The Power of Thank-You

When was the last time you thanked your customers?

This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Here are some of the opportunities you have to thank the people around you.

1. When they place an order or make a purchase of any type. This may sound pretty obvious but my experience has taught me otherwise. Do you remember the last time a retailer thanked you for shopping at their store? Has the cashier at the local grocery store thanked you lately? What about the clerk at the gas station around the corner? How about your suppliers or companies you use to support your business? I use several hotels across the country to conduct my training workshops and some of my sessions are multi-day program which means I can spend several thousand dollars. Yet, I can count on one hand, the hotels who have thanked me for choosing them versus one of their competitors.

2. When they refer you to another potential client. Much of my business is generated through referrals and I take great pains to thank everyone who refers new potential clients to me. A good friend of mine sent many referrals to an associate yet, the other person did not take the time to thank him or reciprocate. Needless to say, my friend has stopped sending potential clients his way. Simply because he wasn't thanked.

3. When they contact you regarding a service issue. Most companies don't think of thanking customers for complaining. Far too often, business people and employees try to redirect the blame or justify what went wrong instead of thanking their customer for pointing out the shortcoming. However, when people do express their concern with something, they are providing you with a golden opportunity to take corrective action and improve your business. Shortly after launching my website, a client encountered a problem and received the incorrect item for an online order she had placed. I thanked her because she helped me correct a problem I didn't know existed.

4. When they make a payment. This morning, as I wrote this article, I received an electronic card from my personal coach who I work with on a regular basis. She thanked me for the timeliness of my payment and commented how quickly she usually receives payment. This, in turn, made me feel good because I now know that she recognizes this. Her thank-you will encourage me to continue my prompt payment habit. If she uses this approach with all her clientele I'm sure she doesn't encounter cash-flow problems very often.

5. When they help you solve a problem. I recently faced a minor problem with one of my clients. I asked one of my key contacts in the organization to look into the matter and in a matter of hours the situation was resolved. Without his help, I might still be dealing with the issue. Assistance or action like this requires recognition and a simple thank-you can go long way to reinforce someone's behaviour.

6. When they are loyal. If you have long-term clients it is critical to thank them for their loyalty. We often take these individuals for granted and forget that they, like anyone else, want to feel appreciated for their business. I firmly believe that we should send regular thank-you cards or notes telling people that we appreciate their business. A friend of mine, who also owns a training company, has a thank-you party every year. He invites many of his customers for an evening of dining and entertainment as a way of thanking them. Plus, it gives them a chance to network with other like-minded people, often resulting in the formation of new business relationships.

There are several ways to you can thank someone. You can say thank-you in person. You can call the other person. You can send an email. Or, you can write a note or mail a card. My preference is to send cards because most people receive very few thank-you cards. An inexpensive card with a few handwritten comments can help you stand out from your competition. Plus, many people will keep a card on their desk which keeps your name in their mind. Yes, it takes some time, but the payoff is usually worth it.

One last comment. I know you are busy and like most business people, that your time is precious and more valuable than ever before. Therefore, I want to thank you for taking the time to read this article. I appreciate it!

Copyright 2004 Kelley Robertson. All rights reserved

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen ? Proven sales techniques to turn browsers into buyers." Visit his website at http://www.RobertsonTrainingGroup.com and receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine.

In The News:

