10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. 1. Any archaic, stilted words, such as: hitherto, whereby,thereby, herein, therein, thereof, heretofore. 2. "Kindly advise." As opposed to not kindly advising. 3. "Whereas."... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them.Mistake Number One: Over... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE.PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. Your f~ree trial or sample chapters will show your visitors that you are confident in the quality of your product and lead to more... Read More

Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. So what do you think happens in most sales encounters? That's right? we tell 'em what... Read More

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let's go then.Less time more pressure.You prospects have less time and feel more pressure. Just like you, I'm sure.... Read More

Need A Sales Boost ? Try These!

The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?" You - "Absolutely!" (or) You - "Definitely!" (or) You - "You have come to the right place Mr. Prospect" Answering questions about your capabilities with... Read More

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process.1. Focus on What Your Customers Really WantYour customers really don't want your products or services. They don't even want what those products or services do... Read More

Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of... Read More

Three Fast, Short, Simple Ways to Escalate Your Sales

1. Sell an inexpensive product to sell an expensive product. If people like your inexpensive product, they will be persuaded to buy your expensive one. 2. Allow your visitors to decided how much they want to pay for your product. I only recommend it for products that don't sell or... Read More

How To Master the Art of Super Salesmanship

Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that he feels buying it from you will solve his problems or fulfill his dreams. Selling online is really no different than selling in... Read More

Top Ten No Money Promotion Ways That Create New Clients and Fast Sales

Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? Yes! The number one way to promote your service and your products is through informational how-to articles that you send to top Web sites and dozens of no... Read More

Six Simple Steps to Increase Sales and Decrease Stress

Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last... Read More

Sales 101

For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales. Always be sure to go to the... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills... Read More

7 Phrases You Cant Say in Sales

7 Phrases You Can't Say in Sales (Because They Will Undermine Your Credibility and Drop Your Closing Rate) Copyright 2004 by Doug Smart Years ago, George Carlin listed seven words you can't say on television. Then HBO came along, said all the words,... Read More

4 Reasons Why the Sale is Not Made

When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got... Read More

Boost Your Sales With These Proven Responses

When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. I dreaded the part where my potential clients inevitably came up with objections why they couldn't use my services. I've since learned that lack... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales goals? Did you write your goals down? Did your review them frequently, and revise them as conditions changed? Or did you set them at the beginning of the year, and forget about them by February? What do you most... Read More

Ten Ways to Super Charge Your Sales

1. Add a no-fee interactive game to your web site. You couldhire someone to create it. You want to make the game relatedto the theme of your web site. In the case of our web site-- the Abundance Center -- the theme, abundance, could be agame on how to find... Read More

Let Your Weaknesses Increase Your Sales

Imagine...you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product -- everything right. And you hesitate but you do not know why. You just aren't "sure." And you respond, "I'll think about it." Then you talk with another salesperson that... Read More

Top 5 Characteristics of Great Salespeople

I am a big believer that great salespeople generally realize their greatness, rather than being borne that way. OK, sure we've all heard somebody in sales who told us that they've been in sales all their life. It all started when they were a kid, selling lemonade from their lemonade... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward... Read More

Sneaky Sales Tactics

The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a great new idea for product or feature,... Read More

7 Sales Skills to Improve On

The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing. Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time... Read More

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately. And one thing that I hear often is that people need more sales leads. In order to generate sales leads, you need three things: A written profile of your target prospect, A list of suspects containing potential prospects, A... Read More

Sales Language: Whats Wrong with But?

Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. Here is one word that you'll want to avoid using as much as possible when you are selling... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales week, month or quarter? What do the other salespeople you work with do with their money? Do you "reward" yourself? Do you "invest" in your future? As salespeople we are notoriously known for the amount of toys we buy with... Read More

Equal Chance of Winning The Sale? Bah!

Are you going to win this deal? With just less than 3 weeks left in December, I am sure that you are really busy closing out your year-end sales. This has been a tough year for many people. With the economy proving to us that business cycles still exist, spending... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of... Read More

In Sales The Biggest Rolodex Wins

How many names do you have in your business Rolodex? ______ If you respond the way most salespeople do ? you'll estimate 200, 400, 700, 1,000 etc. Remember this, if your answer ended with a zero ? you don't really know, do you? Your Rolodex, or contact management system, is... Read More

Closing The Sale

Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. While I am still in the process of categorizing them, Inoticed that a number of them mentioned "Closing the sale" as yourbiggest challenge. Closing the sale, cinching the... Read More

Three Types of Salespeople

"There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. Actually, there are two different types of salespeople and they are easy to tell apart. The first type is the improvisor.... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional... Read More

When Youre In sales Always Aim Higher

Yesterday I did a sales training program for a great company. This company is 64 years old and makes a product whose name you would recognize immediately. The sales training was scheduled the day after the company introduced a new product. This product has great features and outstanding benefits for... Read More

How Salespeople Can Create Immediate Believability And Credibility

It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct. So many people in and out of sales... Read More

Are You Doing What It Takes To Win More Sales

What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales? It takes . . . Uniqueness. Being boring, bland, and benign is out. Being different is your first step to being better. If you're different and you're... Read More

How To Go Perpendicular In Your Sales Territory

First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?"1. Did you achieve all of your personal goals in 2004?2. Did you achieve all of your professional goals in 2004?3. Did you have double-digit sales growth in 2004?4. Are you expecting to... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things happen - not to let things happen. Let me explain.You can speed up the selling process and decrease the selling cycle time when you have a written game plan. Your game plan should include three key elements. These elements are... Read More

Sales Predator Or Professional Sales Rep

From a customer's perception, it's easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey. Your initial impression will greatly influence if there is going to be a lasting relationship.In a recent survey conducted by... Read More

How To Give Your Sales Job A Strategic Tune-up

In happens every year in June.Six months down and six months to go. What will you do differently during the second half of the year to improve your selling results? If you don't take time to think about what you'll do differently, you may not do anything different. Now that's... Read More

Top 7 Psychological Triggers For Unlimited Sales

Did you know that there are specific psychological triggers you can use to influence the decisions of peoples and persuade them to buy what you are selling?By knowing and using these psychological triggers you will have an edge on your competitions and make more sales in the process.Here are 7... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very busy two quarters. I've worked with sales managers, marketing executives, professional services practice managers, business development executives, divisional presidents, two dozen sales teams, nine VPs of Sales and directly with 29 CEOs in North America and in Europe. I've seen... Read More

One Simple Persuasion Secret That Will Blow The Roof Off Your Sales

The next time you're shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. They say, "Was $60, Now $30," or, "Regular Price $69.99, Our Price $49.99."These stores are... Read More

Increase Your Sales Without Spending Another Cent

Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have.By ensuring you have the following... Read More

Do You Have to Be Aggressive to Make Sales?

A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game? sales approach.After one coaching session, one member of the sales team came up to me and said,... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."Most managers have felt this way about certain employees at some point in time.Let's face it, some employees have a very hard time consistently executing tasks that "should" be... Read More

10 Blockbuster Ways To Ignite Your Sales

1. Sign-up to win web site awards. When you win, some award sites publish your web site link, name and description on their site.2. Join online business associations or clubs. If you join, they will usually list all their members on their web site. It will give your business extra... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire... Read More

Sales Skills are Life Skills

I love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Sales skills are life skills."There's a born... Read More

How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale!

