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Not speaking your language?

Instead of Discounting, Back Some Value Out of Your Proposal

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

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try to attract new customers, and this is a kind of lead generation.Lead generation includes anything... Read More

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

Give Up the Need to Sell

Most business people will tell you that selling is not their favorite activity. Let's explore a way to look at the process of sales a... 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

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As... Read More


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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

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that doesn't work? Have your announcements and news releases been ignored? Have you been too quiet... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 2

Part one of this article is available at www.bookcoaching.com/freearticles/article-31.shtml. Have you wasted valuable time and money on promotion that doesn't work? Have your... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind sales, and customers making buying decisions can be influenced through visual elements towards a particular... Read More

Going Global: Communication Across Mental Boundaries

A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or... Read More

Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his... Read More

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain sailing. You must expect objections. The important thing is to know this and be prepared... Read More