• Selling – Guaranteed Sales Strategy to BIG Money

    By: Gary Wollin
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    Good salespeople are aggressive, dynamic types. Everybody knows that.There are plenty of good salespeople out there.Read more…

  • You Have Freedom of Choice... Not Consequence

    By: Mick Bradley
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    Sales is about choice. Which one? What color?Read more…

  • Out-of-the-Box Selling

    By: Ken OBrien
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    In today's business world, technology is demanding that salespeople re-think their strategies for customer retention and brand loyalty. The growing influence of the Internet and the global marketplace is placing increased demands on the sales force of any organization to adapt their ways of bringing the product or service to market.Technology and communication have combined to both challenge and aid today's sales rep in many ways.Read more…

  • Leverage Your Business Expertise through Information Products

    By: Diane Eble
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    If you have a successful business, chances are you have some kind of expertise that could be packaged into at least one, often more, information product that can both position you as a leading expert in your field, and bring in added streams of income.For instance, say you're a veteran sales consultant who has a unique approach to selling. Certainly you put this into a book or ebook and publish it.Read more…

  • What Is Authentic Selling

    By: AJ Silvers
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    Authentic Selling sounds like an oxymoron, a bit like military intelligence, after all who would ever expect a sales person to be authentic? That would be like expecting them to tell the truth! The secret is that in telling the truth and paying very close attention to the customer’s needs and expectations, an Authentic Sales person can help his or her client and close the deal at the same time.Read more…

  • The Credibility Factor

    By: Corey Poirier
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    Far too often, salespeople view themselves as company employees when they would be much wiser (in my humble opinion) to view themselves as business owners: whether that business ownership means ownership of a territory, ownership of a vertical market or any other combination that relates to their current sales position.The good news is this: As soon as that salesperson starts acting like a business owner they start to truly understand the importance of obtaining and maintaining credibility in the eyes of their potential clients, and how gaining that credibility can make all of the difference in the world in relation to their sales success.And so, if a sales professional wants their prospective client to not only seek out their knowledge but also to pay more to work with them, that same salesperson should really take the extra effort required to prove to that prospective client that they are worthy of being considered an industry expert and as a sales professional they will also bring value to the potential business relationship that could exist between the buyer and seller.Read more…

  • The Ostrich Sales Reporting Syndrome

    By: Steve Martinez
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    It's the end of the month and the dreaded sales meeting is minutes away. As you drive into the office, you think about the questions that will be asked today. It isn't the questions that plague you, it the answers that stirred your mind into a sleepless night.Read more…

  • Increase Your Sales: Don't Be A Vendor - Be A Solutions Provider

    By: Kamau Jackson
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    Instead of looking at your sales from a product perspective, walk a mile in the buyer's shoes. Consider what problem your customer is trying to solve, then provide a complete solution.Educate Your Sales Force If you teach your sales people to think like customers they can add value to a buyer’s visit by making all the items needed for a complete solution available.Read more…

  • Top 20% Sales Club: How to Plan Your Way into the Top 20% Club of Service Professionals

    By: Cheryl Clausen
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    Bill Gates has a plan, why don’t you? Bill Gates is moving away from direct involvement in the operations of Microsoft to spend more time on the other things in life that he values. The most successful people don’t get where they are going without a plan and neither will you.Read more…

  • Dear Mr. Retail Salesperson

    By: Tom Richard
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    We (your customers) have been talking a lot lately. Together, we’ve decided to confront you about a very important matter: how to provide us with a better experience in your store.See, it works like this – our experience in your store can either be comfortable enough to encourage our purchase, or it can turn us off and make us think twice about buying from you.Read more…

  • Five Things You Need To Know Before Buying A Business Lead

    By: Mark Vurnum
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    Finding new business leads is a hard task if you don't know how to do it. There are so many methods to getting access to apparently targeted business leads, yet upon my experience very prove to actual do what they promise… deliver me more business leads.So what should you look for when you buy or generate your own business leads?Read more…

  • Is Selling Just a Response?

    By: Terry Wisner
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    The online encyclopedia, Wikipedia, states; Stimulation is “the irritating action of various agents (stimuli) on muscles, nerves, or a sensory end organ, by which activity is evoked; especially, the nervous impulse produced by various agents on nerves, or a sensory end organ, by which the part connected with the nerve is thrown into a state of activity. A response is the result of a stimulus.”For the purposes of this article, customer feedback equates to stimulus; however, the response is not an involuntary physiological response as in the scientific model.Read more…

  • Key Account Management

    By: Paul Chiswick
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    In recent years many companies have implemented some form of Key Account Management (also sometimes called National Account Management, or Strategic Account Management) to address the needs of important customers.Key Account Management (KAM) is a systematic process for managing key interactions and relationships with critical accounts. Writers sometimes quote the Pareto Principle to describe strategic accounts: 20 percent of the customers generate 80 percent of the revenue/profit.Read more…

  • The Changing Face Of Professional Selling

    By: Jonathan Farrington
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    The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing and direct mail have made the sales call a choice not an inevitability.Read more…

  • How To Plan For Success

    By: Jonathan Farrington
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    In Part One of this article "Top 5% Achievers Expect To Be Successful Because They Plan For It" I identified the need to map out a personal plan, designed to take you to the next level.Here in Part Two we identify the mechanics involved in constructing such a plan.These are the stages you should follow to create your New Direction.Read more…

  • Sales Calls: Time To Get Back To Basics

    By: Pam Switzer
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    Frequently as sales people we get fascinated by the complexity of our sales and products and we lose site of the fact that it's often the small things that cause us to lose sales. Mike Toth from Acorn Consulting puts it very well when he says that Tiger Woods has a "natural swing." The reason he has a natural swing is because he spends six hours a day practicing it.Read more…

  • 8 Ways to Win more Contracts

    By: Doug Berg
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    If winning new clients were easy, gurus wouldn’t be giving $1,000 seminars on the topic, and you wouldn’t see “Dummies” guides to closing a contract deal.Let’s face it—winning a contract can be one of the most bewildering parts of running your consulting business. It doesn’t have to be such a tremendous dilemma.Read more…

  • What To Do When The Customer Says " Can I Try it for a Few Days"

    By: Claude Whitacre
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    "Can I Take This Home For A few Days And Try It?""What If I Take It Home And Don’t Like It?"Have you ever had those questions?Read more…

  • Business Proposals: You Can't Live With Them and You Can't Live Without Them

    By: Katharine Giovanni
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    Business proposals. Also known as RFP's (Request for Proposals). At some point in your business life you will eventually have to write one.Read more…

  • Build Business Value – Before Selling A Business

    By: Steve Martinez
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    I normally write about selling strategies, today, is no different. I'm sharing insights on how you can improve your success at selling a business. As you read this, try to take the buyers perspective.Read more…

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    you can hold someone's attention with your writing, a long page gives you the space to deliver all the benefits, cover all the features and address a myriad of reader questions and concerns. So long as the letter carries momentum and holds the reader's attention, people will keep scrolling.