Selling Services

Selling a service isn't the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you "court" the prospect. (sales)

When you're marketing, you focus on opening your prospect's door. You're part of the day-to-day noise, which crowds in on her, every day. Your job is to break through that clutter and produce a good enough impression that she is willing to take the next step and meet with you.

Once you get to meet with a prospect, your goals shift. The two main goals in the sales meeting are to get the prospect to reveal their desires (needs analysis) and to see you as the best solution (positioning).

The sales meeting is your opportunity to take the positive image your marketing has created, and bring the sales/marketing cycle to a fruitful conclusion. In the sales meeting, the prospect must come to feel that you are more than competent, and that you can be trusted with her company, her career and her dreams.

The most important rule in sales: Talk little, listen much.

Spend 75% of your time listening. Ask questions and paraphrase the prospect's responses. As you do this, you're defining the background to the prospect's situation, confirming what their desires are, and discovering the prospect's personal agenda.

Note I say "desires", not "needs". Too many people try to sell what they perceive, believe or understand that people need. People don't deal very well with what they need, only what they want. Sometimes these coincide, but not always. Sell what your prospects want, their desires. Making dreams come true is a stronger sell--just ask Disney.

Once you've gathered sufficient data, summarize the key issues and their implications to the prospect's immediate and long-term well-being. The use of questioning, paraphrasing and summarizing, builds the perception of your expertise and trustworthiness. Your prospect will begin to believe in your ability to understand her unique issues.

And treat her issues as unique, even if you've seen them a hundred times before. Most people feel they are the only ones with their particular set of issues. Don't make them feel common.

It's important to assess your ability to live up to your prospect's expectations. If you can live up, then reassure the prospect with a simple, confident statement such as "I can help". If the prospect is interested in proceeding, begin identifying the parameters of the project. Begin by asking: "What's the specific end-result do you want to achieve from us working together?" Ask questions and follow-up questions to guide the prospect to begin defining the desired output and process, deadlines, budgets or other important project guidelines.

Before you get too far along in this contracting discussion, determine if your prospect is the real decision-maker. (If you haven't already.) Are there hidden decision-makers? (A decision-maker has the authority to approve or reject the terms of reference, any recommendations and implementation, can authorize payment and terminate the agreement.)

Tell the prospect what you need from her. Make sure that your prospect accepts joint client/provider accountability for success. Reinforce that you must be given the tools to succeed: access to information, people and other resources. Be clear about your fee structure. Make sure that your prospect understands it.

The sales cycle is completed by confirming the agreement in person and by following up with a written Letter of Agreement, or contract. It should contain your understanding of the Background, Project Scope, Project Plan, Fees, Expenses and Terms of Payment and any other relevant terms. For most small projects, don't get too wordy--one page will often suffice.

For many of us, selling is an uncomfortable, even frightening task. But it must be done if we are to have the chance to deliver the benefits we have to offer.

Keith Thirgood, Creative Director

Capstone Communications Group

Helping businesses get more business through innovative marketing

http://www.capstonecomm.com/

Markham, Ontario, Canada 905-472-2330

Subscribe to Thrive-on-line http://list.capstonecomm.com/ma il.cgi?f=list&l=thrive_on_line

In The News:

