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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 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 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 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 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 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 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 MoreInstead of Discounting, Back Some Value Out of Your Proposal
What is Lead Generation?
Winning Sales Proposals
Give Up the Need to Sell
Dont Be Macho Selling Ice to Eskimos
5 Ideas for Writing Effective Sales Letters
Marketing Conversations, And Conversation Stoppers
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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
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
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
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
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
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 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
First - being before all others. Fast - moving or able to move quickly. Foremost - first in rank, order, or place. Wouldn't you like... Read More
It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone... Read More
You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote... Read More
If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy... Read More
Picture this scene from the 1984 smash comedy movie from Columbia Pictures, Ghostbusters: Dan Aykroyd and Bill Murray, aka? the Ghostbusters, are involved in a... Read More
Have you ever run DOWN an escalator that was going UP? Well, I did at the Tampa Airport last week. Here's what happened:Last Wednesday I... Read More
JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain.... Read More