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  • The Hands On Approach  By : John Doe
    While living in the technology age where everything is computerized, digitized, and auto-responded, it is very easy to forget where we came from, and how all of this progress has almost completely wiped out the personal touch.
  • 3 Ways To Sell and Have Fun Doing It  By : John Doe
    There are many ways to sell and have fun doing it, but some times we really need to step outside the box and do something a little different if not drastic.
  • How to Acquire More Leads  By : John Doe
    The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually. Here's how they rated the following techniques:
  • 100.
  • Open Your Introduction With A Firecracker Moment  By : John Doe
    The number one requirement, whether you are a business owner or an employee, is to be able to say what you do, and say it with influencing results. Through testing, I have seen, experienced, and received feedback that an elevator speech no longer works.
  • Business is Great; I'm Just Not Selling Anything!  By : John Doe
    Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. Then, you had another great idea-to sell your first great idea on the Internet! What better way is there to market and sell your idea to the world, you thought.
  • 9 Packaging Problems That Lose Sales  By : John Doe
    You have a great product, but it's not flying off the shelf. Is one of these packaging problems turning sales away?1) You don't understand your market. There are so many new markets and retail outlets out there. Don't forget Internet marketing too.
  • 5 Ideas for Writing Effective Sales Letters  By : John Doe
    Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out to thousands of people, it can give the feel of a personal communication - IF you write it in a direct and conversational tone.
  • The Basic Secrets of A Million Dollar Sales Letter  By : John Doe
    "Accepting the consequences, good or bad, will free you; take a risk, but be aware that things sometimes turn out differently than you expected.
  • Business Lessons Learned At The Mall  By : John Doe
    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.
  • Selling Commodities  By : John Doe

    "How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?"

    That's a question I'm often asked in my seminars. It uncovers a problem that is spreading to almost every industry.

  • Why You Buy, Part Three  By : John Doe
    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.
  • Leave a Better Voice Mail Message  By : John Doe
    Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. This one didn't, so it ended up getting deleted.
  • Closing Sales Is Not A Problem, It's A Process  By : John Doe
    In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible.
  • Just Ask!  By : John Doe
    Instilling urgency in a prospective customer can make the difference between achieving a sale and losing it altogether. If your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions.
  • How To Dramatically Improve Sales Closing Ratios  By : John Doe
    A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented.
  • Sales People have an advantage as entrepreneurs  By : John Doe
    Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something.
  • Everything Follows the Pitch  By : John Doe
    If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or even the product. I would say it's the pitch. The pitch is that one message that, when delivered, makes people say "wow, that's a great idea!".
  • Never Stop Selling  By : John Doe
    The question: "When should a growing company slow down its sales function and focus solely on delivery?"The answer: "Never!"When fast growth is the focus of your company, the only constant is that you will always, and I mean always, need more sales.
  • Creating More Effective Proposals  By : John Doe
    The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.
  • What Should I Charge?  By : John Doe
    People ask me, "What should I charge?"I say, "Ask your clients. "If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay.
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