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 request.

However, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the first contact with a prospect affects the value of your product or service in their mind. That's why I believe it is important to look at the negotiating process differently in order to achieve better results.

First of all, invest time gathering information about your prospective customer, his needs, situation, and buying motives. The more information you have the more prepared you will be to negotiate later in the sales process. Regardless of what you sell, and to whom, information will help you negotiate more effectively. Many of my clients tell me that their customers care only about price, but upon further exploration, other issues usually arise. Uncovering the key issues your customer is facing is critical to your negotiating success.

The second most important step is to establish the value of your product or service to your customer. Positioning is an important factor and will affect the price your customer is willing to pay. What pain does your product or service eliminate? How does it solve a problem they are experiencing? How do your products and service differ from your competitors? Most of my clients sell premium products at a premium price. In exchange, their customers receive better than average service, faster response times, or higher quality products. What is your leverage and how can you use it to increase the value of what you sell?

You have executed the above steps but price is still an issue for your customer. What do you do now? Instead of conceding to their request and giving them a discount, focus on creating a trade. This means you should ask for something in exchange for making a concession. What can you trade or ask for? Almost anything!

A longer contract, a bigger order, more add-on items, an introduction to another key decision-maker in the company, access to their mailing list or client database, or payment terms. You can negotiate for products and services that the other person or company offers such as consulting, office equipment, computers, furniture, business services, etc. I once worked for an electronics company and my boss offered a big-screen as payment for services to a potential vendor. I was shocked when the vendor eagerly accepted because I always had the impression that business people focused strictly on cash.

Here are a few ways you can effectively position this request.

"If I could do that price for you would you be willing to extend the length of the contract for an additional three months?"

"If I could work that out would you be prepared to give me advertising space?"

"The only way I could give you that is if you add one more line of products."

"Let's put that aside for the time being. Would you be able to give a similar amount of?in exchange for that concession?"

The key here is to think outside the box and explore other options available to you.

I recall speaking to a prospective client about a training workshop and was asked to make a concession that amounted to a fifteen percent discount. I was not comfortable with this so I asked my prospect if he would be willing to give me a comparable amount of his product instead. He did not have the authority to make such a decision but spoke to someone who did. My request was eventually denied so my client conceded to my initial offer.

Another effective approach is to make the concession but take something away from the initial offer. For example, you could say, "I can do that. However, I will have to charge you for?" or "I can do that. Do you want free delivery or after-hours service taken out of the contract?"

Most people will expect you to keep all the conditions "as is" but they will want the lower price. By demonstrating how much the concession is worth you can reduce the effectiveness of their request.

Finally, another strategy is to always ask for something in return for making a concession even if you don't need it. I have been surprised how many times I have gotten something extra simply by asking. Plus, it often prevents the other person from asking for an additional concession because they know you will ask for something in return.

Remember, your ultimate goal is to give away as little as possible in order to close the sale. Every time you discount your product or service you discount yourself and eat away your profits.

© Copyright 2004 Kelley Robertson

About The Author

Kelley Robertson, President of the Robertson Training Group, is a professional speaker and trainer on sales and employee motivation. He is also the author of "Stop, Ask & Listen ? Proven Sales Techniques to Turn Browsers into Buyers." Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine at You can also contact Kelley at 905-633-7750.

In The News:

