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What is a Pitch?
I've been training in countries outside the U.S.
Things You Need to Know Before Joining a Direct Sales Company
A lot of people are very intrigued by the idea of joining a direct sales company and being able to make extra money from home. There are a few things a first-timer in direct sales should know before signing up.
Selling a service isn't the same as selling a product. Your prospect is buying an intangible.
3 Tips For Getting Through The Voicemail Screen
How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail.
The Allure of Antique Store Fixtures
They say if you wait long enough, a style you liked in almost any genre will come back. This is as true for retail store fixtures as it is for clothing or styles of music.
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.Forget selling and start asking your customers where they hurt.
7 Ways to Stop Selling & Start Building Relationships
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology solution.
A Stupid Question, but it has to be asked
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 respondedactually purchased your product?How can you improve the response rate?How many new email addresses did you capture?Do you have an 'opt in' strategy so that you can mail them later with more offers without being accused of spamming?Let us look at the sales letter first.
The Hands On Approach
While living in the technology age where everything is computerized, digitized, and auto-responded, it is very easy to forget where we came from, and how all of this progress has almost completely wiped out the personal touch.In this article, I am going to discuss three different ways to reach out and touch your customers and get their attention in ways you could never do even with all of todays modern technology.
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his own words.
3-Levels Of Successful Selling
Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import - is at best, a wishful endeavor. ?Paul Shearstone 2003.
A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable.
Planning to Realize Your Goals
Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life. It is important to have a goal written down, and it is equally as important to the write down the reasons why you want that specific goal.
Recommending Products Vs. Selling Them
Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers.
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your clients."If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay.
The Power of Thank-You
When was the last time you thanked your customers?This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business.
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, "at the End". To be fair, they are not totally incorrect but they are, nevertheless, more wrong than right proving in principle and in practice, Perado's Law: Twenty percent of the sales force make eighty percent of the sales and profitability.
Success Reloaded: The Matrix
So the other day I'm watching the movie The Matrix, again. For some reason I can't get enough of the great special effects.
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.
Build & Protect Your Confidence
I can remember the first time that I had to get new customers from a cold start. I was a sales rep at IBM.
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