US auto sales are expected to drop below 17 million for first time since 2014  CNBCU.S. auto sales are tumbling further and further away from record highs hit just a few years ago. Automakers are projected to sell 16.8 million passenger vehicles ...
Sales Rise at Costco, but Fall Short of Expectations  Wall Street JournalCostco Wholesale sales surged in its latest quarter, as the warehouse chain continued to benefit from a strong economy and shopper interest in everything from ...
Qualcomm to file suits in Chinese courts to ban sales of iPhone XS and XR: Financial Times  Economic TimesQualcomm Inc is asking courts in China to ban sales of Apple Inc's latest iPhone models XS and XR after winning a preliminary injunction against older models, ...
Sears Goes Under and Sales Go Up  Wall Street JournalThe retailer, which has filed for bankruptcy protection, attributed a 4.3% rise in comparable sales to liquidations at stores that it is closing. Still, total revenue fell ...
Infosys US Retail sales executive Naresh Ramamurti quits  Economic TimesRamamurti is an Infosys veteran of nearly 15 years in two stints.
Why are there so many pre-Christmas sales?  BBC NewsRetailers, squeezed by rising costs and falling sales try to lure back shoppers with pre-Christmas sales.
Samsung closes Chinese smartphone factory as sales slow  TechRadarSamsung is to close its largest factory in China due to slowing smartphones sales and rising manufacturing costs. The company has two mobile phone factories ...
Best Buy shares fall after reports of sluggish holiday season iPhone sales  MarketWatchBest Buy Co. Inc. BBY, -5.54% shares fell 5.7% in Thursday trading after multiplemediareports of sluggish Apple Inc. AAPL, +0.73% iPhone XS and XS Max ...
Des Moines will vote on sales tax increase in March  Des Moines RegisterDes Moines voters will be asked again whether the city should increase the local sales tax by a penny in March. This time, they don't need support from the ...
Chorus.ai rings up $33M for its platform that analyses sales calls to close more deals  TechCrunchChorus.ai, a *service* that listens to sales calls in real time, and then transcribes and analyses them to give helpful tips to the salesperson, has raised $33 million ...
Apple can still get more people to buy its services even if iPhone sales fall: Tech analyst  CNBCApple's subscription services strategy will work because it is not dependent on new unit sales, Macquarie Group analyst Ben Schachter says.
US Confirms China Soybean Purchase, But No Clarity Over More Sales  VOA NewsSoybean prices fell Thursday as grain traders eyed a massive U.S. soybean surplus in storage, and what is expected to be a record-large harvest from the ...
Northeast Ohio home sales cooled in November  cleveland.comSales were down from the same month of 2017, and the average sale price actually dipped in some of the region's more bustling counties.
Bonmarché shares halve after sales slump  BBC NewsThe clothing firm's shares fell 50% at one point as it warns it could make a full-year loss of £4m.
Adobe Tops Q4 Sales Forecasts, Sees $11.1 Billion in 2019 Revenues  TheStreet.comAdobe posted stronger-than expected fourth quarter sales Thursday said 2019 revenues would top $11 billion as the Photoshop maker continues to challenge ...
Smartwatch Sales Could Get a Lift Next Year From an Unexpected Age Group  FortuneSmartwatches and other wearable devices are seeing a surge in new users from an unlikely demographic group—older users. The number of people using ...
Costco margin dip overshadows sales beat, shares slide  ReutersCostco Wholesale Corp's gross margins fell in the first quarter, as the warehouse operator paid higher wages, ramped up investments in its online business and ...
Delhi high court bans online medical sales across country  Times of IndiaIndia News: A bench of Chief Justice Rajendra Menon and Justice V K Rao passed the order while acting on a PIL filed by Delhi-based dermatologist Zaheer ...
T20 rules in Perth after sluggish Test ticket sales  The Sydney Morning HeraldThe Big Bash League is set to trump the Perth Test with fans not voting with their feet for Optus Stadium's first five-day match. While ticket sales for the second ...
REINZ data shows the housing market remained steady in November with sales volumes up slightly compared to a year ago  Interest.co.nzThe Real Estate Institute of New Zealand's national median price for residential property hit a new record high in November, but Auckland's median was down ...
