- Research to Gain Common Knowledge, And a Common Bond
- When Selling To Small Business, Look For The Uniqueness
- On Sales Calls, Leave The Laptop In Your Bag
- Sales Rep: Skip Your Title On Your Business Card
- What Are The Consequences of Buying vs. Not Buying?
- Don’t Lower Your price; Give A Little Extra Value
- Tell Your Marketing Agency What They Need to Know
- Re-opening A Stalled Sale With Fresh Creativity
- Frequency and Recency of Contact Keeps Long Sales Cycles Alive
- Touch Base Calls That Move The Sale Forward in Times of Stress
- Don’t Let Social Distancing Stop You From Networking
- Tell Your Customer To Buy Elsewhere?
- Turning a Non-Sale Into a Referral Sale
- Sales Language You Can Live Without
- Sometimes it Takes Many Exposures to Make Networking Work for You
- Don’t Close and Shut Up!
- Get Sales Appointments by Establishing Rapport
- Doing Well By Doing Good
- Get Creative, And Get The Sales Call Appointment
- Customer Research Makes Better Ads
- Keep the Cards and Letters Coming
- Please Let Me Buy Your Services
- Close One Step at a Time
- A Calling Card That Sticks To Business
- Who Can Say Yes? Who Can Say No?
- Sell to the Assistant
- Seize The Selling Power Of “I Don’t Know”
- Assumptive Closing – Talk About Next Steps
- Finding A Prospective Customer’s Underlying Objection
- When the Prospect Says, “Your Price Is Too High”
- The Two Most Important Questions for Every Salesperson to Use
- Think Ahead To Stay On Top of the Sales Game
- Selling Sizzle And Not The Steak Is An Old, But Good, Sales Tool
- Thank-You Notes Gain Appreciation and Sales, Too
- Use Testimonials to Soften the Sales Pitch
- Simple Misunderstandings Vs. Objections
- Prioritize Delivery of Your Sales Message
- Leaving Literature on Cold Calls
- Low Proposal Bids May Lose Bigger Dollars
- When Should You Ask for the Order?
- Get the Prospect to Write Something
- Getting Hired for a Great Sales Job – A Noteworthy Success Story
- The Forbidden Words Salespeople Must Avoid
- Dear Salesperson, Please Tell Me What to Do
- Sir Isaac Newton on Selling
- Don’t Talk About “What A Lot Of Other People Are Doing”
- A Business Picture Is Worth A Thousand Brochures
- To Script or Not to Script Cold Calls, That is the Question
- Competition? You Know More Than Your Customer
- Call To Action: Selling the Next Step
- Give Buyers a Choice; They Close Themselves
- Networking Openings: “So, What Do You Do?”
- Make Your Business Card Into a Meeting Reminder
- You Ought To Be In Pictures (if You Want to Be Remembered)
- Using Email For Perfect Sales Call Follow-up
- Close The Sale By Working Backwards
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