Read More

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson ?... Read More

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means that they sell large quantities at a discount. There are many advantages to buying a... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game."... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? "Are you the person who??" "What... Read More

Sealing The Deal Over The Business Meal

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

9 Ways to Keep Clients Coming Back For More

A lot of effort is put into getting new clients. We all know our client base will change. Previous clients can move to a new... Read More