Sales Information

Sales Information

Dont Let Rattlesnakes Scare You


Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California.

Now Is A Great Time To Sell!


Its official. The news just came out.

Why Executives Wont Take Your Call


Do you hang up on telemarketers? 9 times out of 10 I do. Why do we do this? I hang-up because I am afraid that they are going to waste my time.

Peddlers, Hucksters, & Empty Suits


Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity.

Cold Calling Reluctance


Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it.

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.

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.

The Risk of Being A Yes-Man


Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it.

Improve Your Sales Closing Ratio


Occasionally EGOPOWER readers send me questions or topic suggestions that I feel would be of interest to you. In this issue I give some tips to improve your sales closing ratio in response to a question Rob Smith wrote me from the UK: "I sell IT equipment to schools in the UK over the phone.

Lock, Stock, and Barrel!


The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon A Time In The West". There's a scene in this movie where an auction is being held for the widow Jill's land holdings.

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.

Dr. Seuss's 3-Step Selling Process


Hello Everyone:  Here's a unique look at learning how tosell: "I am Sam. Sam I am.

How To Get Rich Giving Away Something Free


The best of all worlds is to have a product you can give away free and still make money. That world exists.

In Sales Service Means Business


Some businesses flourish while others slowly fade away. There's usually a good reason.

The Best Day In The Week


The best day of the week is TODAY, of course.  Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone.

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