On the fast track to drive online leads to real sales  LivemintSales tech startup Lucep finds the missing piece of the marketing puzzle for makers of cars and bikes.Digitization accelerates the process of capturing and ...
Two-wheeler makers are exploring new ideas to keep going as sales flag  Business StandardAs two-wheelers sales continue to slide and the fuel technology debate adds to the uncertainty, manufacturers are using every trick in the book to keep going.
Auto industry welcomes government steps to revive sales  LivemintSenior executives of automobile manufacturing companies and various lobby groups have welcomed the steps announced by the union government on Friday ...
Motor insurance down to a crawl as automobile sales remain in slow lane  BusinessLineThe slowdown affecting the automobile sector has also slowly begun to bite the insurance industry, with own damage (OD) motor insurance premium seeing ...
Red Matter’s Oculus Quest sales eclipse its Rift sales in just 1 week  VentureBeatRed Matter has sold better in 1 week on Oculus Quest than it has in more than 15 months on the Rift, developer Vertical Robot said.
Biocon looks to derive sales from US, EU to break even at Malaysia unit  Business StandardIndia's largest pharmaceutical firm Biocon is looking at deriving its sales from developed markets such as the US and the European Union to achieve break-even ...
Higher depreciation, govt purchases to boost vehicle sales  LivemintSales of automobiles have been on a decline for the past year, leading to thousands of job losses.Consumption demand in the economy nosedived after the ...
How to Boost Sales With Seasonal Products  EntrepreneurJust because the leaves turn doesn't mean profits have to fall.
Taylor Swift's 'Lover' Scores Highest Sales Week Of 2019—In One Day  ForbesThe pop star's seventh studio album sold roughly 450000 copies in its first day of release.
PROPERTY SALES | Community Notes  NNY360Property sales. The following property sales were recorded in Jefferson County clerk's office Aug. 5: Village of Evans Mills: 1.19 acres, 8797 N. Main St., Tim ...
Labor Day Sales 2019: Walmart, Old Navy, Best Buy, and more.  WomansDay.comWith the end of summer approaching, all you can do is shop until you drop with these Labor Day 2019 sales. Here's everything we know about the Labor Day ...
Oyo plans to lay off sales staff  Economic TimesAbout 60 salespeople in Oyos New Delhi and Gurgaon offices were the first to be fired and got their letters on Monday.
Recession concerns won't impact sales of Popeyes' new fried chicken sandwich: Restaurant Brands CEO  Yahoo FinanceRestaurant Brands CEO José Cil said if a company delivers good food a recession won't hurt its business.
An In-Depth Breakdown of Derivative Cannabis Sales in the U.S.  The Motley FoolAn investment bank research report projects where every marijuana dollar spent will wind up in a mature U.S. market.
Taylor Swift’s Lover nets the year’s biggest album sales week in the U.S. after a single day  The FADERTaylor Swift's latest album Lover has already sold approximately 450,000 copies, logging the biggest sales week of 2019, according to Billboard. In addition to ...
Ford Names New President For China Joint Venture To Deepen Alliance Amid Falling Sales  NDTVAuto.comFord Motor Co on Thursday named Steven Armstrong president of the Changan Ford joint venture in China to deepen the alliance and push for more models, ...
Trafigura wins second copper auction in Qingdao sales  ReutersBEIJING, Aug 25 (Reuters) -. * Commodity trader Trafigura won 9,331.86 tonnes of refined copper in an auction of metal dating back to the Qingdao ...
Kids Ordered to Pay Sales Tax at Children's Expo Receive a Sad Lesson in Entrepreneurship | Brittany Hunter  Foundation for Economic EducationHundreds of child entrepreneurs in one state are receiving a crash course in runaway taxation from officials who slapped them with tax forms and ordered them ...
Dick’s Sporting Goods removed guns from their stores, and sales are climbing  ThinkProgressIn February 2018, Ed Stack announced that his company, Dick's Sporting Goods, would voluntarily remove assault-style weapons from their inventory and raise ...
U.S. new home sales drop sharply, point to more housing weakness  ReutersWASHINGTON (Reuters) - Sales of new U.S. single-family homes sank more than expected in July, a sign that the housing market continued in low gear despite ...
