Sales  

Do you realize that consumers searching for life insurance products are, more and more, doing so via internet search engines? Do you, as a life insurance broker, have an internet presence to grab your share of the life insurance sales leads? If not, your competitors are taking business that you, ...read more

Can you tell me what you sell in a short but powerful way? You better learn how.

In these days of "global marketplaces," mission statements, techojargon, and legalese, salespeople too often get caught up explaining the entire scope of their product or service. This confuses buyers.

Buyers want simplicity. They want the ...read more

Unique selling proposition is a marketing concept that refers to the one element that sets a firm apart form its competition. Your unique selling proposition is what differentiates you in the market place . Every business needs to have a unique selling proposition because that's what you use ...read more

Are you in the construction field? Are you a trades person, a general contractor, an architect, an engineer, a carpenter, a surveyor, an electrician, a landscaper, or even a construction equipment sales rep? Have you ever purchased construction leads from internet sales lead generation websites?

If you have ever purchased construction ...read more

Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I've been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I've seen some regularly occurring patterns ...read more

I love the game of sales. In fact I am fascinated by people's traditional beliefs on sales and what it means to them. One of the most common areas of challenge that I come up against time and time again when working with business owners and business groups revolves around ...read more

Hourly rates that you charge your clients are very closely related to the ultimate success or failure of your business. Your hourly rates must be high enough to sustain your income needs and not so high that you drive away your sweet spot, small business, target client.

The most common mistake ...read more

Take two office furniture salespeople that work for the same company. One has a sales closing ratio of 25 percent and one has a sales closing ratio of 10 percent. Which of the two do you think is a better salesperson?

Of course, everybody will choose the first salesperson with the ...read more

During a recent visit to a local electronics retailer the sales person I usually dealt with was engaged with another customer so someone else helped me and answered my questions. I wasn’t ready to make the purchase that day but when I returned almost two weeks later my regular “sales ...read more

Have you ever heard the saying “I don’t care how much you know until I know how much you care”?

The key to growing your business is genuinely caring about others. People see through someone who’s transparent. Think about it – haven’t you met people who acted like they were interested ...read more