The highest-paying sales job in the US pays as much as $185,000 a year—here are the other 6  CNBCJobs site Glassdoor analyzed its extensive user database to find the seven highest-paying sales jobs and discovered that wholesale and manufacturing sales ...
Beer sales back on highway to growth after a sober year  Economic TimesSales grew 4.6% in 2018, but companies expect numbers to taper off this year due to an increase in taxation and liquor curbs during election.
U.S. New Home Sales Rise 4.2% Has Little Impact On Gold Prices  Kitco News(Kitco News) - The gold market continue to trade near its session lows, but is seeing little reaction to stronger-than-expected housing sector data.
Twitter Q1 flies past estimates with sales of $787M and EPS of $0.25, but MAUs drop to 330M  TechCrunchSocial networking and media platform Twitter today reported its results for the first quarter of the year, and it's a strong one. The company said that revenues ...
Medlife crosses Rs 1000 crore sales, expects 50% growth in FY20  MoneycontrolThe company's pharmacy segment showed grew three times from last year and the lab vertical contributed to about Rs 40 to 45 crore of the revenue.
Walgreens raises minimum tobacco sales age to 21 after FDA pressure  CNNWalgreens Boots Alliance will no longer sell tobacco products to anyone under the age of 21 starting in September, in response to an FDA crackdown.
Mass retailer private label sales dominate national brands  Grocery DiveDollar volume from mass retailer private label brands climbed 41% over the past five years while national brands only increased by 7.4%, according to a report ...
Second Generation Honda Amaze Sales Cross 85,000 Units In 11 Months  NDTVAuto.comThe second generation Honda Amaze was launched in May last year and has turned out to be a popular seller for the Japanese automaker. In fact, the ...
Indian junk bonds make a comeback as sales soar to five-year high  VCCircleSales of Indian junk bonds have made a big comeback in 2019, almost tripling to hit a five-year high, boosted by a risk-on rally.
Coca-Cola sales, profit beat on strong demand for water, soft drinks  MoneycontrolCoca-Cola Co beat estimates for quarterly sales and profit on April 23, as it sold more water and soft drinks, including its signature soda and Coke Zero, sending ...
Sales of the cheapest and swankiest homes are tanking, but for very different reasons  CNBCSales of existing homes were weaker than expected in March. But behind the headline numbers, an even more disconcerting dynamic is playing out. Both the ...
Harley Sales Fall, But Motorcycle Shipments Exceed Forecast  The Wall Street JournalHarley-Davidson sold more motorcycles than expected in the first quarter, but sales fell due in part to lower prices on models sold abroad.
Marijuana Sales in Canada Are Going Nowhere Fast, Analysts Say  Barron'sRecreational pot sales in Canada haven't exactly been red hot since the country became the first wealthy nation to legalize marijuana nationwide in October.
Salesforce debuts AI enhancements to Sales Cloud, updates Quip with live file embedding  VentureBeatSalesforce's AI improvements aim to streamline access to information and collaboration for both salespeople and marketing teams.
U.S. Existing-Home Sales Declined in March  The Wall Street JournalSales of previously owned U.S. homes dropped in March, suggesting weaker demand despite lower interest rates and a strong labor market.
Amazon Earnings: Will Decelerating Sales Continue?  Motley FoolHere's how the e-commerce juggernaut is coping with slowing revenue growth.
How the 'LinkedIn on Steroids' Sales Navigator App Could Send Your Sales Through the Roof  EntrepreneurLet us show you how this premium app could be worth its weight in superior sales leads.
iRobot stock plunges after earnings show slight sales miss  MarketWatchIRobot Corp. continued to be a volatile stock after earnings Tuesday, falling more than 10% in after-hours trading as sales of its Roomba products came in...
Sales and Deals of the Day: Save an extra 20% at Timberland  Business InsiderWe rounded up the 8 best sales and deals happening today to save you time, with savings at Timberland, J.Crew, and Leesa.
Hasbro Sales Jump With Help From ‘Magic’ Card Game  Wall Street JournalHasbro shares rallied after the toy maker reported higher first-quarter sales, helped by a new digital gaming version of is “Magic: The Gathering” card game and ...
‘Avengers: Endgame’ Sparks Pre-Sale Bonanza (4,000 Sold-Out Showtimes) And A ‘Captain Marvel’ Resurgence  DeadlineFandango reports that "Avengers Endgame" from Disney's Marvel Studios has already sold out 4000 showtimes.
