Sales Information

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you have a lot of competition. Although some show organizers are careful to have a good mix of vendors, it's not uncommon for other shows to have 20% or more of the booths filled with vendors in the same niche - which is a buyer's market and a seller's disappointing show.

Packaging Maketh the Person

The multi million pound cosmetics industry is acutely awareof the value of packaging. You'll know this if you've everbought anything from those glamorous ladies whose countersare always just inside the front door of Department stores.

Breaking the Ice and Winning Over the Client

Wherever you turn these days you?ll find articles covering every business strategy and tactic available to man from how to make a great presentation to strategies for success all the way to negotiations and prospecting and getting a client to commit. But hardly anyone touches on the subject of breaking the ice with a new client and winning them over.

Are You a Winner or Whiner?

I've found that winners say ?I choose to.? Whiners, on the other hand, say ?I have to.?

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?

Clear Up Blurry Communication

One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a ?communication wake-up call.? We discovered that even though co-workers speak the same words, they don?t attach the same meanings. Here?s what happened. I asked people to write a list of simple words, such as often, sometimes, never, and usually. Then I asked them to put a percentage value next to each. For example, if I say, ?He is often late for meetings,? what does often mean? 10% of the time? 50%? 75%? Etc.

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent thinkers but then we can feel uncomfortable -- even embarrassed ? if we break out of ?the norm.? However, in business the biggest rewards often go to people who are willing to be different.

No Regrets

Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?

Im A Second-Story Man

Can you say who you are and what you do in twosentences or less?

Reviving Dead Clients

Most consultants I?ve talked to don?t spend any time trying to recover inactive clients and it?s a big mistake. We tend to magnify the problem we had or just want to move on, but sometimes a simple apology and offering to make things right will bring you back a client worth thousands of dollars in billing.

Getting Referrals

Referrals

The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while others will place a higher value on reliability, convenience or things like color, popularity (think Pokeman cards!) or durability. The challenge for business is to provide extra value for every customer, at the lowest possible cost of doing business. The following "Top 10" suggestions are particularly suited to service businesses such as coaching or consulting, but can easily be adapted to other environments.

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products or packages, also often called the "extended warranty."

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself.I don't want to give you the impression that discounting is never appropriate. I can think of three scenarios where it is required:

Plan For Your Next Trade Show Appearance To Be A Success

Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.

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Persuading Learners to Buy: 7 Groups
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At-ti-tude, n
At-ti-tude, n.

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Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import ? is at best, a wishful endeavor. ?Paul Shearstone 2003

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