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Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn't be running around forewarning us of the sky that was about to fall. He'd be too preoccupied alerting everyone about another potential disaster - which may in the end prove to be just as erroneous as his first prediction.
Do Your Words Betray You?
What do the words that you use say about you? What is your basic message? Do your words support that basic message? As a business owner, entrepreneur or sales professional, part of your message must be of confidence and authority. You always want your prospect or your customer to see you as an expert in your field, as someone who is credible and someone who is knowledgeable.
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.
How to Sell Your Products Without Competition
Selling your products at shows can be difficult when you have a lot of competition. Although some show organizers are careful to have a good mix of vendors, it's not uncommon for other shows to have 20% or more of the booths filled with vendors in the same niche - which is a buyer's market and a seller's disappointing show.
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.
How To Make The Most Out of a Business Networking Event
You're not alone. Most people are uncomfortable walking into a roomful of strangers.
More Cleaning and Janitorial Customers Using Yahoo
We use this method to find new cleaningcustomers, and it is virtually free. Included is a link you can change the search parameters to what ever you wish, in any town or city you wish.
Selling -abilities : Part 2
In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability.
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been.
Quotations Tell... Proposals Sell!
The traditional "Quotation" was originally devised during the Industrial Revolution of the 1850's and has changed little to the present day. It is a totally Dickensian format and absolutely out of date in a situation where supply so completely outstrips demand.
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.
Touchdown! Closing Skills for Successful Selling
It's early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game.
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of your promotions is to get more sales, not to soley enhance the image of you or your company.
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.
Forgive All Ebay Sins!
Over the years, I have been amazed at the "blinding" greed and reckless approach to commerce that some business owners have employed. Lying to customers, selling inferior merchandise, and not offering refunds, left a firestorm of irate customers in their wake.
Listen! How to Sell More by Listening More!
In my opinion, one of the biggest skills of being able to sell well is developing your listening skills. Most sales companies and sales people talk about being consultative but they don't really know what consulting is! No-one can consult if they cannot listen first.
How to Set Appointments
The Importance of setting appointments is crucial to running a business. They are the key to a successful business.
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.
Is Cold Calling Dead?
Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their belief that the only possible way to succeed in the world of selling is to make no less than fifty calls each and every day.
What is Lead Generation?
Lead Generation is vital to all businesses. All companies try to attract new customers, and this is a kind of lead generation.
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