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Don Zihlman Articles

Written by: Don Zihlman

See No Ad, Hear No Ad, Make No Sales - Click To Read Article
Before you can expect to make a sale, your advertising has to be noticed by a consumer that is flooded daily with hundreds of commercial messages.

Sales Prospecting Is a Dirty Business (or Why a Clean Desk Is Not a Good Sign) - Click To Read Article
Prospecting is the foundation of sales. Just like digging a foundation when you build is dirty but necessary, so is prospecting. Without a good foundation your house can crumble. Without prospecting your sales business can also come down around you.

Where Is My Next Piece of Business Coming From? - Click To Read Article
Keeping the pipeline full is important to every business person and to every sales person. Too often we get so busy we forget to develop business for "down the road."

Your Customers Can Help You Make More Sales - Click To Read Article
A surprising source of information!

Why Some Businesses Dont Get The Business - Click To Read Article
Some, not all small business people want to blame the big stores for their woes. It's time they ask themselves the question, "Am I taking care of my customers?"

"There Is No Way I Want To Be in Sales!" - Click To Read Article
There are a lot of misconceptions about what sales is and is not.

The Forgotten Art of Conversation - Click To Read Article
It's too easy to not speak directly with a client or prospective client. Don't let e-mail and the web take over your sales life.

Say it again and again and again and again - Click To Read Article
Many sales teams require some form of advertising to support their efforts. Whether you want to sell a service or a product, the same rules apply to effectively get your message to your target buyers...repetition.

My Customer Knows More Than I Do! - Click To Read Article
Product Knowledge is Important. Keep repeating that. Product Knowledge is Important. You don't want to learn that your cusotmer knows more about your product than you do.

Its a Website Not a Hollywood Premier - Click To Read Article
Seems like quite a few websites are designed by people who want to impress you rather than provide the service or information you are seeking. Just one more obstacle for your customer!

I Don’t Care About You - Click To Read Article
It's time to think like your customers!

Huh? What? - Click To Read Article
Listen for questions. If more salespepople understood this, the world would be a better place.

How I Navigated Through Telephone Hell - Click To Read Article
Let's make it as difficult as possible for customers to do business with us!

Build Your Confidence-Make More Sales - Click To Read Article
There is a golf story that says: "The most difficult golf course is the one between your ears." The same can be said about making sales. There are more obstacles in your head than any prospective client will throw at you. Get over it!





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