Follow this story...I went to Best Buy today to get a few CDs and walked out with a new subscription to Sports Illustrated. Immediately confused, I asked myself how'd that happen? As I went through the steps that brought to that point in time, I realized I was sold on... Read More

7 Ways to Get to the Truth: When the Sale Disappears

Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, "He's... Read More

10 Ways To Improve Your Sales

1. Determine your current situation. How are you currently positioned in the market? How do you compare to the competition? Where would you like to be in a Year or in five years and how would you like to get there? Or more appropriately how can you get there, as... Read More

Increase Your Sales in 5 Minutes

Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business.Customers Buy BenefitsYou want more sales? Customers buy for one reason. They buy because your product or service... Read More

Generate Sales with Lead Generation Marketing Tools

One of the best projects to undertake as an online marketer is to master the art of generating sales from your warm market contacts. A warm market is simply people who have already been exposed to your business and marketing plan. It can be described as "breaking the ice" with... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or do you try to avoid getting questions from them? You're walking away from a lot of easy sales if you don't encourage prospects to ask questions.1. Prospects Who Ask Questions Are Usually Ready To BuyProspective customers who take the time... Read More

Sales Lessons from Bob Vila

There's more to what he does than meets the eyeWith so many different programs, and reruns and re-packaging of older programs, we can assume there are few people on the planet who do not know about Bob Vila. Starting with the original "This Ol' House" programs on PBS in 1979,... Read More

10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet. You can accomplish this by starting an affiliate program or using viral marketing.2. I.ncrease your ratio of visitors that purchase your product(s). You could change your headline, o.ffer a stronger g.uarantee, add testimonials, etc.3. Find out who are your strongest... Read More

Essential Training Skills for Managers

Today's manager lives in a world where change has attained Mach speeds. What holds good when you go home may not apply when you return in the morning to work place. Such a tremendous pace of change takes a heavy toll in terms of a dispirited and de energized workforce.World... Read More

Sales Techniques to Help the Customer to Buy

Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul. At least three unmistakable key sales components are apparent:... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, www.MaquireMarketing.com) sent me this story of... Read More

Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales

If you knew a few sure fire ideas that have helped me, you may unleash an avalanche of sales and make more money at your website.Below are the secrets to help you generate sales leads:(1) Utilize holidays to increase your visitors or sales. You could give away free electronic greeting... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I sense that the customer tunes out. Is there a better way to communicate with a customer or engage them?A. Salespeople get caught up in the hype of their own product and lose touch with their client's reality sometimes. You may... Read More

The 6 Secrets To Sales Success

There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. It is your choice to develop the appropriate beliefs and habits that produce the results that you wish to... Read More

3 Steps To Immediately Increase Sales

Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to... Read More

Secrets That Lead To Failure In Sales

Let's be realistic nobody really wants to be labeled a failure when it comes to sales, unfortunately many business minded people are just that when it comes to selling their product or service. I have gathered a few tips I'd like to share that can prevent you from succeeding in... Read More

Resistance Training for Sales People

What was the quickest rejection you ever got? 2 minutes into your call? 1 minute? 15 seconds, 3 seconds?Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. And yet by using some simple steps we can reduce this resistance... Read More

How to Use Humor to Increase Sales

Using cartoons can help brand your marketing and drive home important messages. Although surprisingly inexpensive to acquire, humor can be one of your most powerful marketing tools.Humor puts your readers at ease. Readers appreciate a touch of humor in an otherwise overly serious world.Humor operates on an emotional level, driving... Read More

Effective Account Management

Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions:... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates... Read More

Closing The Sale

So -- you've just gotten off of the phone with a potential client. You've explained what you do and how you can help them -- and they still didn't end up hiring you. Where did you go wrong? You are EXPERIENCED, you are professional -- and yet you seem to... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not.Let me start with some examples of what I'm talking about. At one position I held, I sat next to someone who... Read More

Instant Rapport: The Key to Sales Success

Did you ever meet someone with whom you just clicked? Someone who was so much like you that you practically knew what he was thinking? How comfortable did you feel with that person? Did you trust him? Chances are that you have very high rapport with that person.Rapport means harmony... Read More

Growing Sales Through Creating Connections

Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy... Read More

Sales Marketing: 10 Explosive Strategies To Amplify Your Sales

Marketing is a skill. Once you master it, you can succeed in promoting any product or services online.I am going to reveal to you 10 critical ideas that you can use immediately to amplify your sales:1. Make your potential customers forget about the competition. Just tell them to forget with... Read More

Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now

If you have problem attracting new customers, the sales marketing secrets that I am going to reveal to you below will make you smile all day.Read on:1. Give Away An Electronic Information ProductThe product could be a simple report posted on your Web site or autoresponder to a downloadable e-book.... Read More

Successful Sales Strategies: Winning the Close Ones

The "Three Cs" in building customer relationships are a key component of professional selling skills.Indianapolis, IN (PRWeb) November 23, 2003 ? The deal is coming down to the wire. The buyer perceives the competitor's solution as marginally superior, but the slight underdog still wins the sale. In this case, the... Read More

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great product...You know that people are in NEED of Your service...AND ALSO You want to Increase your sales FAST...There is no wrong with that.As a webmaster you should promote your web site. There are many methods of web site promotion. Some... Read More

3 Basic Secrets That Will Explode Your Sales This Year

In this article, I would like to talk about the three "well-known but often ignored" secrets for creating a successful product.These secrets are still valid in real world as they are online.The main mistake most entrepreneurs do is to create a product and then they WORK HARD TRYING to sell... Read More

Sales Tips from Sales Masters

Dogs are great teachers of how to sell easier and better. And if you think about a dog's life, it's quite a pampered and easy one. Some dog behaviors can serve as models for do's and don'ts for salespeople. Dogs mark their territory. Do what you can to... Read More

How One Simple Concept Can Increase Your Sales

We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to follow what everyone else is doing.Well, Bob and Bill across the street each have satellite dishes... that means I have to get one too.Everyone is... Read More

A Revolutionary NEW Dimension in Sales

A Revolutionary 'NEW' Dimension In Sales: Make many more closings in the same amount of time!By Art Nelson and Linda CarlsonPhase IPhase I: Learning the Product is the first thing Paul does as he begins his career in sales. This 'newbie' envisions three major factors that will determine his success... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales.Failure to use these terms may leave potential customers undecided or going to the competition to satisfy their needs. Your... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent of Oprah or Tiger Woods. Oprah, for her premise, "You're a woman and only you are responsible for yourself." Tiger Woods, for his ultimate dedication to the game. Respectively, this is what they're known for or what their personal value... Read More

Multiply Your Sales

When Thomas Edison's light bulb finally burned for 45 straight hours he said, "If it will burn that number of hours now, I know I can make it burn a hundred."What does this have to do with internet marketing?Everything.You see, if you can make 1 sale, you should be able... Read More

Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway?

Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of.Traditional selling approaches tell us that sales are usually lost because of some element -- price, features, benefits -- having to do with our product or service.So, when we sell, we naturally focus... Read More

10 Power-Packed Ways To Spark Your Sales

1. Spend money on targeted advertising instead of mass media advertising. You don't want to waste your ad dollars on people who aren't interested.2. Increase your profits by concentrating on small details. Improving small things like text size, color, or graphics can really make a positive difference.3. Keep your offers... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're selling any product or service either online or offline this is horrible advice.You see sooner or later, your customers are going to find out the negative aspects of your product. Call it kama if you like, but they will.And when... Read More

10 Killer Ways To Multiply Your Sales

Would you like to multiply your web site sales? Or course you would, who wouldn't? :) Then take a close look at the following 10 killer ways to multiply your sales...1. When you make a sale, always follow-up with the customer. First you should follow-up with a "thank you" email.Then,... Read More

10 Great Ways To Generate More Sales

1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run.2. Build up the number of people that join your free affiliate program quickly by temporally offering your product for free to the people that... Read More

Jump Start Your Sales In 10 Quick Steps

1. Combine a product and service together in a package deal. It could increase your sales. If you're selling a book, offer an hour of consulting with it.2. Out source part of your workload. You'll save on most employee costs. You could out source your secretarial work, accounting, marketing, etc.3.... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable of selling any product fast.1. Sell your products at a wholesale price to retail web sites. You could sell them individually or in bulk.2. Set up joint ventures with other businesses to sell your product to new customers. They can... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep revising, refining and polishing to keep pace with all the changes happening on the Internet.1. Publish testimonials for your free stuff. It would increase their value and if they're viral marketing tools, you'll have more people giving them away.2. Give... Read More

10 Amazing Ways To Jump Start Your Sales

1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc.2. Brand your name and business. You can easily do this by just writing articles and submitting them to e-zines or web sites for republishing.3. Start... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least I'm going to try.I'm going to tell you exactly why you make a sale, and why you do not.By doing this, I'm going to give you access to some extraordinary principles that seem to fly in the face of logic,... Read More

Sales: The Secrets Of Super Salesmanship Exposed

Most people tremble when they hear the word "sales".This explains why most businesses fail.No matter what product or service or business you have, if you can't market it, you'll fail.Salesmanship is not an easy skill to acquire.To improve your salesmanship skill, there are a few qualities you must improve on.Here... Read More

Why More Sales Training Comes Before More Marketing Expenditure

In most businesses, when sales are slow or low, the first reaction is to spend more on marketing. Create better adverts, more adverts; direct sales letters is the cry. But is this always the right solution?Let's take a step back and examine the issue more closely.The first thing is to... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter.Personalise - Using the person's name in a sales letter will give you the greatest success. It's feasible to address sales letters to - "Dear Transport Manager"... Read More

The Canned Sales Pitch Myth

Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling.Studies conducted by the public opinion researcher, social scientist and author Daniel Yankelovich in the late '70's and the Stanford Research Institute's VALS (values, attitudes and life-styles) study that assessed buying motives in the... Read More

In Sales, Words Just Don?t Compute

In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said... Read More

Three Essential Questions You Must Ask To Make More Sales ? Ignore Them At Your Peril

There's loads of material about making money available on the Internet. Most of it is called "How you can make money on the Internet by selling products called How to make money on the Internet".If it's not that title, it's about how to write "killer" advertising copy or how to... Read More

Sales Success ? The 5 Steps

It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.Avoid... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:-1. Low confidence and self image2. A low sense of personal responsibility for their performance, and3. A low acceptance level of the need to practise selling skillsIn all top performers, and in sales team this... Read More

Increase Sales By Flying Under Your Prospects Radar Defenses

How do you persuade someone to do what you want them to do?A whole world of marketing exists around us trying to do that every minute of the day. Do you even notice it anymore or, like your prospects, have you subconsciously set up a system of "radar defenses" against... Read More

Sales Performance and Motivation: How to Get Your Edge Back

Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day...... you don't feel as enthusiastic as you used... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of three people get a little clammy under the skin. "I hate sales people and I could never do what they do!" is what many say at the mere thought of having to sell something. How wrong they are.Here is the... Read More

The Top 7 Sales Blunders

We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from... Read More

You CAN Be a Great Salesperson!

When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and success is you! A career in sales is a challenge. Use that challenge to motivate and excite you. Meet and beat that challenge!There are five basic... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every role we have. Whether you are in sales, marketing, home business, looking after your kids, dentist, athlete or whatever your chosen field is ? you sell. When you are "selling an idea" or pitching a business proposal or offering a... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests ? in seven... Read More

Boost Your Selling Power With Your Call-To-Action Phrases

Look at your marketing material. Now, is there something missing? If you're missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. You can't assume that your customers will know why they should act, how they should, or when they should act.Still unsure of... Read More

Get Over Your Resistance to Sales

I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call. Second, you need to truly believe that your product or... Read More

Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted

If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In... Read More

Sales As A Positive Experience

No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a... Read More

The Top 10 Powerful Tools for Growing Sales Through Creating Connection

Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy... Read More

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just really struck me as funny. Not only that, however, it really nailed home a strong lesson for me about how to make more money.I was driving down main street past this old building. I don't know exactly what the building... Read More

12 Sure-Fire Steps To Improve Your Retail Sales

The purpose of any business is to bring in customers, and it can only be accomplished through marketing. If your cash registers don't ring, something is wrong and you had better find out what is wrong fast. Because in today's competitive retail world... getting results is what counts.Successful retailers aren't... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with the same decision criteria.When sitting toe-to-toe with a prospective client, how well do you answer the question, "What sets you apart from your competitor?"Tom Snyder, vice president of Huthwaite ? the creators of SPIN Selling ? says in the audio... Read More

In Sales - Heres News You Can Use

Here's an idea on how to make reading the daily newspaper a source for new selling ideas. Make it a point to identify at least one thing that you can use in your business whenever you read the newspaper. There is always great stuff in the sports and business section... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to change your mindset. For example Christopher Columbus...He was born in 1451 in Genoa, the son of a wool merchant and weaver. Do you recall what the conventional thinking or "Mindset" was about the shape of the globe at that time?... Read More

The Ultimate Think Differently Sales Tip

Sales drive revenues, and revenues drive companies. Companies, then, are only as good as their sales people. In a society that has become increasingly immune to typical sales pitches, competition for consumer dollars has reached a fever pitch. Consumers are inundated daily with various versions of sales propositions: email, cold... Read More

3 Steps to Immediately Improve Sales

Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in... Read More

Transforming Problems into Sales

My silent fish tank was no more. Enough water had evaporated to make the filter gurgle. It was highly annoying and I knew I wouldn't be at ease until it was silent again, so I filled the tank.Did I fill it to satisfy a want or a need? Does it... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not. We all sell in the sense that we attempt to convince and influence others. We want and need to convince our children, our coworkers, bosses, spouses, clients or customers. How effective are you?There is a style of convincing others, influencing... Read More

Have You Prepared for Success in Sales?