Consumer DNA testing has hit a lull — here's how it could capture the next wave of users  CNBCSales of consumer-focused DNA tests from companies like Ancestry and 23andMe are down this year. And while companies in the space aren't offering any ...
County proposes using timber sales for economic, community development  Olean Times HeraldLITTLE VALLEY — Cattaraugus County will realize nearly $1 million in revenue from the sale of timber at county reforestation areas when the last checks are ...
Best Labor Day sales 2019: mattresses, clothing, tech, home  Business InsiderLabor Day is on Monday, September 2. You can already start taking advantage of many end-of-summer and Labor Day sales through September 2 and beyond.
Maruti sees new launches, govt steps putting sales back on track  LivemintNEW DELHI : Maruti Suzuki India Ltd expects vehicle sales to recover in the forthcoming festival season buoyed by new product introductions and expectations ...
Shapoorji Pallonji Group plans asset sales to cut ₹4,000 crore debt  LivemintShapoorji Pallonji Group, which has diversified into businesses ranging from water purifiers to ports, is seeking to bolster its balance sheet.Shapoorji Pallonji ...
Tim Cook set for $114m Apple share windfall despite iPhone sales slump  Telegraph.co.ukTim Cook is in line for a bumper share payout worth about $114m (£93m) after Apple's share price neared record highs despite a slump in iPhone sales.
US home sales rise, boosted by lower mortgage rates  Economic TimesWASHINGTON: US home sales rose more than expected in July, boosted by lower mortgage rates and a strong labor market, signs the Federal Reserve's shift ...
This Weekend's Best Sales: Shopbop, Wayfair & More  E! NEWSWe love these products, and we hope you do too. E! has affiliate relationships, so we may get a small share of the revenue from your purchases. Items are sold ...
Longmont-area home sales Aug. 25, 2019  Longmont Times-CallThe following data is supplied by Colorado Weekly Homebuyers List Inc., 303-744-2020. The names and addresses of real estate buyers are available on ...
Best Labor Day sales on Roomba, Deebot, Eufy, Roborock, and Shark robot vacuums  Digital TrendsRobot vacuums save time for millions of Americans every week and probably do a more thorough cleaning than many people. Prices for robot vacs can top ...
Lowe's credits this new strategy in beating Home Depot on sales growth  CNBCLowe's is vying for a category of customer that Home Depot has traditionally dominated — the professional contractor.
U.S. new home sales slid 12.8 percent in July  Lewiston Morning TribuneWASHINGTON — Sales of new U.S. homes fell a steep 12.8 percent in July, but the drop came after revisions to June sales showed the sales highest growth in ...
The Real Reason Sales and Marketing Teams Use AI  EntrepreneurHow artificial intelligence can make your team more human.
JioFiber's free set-top box offer could boost non-smart TV sales  MoneycontrolJioFiber will offer free set-top box with its annual plans, allowing users with non-smart TVs to connect to the Internet and stream from apps like Hotstar, Netflix ...
Do July’s Vehicle Retail Sale Numbers Indicate an End to Gloomy Days for Automobile Industry?  News18A look at data for the last five months – from March to July this year – shows that retail sales have been positive every alternate month over the previous month ...
Walmart and other retailers face a new front on gun sales: Lawsuits  CBS NewsAlthough the recent mass shootings at Walmart stores in Dayton, Ohio, and El Paso, Texas, have renewed calls for retailers to stop selling firearms, some people ...
Meet The Brokers Who Wrangle Luxury Ranch Sales  Wall Street JournalThese brokers face grizzlies and avalanches to sell multi-million dollar Western properties.
UK high street sales fall at fastest rate since 2008  The GuardianSentiment 'crumbling' as shop owners grapple with rising costs and Brexit uncertainty.
Best Labor Day Sales: Save Big on Note 10, Apple Watch, More  Tom's GuideFrom the Apple Watch to our favorite Bose earbuds, here are the deals you can't miss.
Auto sales being impacted due to NBFC issue: Nitin Gadkari  Economic TimesTransport Minister Nitin Gadkari in conversation with ET NOW discussing the road map for the transition to EVs, growth for MSMEs and slowdown in the Auto ...
Car sales drop by 50pc  The News InternationalKARACHI: Devaluation of rupee, hike in interest rate and Customs duty have badly affected auto industry in the country, while the local businessmen is suffering ...