This Entrepreneur Went From 50 Investor Rejections To $200 Million In Sales  ForbesThe founder of Thrive Market didn't take the easy route to success. Instead of graduating from a great college and taking a safe job at a big name firm with a ...
How to Align Sales Compensation with Strategic Goals  Inc.It's all about find the right mix of the seven types of compensation.
A "Choppy" Demand Environment Dents W.W. Grainger's Sales Growth  Motley FoolThe industrial supply company booked healthy profits but found it difficult to nudge its top line in the first quarter.
Why Are Electric Vehicle Sales Low? Psychology Provides Clues  Scientific AmericanScientific American is the essential guide to the most awe-inspiring advances in science and technology, explaining how they change our understanding of the ...
Gophers turn to alcohol to boost slumping ticket sales at Williams and Mariucci  Star TribuneUniversity of Minnesota administrators believe that adult beverages should flow as freely in the stands at Gophers basketball and men's hockey games as in the ...
Top auto executives are privately very worried about the state of auto sales  CNBCDespite the bullish speeches at the New York auto show, there's a sense of growing concern among industry leaders and analysts.
Statistics Canada reports wholesale sales up 0.3% in February  Cloverdale ReporterWholesale sales gains were led by the motor vehicle and vehicle parts and accessories subsector.
Shimano's bike sales up 2.4% in Q1  Bicycle RetailerOSAKA, Japan (BRAIN) — Shimano says high-end bikes sales in North America and e-bike sales in Europe helped drive a 2.4 percent sales increase in the first ...
Recently Hot Housing Markets Now See Biggest Sales Declines  BloombergBuyers in the tightest U.S. housing markets finally got what they've been looking for: inventory. But instead of sales surging as a result, they're sinking.
Billionaire Developer's Son Buys $7.2 Million Singapore Apartment From Dad  BloombergBillionaire property developer Kwek Leng Beng's latest luxury condo in Singapore has seen robust demand since its launch last month. It doesn't hurt that some ...
IBM Halts Sales of Watson AI For Drug Discovery and Research [Updated]  ExtremeTechAs the AI hype-cycle has built, we've been treated to a plethora of claims about what sorts of improvements and breakthroughs the technology can deliver.
Existing Home Sales Down 4.9%, Resume Slide After February Surge  MishTalkFollowing a revised lower surge in February, Existing home sales flopped in March.
Switch Overtakes Nintendo 64 Lifetime Sales, According To New Estimates  Nintendo LifeNext target: SNES - The Nintendo Switch has now sold more units than those achieved by the Nintendo 64 throughout its life...
O’Meara: Front Range plant sales have home gardens covered  Boulder Daily CameraDespite teasing weather from Mother Nature, area gardeners are gearing up for a new season of planting beautiful flowers, delicious fruits and *fresh* vegetables.
18 Best Easter Sales for 2019: Apple, Amazon, and More Tech  WIREDTo escape from under that cumulus cloud of candy-colored chocolate, browse the best Easter tech deals on the Echo Dot, iPad, Garmin Fenix, and more.
U.S. to Clamp Down on Iranian Oil Sales, Risking Rise in Gasoline Prices  The New York TimesNEW ORLEANS — The Trump administration is poised to end a program that has allowed five large nations, including China and India, to buy Iranian oil despite ...
Phoenix-area home sales sluggish in March compared to last year  KTAR.comA recent real estate report showed a spring housing slump, with the Phoenix area experiencing a larger annual decline last month than the rest of the U.S..
Lockheed, Frustrated with US Air Force, Eyes Foreign F-35 Sales  Defense OneThe *service's* proposed purchase of Boeing F-15s has the company increasing its sales efforts on Capitol Hill, and elsewhere. Lockheed Martin is becoming ...
Chipotle earnings: Shares rally as digital ordering and delivery drive sales  MarketWatchAnalysts and investors are bullish on Chipotle as digital initiatives show signs of driving up sales.
Kraft Heinz Picks New C.E.O. as It Faces Weak Sales and S.E.C. Inquiry  The New York TimesKraft Heinz said on Monday that Miguel Patricio, an Anheuser-Busch InBev veteran, would succeed Bernardo Hees as chief executive, signaling a potential ...
What Shortage? Tesla Has Plenty of Model 3s on Sale, Online, Today  ExtremeTechThe Tesla Model 3 backlog may well be cleared up — unless you want the $35,000 base model, that is. Go online to Tesla, and if you live in a big metro area, ...