My wife and I watched the movie Ray a couple of weeks ago when it came out on DVD. In the movie Jaime Foxx plays the legendary singer Ray Charles. I was amazed at how Jaime had captured the essence of Ray Charles. Many times throughout the movie I wondered... Read More

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with the customer. You could follow-up with a "thank you" email and include an advertisement for another product you sell. You can be more subtle including the offer within your signature file.Another way is to take your customer to a "thank... Read More

The ?Finding Common Ground? Sales Technique, Is A Myth!

Almost every book, manual, workshop or tape series teaching selling skills, will at one point suggest that you need to find something in com-mon with your prospective customer or client, in order to produce a trusting relationship. The thinking behind this suggestion is that if you find you have something... Read More

Success Secrets Of A Famous Vacuum Salesperson

I have to admit, I have an 'addiction'.Sometimes this addiction keeps me up to 3 am, sometimes it causes me to work 7 days a week.Many times this addiction is healthy, but I will confess that sometimes it's not.No, my addiction isn't drugs or alcohol, it's something much more powerful.... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something whose existence is or was widely believed in, but is in reality fictitious. Based on this description I have created a series of articles entitled: Sales Myths. Here is one of them.Sales Myth: People with the greatest "gift of gab"... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for... Read More

More Sales with Less Selling

Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets?The smell of fresh... Read More

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them.So the question comes to mind.....are you making the right... Read More

Knowing Your Customers; Closing the Sale

Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in... Read More

Change Takes Time

I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are... Read More

The Changing Role of the Sales Consultant

"Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. It rests on followers who are ready to accept guidance. Leadership is the ability to direct people and ? more important ? to have those people accept the direction." Vince LombardiTHE OBSERVATION...There has never been... Read More

Date Your Customer!

Yes, you heard me right; I said "Date your clients!" Just think about it for a moment-what did you do when you first met your significant other? You probably went through a series of questions so you could find out a little bit more about each other. Next you say... Read More

Prep Your Customer

When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. For example, before anyone can paint, you must plan what colors and textures you would want.... Read More

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don't bother investing much time improving the products they sell to their customers, much less develop... Read More

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them.So the question comes to mind.....are you making the right... Read More

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional?To be a... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales, we used to focus on the "Sales Cycle." Maybe you still do? The problem with the traditional definition of the 'Sales Cycle' is that it is focused on YOU and not on your prospect. More recently, the focus has shifted... Read More

Is the Sales Funnel Dead?

Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or... Read More

Say What?!? Sales is a Profession?

What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is.... Read More

Knowledge is Power in Auto Detailing Sales

The most important thing for an auto detailer to do is to gain expert industry knowledge. Since auto detailing sales have a lot to do with educating the consumer, it pays to understand the industry. So let's start with the types of waxes used on cars, boats, aircraft and recreational... Read More

Pressure Washer Business; Cleaning Composite Decks

There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present your products or services as the answer to their problems.When you offer the help that your target audience is looking... Read More

When The Clock Strikes Twelve!

I just finished reading another sales copy ending with the Deadline Marketing!And it's the sixth I see today saying "If you order by midnight, blah blah blah...."I'm sure you've seen it. And I'm sure you're getting (if not very) a little bored.The deadline trick has proven itself to be overwhelmingly... Read More

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or LOSE them!If you can't make them interested in 10 seconds, there's a good chance you'll lose them forever. So, you'd better shoot it right and "grab" their attention -- fast -- if you don't want them to go to your... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by a pushy salesperson to buy something we weren't sure we wanted. You may have really wanted the product, but after being pushed into buying it, you don't want it anymore. You either return it or you never patronize the store... Read More

Hello! I Cant Sell!

What's that you say? You can't sell?Oh, you must be right, although you are selling me right now!A good friend of mine once said to me, "Life is sales."What a profound statement! Think about it! Life IS sales. We sell all day, every day.We just don't realize or acknowledge the... Read More

A Stupid Question

This is a stupid question but it has to be asked.Does your sales letter create as many sales as you would like?What proportion of them respond to your advert?What is just as important, how many of those that responded actually purchased your product?How can you improve the response rate?How many... Read More

Positioning for Profits!

Last Friday, I was spending one last day of freedom with a dear friend who was expecting to have her first baby at any minute. We decided to hang out by the pool.On the way there, we stopped to pick up some lunch to eat pool-side. Given the choice of... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort.... Read More

Get More Clients Now!

Although David has been a graphic designer for a decade, he's only been a business owner for a little over a year. He was becoming increasingly discouraged with his clientele. "I'm the only person in the business, and even though I've been in business for a whole year, I'm still... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter at one time or another. This week, it was Susan's turn. "When I first started my business, I felt uncomfortable charging for my services. Since I was doing it to make a living, I finally just picked a price I... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to multiply your sales without paying more for extra advertisements.There are a lot of simple and effective ways that you can implement instantly to multiply your sales.Here are 7 quick and easy ways for you to multiply your sales immediately.1- After... Read More

Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to take a close look at how Psychology can set you apart from the rest of your competition.Secrets of negotiatingRemember this: no matter how great your product or service, unless you can negotiate innovatively you'll never achieve the success that can... Read More

Maximize Sales and Minimize Returns with Learning Styles

In the day-to-day operation of an online business we can sometimes lose sight of what we want to achieve as opposed to how we actually go about achieving it. For us to achieve our goals of financial independence and time freedom we need to have customers. Most peoples understanding of... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I put myself into the 'zone'.That's how I start to write web copy that sells.Whether you agree with me or not, your web copy will determine whether your product's going to sell online or not.Simple reason. In an offline sales pitch... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I am not a born salesman.If you know my story, I didn't even have a word of the English language on my lips when I first moved to North America. (Even now, my spoken English is not all that great and... Read More

Sell Yourself - Sell Anything!

Each of us sells every single day. We are all sales people. How well we sell directly affects our lifestyles, friendships, and family life.Professional sales people spend their entire careers consciously selling products and services. They attend sales trainings and seminars. They listen to motivational tapes and CDs in the... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket... Read More

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't want you to know. It makes their job harder. What makes a criminal pounce? Intent and Opportunity. Their intent we have no control over, however we definitely can do something about the opportunity. Start thinking like a criminal. How would... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge.com/personalCoaching.htm ) have until the coaching sessions have failed to move beyond an intellectual understanding of sound selling... Read More

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of... Read More

Small Business Computer Consulting Freeloaders? and How to Avoid Them

If you've been in the small business computer consulting industry for more than 10 minutes, you've probably already encountered a fair amount of freeloaders.Regardless of whether you call these folks moochers, tightwads, cheapskates, tire-kickers, cherry-pickers, or time vampires, left unchecked these vultures can wreak financial and emotional havoc on virtually... Read More

How to Make Training and Development a Power Agent for Change

Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you're not sure if it was worth the investment. What went wrong?In an ever-changing business environment, it's important that you and your workforce are prepared to handle... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal world prospects would just pick up the phone and give us an order ? but for most of us sales is not like that! Yes it would be utopia however have you considered the difference between order takers and sales... Read More

Unlocking the Myth of Hypnotic Communication

Unquestionably when the word hypnosis pops-up in a conversation or in the mainstream press, nostrils flair, minds conjure up strong reactions of parlor tricks and pictures of late night scary movies where starry-eyed maidens are seduced to carry out satanic acts. Here we are, in modern times, where we have... Read More

Using the Consultative Approach to Gaining Sales

What do we mean by a consultative approach?When you hear the word "salesman", it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off. Yet, all businesses... Read More

What Does It Take To WIN A Sale?

