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Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've done all the right things with your prospect:? You've identified a real need and developed a reasonably solid relationship.? You've determined that your prospect is interested in your solution.
Tapping The Potential Of Your Customers
Business owners of long standing know the cardinal rule "take care of your existing customers first". Today especially we see business owners looking constantly for the new customer.
Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing
According to the Direct Marketing Association, in 2003 U.S.
6 Creative Questions To Move From HOW Are You To WHO Are You
Imagine you just met someone new. The formalities of names, jobs and the like have been exchanged and you seem to be getting along famously.
How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You
Instead of giving your customers or potential customers a choice between you and your competition and having them choose the other guy, have them choose you.Michelle Dunn's new book" Become the Squeaky Wheel," says creating a credit policy can have surprising results.
Female Mannequins: An Overview
Female mannequins are very common in clothing stores. They are often found throughout the store, from the front window where they display the store's latest and greatest fashions, to all other sections that featuring women's clothing.
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are all sorts of things that we would like to have but we cannot always afford them. That is where Freebees come into play.
Winning Sales Proposals
Your proposal is selling for you when you're not there, so it must reflect your standards of professionalism.Like it or not, sales proposals are a tool of the trade, and writing a well-crafted proposal can mean the difference between winning and losing a client's business, especially if you are selling to major accounts.
Five Things More Important to Buyers than WHAT Youre Selling - I
Article I of a two-part series.No matter what customers say they want, what they're really looking for is "something special.
The Doors Of Opportunity
Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not see the one that is opened for us." If you're in sales you gotta remember this one.
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.
Hate Follow-Up Phone Calls To Hot Prospects Who Won't Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar.
Money Does Talk!
When buying something, you can buy in one of two markets. The first is buying on terms in the retail market and the second is buying in the wholesale cash market.
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice is between your product and your competitor's, but sometimes it's not.
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.
Sorry, But Im Not Buying From You!
Former General Electric CEO and legendary manager, Jack Welch, nailed the problem recently when he said there's just too much beating around the bush and indirectness in corporate communications. People are more interested in not hurting each others' feelings than in improving productivity, and we simply need more frankness, says Welch.
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion.
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.
Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request.
Going the Extra Mile and Getting Referrals
Successful salespeople have the ability to turn the customers they serve into advocates. They don't directly ask for assistance, they do it by going the extra mile when providing service.
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