Lake Martin waterfront home sales in July up 90% from one year ago  Alabama NewsCenterSales: According to the Lake Martin Area Association of Realtors, waterfront-area residential sales totaled 55 units during July, up 89.7% from 29 sales in the ...
Mi A3 to Go on Sale Next in India on August 27 via Amazon, Mi.com: Price, Sale Offers, Specifications  Gadgets 360Mi A3 will go on sale in India next week via Amazon and Mi.com, at 12pm IST.
REI Labor Day Sale: 26 Best Outdoor Deals for 2019  WIREDREI's annual Labor Day Sale has kicked off early, with deals on foldable kayaks, cargo bikes, headlamps, socks, and more.
NBR plans big to monitor store sales  The Daily StarThe revenue authority plans to buy a total of 300000 sales monitoring devices this fiscal year to bring all shops under an online network and cut the scope for ...
China Vows Sanctions On U.S. Firms For Arms Sales To Taiwan  NPRChina is threatening sanctions on U.S. firms selling arms to Taiwan, after the U.S. government said it supported an $8 billion sale of fighter jets and other ...
Expect sales to improve during festive season: Rajiv Bajaj  MoneycontrolThe automobile industry must look at its own shortcomings before asking for stimulus from the government, said Rajiv Bajaj, managing director of Bajaj Auto.
CITES CoP 2019: Proposals to resume sales of ivory stockpiles rejected  Down To Earth MagazineThe last time sales of ivory stockpiles had been allowed in 2008, ivory smuggling had skyrocketed across Africa.
Tile makers see falling sales as housing slumps  DAWN.comKARACHI: As the housing and property market remains mired in a prolonged slump, affiliated industries say they are seeing a collapse in demand for the ...
Report says iPhone sales will continue to sink despite the upcoming iPhone 11 release  BGROver the past few years, analysts and investors have been anticipating a monster iPhone refresh cycle that has yet to manifest. The first false alarm, so to speak, ...
PV sales continue downhill ride  The HinduRetail sales of passenger vehicles (PVs) fell by 11% last month to 2.43 lakh units compared with the almost 2.75 lakh units sold in July 2018, according to data ...
Hong Kong Retail Sales Plunge in August, Shop Association Says  BloombergMost Hong Kong retailers have seen sales drop more than 50% in August, according to the city's Retail Management Association, as the ongoing political ...
Tesla Expands Car Sales To Poland, Hungary, Romania And Slovenia  InsideEVsTesla just announced the start of electric car sales in four new European markets - Poland, Hungary, Romania and Slovenia.
Grofers sees sales worth ₹403 crore in discount week  LivemintSoftBank Group-backed online grocer Grofers on Monday said its weeklong sale drove purchases worth ₹403 crore in gross merchandise value (GMV), above a ...
Model 3 leads battery electric car sales in Europe while PHEVs decline  The DrivenElectric car sales in Europe continued on an upward trend for the first half of 2019, with Model 3 sales driving an increase by one-third on the same time in 2018, ...
Signs of spark: Amazon, Flipkart bet big on festive sales spike  Economic TimesThe marketplaces could see a surge of over 40% in consumer traffic during the festive season.
Consumers defer old gold sales on hopes of further rise in prices  Business StandardAfter a buoyant June quarter, Indian consumers are now staying away from *fresh* sale of old or used gold and jewellery to generate cash in July and August, due ...
Sharp Drop in New Home Sales  GoldPrice.orgUS new home sales missed expectations in July with a sharp 12.8% drop reported by the Commerce Department on Friday. 635000 new homes were sold in ...
Nissan LEAF Sales Keep Going Strong In Ireland In July 2019  Motor1 UKPlug-in electric car sales in Ireland increased in July by 89% to 990, which allowed EVs to reach a market share of 4%.
Chinese buyers pull back from U.S. housing market, hurting home sales  USA TODAYChinese investors are buying fewer U.S. homes because of money controls in China. That's lowering prices and giving U.S. buyers a better chance to buy.
These are the 16 best sales happening this weekend  USA TODAYLabor Day home sales are already happening for furniture, mattresses, and more.
Even heavy discounts are failing to push commercial vehicle sales  MoneycontrolTruck sales, a leading indicator of economic growth, are the worst-hit across automotive categories.While discounts averaged 10% on retail prices earlier, they ...
93 Online Sales to Shop While Taking in the Final Moments of Summer  FashionistaConsider this a warm-up for all the Labor Day sales coming your way.