What to do when you win or lose.You have given your elevator pitch, you have met with the customer, and you have identified their business value proposition and their business pain as well. Now you have jotted down your proposal, detailing all of the information you have gathered. The proposal... Read More

How To Write A Solution - Savvy Sales Letter to To Get Clients

Too many sales letters are shaped into paper airplanes and flown into trash cans because freelancers write sales letters that sell their services. These freelancers have never listened to the quietly- whispered secret that says their sales letters should sell solutions, not services, to yield the best results.Solutions are jewels;... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted price. Just list your regular price and then offer a discounted price off the order 'right now'. You could also offer a rebate that takes effect instantly. For example, you could say, "Instead of paying $99, you could order now... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales people. We encounter sales resistance in 5 specific areas. In any sales transaction we must negotiate these 5 barriers. They can be real and permanent, which means no sale. Or they may merely represent perceptions that the prospect currently entertains... Read More

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales

A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing... Read More

Cross-selling for Increased Sales, Profits, and Customer Satisfaction

Cross-selling - the art of selling for non-salespeopleCross-selling is the act of selling related products at the time and point of sale. Here's a couple of examples:You buy trousers, the salesperson offers you the shirt, tie, cufflinks, shoes? You buy a computer, the sales person offers you a printer, scanner,... Read More

How to Build Rapport in 7 Seconds!

I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months didn't even make one sale.I knew I had to change my approach. Meanwhile I realised there were... Read More

Value Add Negotiating for Sales Professionals

Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel... Read More

The 12 Dumbest Things Salespeople Do

We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID!Maybe this list will serve as a helpful... Read More

The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top... Read More

The Myth of the Natural Born Sales Wonder

When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation:1. Personality researchers assume that people are predisposed to sales and that there exists an 'ideal' sales personality. From experience alone you will know people of... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are:1. A Lack of an Holistic Approach Elearning was viewed as... Read More

How Business Coaches Avoid the Yearly Training Feeding Frenzy

What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn't have any training needs and now I have a... Read More

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer?One of the first steps in positioning and branding a new company is to craft an elevator pitch. Simply put, an elevator pitch... Read More

How Pareto?s Principle Impacts Your Sales Success

Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into... Read More

Being Politically Correct When Selling Can Cost You Sales

In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically... Read More

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to... Read More

Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!

Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine?From my research your answer will almost certainly be yes, at some time. So let me ask you why did you... Read More

How To Write Sales Letters That Deliver

Tired of sending out sales letters that generate anemic response? You could blame your list, or decide you just didn't send out a high enough volume to get the replies you were looking for. Or, you could face the truth: Your sales letter just didn't have what it takes.Here's how... Read More

Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I lost the sale because my price was too high."- "I know exactly what my customer wants."- "I can't hold a member of my team accountable for the delays in our project because she won't like me if I do."- "I... Read More

Win More Sales With a 5-Step Sales Process

Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the... Read More

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills:1 Appeal To Peoples´ ValuesValues are the criteria by which people make sense of all the information they must process before making a decision. In simple terms, your values consist of what is most important to you.When you ask someone: what... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria.Values:In simple terms, values are what is most important to us. If... Read More

7 Ways to Cut Loose from Old Sales Thinking

Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way... Read More

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it.The secret is how NOW to get objections in sales!Throw away your books on 'how to overcome objections... Read More

Seven Critical Qualifying Questions

Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long the term success of our sales team and your company.By understanding your salespeople's natural fear of qualifying, you can better coach them to ask the... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was "the leader in Microsoft hosted Exchange solutions" and he encouraged me to visit his company's website. That was it - that was the "meat" of the voice mail message.If you received that salesperson's... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages... Read More

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method for creating more customers? There is!Many businesses spend a lot of money in an attempt to increase sales and generate a larger customer base. They use online advertising and print ads. Both these methods can be costly. Instead of spending... Read More

How to Boost Your Sales Letter Conversion Rate

Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the time.The famous Robert Collier must have been a real master of this technique. When I studied some of... Read More

How to Maximize Sales by Minimizing Windshield Time

During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended).Sure, you could have cell... Read More

Customers Do Not Know How To Ask Good Questions ? That Is Your Job

Customers will ask you a question and you'll proceed to talk about your product. That is why you are not making more sales. It is your product knowledge that keeps getting in the way. Not that you do not have enough product knowledge ? trust me you have plenty. It... Read More

Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes to stay in the marketplace. A recent Internet search uncovered over 471,000,000 hits on the words sales or selling. Visiting an Internet bookstore revealed similar interest with almost 11,400 titles including the key word of sales, over 8,208 titles with... Read More

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill discussed the eleven secrets of leadership. In reading this work, it appears that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a... Read More

The Road to Pendingville is Paved with Good Intentions

If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. We recently read an article in which... Read More

Finding the Need is Only Part of the Sale

Many of us in sales are taught to believe that the most important job of the salesperson is to 'find the need' of our prospects. If we can uncover 'needs' then our job is easy; we just need to show our prospect how our product or service fills that need.... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. A more holistic approach to this process incorporates the... Read More

Nine Common Mistakes Salespeople Make

1. They talk instead of LISTEN. Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product... Read More

Customers Want You to Ask for the Money

Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes."Can we just talk for awhile?" she asked."No," I said firmly, amazing myself. "If... Read More

Failed Salespeople Share Similar Traits

We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying "I'm not cut out for... Read More

Sales Discipline: Five Steps To Recover From A Lost Sale

Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. When you lose a sale that you thought you should have won, it is often tempting to take it personally... Read More

Emotions That Sell, Part 2

In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings:Nostalgia: Remember how wonderful things... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain."Do you want to brush with the red or blue toothpaste?" her dad asked gently."Blue," she says, glad to be given the opportunity to make a decision.Ten minutes later, Kara was... Read More

Follow-Up Marketing: How to Win More Sales with Less Effort

A study done by the Association of Sales Executives revealed that 81% of all sales happens on or after the fifth contact. If you're a small business owner and you're only doing one or two follow-ups imagine all the business you're losing.Not following up with your prospects and customers is... Read More

You Dont Need Health Insurance!

Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together.As a guy who is a regular on the seminar circuit, does a live radio show, an... Read More

Sales 101: Asking for the Order

"Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business.Is this advice just for persons who make... Read More

Increase Your Selling Confidence

1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own.2. Ask specific questions. Find out exactly what the prospect needs... Read More

Three Ways To Get A Prospect To Say Yes To Your Offer

Here are three proven ways that will increase your sales:1. Implement A Risk-Reversal StrategyBefore a prospect becomes a client, they want to be 100% sure that your product or service will work for them. They want to know that you will deliver on your promises. The prospect has never used... Read More

Focus On The Customer: The Only Secret To Closing

People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer.Focus on the customer goes far beyond the words coming... Read More

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week.The customer started describing his situation and after a few moments he paused ? briefly. It was an opportune time... Read More

The Power of Confidence

My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack... Read More

Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.It's not pretty.The customer may not even be... Read More

Successful Selling in 21 Steps

1. Dependability was chosen as the most important.2. Integrity was next. With this trait the salesman is incapable either of being false to the trust his company places in him or to the real interests of his customer.3. Knowledge of product is one of the three fundamentals of success in... Read More

Selling Yourself - Its Not About You

I recently found myself suffering from a lousy cold; all the coughing, snuffling and sneezing symptoms which send other people running for cover.I also found myself apologising to people I'd come into contact with - "You must excuse me, I'm suffering from the cold" would be my obvious statement.However, instead... Read More

Customers - Always be Focused on Them

I was looking at some promotional literature and web sites the other day and it was interesting to note the number of times the words - "We" and "Our" was used in this material.Lots of statements such as: "We are a leading supplier of__" "Our products do__" "We research__" "We... Read More

Its All in the Questions

Contrary to many of the books on how to be an effective salesperson, selling in today's market place is just the same as yesterday's. Goods and services are still being bought and sold. Success is still measured by how many sales you close and the profitability within each sale.So what... Read More

How A Dancing Horse Can Increase Your Sales

"Yeah right!" I thought to myself as I started to turn off the TV after hearing that the show was about a dancing horse.I couldn't imagine watching a documentary about a dancing horse and its rocky road to success. I was very skeptical but curious enough to see if this... Read More

How To Get Clients To Take Immediate Action

Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young automobile salesperson:"I'm a sales rep just starting off. I am 21 years old and have nine months experience at a (auto dealership) store. It is hard for me because I am very young. The rest of the sales guys are... Read More

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior?Unfortunately, most companies drastically underestimate the amount of time and effort that must be invested to accomplish behavioral change.... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower the price, the better chance they have at making the sale. Nothing is further from the truth.The truth is, your customer will not buy at ANY price if you do not have value established. When YOU truly believe in your... Read More

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you... Read More

How to Master the Art of Salesmanship

I put together this little article because, although basic, we all must "master the art of selling". With out this skill, the foundation on which you build your business will not be a solid one. Mastering the "art of selling" is simply knowing how to present whatever it is that... Read More

How to Sell to the Devils Advocate

There is a car commercial running were a husband is sitting in a car with the salesperson. The wife is standing outside the vehicle looking in on her husband, but unable to hear the conversation inside. Though the husband has a "I'm beating up the sales guy for the best... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are the salespeople just naturally more convincing, or do they know secrets about creating a sales pitch that the rest of us don't?Well, in most cases, convincing salespeople use special elements within their pitches to help increase their persuasiveness. These elements... Read More

3 Ways To Overcome Pricing Challenges

How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any points.well . . .The lower rate might hold some truth to itbut lets face it . . .Nobody works for... Read More

Quick Tips On Handling Rejection

Looking for a way to handle rejection?Edward W. Smith, motivational speaker, author and TV show host, who specializes in quick tips on how to move your life ahead even faster, offers the following advice.The secret to handling rejection is to keep coming back. You have to be in the game... Read More

Spend More Time Selling

On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings.Lets face it, if we spend so little time in our day selling, why are... Read More

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price is the main factor in the market place. It seems that nowadays, lowest price wins, regardless of the other factors. More and more people are turning to direct writers because they believe that 15 minutes and a catchy commercial with... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people think they handle objections with ease. The reality paints a different picture. I claim that you could have closed as much as 25% of last year's lost sales by simply understanding why the customer is objecting. Oh?and by keeping your... Read More

Sales Training - What Is a Disguised Implied Need?

Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections?Some would argue, as salespeople, we have not handled all the possible objections upfront, in other words we have not demonstrated... Read More

Sales and the City

It's all about relationships!Here is how a popular TV show looks at it:In a city filled with more than its fair share of players, predators, losers, and creeps, these people need all the help they can get in order to find the one thing that eludes them all - a... Read More

Getting People to Buy Without Selling

In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I didn't sell anything, I didn't get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine.I was desperate to make... Read More

Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!

1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients are what is to be watched, monitored and known inside and out. Ask them questions about your service quality and listen by responding to their answers. They will continue to be your loyal client when they know you hear them... Read More

Smart Discounting: The Right Way To Discount Your Products

If a store had a great discount in the middle of the woods and nobody was around to hear about it, would it make a difference?There are two types of discounting. There are arbitrary discounts; these are the type you just make up because you are trying to close a... Read More

Prospecting: Not A Wild Goose Chase... Its A HUNT

Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT.Cold prospecting requires you to start from nothing and end up with the name and contact information of the person who can say "yes"... Read More

The Most Underused and Powerful Method of Lead Generation

Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential... Read More

5 Ways to Increase Business Sales by Contacting Your Existing Customers

One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls,... Read More

11 Powerful Methods of Sales Lead Generation

Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads?If you answered No to these questions you're either satisfied with the income you're earning ? or... Read More

The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you've just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. An interesting observation is that the ripples closest to the rock are actually the smallest ones. Then each ripple creates another larger ripple?until finally it disappears.Welcome to the... Read More

What You Can Learn From The Movie Business

Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood. He's a boy from Canada who gave up his much-loved... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live with a paramedic ? so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour."The first 60 minutes after someone has been injured are... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in a new way. Contrary to popular belief ? it isn't a symbol of an inept postal service. In fact- it is one of the Best ways to communicate with your customers. And I am not talking about sales flyers either!Are... Read More

The 7 Deaths of a Salesman

In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old Boston-based financial planner, echoing a familiar refrain. Poised and well spoken, Steve is after the same high net worth individual as others in his field. How can he rise above his competition?One of the more innovative yet inexpensive ways of... Read More

The Art of Backend Selling

The art of backend sellingThe backend sale can be more rewarding than the original sale. And it can also be much easier.What exactly is a backend sale? After you have sold something to somebody you are in an excellent position to sell them something else which complements the first sale.... Read More

Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision.The reason people find it difficult is that they hate... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my local Optician recently. I need this pair to help me find the first pair which inevitably go missing. While in the Opticians I remember thinking that I needed to buy some solution and some of those tissues for cleaning my... Read More

Selling - Always Go for Top Money

If you've ever flown economy class on an international flight then you've probably noticed that the airline makes you walk through Business or First Class to get to your economy seat. You become very much aware of the wider isles, the more spacious, comfortable seats and the greater leg room.As... Read More

22 Closes For Real Estate Agents To Make The Sale

All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By... Read More

How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?

In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese! When we obtained the farm I wanted... Read More

The Road to Achieving Training Success: What Holds the Key?

