• Are You Finished Before You Start?

    By: Clayton Shold
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    A colleague and I were in conversation recently when he shared a very profound statement, "You can be finished before you start."We were talking about the power of one's mind, more specifically about ones sales mindset. Eugene was relaying an exchange he had many years ago when he was a pharmaceutical sales rep.Read more…

  • How to Find Out if a Customer Is Telling the Truth or Making an Excuse

    By: Bill Lee
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    Customers and prospects can come up with an incredible number of excuses for not buying:"Your price is to high. How do you expect me to be competitive with my customers if I pay you a premium?""Let me think it over.Read more…

  • Sales Expert Advises: Go Where Nobody Else Is Asking For The Deal

    By: Dr. Gary S. Goodman
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    When I was in graduate school I wasn’t contented accepting the paltry salary I earned as a part-time college instructor.So, I trekked to USC’s career planning office and scanned the part-time job postings.One caught my eye.Read more…

  • Selling Train Washing Accounts

    By: Lance Winslow
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    If you own a power wash, pressure washing business or truck fleet cleaning business then you might consider the cleaning of locomotives and trains for the railroad. The cleaning of locomotives and trains is important and it is often a safety issue and therefore must be done.When cleaning trains and railcars it is important to make sure you have the environmental reclaim devices employed as to collect your waste wash water and prevent it from going into the environment or local creeks.Read more…

  • Top Consultant Advises Billing For Your Services More Creatively

    By: Dr. Gary S. Goodman
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    A few years ago, one of my competitors, a consultant located in Ohio, would have his prospects call me to compare his prices to mine.At that time, he knew I charged more than twice the fee he quoted: “$1,200 per day.”Although I was always concerned about not winning business, I never put two and two together and connected my disappearing prospects to this guy’s manipulations, until he disclosed his strategy to me, in a moment of boastng and rare transparency.Read more…

  • Selling and Marketing; Identify Your Target Customers

    By: Lance Winslow
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    Whether you are selling or marketing you must identify your target customers and you must make sure you reach them. When selling this means you need to get to the decision maker to ask them if they are interested and begin the sales process. If you are marketing then this means you must very carefully target specific mediums to reach that target customer with a simple message that you wish to convey.Read more…

  • Selling VS Making Friends - There is a Difference You Know?

    By: Lance Winslow
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    If you are in sales there is a difference between making friends with every client and selling your product and service and you should know this already but in case you do not, let us discuss this for a moment shall we? First off a salesperson must never forget why they are there; you are in front of the customer to see if they are interested and to close a sale if they are.Yes, you need to understand where your customer is coming from and therefore you must indeed work to get to know them and build a relationship, as well so they know you are a straight shooter, a problem solver and that you are working for them, as well as the sale.Read more…

  • Selling Scripts - Do They Make Sense?

    By: Lance Winslow
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    Many salesmen who do cold calling use a cold calling script, but if you choose to do this there are many things you may wish to consider first. For instance if you talk at the wrong speed, too fast you sound like a Fast Talking Salesman, and maybe you are but you will need to slow it down a little.If you use too much voice inflection you sound like a Radio Show Host and whereas this might be entertaining indeed, the person on the other line is thinking to themselves; WTF?Read more…

  • Story Telling Instead of Selling; Understanding it All

    By: Lance Winslow
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    If you are a sales person and problem solver you need to be schooled in the art of telling stories instead of telling people to buy what you are selling. People get rather tired of the same old lines and human like analogies and stories, it appears to be how our minds think these days.When story telling in order to help a client or potential customer see a point or understand a way of thinking related to what you are selling you need to know a few things first.Read more…

  • Selling - Could The World's Greatest Salesman Be A Waiter?

    By: Claude Whitacre
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    Years ago, My wife, in-laws, and I went into an expensive restaurant. The waiter asked us for our order. I don't remember what we ordered, but I do remember this: The waiter gave a funny look & said "The Cod isn't very fresh today, may I recommend the Scrod?Read more…

  • Mortgage Refinance Leads

    By: Jay Conners
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    If you are a loan officer or mortgage broker and you are on the market for refinance leads, you definitely want to buy them fresh or in “real time.”Here are a few suggestions for deciding which mortgage lead company you would like to go with.Like I mentioned in the above paragraph, you want your refinance leads to be fresh.Read more…

  • Leads Help You Beat Out The Competition

    By: Susan Jan
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    A lead can be described as an individual or a group of persons, who have similar interests in a service or a product. There are many ways of acquiring leads, with the more traditional method such as advertising in newspapers and other media, to telemarketing, to purchasing leads from lead generation companies etc. However, these methods nowadays are not as impressive and productive as they were just a couple of years back.Read more…

  • Who Would You Rather Buy From?

    By: Lance Winslow
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    If you are in sales then who would you rather buy from? The amateur with a reputation for doing what he says he will do and integrity or the professional who dresses nice, is new to the scene and uses all the right phrases, psychological tactics and buzz words? Well if you are like most people you would rather do business with the down to Earth person, but at the same time you also realize that you mind has been trained to do business with the professional.Read more…

  • Power of Handwritten Cards in Business

    By: Lee Clark
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    Why do we generally only send a thank you note after we have received a present after a party or wedding? Naturally we should, after all it’s good manners, and that’s how we’ve been raised. But why don’t the majority of people do it in business?Read more…

  • Direct Sales – A Business of Your Very Own

    By: Stefanie Fauquet
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    There are a lot of woman and men out there that dream of having their own business. Usually this dream never comes to fruition because of time, money, and lack of knowledge to get started. However, there are other options when it comes to starting a business without all the time and money needed for a brick and mortar business.Read more…

  • Wholesale Sources: Resources For Finding Wholesalers

    By: Donny Lowy
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    Are you an eBay seller, flea market vendor, or retailer looking for wholesale sources?Finding the right wholesale source can be a daunting challenge, especially if you have no previous experience in the retail or wholesale business.What makes the process even harder is finding genuine wholesale sources, and then selecting the wholesale source that can do the best job of supplying your wholesale business.Read more…

  • Recruiting Sales Staff- Are You Selecting Thoroughbreds or Plough Horses?

    By: Maitiu MacCabe
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    The employment decision is the most critical one that any sales manager /supervisor makes. Get it right and you have good trouble-free workers. Get it wrong and you have designed in your problems for the length of time the employee works for you.Read more…

  • Using Seminars to Bump Up Sales

    By: Kirstin Carey
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    Many of my clients are turning to speaking at chambers and other networking organizations to generate business. This is a wonderful method of building credibility and gaining free advertising, especially when you are in a creative business that often needs examples and samples to get people to hire you.Seminars are a great way for potential clients to "test drive" your services with out fully hiring you.Read more…

  • How To Double Your Profits - Peter's Way

    By: Sean D'Souza
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    Peter worked hard. Damned hard. All day he toiled to sell blueberry muffins.Read more…

  • Display Mannequin in Retail Store Environment is Effective Sales Tool

    By: Christopher Weis
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    They were the subject of a cheesy movie that became one of the biggest hits of 1987. They were the subject of an even cheesier 1991 sequel. They have also arguably become one of the most prominent and powerful tools among successful clothing retailers worldwide.Read more…

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