This type of marketing is similar to e-bay. Your web site features merchandise and for all your time, you will take a cut from every lead. There is less time and effort required, fewer overheads, it sells twenty-four hours a day, and it is simple to master…

I am a big believer that great salespeople generally realize their greatness, rather than being borne that way. OK, sure we’ve all heard somebody in sales who told us that they’ve been in sales all their life. It all started when they were a kid, selling lemonade from their lemonade stand for a dime, or [...]

So, you are taking your products and heading to a trade show, but this year you want to make your trade show booth popular in order to garner more business and have no idea how to do it. Actually, it really is quite simple to make a popular trade show booth as long as you [...]

7 Phrases You Can’t Say in Sales
(Because They Will Undermine Your Credibility
and Drop Your Closing Rate)

Copyright 2004 by Doug Smart

Years ago, George Carlin listed seven words you can’t say on television. Then HBO came along, said all the words, and the world of television changed forever. Now, I know that even before [...]

You probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know.
In the old traditional training, we learned the latest techniques for making a sale. We talk to “prospects” [...]

I don’t have to tell you that employee turnover in the telemarketing field is rampant.
By the way, this is nothing new. It plagued us a few decades ago, and if anything, it has simply grown worse.
There are lots of remedies that have been tried to stanch the outflow of reps, and to keep them aboard.
Some [...]

Robert Louis Stevenson said ‘Everything in Life is Selling’ and it is. Whether as a child you cry until you get what you want; whether as an adult you provide a service to your employer in return for payment; or whether as an individual you make sure that you look your best before meeting someone [...]

If you can get someone to mentally commit to a product or a decision, he is likely to remain committed even after the terms and conditions change. This is why when stores, for example, advertise very low prices on a television set, they include in small print, “Quantities Limited.” By the time you get to [...]

“I didn’t know that!”
If you hear those words from an existing customer who likes and trusts you but who just bought something from one of your competitors, you have no one but yourself to blame. It was you who blew the opportunity and left the door wide open to the competition.
Was your response something like, [...]

Prospecting for future customers can be fun if you approach it the right
way. It is not a wild goose chase; it is a wild goose HUNT.
Cold prospecting requires you to start from nothing and end up with the
name and contact information of the person who can say “yes” to you. If
you are in [...]