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Why Cold Calling Is Dead
Frank J. Rumbauskas, Jr., the author of "Cold Calling Is A Waste Of Time," explains why our new Information Age economy has rendered cold calling obsolete and ineffective.

Is Cold Calling Dead?
Sales author and trainer Frank J. Rumbauskas, Jr. explores the idea that cold calling is dead and gives several reasons why it has become ineffective and counter- productive in our new 21st Century economy.

Whats Your Clients Style?
When it comes to effective selling, one simple fact never changes: Selling is a relationship business.

Sales Proposals - How to Write Proposals That Sell
Learning how to write effective sales proposals can be critical to your success, especially if you sell a complex product or one that involves the delivery of professional services. This article examines different types of proposals and explains how to maximize your return on proposal writing time and resource investments.

How To Sell Your Products or Services on Value And Stop Selling On Price Alone
Think of yourself as the fountain from whence all information flows when it comes to buying what you have sell. It should not be important who your prospect buys from as long as you are committed to providing the best information and knowledge so they can make the best buying decision for themselves and their situation.

Casual Networking
Networking is not about how many business cards you can collect -- it's about building a long-term and mutually beneficial relationship with another business person. And it doesn't have to be painful or forced! Networking is as natural as starting up a casual conversation. Let me show you how...

Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this re...

How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need to appear tough in order to get the sale.

10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The ...

When the Nose of the Camel is in the Tent
My new job was to sell Commercial Service Agreements. It was a fine company. They were growing. They wanted to expand their Service Base. I had a territory that no one wanted. It was the farthest away from the office. "There is no business there!" was all I heard from everyone when I first took the job. I also heard, "You're nuts! Why did you give up the security of being a Technician?"

Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let that guy sell me on something that I had no real need for at the time? Do you ever get a sneaking suspicion that your probably not going to really use whatever it is that your buying in the way that it was presented? If this is true which is often the case, then why in the heck do we give up our hard earned money for something that until we heard some sales spiel, we really had no need or want to have.

How To Get Face To Face Over The Phone
Selling over the phone puts you at a huge disadvantage because numerous studies have shown that 55% of what we communicate is non verbal. This technique will give you back that advantage you might have lost.

Sales Conflict Vs. Cooperation
Explains why the traditional sales cold calling process fosters conflict while sales that are not the result of cold calling result in harmonious cooperation between prospect and salesperson.

11 Rules for Selling to a Skeptic
Let's face it: the greatest accomplishment for a member of the sales community is closing a deal with a skeptic. Many who are proficient at this art agree that it is far more gratifying to convince someone who initially felt your product was not necessary that it indeed is, than to complete what the industry terms an "easy sell." Lucky for us all, plenty of doubters buy products and services everyday. Let us examine eleven of the fundamental techniques used by those who succeed in persuading the worst of cynics.

12 Great Reasons to Know Your Target Market
Knowing your target market can mean thousands of dollars in sales!

How To Influence Sales
Unless you're a hypnotist you will never be able to control people. But you can influence the way people react, in ways that can benefit you.

Wheres Your Motivation?
It's time to turn yourself into a powerhouse seller. Powerhouse sellers can conjure up the necessary strength and will to overcome any obstacle.

Ten Killer Ways To Multiply Your Sales
Find out how you can make more sales.

4 Explosive Tips To Dynamite Your Sales Volume
Some of the most effective things in life are the simplest. Marketers spend a lot of time trying to understand the psyche of consumers, discover ways to predict economic trends and a million other aspects of business that can determine success. Hey, it pays to remember that some things are just basic, common sense and as easy as pie. Let's look at some tactics that just might be the key to the success you've been pining for.

How Can I Sell More when I Have so Much to Do?
That's a question I'm often asked whenever I'm talking to a group of salespeople. I'm sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete, hundreds of customer problems to solve, meetings to attend, inside people to cojole, managers to mollify - and, on top of all this, you are expected to sell something!

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