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Doomed Before You Dial?
Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer.
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why most of us don't like it.
15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word motivate means to impel, inspire, hope, stimulate, incite, propel, spur, goad, move, induce, prompt, instigate, fire, provoke, actuate, cause, egg on, drive, excite, and to trigger.
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.
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration.
EXHIBITORS - Check Your URL
How many of you have a corporate web site? Everybody says "Yes".How many of you know its proper URL? OK, most of you.
Unique Selling Propositions
If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!We all have competitors, and the more you have, the more important it is that you have a Unique Selling Proposition (at least one).
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite.
How To Write A Riveting Sales Letter That Closes Sales
How do you get people's attention and build their interest to take the time to read your sales letter? Let's face it. If you can't get the attention of prospects and keep their interest your sales letter will just fall flat on it's face and thus not make you much money.
Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing
According to the Direct Marketing Association, in 2003 U.S.
How to Blow Rapport Really Fast
Do you have 5, 10, or 20 years of sales experience? Or do you have 1 year of sales experience 5, 10, or 20 times? Many salespeople never advance beyond ancient outdated sales lines like "If I do this for you, will you give me the order?" Or "What do I have to do to get your business?" Lines like these are why salespeople have a reputation near lawyers in our society. Everyone learns lines like these in sales at some time or another.
Breaking Through The Comfort Zone Barrier
After completing a workshop on personal productivity or time management, we usually find participants react to the instruction on goal-setting in one of three ways:1. Some workshop attendees really don't want their lives to change nor does a greater level of achievement appeal that much to them.
10 Incredible Ways To Sell Your Products Now
1. Make your reader visualize they have already bought your product in your ad.
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.They go on and on about how this product can do this and that.
Don't Waste My Time!
Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual's are called time wasters.
Marketing Conversations, And Conversation Stoppers
Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As independent professionals, usually at the helm of solo businesses, we sometimes find ourselves facing daunting internal obstacles as we try to begin our day's marketing activity.
Make Your Trade Show Booth Popular
So, you are taking your products and heading to a trade show, but this year you want to make your trade show booth popular in order to garner more business and have no idea how to do it. Actually, it really is quite simple to make a popular trade show booth as long as you put forth the effort.
In some situations, attempting to intimidate the other person will actually increase the amount of rapport you gain with them. CEO introductions, meeting other salespeople (and competitors), and sales job interviews come to mind.
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need to appear tough in order to get the sale.As a salesperson (whether in person or in print) you don't have to appear to the customer as being needy of the sale.
Making the Sale When the Customer Wont Buy
Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to pay a dime.
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