The ability to sell products, or a product, is a skill that must be practiced and perfected. People, who sell retail, or telesales, must possess qualities that attract the attention of others. Verbal and written communication is crucial. If you are unable to express yourself to others, you should not enter into the sales profession.
Selling [...]

A Simple Truth
Do you have the right stuff?
Are you consistent in your business?
Do you build relationships easily?
Are you approachable?
I’m writing this E-letter aboard American Airlines flight # 2005
from Atlanta to Miami, and then on to my final destination Tampa International Airport.
For the last three days I’ve been attending the National Speakers Association annual convention.
I had [...]

Well, the time has come to ask you a simple question and really this is for my own personal benefit and I promise not to tell anyone your answer. Do you find yourself reading those long sales letters, which are four to ten pages or more of psycho babble? Oh they start off fine and [...]

Do you hate Japanese Beetles? Give them away. Always remember to give away your beetles. Never place a beetle trap on your own property unless all residents of your area are attempting to control beetles. The reason is that you will most likly attract more beetles to your landscape than you destroy. If you are [...]

Anyone who has done any selling realizes that some forms of rejection are inherent in the selling process. Obviously, not everyone will buy.
When a sale doesn’t close, two types of salespeople emerge. One knows that his/her best has been done, but factors beyond their control may have caused a blockage to making the sale. The [...]

Do your salespeople have unlimited access to your company’s technical resources? Do they take technical experts with them to first meetings with prospects? Does your management team make CONSCIOUS DECISIONS to allocate technical resources to opportunities, or do salespeople make those decisions on their own?
How often does this happen?
An excited salesperson contacts his or her [...]

This is a quandary not unlike the chicken or the egg question, “Which comes first?”. Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?
In the study of business start-ups [...]

If you’re not yet a top-down sales strategist, give it a go.
When doing business at the top you’ll be amazed how glad executives are to see you. How quickly they treat you as an equal, value your services, and want to do business with you and only you!
You’ll Be Relieved To Stop Wasting Daylight In [...]

I got a phone call today from a gentleman in Arizona. He wanted to talk to me about a report I downloaded from him about network marketing. I wasn’t interested in network marketing, and I told him that.
But consider this.
I live in Chilliwack, British Columbia, Canada. So that call was an international call for him. [...]

The tribal wisdom of the Dakota Indians, passed on from one generation to the next, says that when you discover you are riding a dead horse, the best strategy is to dismount.
In many sales organizations, the heavy investment in existing sales practices makes dismounting unfeasible, and these creative strategies are adopted instead:
1. Providing motivational seminars, [...]