Tractor sales in reverse gear for sixth month  ETAuto.comNew Delhi: Like the rest of the automobile industry, clouds of gloom over the tractor industry persisted in the month of July. For the sixth time in the trot, domestic ...
Nordstrom shares jump after delivering strong profit, even as sales weaken in fiscal second quarter  CNBCNordstrom's stock soared after the company released a mixed earnings report that showed weakening sales, but handily beat Wall Street profit estimates.
7% drop in sales not a crisis, we shouldn't play with lives of employees by talking about job cut: Rajiv Bajaj  Economic TimesCommenting over the recent reports of job cuts in auto industry, Bajaj said this fear mongering is not required.
Economists warn falling RV sales signal impending recession  WNDU-TVEconomists are warning that a downturn in shipments of recreational vehicles from the northern Indiana county that calls itself the 'RV Capital of the World' ...
The best Labor Day mattress sales available now  CNETYou can't put a price on a good night's sleep, but mattress sales are nonetheless appreciated.
KTM Duke 125, RC 125 help company sales grow by 53 percent in July 2019  RushLaneKTM India has registered a staggering growth of 53% in July 2019. Thanks to the launch of entry level Duke 125 and RC 125 in India.
U.S. supply chain ban to hurt Huawei's phone sales much less than originally thought  PhoneArenaAccording to one Huawei executive, the placement of the company on the U.S. Entity List will cost Huawei $10 billion in smartphone revenue, a third of what was ...
Tech Savvy: DVD sales are free-falling into abyss, and where that leaves us  Grand Forks HeraldTo get to the crux of the issue as quickly as possible and not to beat around the bush, this is the elevator trip version: Back in the days of yore, in 2000, a CEO of ...
Illinois hits regulatory snags in lead-up to legal cannabis sales  The SouthernIn just more than four months, it will be legal in Illinois for adults 21 and older to purchase and possess cannabis. But a number of state and local actions.
Chicken sandwich wars: Popeyes and Chick-fil-A feud on Twitter in bid to boost sales  CNBCAfter a Twitter spat with Chick-fil-A over chicken sandwiches, Popeyes Louisiana Kitchen walked away with a larger spike in its follower count — but that might ...
Television sales decline 10-20% despite discounts  MoneycontrolNEW DELHI : Despite discounts, Indians are deferring purchases of new television sets, sending sales of leading brands down by 10-20% from a year ago.
Rock bottom: Passenger vehicle sales plunge 31%, steepest in two decades  Business StandardThe downward spiral continued for Indian automakers in July as sales fell by 18 per cent over the same month last year. Sales of passenger vehicles declined by ...
Chelsea selling Eden Hazard to Real Madrid has seen one Blues ace’s shirt sales rocket  ExpressChelsea sold Eden Hazard to Real Madrid in the summer but the Blues have made some extra money after his No.10 shirt was handed to Willian at Stamford ...
All the Best Labor Day Mattress Deals  New York MagazineAmong all of the Labor Day sales, mattress deals are always some of the best of the best. Almost all our go-to mattress brands are offering serious savings on ...
When are the Canadian retail sales and how could they affect USD/CAD?  FXStreetStatistics Canada will publish the monthly retail sales report for the month of June later this Friday at 12:30 GMT. Consensus estimates point to yet.
The Minimum Wage Is a Sales Tax on the Middle Class  Barron'sRaising the minimum wage is popular. A poll by the Pew Research Center this year found that 67% of Americans want to lift the federal baseline from its current ...
Foot Locker shares plummet 17% after earnings and sales miss  MarketWatchFoot Locker Inc. stock plummeted 17% in Friday trading after the athletic retailer reported second-quarter earnings and sales that missed expectations. Net...
Back-to-School Sales for 2019: Best Tech Deals We Could Find  WIREDWe combed through this weekend's back-to-school deals for bargains on great tech and dorm room essentials.
Hawaii real estate sales  Honolulu Star-AdvertiserDerived from the state conveyance tax data. Information deemed reliable but not guaranteed. Read more. Mahalo for reading the Honolulu Star-Advertiser!
After slow start, Canada's recreational marijuana sales reach new high  Marijuana Business DailySales of adult-use cannabis in Canada reached new highs in June after getting off to a slow start last October, according to new Statistics Canada data.
