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Yet another example of how NOT to sell - Click To Read Article
The meeting with the sales rep from hell...
When Will They Ever Learn - Click To Read Article
Yet more telemarketing stupidity...
What Are You Really Selling - Click To Read Article
I reached an amazing conclusion recently... I'm convinced that most people don't know what they're really selling.
Why Some Succeed and some dont - Click To Read Article
I had a call from a friend of mine who is an advertising agent and copywriter. He gave me a referral to the owner of a franchised coffee shop that had called him seeking help with advertising and marketing.
Which Meat Truck Do You Follow When Youre a Hungry Dog - Click To Read Article
Here's a wonderful story that I share with my clients that helps answer this question. Let me share it with you...
Do You Make It Easy For People To Buy From You - Click To Read Article
What do I have to do to spend my money?
You Know; They're Just Like You - Click To Read Article
What is respect? Simply, it means to show consideration for other people.
If You're a Salesperson you MUSTread this - Click To Read Article
All too often, employers and sales managers blame salespeople when results aren't achieved. But is the salesperson at fault? Find out...
A Telemarketer Called Me Recently - Click To Read Article
I had a telemarketer call me recently. Here’s a rough transcript of the conversation.
Making More Sales the Number 1 Key To Business Success - Click To Read Article
As a business owner or manager, your aim is to generate profit for your business, and preferably lots of it. Before that can happen though, the business has to have revenue.
How I Changed a Copywriters Mind About Selling - Click To Read Article
There are already enough marketing manuals and marketing e-books online to make King Kong feel like a midget. Most of them are called “How to write killer advertising copy” or “How to write adverts that draw people to your product like bees to the honey jar”. Not to mention half a gazillion e-books and manuals called “How you can make money on the Internet by selling products called How to make money on the Internet”.
When and Why Price Is an Issue - Click To Read Article
Far too many solo and small business owners go out of business because they get their price model wrong. And it's not because their prices are too high. Read this amazing story about why a major Company was worried about a key supplier's price structure...
How to Become a Better Salesperson - Click To Read Article
Most novice or untrained salespeople make the same three basic mistakes. This short article explains those mistakes and how to fix them.
Its Easy To Double Or Triple Your Sales if you know this - Click To Read Article
There's an old adage that humans have two ears and one mouth and should use them in that order. I think that should apply universally to salespeople. Let me explain ...
How A Simple Question Earned Thousands Of Dollars - Click To Read Article
A simple, effective lesson about the lifetime value of a customer.
I Dont Want To Be Sold I Want To Buy - Click To Read Article
I went shopping for clothes today.
Do Your Customers Buy On Price Alone - Click To Read Article
Here are four simple things you can do to take price out of the equation!
How Much Profit Are YOU Innocently Leaving On The Table - Click To Read Article
If you are a salesperson, sales manager or business owner, you MUST read this…
Some Customer Service Experiences In Melbourne - Click To Read Article
I've just returned from a week-long visit to Melbourne. (Why is this of interest to me you ask?)
Why persontoperson selling is like selling by direct mail - Click To Read Article
Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that he feels buying it from you will solve their problems or fulfil their dreams. The process is essentially the same no matter whether you're doing it by mail, over the Internet or face-to-face. This sales training tip will help you understand the similarities.
How a Simple Change Earned This Contract Cleaner Thousands - Click To Read Article
Here's a profound statement about price...
What My Mother Taught Me About Professionalism - Click To Read Article
There have been some issues this week that have caused me to rethink some strategies, and about people relate to their clients and customers. Allow me to elaborate...
Logic Vs Emotion the need for balanced sales messages - Click To Read Article
Ever wondered why a marketing message doesn’t work?
Questioning Secrets Revealed - Click To Read Article
When you get on the phone to your prospective customer, consider that they may be having a really bad day. If the initial reaction to your call is negative, the client may not be reacting to your message. It may be that something else is taking their focus at the time, and your call is an unwelcome intrusion in their day.
So Now You Have a Website What Next - Click To Read Article
When evaluating a client’s website, there are three questions we always start with:
Why Referral Business Is So Valuable - Click To Read Article
Here are three reasons why referrals are so valuable…
14 Characteristics of Top-Flight Salespeople - Click To Read Article
The Difference between The Best And The Also-Rans…
As a consultant and trainer in sales and the sales process, I’m often asked the question, “What makes a top-performing salesperson?”
As with most things in life, the answer can be summarised in just two words, Attitude and Activity.
Attitude determines the difference between the best and the rest. The best don’t necessarily know more, they just do more and do it better and more frequently.
Activity is the manifestation of their desire to succeed.
Combined, they become Actitude - activity conducted with a positive attitude.
12 Devastatingly Simple Ways To Increase Your Sales - Click To Read Article
Looking for some easy ways to increase sales? Here are 12 ways you can increase sales without spending a fortune!
How Telephone Technique Can Win - Click To Read Article
Let’s talk about telephone technique. Having run five workshops on this subject over the last three weeks, the key points are on my mind so I thought I'd share some of them with you.
Seven Deadly Sales Mistakes that cost business owners big money and what to do about them - Click To Read Article
Looking for a “quick fix” to close more sales – sales aren’t closed, they’re opened.
Starting a New Business Five Essential Questions You Must Ask First - Click To Read Article
Far too many people start businesses either on a whim or because they're just sick of working for a boss. Here is a checklist of five questions you should think about first, and why you should answer them.
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