Polaris' 20 percent hike in snowmobile sales helped a lackluster quarter  Star TribuneSnowmobile sales surged 20% during the snowy winter months.
Investors shrug off P&G's best sales performance in eight years  WCPOCINCINNATI — Now that Procter & Gamble Co. has solved its revenue problem, Wall Street analysts are wondering why the company's profit margin isn't fatter.
Sales and Deals of the Day: Save 20% sitewide at Boll and Branch  Business InsiderWe rounded up the 8 best sales and deals happening today to save you time, with savings at Boll & Branch, Target, and Foot Locker.
Shashank Srivastava to replace R S Kalsi as sales & marketing head of Maruti Suzuki  ETAuto.comNEW DELHI: India's largest carmaker Maruti Suzuki India has appointed Shashank Srivastava as the new head of sales and marketing with immediate effect, ...
Lower Mortgage Rates No Relief for US Home Sales  WOLF STREETAcross the US, hot and cold housing markets all thrown into one bucket: Sales of “existing homes” (single-family houses, townhouses, condos, and co-ops) in ...
Michigan Senate approves ban on e-cigarette sales to minors  MLive.comThe legislation bans the sale of vapor products to people under 18.
Jawa March 2019 Sales At 54 Units – Unhappy Owners Cancel Booking  RushLaneJawa owners have started to cancel booking due to no update from company regarding delivery. Jawa has failed to start delivery as promised.
Treasury yields move higher ahead of home sales data  CNBCU.S. government debt prices fell slightly on Monday as investors continue to watch for *fresh* economic data.
Housing Stays Weak, Existing Home Sales Drop More Than Expected In March  International Business TimesThe U.S. housing market remains distressingly weak, with data published Monday showing existing home sales fell a more-than-expected 4.9 percent to a ...
Report: Samsung Galaxy S10, S10+ sales on par w/ S9 so far, S10e offers slight edge  9to5GoogleAfter years of strong sales, the Galaxy S9 was a bit of a disappointment for Samsung. Now, a report is claiming that sales of the Galaxy S10 family so far are ...
Megabrands like Coca-Cola are fighting back - so what's going on?  Sky NewsCompanies such as Procter and Gamble and Coca-Cola are reporting improved results despite worries about changing consumer tastes.
Britney Spears may have called off Vegas residency over 'soft' ticket sales  Page SixBritney Spears' team announced in January that she was calling off her Vegas residency because of her father's serious illness. But there may be more to the ...
Ontario Premier Doug Ford weighs in on beer sale battle  Global NewsIn an unprompted call on Monday to Global News Radio, Ford claimed the media was misleading the public about his government's plan to expand beer and ...
Deadline extended for March GST sales return until April 23: Govt  Business TodayThe government has extended the last date for filing summary sales return, GSTR-3B, for March month by three days until April 23.
The 5 best deals you can get on Amazon this Tuesday  USA TODAYAmazon has loads of sales all the time, but these are the best of the best deals right now.
JPMorgan Stock Is Surging. Executives Are Stepping Up Stock Sales.  Barron'sJPMorgan executives have already sold $35.7 million in stock so far this year, compared with $26.5 million in all of last year. The biggest seller in 2019 is a ...
Big automakers hope their luxury brand SUVs, sedans will rev up sales  Yahoo FinanceGM and Ford, which will report earnings before the end of April, are counting on their luxury brand strategies to boost sales.
Bombardier eyes higher sales from retrofitting trains  ReutersMONTREAL (Reuters) - Canada's Bombardier Inc sees higher sales from modernizing existing rail cars as the company works to further diversify its largest ...
Snap wins new users in Q1, sales beat estimates  BNNBloomberg.caSnap Inc. (SNAP.N) reported first-quarter results that exceeded already high expectations, giving investors another reason to be optimistic for a revival of the ...
US retail sales soared 1.6% in March  CNBCU.S. retail sales surged in March at the fastest pace since late 2017, as spending on autos, gasoline, furniture, and clothing jumped. The Commerce Department ...
Deal Alert! Amazon’s Spring Sale Includes Incredible Deals on Its Best-Selling Mattresses, Pillows, and More  PEOPLE.comShop Amazon's home spring sale, which features deals on its best-selling mattresses, bedding and sheets, pillows, mattress toppers, mattress protectors, and ...
