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Not speaking your language?

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it.... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. Then, you had... Read More

Generating Sales Leads

Any company that relies on selling a product or service needs strong sales lead generation. A sales lead is a prospective customer. Businesses try to... Read More

How to Make Sure You Sell More!

Make sure you target women. It's true for almost anything you are selling. According to Women Mean Business: The Secret to Selling to Women, eighty... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before.Some of these programs are not as successful as... Read More


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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

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read, believed and acted upon. In order to do this it must attract attention, warm the... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from your competitor?How do you outsell your competitors?Your unique selling proposition (USP) is very important as... Read More

Consumer Effort And The Purchase Decision

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

The Importance of Good Sales Leads

An important part of your business plan should be to generate a steady stream of qualified leads. Making sure that leads flow into your "pipeline"... 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

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've done all the right things with your prospect:? You've identified a real need and developed... Read More