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Losing the Big-One: Salvaging Lost Accounts After careful consideration, we have chosen our vendor, and it's not you."Hard words to hear. 10 Tips To Overcome Your Fear Of Selling Ahh. Selling. Who Takes Your Money Your business is making profits, but where is the cash? It seems that someone has taken away your money. Your bank account is still the same, and your personal wealth is still the same. Why I Hate (Most) Benefit Statements Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who is putting a new prospecting program together. The Never Ending Sale Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends.This way you can ensure having their business forever. Chicken Little And The Disintermediation Myth If Chicken Little were alive today he wouldn't be running around forewarning us of the sky that was about to fall. He'd be too preoccupied alerting everyone about another potential disaster - which may in the end prove to be just as erroneous as his first prediction. How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED There are several ways to get your information into the decision maker's hands.Use "The Stealth Mail Method". The "Write" Way to More Sales The sales letter you can't put down?the advertising copy that makes you want the product?the resume that prompts you to call the job candidate this second?all these are examples of exceptional business writing. While you certainly know good writing when you see it, can you write with the same pizzazz the professionals use to hold your attention for pages on end?In today's selling arena, writing skills have taken a backseat to other seemingly more important professional development activities. Why Arent They Buying? You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. How To Take The Right Steps To Increase Your Selling Results Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. Business Lessons Learned At The Mall Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am. Save Your Breath: How To Sell In Trade Shows Without Pitching You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. How To Bully Your Prospects Into Buying Your Product or Service Selling is a tough job, and sometimes you may need to appear tough in order to get the sale.As a salesperson (whether in person or in print) you don't have to appear to the customer as being needy of the sale. Touchdown! Closing Skills for Successful Selling It's early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. The Best Day In The Week The best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. Why You Buy, Part Three Still more discoveries from the recent studies in behavioral economics:Over-Valuing "Mine"People consistently place a higher value on things they own, even if their "ownership" is temporary. The research is interesting, and I often saw this phenomenum used by salesmen on busses in Ecuador. Five Keys to Make Your Cold Calls Sizzle Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupted him a minute later. Four Easy Steps To Building A Powerful Employee Incentive Program Want to build a successful incentive program for your company? Have you dreamt about finding ways to have more fun at work and still see BIG results? At the heart of every employee incentive program is the ability to motivate and reward your team for excellent performance. In this article, I will show you four easy steps to build an incentive program that allows everyone to win!Setting objectives: For any type of employee incentive program, your team must feel the goals are attainable and realistic. How to Build A Steady Stream of Customers--Step One The success of a small business depends upon a steady stream of good customers. To build that stream of customer a business owner must examine five critical points in their business operations. Open Source Selling? The Next Evolution? The Next Revolution "Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major benefit of "open source" to software programmers has been dramatic.
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