Xbox One Sale Roundup: April 23rd, 2019  TrueAchievementsHere are the latest Xbox One sales for both Gold and Silver members. Please click on the appropriate flag to see prices in your region. You can also filter, sort ...
Roundup: Food label bill / Sales tax rewrite / Poet laureate  Greater Baton Rouge Business ReportClearly defined: Food manufacturers selling products such as “cauliflower rice” could face new labeling restrictions in Louisiana, under a bill in the Legislature.
Gold Heads Further Down As Retail Sales Post Biggest Gains In Over A Year  Kitco NewsEditor's Note: Get caught up in minutes with our speedy summary of today's must-read news stories and expert opinions that moved the precious metals and ...
Yamaha R15 Sales Cross 9k In Mar 2019 – MT15 1st Month Sales At 5k  RushLaneYamaha R15 V3 and newly launched MT15 are a huge success in terms of sales. Over 9000 units of R15 and over 5000 units MT15 have been delivered.
Home flippers turn to rentals as the market for quick sales falters  The Globe and MailAccording to some property investors, who wish to eschew the term “flipper,” what is finally chasing them out of the flip game is the lack of buyers, the slowdown ...
Kimberly-Clark Tops Q1 Forecast, Confirms 2019 Outlook, as Huggies Sales Impress  TheStreet.comKimberly-Clark posted stronger-than-expected first quarter earnings Monday, and confirmed its full-year outlook, as sales from its personal care division, which ...
Retail sales likely bounced back on expected higher spending on gasoline, cars  CNBCConsumers are expected to have spent more on gasoline and cars in March, likely pushing monthly retail sales higher after February's surprise decline.
Elon Musk to tout robo-cars as Tesla sales slump  MarketWatchAs Tesla Inc. faces questions about whether demand for the Model 3 compact car is slowing, Chief Executive Elon Musk wants investors to focus on the auto...
Housing sales up 5% during Jan-Mar in 9 major cities: PropEquity  Moneycontrol.comNew launches, however, declined 7 per cent to 42504 units in the first quarter of 2019 as against the year-ago period in these nine cities -- Gurugram, Noida, ...
PepsiCo results beat as new CEO's ad push lifts sales  Moneycontrol.comShares of PepsiCo hit a record high of $125.92 in morning trading after the company said its core sales grew at the fastest pace in more than three years.
Economy Week Ahead: GDP, Existing-Home Sales  Wall Street JournalIn the week ahead, the U.S. will publish *fresh* data on home sales, durable-goods, gross domestic product and consumer sentiment.
'iPhone 5G' in late 2020 will drive 200 million sales for Apple, says Ming-Chi Kuo  AppleInsiderApple analyst Ming-Chi Kuo has thrown his hat into the ring in regards to iPhone 5G predictions, and also suspects that it will be released in the second half of ...
Venezuela skirts US sanctions by 'funneling oil sales via Russia'  Aljazeera.comReuters news agency report reveals Venezuelan oil sales routed through Russian state energy giant Rosneft.
Woodstock 50 Ticket Sales Delayed as Organizers Lack Required Permit  PitchforkAlthough tickets won't go on sale April 22, as planned, organizers state the fest will not be canceled.
Swine fever will hurt Brazil soy exports, lift China meat sales:...  ReutersBrazilian soy exports to China will definitely decline this year as African swine fever in the world's No. 2 economy cuts demand for the animal feed, but potential ...
Ramadan sale: Up to 90% off at select UAE stores  Khaleej TimesCustomers need not to worry about skyrocketing prices this Ramadan, as the Union Coop has announced a massive 90 per cent discount on up to 25,000 VAT ...
Car Sales In Europe Slide, But Tesla Model 3 Debuts With A Smash  ForbesCar sales in Western Europe slid 3.7% in the 1st quarter as forecasters predicted a stagnant year at best, but the performance of Tesla's Model 3 stood out in the ...
World War Z has surpassed 1 million sales in first week  GamasutraSaber Interactive's zombie shooter World War Z has surpassed 1 million sales in its first week on shelves. The co-op title launched on April 16 for PlayStation 4, ...
Ceruzzi Properties Launches Sales at The Centrale in Midtown East, Manhattan  New York YIMBYCeruzzi Properties has launched sales for The Centrale, a new 71-story condominium building located at 138 East 50th Street in Midtown East, Manhattan.
FSD Pharma Receives Cannabis Sales License from Health Canada  Business WireFSD Pharma Inc. (CSE:HUGE) (OTCQB:FSDDF) (FRA:0K9) (“FSD” or the “Company”), announced today that its wholly-owned subsidiary FV Pharma Inc. has ...