Renault Zoe Sales Up 144% In France In November  CleanTechnicaLooking at November best sellers, the Renault Zoe had a strong surge with 1,895 units in November (+144%, and #20 in the mainstream market). It was the ...
Eskom said to mull asset sales as billionaire Motsepe circles  Fin24Eskom is considering the sale of smaller assets as the state-owned power utility weighs solutions to a liquidity crisis that contributed to a wave of rolling ...
Ford government wants public feedback on private, corner store alcohol sales  CBC NewsThe Ontario government is asking for public feedback on the idea of letting private companies and corner stores sell alcohol.
China's auto sales fall in November for fifth month  Moneycontrol.comSales of SUVs, sedans and minivans in the global industry's biggest market plunged 16 percent from a year ago to just under 2.2 million.
Virtual Garage Sales for Used Digital Music Are Barred by Court  BloombergQuint(Bloomberg) -- Purchasers of digital music files from services such as Apple Inc.'s iTunes cannot resell them through a virtual marketplace, an appeals court said ...
How retailers make fools of us at the sales rack  Washington PostThe more you know about how sales work, the less you might be inclined to pat yourself on the back.
November retail sales data - What to know in markets Friday  Yahoo FinanceThe Census Bureau will be releasing retail data on Friday.
Syracuse, Onondaga County legislators predict quick approval for sales tax deal  Syracuse.comSyracuse and Onondaga County officials outline a sales tax-sharing agreement Dec. 13, 2018. From left, Legislature Chairman David Knapp, Common Council ...
Short sales on the TSX: What bearish investors are betting against  The Globe and MailBearish sentiment on Canadian stocks recently fell back but is still elevated. One indication is the trend in the percentage of shares short for the iShares ...
St. Paul bans retail sales of cats and dogs, but adoptions are OK  St. Paul Pioneer PressHow much is that kitty in the window? You're in luck — it's not for sale, at least not in St. Paul, though you can still adopt it. On Wednesday, the St. Paul City ...
Asheville prepping for possible marijuana sales  wpde.comASHEVILLE, N. C. (AP) — A North Carolina city's alcohol regulators say they're preparing to sell marijuana should it become legal in the state. The Asheville ...
Palmer Planning Board approves special permit for marijuana sales shop  MassLive.comPalmer Planning Board unanimously approved the special permit application of Altitude Organic Corporation at their Dec. 10, 2018 ,meeting (JIM RUSSELL ...
Hexo revenue surges, posts $5.2M in sales during 2 weeks of pot legalization - Article  BNNBloomberg.caGATINEAU, Que. -- Cannabis producer Hexo Corp. (HEXO.TO) sold $5.2 million worth of recreational cannabis during the first two weeks of legalization, driving ...
Oppo, Vivo post combined loss of Rs 1,225 crore even as sales rise 20%  Economic TimesKOLKATA: Oppo and Vivo posted a combined loss of Rs 1,225 crore in the first six months of the current financial year even as both companies, owned by ...
Dow Jones Heavyweight Caterpillar Sales Growth Keeps Slowing With Global Economy  Investor's Business DailyCaterpillar stock rallied Thursday, but Dow Jones bellwether for the global economy reported further deceleration in sales growth last month.
Toyota controls 57pc share of all vehicle sales in Kenya  Daily NationJapan's Toyota Motor Corporation controls 57.3 per cent of all motor vehicles sales in Kenya, according to new official data which shows automakers' market ...
$800,000 Italian Renaissance mansion 'Villa Maria' tops home sales report  Sioux Falls Argus LeaderThe home, known as Villa Maria, sold for $800000 making it one of the most expensive home sold to date this year in Minnehaha County, according to public ...
Passenger vehicle sales decline 3.43 per cent in November; car sales too dip marginally  Economic TimesDomestic car sales were down marginally to 1,79783 units in November as against 1,81435 units in November 2017, according to data released by the Society ...
Mahindra Alturas Nov 2018 sales at 216 units - Toyota Fortuner at 1,475  RushLaneNew Mahindra Altruas SUV, the Toyota Fortuner challenger has managed to sell 216 units in first month. Fortuner registered 1475 unit.
Sales of Houston's most affordable homes plunge  Houston Chronicle Houston-area home sales last month held up in price ranges above $150,000, but the number of homes that sold for less than that figure plunged, a new report ...
