Are You a Cultivator or a Harvester?

 
As a result of providing marketing consulting, training and coaching to a variety of individuals and industries over the years, I have come to recognize that people generally approach the business building process in one of two ways. Everyone tends to be what I identify as either Cultivators or Harvesters. The problem is the business building process requires both cultivation and harvesting. Read on to determine which you are and how to assure that you are both cultivating and harvesting new business....
 

Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales

 
Hello, do you have a website and sell something on the internet? If yes, may I offer you 10 amazing web promotion secrets to jump start your salesat your website! 1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc. 2. Brand your name and business. You can easily do this by just writing articles and submitting them to e-zines or websites for republishing. 3. Start an auction on your website. The type of auction could be related to the theme of your site....
 

Give Up the Need to Sell

 
Most business people will tell you that selling is not their favorite activity. Let's explore a way to look at the process of sales a bit more favorably. Whether we like it or not---"we're all in sales". Most of us have an internal dialogue about both selling and closing that is less than positive. Most of us approach the sales portion of our business hoping we're not "coming off like a salesman". Most of us hate to be sold to. Most of us have to sell to live. Most of us realize that in order to keep our business afloat, we need to sell....
 

The Most Important Word in a Business Letter

 
What do you think it is? Many experts insist it's the word "you." Why? When most of us read anything, we're looking for something that interests us. What do we need at that moment? What will we need tomorrow? Why should we bother to read this story? Self-interest is what motivates us to comb our hair, brush our teeth, and seek that new job promotion. It's what makes us change college majors, change careers, or move to a different city. Yet many sales letters - many of which cross my desk - neglect to personalize the message by using the critical word "...
 

The Hands On Approach

 
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. In this article, I am going to discuss three different ways to reach out and touch your customers and get their attention in ways you could never do even with all of todays modern technology. Keep reading . . . 1. The Hand Written Card Never underestimate the power of anything hand written!...
 

Ten FAST Ways to Sell Your Products

 
Always give a reason for the sale for credibility. 1. If you have old Inventory, give a closeout sale. 2. Return sales. Sometimes called a scratch and dent sale. Offer any less than perfect inventory at a special discount. Always mention the character flaw with the product -- the corner's bent, label glue scratch somewhere. 3. Only one or two left. Sell them for half price. Post on eBay. Combine them with another product, change the price to cover half of the orginal price. 4. Discount sale. You could create one or two-time seasonal discount sale....
 

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

 
Have you ever met with, or talked to a prospect that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready to buy now, and not waste your time on those that aren't ready yet. Here's the wrong assumption to make in that situation. You took the time and educated the prospect; they walked out, and you automatically think that they either bought from someone else, or they were just tire kicking....
 

How to Reach Purchasing Agents of Big Corporations

 
Now business owners and sales professionals can develop a Faster and Easier method of selling to big corporations, Hospitals and Universities, Government Agencies (State, County levels), and other medium enterprises... as well as K-12 (Kindergarten through 12th grade). This Sales Lead Database will link you directly to the purchasing, procurement, and materials managers/agents of Corporations Universities Hospitals States Counties K-12 This is not a "how-to.." information, this is not one of those sales & marketing "ideas", this is NOT in any way one of those "12 million" (or is it 13 million now?...
 

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. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. All Green Bay has to do is hold Philadelphia to less than 26 yards. One play. That's all. Just one play. In sports bars and living rooms across the country jaws drop when Eagles quarterback Donovan McNabb completes a 28-yard pass to Freddie Mitchell, and the Eagles get the first down....
 

Getting Referrals

 
Referrals A substantial part of your business can come from referrals. The key is to provide extraordinary customer service and educate your clients and influencers to this fact. You must actively cultivate referrals; otherwise you're just leaving it to chance. Referrals Start with Great Service The foundation of great referrals is great customer service. A large part of your business can be generated through referrals. Make an investment in your business and your client's satisfaction by doing excellent work....
 

Why Are Customers So Indecisive?

 
Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not, she ponders. You stand by the wayside and sweat, praying the sale will go through. Then almost inexplicably, it slips out of your hands, and you don't even know why. You curse, rant and rave silently at her indecisive nature. Yet ironically, the fault is all yours. Don't agree? Hold your horses and you'll learn a simple, fundamental psychological factor you've been missing in your marketing strategy, and how you can rectify it in a flash....
 

Hate Follow-Up Phone Calls To Hot Prospects Who Won't Call You Back? Stop Calling!

 
We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar. The trick in sales is to talk to buyers. Rather than responding, "Duh!", professional sales people find this the hardest discipline to execute. But like most successful strategies, it requires a tactical plan. If you've been relying solely on follow-up phone calls to close sales, why not try this plan for 30 days?...
 

Closing Sales Is Not A Problem, It's A Process

 
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. The logic was simple, if the "Ben Franklin" close didn't work, you could rummage around in your head for the the "secondary question" technique, the "order-blank" method or the "forced choice" close to tie off your sale. Selling in the old school of training was basically learning 54 or 84 ways to close....
 

Five Deadly Sales Letter Mistakes

 
To be effective your sales letter must be opened, read, believed and acted upon. In order to do this it must attract attention, warm the interest of the reader, create a desire for your product or service and cause your prospect to take positive action. An effective sales letter, not surprisingly, achieves the same objectives as an effective salesperson. And just as there are certain mistakes a salesperson wants to be sure to avoid in the selling process, the same holds true for the writer of sales letters....
 

Build & Protect Your Confidence

 
I can remember the first time that I had to get new customers from a cold start. I was a sales rep at IBM. I had only been selling for a short while since graduating from college, and I didn't really know what to do. When I started working for IBM, I was given extensive sales training. My sales training period took me 9 months, which you may be surprised to learn was considered fast back in 1987! IBM wanted its salespeople to be well prepared to sell any of its products to any business that wanted them....
 
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