As a trainer, you will be able to see a single change in a single person, out of perhaps a hundred tries, as a success. That is a good percentage. Obviously, the more successes the merrier, and the smaller the number of tries, the more critical becomes the necessity to... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to... Read More

Sales and Closing Techniques

One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never know what you're going to get. That is why it is so important to do your research before you invest.When shopping around for a lead company, you want to ask yourself six easy questions about the leads you are going... Read More

Shout At Your Customers - Theyre Hard of Hearing!

Some people say we live in the Information Age.I call it the Distraction Age.My new hometown is Distractionville. Everything and everybody shouts, "Hey, look at me!": E-mail, Internet, TV, telephone, newspaper, radio, family and friends. The Distraction Faction is as bright as the midday sun and louder than a freight... Read More

Seven Keys To Closing More Sales During The Second Half Of 2006

It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting.1. Develop a system for everything. There's a fundamental reason why companies... Read More

As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to... Read More

5 Steps to Selling Anything Technical

One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One... Read More

Method to the Madness of Training Seminars

I arrive with about 350 other guys. We smile at each other but really don't talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar.The trainer/speaker/guru promenades into the room and starts glad-handing everyone. He is dressed in a... Read More

Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects

A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly.Most prospective clients, even if they are very interested in working with you, often need a way to build a relationship with you in bite-sized pieces to work up to... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested." The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation.As I listen patiently and attentively, I privately critique the sales person as they make their pitch.I look for certain things, the basics, are they making eye contact with me, do... Read More

Are You Deaf? Dumb? Blind at Trade Shows?

I'm constantly amazed how otherwise smart marketeers become deaf, dumb and blind at a show. I remind clients - You = Your Company - so when the company rep is incompetent, it reflects on everything about the company.DEAF?Not really deaf, but not aware of the gist of the conversation. Interaction... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking. Standing, standing. Talking, talking. Walking, standing, talking - and walking some more.We've become a comfortable people. We don't walk miles per day on hard surfaces. We don't stand for hours in a relatively confined space. And, we get grumpy when... Read More

A Sale in 30 Seconds? Its all in the Greeting

It has been said that a customer makes a decision to buy within the first 30 seconds of their experience at a retail store. That means that as a salesperson, you must create an environment that is comfortable for your customer and conducive to making a sale, all within 30... Read More

The Makings of a Salesman

Salesmanship is the force that moves business. Without it all business would be at a stand-still. Just being able to sell does not complete the definition of salesmanship. A fraudulent person may be able to sell you a piece of swamp land, but because they were able to sell the... Read More

Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction. Your approach should be a well-defined statement that can be easily adjusted for any situation. Although getting the prospect's attention brings fear into the hearts of some people, generally, it is not a difficult thing to do. But it can... Read More

The Pipeline: Curious, Desperate, Inspired?

You do have a "Pipeline" don't you? You know, the directional map of how you're going to encourage complete strangers to part with their money to buy what you're selling!If you don't have one, you should let us know - we'll send you a picture - just pop an email... Read More

Sell Yourself, As Well As Your Product

When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.A consumer wants to know that the person behind the product believes in what they are saying, and they want to be convinced that the person... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount pricing' has made it to easy to sell. It has been great for a change. But... don't let this style of 'short cut selling' sales process continue or you will lose sales! You must deliver a complete, positive, sales process,... Read More

Increase Profits from Your Existing Customers

An area many businesses fail to recognise as a way to increase profits is by utilising their existing customers. Don't view each sale as a "one-off". Look to build a long term relationship with your customers and entice them to keep coming back.In order for that relationship to be cultivated... Read More

Increase Your Sales With an Incredible Offer

What are you selling?Coaching? Consulting? Professional services? A product? Information?To start with, you need to sell your product or service in terms of benefits to your clients and not features.Clients want to know what your product or service will do for them, not necessarily all the credentials you have or... Read More

7 Steps to Selling Artwork

Selling arwork is easy when you follow a road map. In this article you learn the step by step guide to marketing art for profits. Now onto the plan!1. Decide that you want to sell your artwork!Now, I know this sounds ridiculous on the surface but look at it a... Read More

The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone

The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals.Successful people know that one of the most important abilities to possess is the ability to persuade and influence others.Here are some hot tips... Read More

Business Appointment Success or Failure

One of the quickest ways to loose a sale is to be late for an appointment. A businessperson's character, among other things, may be judged by their punctuality. Some prospects may see it as a slap in the face if you are late for your meeting with them. They may... Read More

Curiosity and How It Effects Your Business Proposition

The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is... Read More

The Business of Closing the Sale Without Killing It

You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind.Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction, desire, and decision and action.While you are giving your sales... Read More

Really WINNING Over Customers

Three qualities are needed to sell anything in life. They are:1. STRENGTH.2. EMOTION.3. CONFIDENCE.If you are in sales or taking customer cancellation calls, exercising these three qualities well can help you be more successful.Your strength will come from the knowledge of your product and the ability to get back up... Read More

How to Sell a Feeling

To be totally in tune with the needs of your customers or prospective customers you have to listen to them. Listen to them ? it sounds easy enough to do but not everybody gets it right. What you must always bear in mind when you are selling something is that... Read More

Probe Before You Sell

When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.This is commonly referred to as "needs based selling."The most effective way to find out about your customers needs, is... Read More

Keep Sales Simple

For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with.When we make... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else ? it is extremely important to know what your style is. What does The Sales Diva mean here? Well ? let me throw my high heel... Read More

9 TIPS: Dont Sell Me - Persuade Me

We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because -despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more.I discovered the power of saying no when our business first got really busy. A potential client approached us to implement quite a large eCommerce project. We couldn't take it on and... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given... Read More

Evaluating Your Customer

It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don't want, don't need, or can't afford.This is... Read More

Making Sales is Easy When You Learn How to Make Friends

Friends buy from friends. Why? Because people trust that their friends will go above and beyond the duties of a typical salesperson. They know that their friends will give them friendly, honest help and provide them with the product that is perfect for their needs. In return, these people develop... Read More

Be Yourself

Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this ? the words you choose and your behavior ? that makes the connection with the marketplace all about you.Let's look at what the... Read More

Qualifying vs closing

The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.I once heard Donald Trump say, "In selling, you must never appear desperate. As soon as... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells us that 80% of all small businesses will not make it more than 2 years, and by 5 years 90% will have gone out of business. If that is the case, then why does every business out there try to... Read More

Unleash Your Inner Sales Superstar & Win More Business Right Now!

It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below... Read More

5 Small Steps To Ultimate Sales Success

"Selling worth doing is worth doing badly ? at first!" ~ Gavin Ingham, 2002Have you ever wanted to learn something new but just found it too difficult? Or started something but gave up because you just couldn't get the hang of it? Or maybe you just find the thought of... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or maybe there's something that you know that you should do but you just don't seem to get around to it? Or perhaps there's something that you know would benefit from more attention / more focus but you just don't give... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well.Your body language consists of many key ingredients, but here are the... Read More

The First Step to Stress-Free Selling (TM)

Step 1: Get Ready - Create a foundation you can build on. This step involves prospecting and pre-call planning. Approach businesses randomly and you will: 1) Call businesses unsuitable for your magazine 2) Who don't believe in advertising and 3) Are unlikely to advertise with you. Then appeal to them... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with... Read More

The Art And Science of Closing - How To Close More Sales Right Now

One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?"In my experience, closing is one of the three most feared areas of the sales process. The other two... Read More

How To Become A Sales Superstar And Have Fun Winning More Business - Start Here!

