Have you ever run DOWN an escalator that was going UP? Well, I did at the Tampa Airport last week. Heres what happened:Last Wednesday I was scheduled to fly from Tampa through Dallas to Phoenix on A...Full Article
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 wip...Full Article
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.Listed below are the three fun and exciting ...Full Article
A challenge facing many businesses is how to maintain a constant stream of customers in order to provide a regular cash flow.One method is to choose a location that ensures a steady flow of traffic pa...Full Article
The most effective prospecting techniques were revealed inthe August 1st, 2002, issue of TIP (URL at end of article)that resulted from a survey of financial advisors earning over $200,000 annually.Her...Full Article
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! W...Full Article
You have a great product, but its not flying off the shelf. Is one of these packaging problems turning sales away?1) You dont understand your market.There are so many new markets and retail outlets ou...Full Article
"Accepting the consequences, good or bad, will free you; take a risk, but be aware that things sometimes turn out differently than you expected.-Marcia WiederNo matter what you try to sell, you r...Full Article
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...Full Article
Still more discoveries from the recent studies in behavioral economics:Over-Valuing MinePeople consistently place a higher value on things they own, even if their ownership is temporary. The research ...Full Article
In my opinion, the most overrated topic in sales training is the subject of closing. In years past, it seems the object of most sales training courses was to fill the heads of participants with as man...Full Article
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...Full Article
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 custo...Full Article
Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true that was until I got into franchising and saw how o...Full Article
If you asked me to point to the heart and soul of a startup company, I would not say its the people, the culture, or even the product. I would say its the pitch. The pitch is that one message that, wh...Full Article
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 ...Full Article
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...Full Article
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 ba...Full Article
I would like to share a disturbing little secret with you. Almost 70% of the people you do face-to-face business, with will never speak to you again!Its not that they didnt like you or get value from ...Full Article
Along with having an innovative supply chain, theres another reason Dell is the largest computer company in the world. They always offer great coupon codes to online affiliates that let the buyer in o...Full Article