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Using Binds In Persuasion
The use of linguistic binds in the therapeutic context is well documented and researched. The use of binds in the context of persuasion and influence is not nearly in such widespread use, yet. This obviously provides those of us who make our living...
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rating : 0.00, 0 votes. Author : Kenrick Cleveland
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Trade Shows
Trade shows show promise as a “golden” marketing opportunity. Many business owners are stepping outside of the traditional box and investing in portable signage. Talking one-on-one with potential buyers provides an immediate gratification that is...
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rating : 0.00, 0 votes. Author : Matt Bacak
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Understanding Irrational Customers
I know a marketer who thinks his offer is bulletproof.
He proposes to save executives many hours a month by improving their performance in using the software programs upon which they rely, every day. Not only this, but he’s willing to guarantee tha...
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rating : 0.00, 0 votes. Author : Dr. Gary S. Goodman
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The Right Time to Sell
Selling a business and achieving liquidity is likely to be the single most important financial event for a private business owner. Timing is perhaps the most critical factor to securing maximum value in the sale of a business.
Typically there are t...
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rating : 0.00, 0 votes. Author : Eran Salu
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Selling for Maximum Value
Put simply, “valuation” is what a buyer is willing to pay for your business. In practice, however, valuation is anything but simple and is often as much art as science. Here is a little bit of “Valuation 101”:
Valuation is not formulaic
• The initi...
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rating : 0.00, 0 votes. Author : Eran Salu
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When The Prospect Does Not Want Your Product
In most cases the correct thing to do is give up. What, you gasp, “but my mentor told me that persistence is everything and to get six no’s before I give up and to…” This type of persistence is needed by poor advisors with lousy marketing plans c...
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rating : 0.00, 0 votes. Author : Larry Klein
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If You Want To Sell More
If you want to sell more, stop selling.
Do you like to be sold?
Notice that when you see a sales pitch coming, your muscles tense up a bit and you put on your “armor” so as not to be convinced of something you don’t want. Your prospects do the sam...
0 reviews,
rating : 0.00, 0 votes. Author : Larry Klein
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The Lie About Leads
I get a dozen e-mails a week offering me “free leads.” Most of these advertisements are bait to get agents to sign on with a particular insurance wholesaler as they grovel to add value by providing agents tools that will help make sales. But let’s...
0 reviews,
rating : 0.00, 0 votes. Author : Larry Klein
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Sales Jobs Or Management Jobs - Which Are Better?
Are you starting a career and must decide whether to choose between a sales job or a management job? Are you at a point in your career where you have the option to get into a sales field or a management field? Here are my reasons why sales jobs are...
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rating : 0.00, 0 votes. Author : Tino Buntic
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Sales Success Tip-Stop Whats Not Working
In my day to day training of sales professionals, many who are mediocre at best and failing at worst continue to resist some simple testing and measuring tools for determining what they are doing that is working and what they are doing that is not ...
0 reviews,
rating : 0.00, 0 votes. Author : Greg Beverly
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Sales Superstar Secrets – How the Worlds Best Salespeople Close More Sales!
People often ask me what the difference is between sales superstars and sales “wannabes”. There are many possible answers to this question however there are several core characteristics that sales superstars display in bucket loads which are often ...
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rating : 0.00, 0 votes. Author : Gavin Ingham
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The Most Overlooked Methods to Increasing Sales
The most sure-fired way to increase your sales, and won't
cost you a lot or take a huge amount of time, is selling
more to your existing customers. You know how long and
expensive it can be to win over a new customer. Between
advertising, sales cal...
0 reviews,
rating : 0.00, 0 votes. Author : Abe Cherian
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Guru by Design: Sell Your Self Image
Confidence sells. Ever wonder if those geeks with wrinkled shirts, greasy hair, and pocket protectors will make it out of the high school commons?
They didn’t, they’re still there snorting at bad jokes, pointing at girls in short skirts, and slappi...
0 reviews,
rating : 0.00, 0 votes. Author : Jan Verhoeff
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Pricing Information Products
Pricing your products and services involves much more art than science. There are so many variables to pricing that there can't be a magic formula telling you exactly how much to charge in every given situation. However, you can rely on some guidel...
0 reviews,
rating : 0.00, 0 votes. Author : Cathy Stucker
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Sales Success Tips for 2006
If there is one thing that I could pass along to you to aid you in reaching your potential, it would be for you to take decisive, massive action. Do that which you have been saying for weeks or months, or even years, that you need to do, but have b...
0 reviews,
rating : 0.00, 0 votes. Author : Greg Beverly
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Strategies For Selling High End Merchandise
We all know the basics of selling merchandise.
Buy low and sell above your cost.
Sounds pretty straight forward doesn’t it?
But what about when you want to sell high end merchandise?
Many retailers are moving away from low end merchandise and are s...
0 reviews,
rating : 0.00, 0 votes. Author : Donny Lowy
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Sales Myth #14 – Enthusiasm is the Key to a Successful Sales Pitch
There are many myths associated with the culture of selling. The social sciences characterize a myth as a story or theme that embodies a particular idea or aspect of a culture.
Here's the "story" on which Sales Myth #14 is based:
An enthusiastic sa...
0 reviews,
rating : 0.00, 0 votes. Author : Ike Krieger
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Discover the Powerful Lead Generation System of Top Sales People
Developing an abundant supply of targeted referrals is a powerful lead generation system used by the top sales people.
The first step to implementing any successful lead generation system is to get your attitude right. Becoming a “Master of Referra...
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rating : 0.00, 0 votes. Author : Jim Klein
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A Simple Sales Strategy: Change The Meaning Of No
Imagine that you are talking to a potential client and they say "no", they don't want your service. How does that make you feel?
First off, let's be clear that a "no" is just a two-letter word consisting of "n" and "o". These are just harmless cha...
0 reviews,
rating : 0.00, 0 votes. Author : Tessa Stowe
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I Dont Know What To Do-Guess Ill Call Steve
I knew the first time I met him that he was just out to get my business. After all he was a salesman. That's what his card said, that's what his job was, and that's what he did for a living.
I don't trust salesmen, and I bet a lot of the people w...
0 reviews,
rating : 0.00, 0 votes. Author : Donovan Baldwin
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Why Internal Lead Development Departments Fail
In our last issue, I suggested….ok, strongly recommended that the best way to build sales is by adding inside lead generation to make outside sales reps more productive. That recommendation sometimes yields the response “we tried it and it didn’t w...
0 reviews,
rating : 0.00, 0 votes. Author : Andrew Rowe
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Linking Performance to Company Values
Intel corporate values include risk taking, discipline, and results orientation. These are exactly the values one would expect of a company whose primary strategy is one of product leadership. Without these specific company values the product leade...
0 reviews,
rating : 0.00, 0 votes. Author : Andrew Rowe
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Is It Time To Hit The Reset Button On Your Sales Department?
If you're like most CEOs in business today, you will probably be faced with this decision at some point in the life of your organization. That time might even be now.
Perhaps your sales team consistently misses quota or your market share is in decl...
0 reviews,
rating : 0.00, 0 votes. Author : Andrew Rowe
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CRM/SFA That Accelerates Sales: The Sales Process Integration Approach
Has your company struggled with Sales Force Automation (SFA) or Customer Relationship Management (CRM) software? If so, you’re not alone. It’s estimated that between 65 and 80 percent of all system implementations end in failure*. Sales people don’...
0 reviews,
rating : 0.00, 0 votes. Author : Andrew Rowe
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