One of the interesting things about being a coach and speaker is that I have the good fortune to work with lots of different people from all sorts of different types of companies, markets and backgrounds. Whilst I do work (on the motivation and public speaking side) with non-sales people... Read More

How To Win Business By Networking

In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if they are allowed to remain as separate entities coming together to achieve results:DRIVING REVENUE!!Marketing = SIZZLE ------ Sales = CLOSINGThe misunderstanding that marketing and sales are the same causes a downward spiral of events. Sales staff and managers become frustrated,... Read More

Increasing Your Sales FASTER -- Dealing with Ill Think It Over.

Do you frequently hear that from a prospect?"I'll Think It Over."What does this mean? It usually means that either The prospect doesn't know how to say No, or There are real questions he doesn't have the answers to that he will be looking for. He might want to price shop.... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out brochures. You come back to the office. It's just a glitch in your work week. Well, it's much more than that. Your bottom line can float on when you make - or lose - a sale at a trade show.Trade... Read More

5 Powerful Tips To Persuasion!

Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We all need the support and cooperation of others in helping us reach our own personal goals. The saying that "no man is an Island" is an undeniable truth.These are some tips to... Read More

Get Tough

You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:* It helps your credibility when the prospect sees that you're not afraid... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?"How many times do you think that prospect has been asked that question? How often do you think the prospect hears a salesperson ask about the family portrait on the... Read More

Why Salespeople Dont Take Risks

Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson.So what happens? The salesperson sits at home, stuck with personal flaws related to identity, and he can't perform. He takes no risks. Not... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness.One of the most significant business information... Read More

Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling

Cold calling may now be outdated. People have become defensive to cold calls and not many respond to them anymore. Cold calling is now about rejection, getting rejected call after call until many salespeople, especially B2B salespeople, just get fed up and quit. There are other methods of generating business... Read More

The #1 Lead Generation System of Top Sales People

Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people.The first step to implementing any successful lead generation system is to get your attitude right. Becoming a "Master of Referrals" requires the proper referral attitude.Many sales people believe that by asking... Read More

The Clock is Ticking on Your Leads

Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow.It is very important to act on your lead the very second you get it, not an hour later, or a few days later.The second it is in... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear your customer is critical. But, to see what actions they take is the lifeline to your business.Recently, I was giving an introductory presentation of the Life Enrichment course to a group of Real Estate agents.The objective was to sell the... Read More

The Reason Why They Buy

If you're a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you.Take off your "business person" hat for a minute, and put on your "consumer" hat. You... Read More

Sharpening Your Sales Skills

Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times.Making a sale doesn't happen by accident or by luck, the sale is made because the person... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me?Try these 7 cold calling ideas for yourself and see... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically didn't like each other, and spent most of the day avoiding one another.Here... Read More

Make Your Prospects Speak

You've probably heard people speaking about someone that he was born a salesperson. You might think that talent and native skills are all what you need to succeed in sales. In spite of what most people believe, selling is a science. Native abilities can help you to feel more comfortable... Read More

Selling White Space

Almost all Internet Marketers have a basic idea of what they want to achieve in their careers. They may want to close more sales and earn a higher income. The process is quite simple. They craft a targeted letter with a powerful offer and post it on a web... Read More

Visual Science of Selling

Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. This observation makes the Internet... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust and rapport in order to close more sales. By using a simple 3 Step Sales process you will able to close more sales and earn more commissions.Step 1 - Contacting the LeadFor most Financial Services Sales Professionals making that phone... Read More

Selling More Effectively as a Trusted Sales Professional - Thirteen Tips

Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully.... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional?Professional sellers conduct themselves in such a way that buyers respect and trust them. Professional sellers work with buyers, they don't sell to them.Many surveys and studies have been conducted asking buyers what... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't... Read More

The Unmentioned KEY to Selling

PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD!See for yourself.Let me start by asking you this. Have ever taken your business from one company and given it to another (which sells the same product or service) because you just didn't like the person you were dealing with.... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your... Read More

Stop Selling! for the Million Dollar Contract

During the introduction of the "Stop Selling!" philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items.While using this example makes it easy to get a deeper understanding of buying behavior, it often creates... Read More

Secrets to Getting in Front of Your Best Prospects

As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects.In order to do that, there are three 'secrets' or keys to getting... Read More

Make Your Referrals Count

Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted.Treat your referral... Read More

Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

I know you've heard this a thousand times, but from the looks of things few businesses are following the advice?Far too many businesses (online or offline) define their target market as "anyone with a pulse and a wallet." (Not always in that order.)You read their sales copy and it's the... Read More

You Dont Love Your Kids if You Dont . . .

"You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and didn't even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I'd buy his vacuum.Now it was a good vacuum... Read More

Peak Performance

One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of... Read More

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer's problems. If properly "sold", a sales prospect will have his problems solved with your company's products or services. To be successful at selling, you must systematically approach customers with... Read More

11 Proven Sales Strategies to Help You Close The Deal

There are a number of sales closing strategies that you can learn with different ones applied in different situations. Each salesperson might be more comfortable with one or another. As a business owner, you want to be certain that you and your salespeople become exposed to a number of different... Read More

Attitude Insurance

Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude.All agents have seen it one time or another. They are at a meeting, and in the hallway during one of those five minute breaks they... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain."Do you want to brush with the red or blue toothpaste?" her dad asked gently."Blue," she says, glad to be given the opportunity to make a decision.Ten minutes later, Kara was... Read More

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Getting People to Buy Without Selling

In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I didn't sell anything, I didn't get paid. Trying to sell a high... Read More

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things happen - not to let things happen. Let me explain.You can speed up the selling process and decrease the selling... Read More

Growing Sales Through Creating Connections

Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem,... Read More

Let Your Weaknesses Increase Your Sales

Imagine...you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product -- everything right. And you hesitate but you do not... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?"How many times do you think that prospect has been... Read More

Why More Sales Training Comes Before More Marketing Expenditure

In most businesses, when sales are slow or low, the first reaction is to spend more on marketing. Create better adverts, more adverts; direct sales letters is the cry. But... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation.As I listen patiently and attentively, I privately critique the sales... Read More

Follow-Up Marketing: How to Win More Sales with Less Effort

A study done by the Association of Sales Executives revealed that 81% of all sales happens on or after the fifth contact. If you're a small business owner and you're... Read More

The Road to Pendingville is Paved with Good Intentions

If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort... Read More

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. 1. Any archaic, stilted... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your... Read More

3 Ways To Overcome Pricing Challenges

How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any... Read More

Get More Clients Now!

Although David has been a graphic designer for a decade, he's only been a business owner for a little over a year. He was becoming increasingly discouraged with his clientele.... Read More

Failed Salespeople Share Similar Traits

We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach.... Read More