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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 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 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 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 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 ? 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 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 MoreCold Calling Reluctance
Business is Great; I?m Just Not Selling Anything!
Generating Sales Leads
How to Make Sure You Sell More!
7 Ways to Stop Selling & Start Building Relationships
Stuff We Make Up About Our Prospects
Incentive Dilemma:
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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
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
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
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
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
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
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
You can have your cake and eat it.What is it that makes the sale of information products so appealing?Is it the fact that the only... Read More
If you need to hold a fundraiser and don't know where to begin there is help out there for you. It is time for you... Read More
If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much."When that happens,... Read More
I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative... Read More
In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various... Read More
For technology companies, service after the sale has emerged on equal footing with innovation as a competitive advantage.As technology-related products and services touch nearly every... Read More
Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from... Read More