Australian grocery sales to hit $155 billion  Inside RetailThe Australian grocery market is expected to reach US$111.8 billion ($155.24 billion) in sales by 2023, making a modest impact on the US$1.9 trillion ($2.64 ...
Auto Sales November 2018: Passenger Vehicle Sales Remain Muted  Car and BikePassenger Vehicle (PV) sales have been under pressure in the third quarter of Fiscal Year 2018 and various micro and macro-economic factors have added to it ...
Best Buy announces 'Nick of Time' sale for last minute deals on gadgets  CNET en EspanolBest Buy promises deals on iPhones, MacBooks, Samsung TVs and Beats headphones.
Asheville Alcoholic Beverage Control officials: We're prepping for marijuana sales  Asheville Citizen-TimesAsheville Alcoholic Beverage Control officials Tuesday said the new warehouse they've built has room for marijuana.
Dave & Buster's shares plunge after company reports weak same-store sales growth  CNBCDave & Buster's Entertainment shares plunged Wednesday after a decision to skip its All You Can Eat Wings promotion at the start of the football season led to ...
Cars.com plans to restructure sales operations, cut staff amid investor pressure  Automotive NewsCars.com, one of the auto industry's largest online shopping sites, is restructuring its sales operations and eliminating more than 100 positions amid pressure ...
Chronicle Investigation: SF health official played a role in shipyard home sales  San Francisco ChronicleA key San Francisco public health official helped Hunters Point shipyard developer Lennar assure homebuyers that questions about the toxic site's safety were ...
SIDs say Cougs trail far behind Cyclones in bowl ticket sales  247SportsISU has sold over 13500 Alamo tickets, while Cougs are at 4700 and have sold fewer than 2500 tickets over the past week.
Auto sales in November skid on inventory, liquidity issues  LivemintNew Delhi: Domestic sales of bigger trucks and buses fell in November for the first time this fiscal as a liquidity squeeze at non-banking financial companies ...
November vehicle sales plunge  INQUIRER.netVehicle sales dropped 23.4 percent in November, the biggest decline in the past few months.
November vehicle sales suffer huge drop  INQUIRER.netVehicle sales dropped huge at 23.4 percent in November, as even the holiday season couldn't cheer up the gloomy consumer appetite.
Fox Reshapes Ad-Sales Unit as Disney Deal Nears (EXCLUSIVE)  VarietySome of 21st Century Fox's best-known ad-sales executives will leave when it closes a large sale of its assets to Walt Disney in 2019.
Reality Check: The Data On Sunday Liquor Sales In Minnesota  WCCO | CBS MinnesotaMINNEAPOLIS (WCCO) — Minnesota ended its Prohibition-era ban on Sunday liquor sales in 2017. Despite years of controversy, the legislature voting ...
Ciena Stock Jumps; Ciena Earnings, Sales Growth Best In Years  Investor's Business DailyCiena earnings soared 66% vs. a year earlier as Q4 revenue rose 21% to $899.4 million, beating estimates with the best gains in years. Ciena stock soared, set ...
Tailored Brands stock tanks after sales miss, lowered guidance  MarketWatchShares of Tailored Brands Inc. TLRD, +1.51% fell more than 18% in the extended session Wednesday after the parent company of Men's Wearhouse, Jos.
Are false fears about spotted lanternfly hurting real Christmas trees sales?  Allentown Morning CallThe headline on a NJ.com article on Oct. 14 read, “Now there's a Christmas tree-infesting bug that hatches eggs inside your house.” That story may have had ...
Alabama AG issues new guidelines for CBD oil sales  NBC 15 WPMIAlabama's Attorney General issuing new guidelines on CBD oil after the passing of The Farm Bill. Steve Marshall says because of this bill, CBD orCannabidiol a ...
No more flash sales, Xiaomi Redmi Note 6 Pro goes on open sale in India starting Dec 12  India TodayRedmi Note 6 Pro received great response from the consumers during the flash sales. As Xiaomi had announced, the company managed to sell 6lakh Redmi ...
Major chunk of agri sales should go to farmers: Adi Godrej  Moneycontrol.comHe explained that there are a lot of government rules, which only allow marketing under certain conditions.
NI exports to the Republic rise, while GB sales fall  BBC NewsExports from Northern Ireland to the Republic of Ireland rose by £540m, while sales to the UK fell by £2.9bn last year, according to latest figures. It is understood ...
Court orders China sales ban on older Apple iPhones in Qualcomm case  Economic TimesSAN FRANCISCO: A Chinese court has ordered a ban on the sale of several older Apple Inc iPhone models in China for violating two patents of chipmaker ...