Target Extends Growth Streak With Strong Sales and Profit  The Wall Street JournalTarget said sales and profit rose in the second quarter, sending shares on track for a record, as the retailer extended its growth streak from investments in its ...
Realme on track to meet 15 million unit sales target this year  MoneycontrolSmartphone maker Realme on August 20 said it is well-positioned to sell 15 million units to meet its target this year. The company is focussed on "massifying" ...
Texas governor expresses concern about private gun sales  Yahoo NewsRepublican Texas Gov. Greg Abbott on Thursday raised concern about private firearm sales but didn't commit to crack down on them or act on gun control ...
As Sales Rise, Petrol Import In July Touches Highest Level Since 2011  NDTV NewsIndia's crude oil imports declined in July from a year earlier, while petrol imports climbed to their highest since at least April 2011, data from the oil ministry's ...
The 21 Best Deals From REI’s Labor Day Sale  New York MagazineLabor Day, to us, is always a bittersweet holiday. Bitter because it reminds us of all the things we wished we'd done in the months leading up to it, like skinny ...
Wildlife summit votes down plan to allow sale of huge ivory stockpile  The GuardianAn audacious attempt to allow a huge sale of stockpiled elephant ivory has been defeated at an international wildlife conference. The rancorous debate exposed ...
North Bay’s SMART train, beloved but not bustling, looks to extend sales tax  San Francisco ChronicleThe $600 million Sonoma-Marin Area Rail Transit line, or SMART, envisioned as a fast-moving alternative to the traffic on Highway 101, is struggling with a ...
As the Fed Frets, Retailers Rake in Sales  The Wall Street JournalBefore Federal Reserve Chairman Jerome Powell puts the finishing touches on a speech he is delivering this week, maybe he should take some time to listen to ...
Appraisals may soon not be required on certain home sales of $400000 and under  HousingWireCertain home sales of $400000 and under may soon not need an appraisal, as federal regulators are close to approving a proposal to increase the threshold at ...
Raptors Effect: NBA Playoff Run Boosts Retail Sales  BloombergCanadian retail sales beat forecasts in June, keeping the economy on track for what's anticipated to have been a strong second quarter of growth.
Allen’s Commercial Appliance closing sales room after over 20 years  Eureka Times StandardAllen Caldwell has been using the training he received as an aircraft mechanic in the military to repair local kitchen appliances for over three decades. Caldwell ...
California hotel sales hit record price: five Napa County hotels sold in first half of 2019  Napa Valley RegisterCalifornia hotel sales hit a record median price per room through the first six months of 2019, at $130025, according to a report from Atlas Hospitality Group.
Routt County real estate sales total $14.6M for Aug. 16 to 22, 2019  Steamboat Pilot & TodaySTEAMBOAT SPRINGS — Routt County real estate transactions totaled $14658400 across 28 sales for the week of Aug. 16 to 22. The sales total is up 10% ...
Tech season-ticket sales down; Hocutt cites lack of OU, UT visits  LubbockOnline.comTexas Tech's football season-ticket sales to the general public were at 86.5 percent of where they finished last year, as of mid-August.Last year, Tech sold 27980 ...
Tata Motors expects double-digit decrease in sales: Vendors  Economic TimesThe maker of the Harrier and Nexon SUVs, Prima range of trucks and Ace mini-trucks, however, expects this to be a temporary phase.
Tangle Teezer proves BBC Dragons wrong after posting strong growth in sales  This is MoneyIt was mocked by all five judges on BBC's Dragons' Den but the detangling hairbrush made by Tangle Teezer founder Shaun Pulfrey is selling strongly.

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

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

Hello, do you have a website and sell something on... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More

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

In my opinion, the most overrated topic in sales training... Read More

Going Global: Communication Across Mental Boundaries

A completed communication consists of a sender and a receiver.... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to... Read More

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Book Yourself Solid

THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More