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Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a... Read More Not all mannequins are made to look like full-grown adults. Child mannequins are also common in many clothing stores. A child mannequin is the same... Read More Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are... Read More A Simple TruthDo you have the right stuff?Are you consistent in your business?Do you build relationships easily?Are you approachable?I'm writing this E-letter aboard American Airlines... Read More Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not,... Read More Ask any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, "at the End". To... Read More A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the... Read MoreWhy I Hate (Most) Benefit Statements
A Look at Child Mannequins
Use Pain To Get Commitments
A Simple Truth - Authentic Sales Tip
Why Are Customers So Indecisive?
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Keep the Referrals Coming
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If you live in England then you will already be familiar with car boot sales but I will still offer some valuable tips on how... Read More
Many times in the process of making a sales presentation to a potential client, we will break down our product piece by piece, explaining all... 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
A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed... Read More
"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" That's a question I'm... Read More
Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you... Read More
After completing a workshop on personal productivity or time management, we usually find participants react to the instruction on goal-setting in one of three ways:1.... 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
Over the years, many prospects have hidden behind their well-trained secretaries to prevent interruptions from persistent salespeople. But in today's electronic world, voice mail systems... Read More
We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these... Read More
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
1. Animate your window display.How often do you change your window display? Once a month? Once a week? Try changing your window display every day!... Read More
Growing up in the South, I used the phrase "big ol'" a lot. Big ol' truck. Big ol' house. Big ol' party. The phrase was... Read More
Article I of a two-part series.No matter what customers say they want, what they're really looking for is "something special." They can't quite describe it,... Read More