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Cracking The Billable Hours Ceiling

How many of you made as much money as you wanted to last year? Don't be shy; raise your hands. Hmm, I don't see too... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of 10 I do. Why do we do this? I hang-up because I am afraid that... Read More

Future Business Key Element In Sales

A challenge facing many businesses is how to maintain a constant stream of customers in order to provide a regular cash flow.One method is to... 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

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

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

The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while... Read More


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Sex Sells!

An attractive woman has a decided advantage as sales representative over her male counterpart. This "selling edge" is primarily due to the existence of the... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I... Read More

Asking The Right Questions

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

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being able to sell well is developing your listening skills. Most sales companies and sales people... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the decision maker's hands.Use "The Stealth Mail Method". You've heard the expression if it walks like... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the issue that if it is not growing, it will be expiring. For most companies, mergers... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what he thought about our training, my client felt the learning process we had undertaken together... Read More