Michelle Obama extends book tour, adds NW dates, as sales of ‘Becoming’ top 3 million  The Seattle TimesMichelle Obama's book, “Becoming,” published four weeks ago, is among the fastest-selling nonfiction books in history and already among the best-selling ...
Amazon sackings 'follow sales data leaks'  BBC NewsAmazon reportedly believes the staff had been abusing their access to an internal database.
4 Sales Trends That You Need To Know About In 2019  ForbesIt's almost the end of the year, the perfect time to look back at what you've done and achieved, as well as look forward to understand what's to come. The world of ...
Amazon India to host online sales event for SMEs  Economic TimesBENGALURU: The Indian arm of global e-tail major Amazon will host 'Small Business Day' online shopping event on December 16 to promote small and ...
Egypt restricts sales of yellow vests to stop protests  BBC NewsSales of the vests are restricted to stop copycat protests on the anniversary of the 2011 uprising.
PepsiCo VP sales Harsh Rai quits; succeeded by NourishCo MD Ajit Dheer  Economic TimesNEW DELHI: PepsiCo VP and general manager sales Harsh Rai has quit the company, ending an over-decade-long association with the beverages and foods ...
Shocking! Apple’s iPhone sales might actually be stronger than expected  BGROver the past few weeks, shares of Apple have been in something of a free fall, plummeting from an all-time high of $231 this past October to about $165 earlier ...
Xiaomi Redmi Note 6 Pro to go on sale today at 12 pm via Mi.com, Flipkart; to be now available in open sales  Times NowXiaomi Redmi Note 6 Pro has been an instant success in India and while the biggest highlights of the smartphone include quad cameras, an FHD+ display, ...
OnePlus 6T sees 249% sales boost from T-Mobile, CEO talks 5G, TV, security, smaller phones  9to5GoogleNo longer the startup it once was, OnePlus has seen massive growth over the past few years. Now, with the help of its first US carrier launch, the OnePlus 6T is ...
Decoded: What Does the E-Pharmacy Ban Mean for the Business & You  The QuintThe Delhi High Court on Wednesday, 12 December imposed a ban on the online sale of medicines by e-pharmacists across India.
Boston real estate predictions for 2019: Slower sales, higher rents, and development galore  Curbed Boston'Tis the season for prognosticating about what will happen in the new year. Here are four likely trends in Boston-area real estate in 2019.
Asset sales rob us of income to pay for things we need  The Sydney Morning HeraldIt was the wrong day for Dominic Perrottet to claim superior credibility over the "fanciful" Ross Gittins regarding the sale of assets rather than retaining these ...
Passenger Vehicle Sales Dip In November, See Fourth Monthly Decline Since July  News18Domestic passenger vehicle sales declined in November, the fourth monthly decline since July, as spike in interest rates and high fuel prices crimped consumer ...
Titan eyes Rs 45 cr sales in 2019 from saree brand Taneira  LivemintAt present, the brand has four stores – two each in Bengaluru and Delhi, including the newly launched store.
Ford updates on European sales  Seeking AlphaFord (F) announces sales in Europe fell 5.4% in November to 102500 vehicles. Commercial vehicle sales were up 4.9%, while passenger car sales fell 9.3%. T.
UK economy slows as car sales fall  BBC NewsGrowth in the UK's economy has slowed as car sales fell and the manufacturing sector stalled, the Office for National Statistics (ONS) has said. The economy ...
Second meeting for proposal of Town Common liquor sales  WITNThe city of Greenville is hosting the second of two public meetings tonight to get feedback on the proposal.
Turkish companies’ arms sales rose 24 percent last year  Hurriyet Daily NewsThe arms sales of Turkish companies rose by 24 percent in 2017, according to a report released on Dec. 10 by the Stockholm International Peace Research ...
China's car brands suffer most as auto sales slump  Nikkei Asian ReviewBEIJING -- Car sales in China continued to decline in November, placing them on course to mark their first annual decline in 28 years as homegrown brands ...
Chevy Silverado Sales Decrease 15 Percent To 133,329 Units In Q3 2018  GM AuthorityChevy Silverado sales decreased 14 percent to 133329 units in the third quarter of 2018 in the United States. See more Chevy Silverado Q3 2018 sales results.
