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Not speaking your language?

Why I Hate (Most) Benefit Statements

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

A Look at Child Mannequins

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

Use Pain To Get Commitments

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 Truth - Authentic Sales Tip

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

Why Are Customers So Indecisive?

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

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

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

Keep the Referrals Coming

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 More


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What Are Car Boot Sales?

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

Ask for the Business

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

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

How Can a White Paper Support Sales and Marketing?

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

Selling Commodities

"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

The Risk of Being A Yes-Man

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

Breaking Through The Comfort Zone Barrier

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