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Sales Information

Value Based Pricing, Not Price Cutting


Special Requirements for Reprint: we ask only that you include Paul?s name and resource box, and keep all hyperlinks as live links.

Connecting with Customers


I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but more we spoke about it the more concerned I became.

The Wall of Defensiveness: 7 Ways to Tear It Down


Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems?

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.

A Stupid Question, but it has to be asked


This is a stupid question but it has to be asked.

Refining Your Telephone Prospecting Techniques To Be A Master Closer!


Let me create a picture for you. This is the best way to illustrate my point.

Customer Service Revival


Value is in the Eye of the Beholder

Dead Silence From Your Prospect: The Worst Sound Of All


Could this be the worst moment in your selling cycle?

YOUR Future Profits -- Protect Source With CARE


At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons about building customer relationships. #1 is TRUST. Folks like to buy from someone who is dependableand responsible.... with integrity.... one who "walks" their "talk".

Before They buy What You Say - 10 Steps To Selling Yourself


You are the product

Selling To Women - Selling To Men - It Isnt the Same


Selling To Women - Selling To Men - It Isn't the Same

Selling More CDs at Gigs, Case Study: The Rogues


A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared the stage with some amazing bands, but at the very top of my list were The Rogues.

How to Write Testimonials that Sell CDs Like Magic


"Which is your best CD?"

Sell YOU With Your Small Talk (Yes You Can)


Want to build a relationship -- sell yourself for a job -- get ahead -- make a sale?

How to Set Appointments


The Importance of setting appointments is crucial to running a business. They are the key to a successful business.

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