The Most Popular Platforms and Devices for eCommerce Sales  PriceonomicsThis post is adapted from the blog of Heap, a Priceonomics Data Studio customer. Does your company have interesting data? Become a Priceonomics customer ...
"EV Sales Capital Of The World" Is Shanghai  CleanTechnicaThe International Council on Clean Transportation recently released a report on EV sales around the world.
Retail sales up 2.2% year/year in October - Stats SA  EWNSales were up 1.8% in the three months to the end of October compared with the same period in 2017, Statistics South Africa said.
Maruti drives past 5 lakh cumulative sales mark for CNG models  Economic TimesAuto major Maruti Suzuki India (MSI) Monday said it has crossed cumulative sales milestone of five lakh CNG vehicles in the country.
Struggling women's clothes store blames Brexit for poor sales  Gloucestershire LiveIt's known for those familiar, comfortable clothes that we can't do without, but shares in Bonmarche fell today as it revealed that sales fell drastically on Black ...
Fab Tool Sales Expected to Decline in 2019  EE TimesAfter another record year for sales in 2018, the fab tool market is forecast to decline next year before bouncing back strongly in 2019.
Slowing sales, structural shifts and rural demand is bringing small cars back into focus  Economic TimesA deep structural shift emerging in consumer demand is sending car makers back to the drawing board.
Maruti Suzuki Achieves 5 Lakh Sales Milestone For Its CNG Car Portfolio  Car and BikeMaruti Suzuki has reached the five lakh cumulative sales milestone in India for its range of CNG vehicles. The ompany presently offers CNG option in seven of its ...
‘Baby It’s Cold Outside’ sales soar amid controversy, report says  Fox NewsBaby It's Cold Outside” may be getting the cold shoulder from some listeners, but the uptick in sales and streaming shows many people are still enjoying the ...
Want To Build An Effective Sales Team? Avoid These Common Misconceptions  ForbesWhether you're looking to create a sales team or expand an existing one, there are a few misconceptions you should address if you want to have a sales team ...
Local venue "sick" over third party sales of Polar Express event tickets  NTVA local entertainment venue says they're sick after tickets for an upcoming event were bought up and are now being sold for 5 times their value. The Minden ...
The best cheap TV sales and 4K TV deals for Christmas  TechRadarWe've searched through the latest TV sales to compare prices and bring you the finest selection of cheap TV deals.
Medical marijuana farming and sales proposed in Georgia  MyAJCGeorgia lawmakers are recommending that the state government pass laws next year to allow hemp farming and cannabis oil distribution. The proposals from ...
Charlotte housing market sees holiday slump as sales continue months-long decline  The Charlotte ObserverCharlotte has had a tight market for months. Potential sellers have been reluctant to list their homes, causing a lack of inventory across the region and forcing ...
This Week In Sales: The Ultimate Smash Bros. Debut  SiliconeraLast week in Japan, we had one for the ages with the highly-anticipated release of Super Smash Bros. Ultimate on the Nintendo Switch. Just Cause 4 and ...
Sydney sits sixth in world for mega-mansion sales  The Sydney Morning HeraldA weak housing market might be worrying economists but in the rarefied world of luxury and wealth, Sydney still ranks as one of the top locations in the world for ...
Egypt clamps down on yellow vest sales to avoid copycat protests as angry Tunisian activists launch ‘red vest’ campaign  The IndependentEgypt has restricted the sale of yellow reflective vests to deter regime opponents from mimicking French protesters, as a copycat movement, dubbed the “red ...
Tata Motors group global sales dip 7% in November  Moneycontrol.comGlobal wholesales of all passenger vehicles in November were at 66429 units, lower by 7 percent from the year-ago month, Tata Motors said in a statement.
India car sales analysed: November 2018 - CarWale  CarWaleAfter a lacklustre Dussehra, Diwali too failed to drum up adequate sales for automotive companies in the month of November. And the charts seem to be painting ...

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales... Read More

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

Is Cold Calling Dead?

Is cold calling dead? And if laws are being passed... Read More

More Cleaning and Janitorial Customers Using Yahoo

We use this method to find new cleaningcustomers, and it... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation.... Read More