TVS Outsells Honda In March 2019 Two-Wheeler Sales  NDTVAuto.comThe two-wheeler sector is a highly competitive one in India and it has been erstwhile Hero MotoCorp and Honda 2Wheelers leading at the front in terms of sheer ...
These are some of the most notable resi sales of the week  The Real DealNYC's residential sales last week saw a Broadway theater operator sell his Park Avenue co-op and a pair of designers let go of their townhouse for $9 million.
Turin shopkeeper arrested again for underage sales  Newnan Times-HeraldA Turin shopkeeper twice accused of selling alcohol and tobacco to minors is facing new charges. Amir Ali Samnani, 39, who runs the Quick Stop at 4943 Hwy.
Retail sales boosted by mild March weather  BBC NewsThe stronger-than-expected figures showed sales grew at the fastest annual pace since October 2016.
TVS Radeon (Splendor Rival) Posts Nearly 22,000 Unit Sales In March  GaadiWaadi.comTVS sold 21720 units of Radeon last month, which is an increase of around 2000 units compared to February 2019.
Pharma sales growth back to normal in March after strong boost in winter  LivemintMumbai: After posting double-digit growth rates for three months in a row, pharmaceutical sales in India shifted to a slower pace in March. Sales last month grew ...
Luby’s closes 10 restaurants in the second quarter, boosting profits despite sales declines  San Antonio Express-NewsLuby's reported a $6.6 million profit during its second quarter after closing 10 under-performing restaurants. The Houston restaurant operator and franchiser ...
Shinzo Abe, Japan's prime minister, is determined to raise sales taxes  The EconomistAMONG THE pledges Shinzo Abe made in 2012, as he started his second stint as Japan's prime minister, was to double the sales-tax rate. At 5% it was low by ...
IBM halting sales of Watson AI tool for drug discovery  STATThe decision to shut down sales of Watson for Drug Discovery marks another setback in the company's effort to apply AI to various areas of health care.
Unilever sales grow over 3% on strong emerging market show  Economic TimesNew Delhi: Unilever CEO Alan Jope mentioned India as a market that 'grew well albeit slightly slower' than the fourth quarter, while announcing the consumer ...
7 paid iPhone apps on sale for free on April 22nd  BGRWant to start the new week off on the right foot? There's no better way than by filling up your iPhone or iPad with nifty paid iOS apps that are on sale for free for a ...
3 After Sales Slump, Pier 1 Plans More Store Closures National Retail National Retail April 21  BisnowIn the wake of dismal fourth-quarter sales for its most recent fiscal year, home furnishing and accessory retailer Pier 1 Imports said it might close as many as 45 ...
How falling sales of vehicles can hamper growth  LivemintIn March 2019, sales of cars, motorcycles, scooters, CVs and tractors fell in comparison to March 2018.Sales have fallen for two consecutive months, something ...
How We Analyzed the Nuts and Bolts of 'Good Sales Methodology' and Merged 15 CRMs Into One Effective Solution  EntrepreneurIn the end, a CRM is just a tool. What your company really needs is a consistent sales methodology that guides your actions.
Best Buy Launches Easter Flash Sale With Savings on iPad Pro, MacBook Pro, iMac, and More  MacRumorsBest Buy today kicked off a new 1-day sale for Easter, discounting MacBook Pro, MacBook Air, iPad Pro, iPhone X, and iMac. Many of these discounts are lasting ...

Great Telephone Skills

Having good telephone skills is crucial as the call may... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

Wholesale Secrets Revealed: The Holy Grail Of Wholesale!

Like the legendary search for the Holy Grail, the cup... Read More

More Cleaning and Janitorial Customers Using Yahoo

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

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... Read More

How to Write Testimonials that Sell CDs Like Magic

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

Winning Sales Proposals

Your proposal is selling for you when you're not there,... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

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

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being... Read More

Why Executives Wont Take Your Call

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

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Sean works for a major telecom company.During one of our... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they... Read More

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of... Read More