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How to Really Benefit from Associations (Part 1 of 3-Part Series)
Looking for new leads, new contacts, new business opportunities? Do what nine out of 10 adults do, according to a recent article by the American Society of Association Executives. Join an Association.
Why I Hate (Most) Benefit Statements
Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who is putting a new prospecting program together.
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation. People buy solutions and visions.
How To Profit From Initial Consultations
"I'd love to work with you, but?"How many times have you heard these words? As a professional service provider looking to grow your business, isn't it sometimes frustrating to hold an initial session with someone who you'd love to work with but the potential client has a whole list of reasons why s/he would love to work with you, but??As in, "I'd love to, but..
Three Ways to Increase Mortgage Applications
If you are in the mortgage business, the very first thing you need before you can get anywhere, is an application.I spent years working in the mortgage industry, and my goal was to close one loan per week.
A Little Something Special Goes a Long Way
Keeping the 80/20 rule in mind; that is that 80% of your business comes from 20% of your client base, there are a lot of missed opportunities to keep your clients coming back again and again and yet again. Having worked six years in the hospitality industry, particularly the hotel business, I have found the key to success and I would like to share it with you.
Ten Top Tips for Terminating Telephone Terror
1. Make telephone callsFew things are more terrifying than the unknown.
Book Yourself Solid
THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN HANDLE EVEN IF YOU HATE MARKETING AND SELLINGClients often ask me how I built a six figure income working as an independent professional in less than 10 months. I narrowed it down to 7 simple steps.
Hi,I'd like to discuss the most powerful words you can use during the selling process.Quote: Words are the most powerful drug used by mankind.
What Are Car Boot Sales?
If you live in England then you will already be familiar with car boot sales but I will still offer some valuable tips on how you can make money or find a bargain. However, if you are a resident of any other country then you are unlikely to know what car boot sales are and I hope to enlighten you as to these weekly events.
Finding a Used Mannequin
Many stores on a budget choose to buy a used mannequin. Used mannequins are a good deal for several reasons.
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to attract attendees, without sounding too much like a sales pitch with breakfast thrown in.
Selling Skills - How to Handle the Dreaded Question Whats The Price?
I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients? what should they do when a potential customer asks "How much will it cost?" as one of their opening lines.
How A Simple Greeting Or Post Card Can Turn Into Cash - Guaranteed
I've been using a technique that has helped me to get business I otherwise wouldn't. This will get you more business also.
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons about building customer relationships.
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what he thought about our training, my client felt the learning process we had undertaken together earlier in the week, "was a bit too elementary." As a Branch Manager with over 18 years of sale experience, a supervisor who must also produce sales over and above the five representatives reporting to him, when he purchased our training, he thought that he would receive and then drill-for-skill some new and yet undiscovered selling process that would magically change his ability to produce sales.
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.
Color Psychology Will Make Or Break Your Sales Success
Color psychology is the biggest question I receive on aregular basis. The reason being is it's importance.
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from Columbia Pictures, Ghostbusters: Dan Aykroyd and Bill Murray, aka? the Ghostbusters, are involved in a heated meeting with the Mayor and the Head of the local environmental agency. The city is in shambles because a legion of evil spirits has invaded and is currently wreaking havoc and chaos throughout the land.
It Isnt A Sale Until Youre Paid
Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until you're paid." Most salespeople absolutely HATE calling their customers to ask for payment as they feel like the GOOD GUY and BAD GUY rolled into one!Hey - we have all been there.
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