Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. But the worst part of doing a trade show is losing your voice.

Each visitor that stops by your booth gets your pitch. You feel compelled to tell each person why your product is great, why it's different from the competition (which might be located directly across from your booth and getting a lot more attention than you're getting). You've learned the elevator spiel and how to do a pitch in 30 seconds, so the person passing by will 1. be captivated by your information, 2. stop, and 3. make a purchase. And you do this for each and every person passing by.

Why?

WHAT IS YOUR OBJECTIVE?

Let's start with figuring out why you're even at the trade show. You're probably there to get some brand recognition (sales are usually not completed at trade shows) and get your material and pitch into the hands of buyers. The visitors are, after all, self-selected hot prospects.

Or are they? In reality, you have no idea why a person is walking by your booth. I've walked around trade shows just to see how people are selling. And each time I've come within a few feet of the booth, I get barraged with a pitch, data, and more information than I know what to do with. Do the sales folks know why I'm there? Nope. Do they ask? Nope. They just pitch and pitch and pitch. And are they cheery!

If your objective is to brand your product, just being there with a great presence is carrying your visual brand forward. For that you don't need anything more than to stand there and look professional.

Why else might you be there? To sell product? OK. Let's take a look at this. Odds are that you're not going to make a sale at the show itself. You might walk away with business cards, but that doesn't mean people are buyers.

HOW TO SELL AT A TRADE SHOW

If you want to sell, pitching to people as they come to your booth is not the way to do it.

Here's a truth: people do not make purchasing decisions based on information. I know this comes as a shock to those of you who regularly stand at booths at trade shows and pitch your hearts (and lungs) out. I'll say it again: pitching product, making data about your product available, will not make a sale. Oh, it will help close the sale once the buyer is at that point in the sales cycle that s/he needs data to complete his/her picture. But it will not make a sale.

A sale gets made when a buyer decides to make a purchase. Selling and buying are two different activities. For some reason, sellers believe that if they sell, buyers should know how and why to buy. But that's not true.

Sellers concentrate on finding buyers who probably have a need, and creating some means to present their product in a way that well-chosen buyers might understand or recognize a need. In other words, it's a crap shoot.

Buyers focus on finding solutions that will optimize their status quo. To do this they must recognize any outstanding issues that are getting in the way of an optimized work space, seek to easily correct what might be lacking, and to manage whatever changes will occur once a corrective solution is discovered.

Pitching a product will address none of the above - unless the buyer has already completed all of the above actions and is seeking out a solution with parameters that will match their unique dynamics. In other words, when you focus your sale on product information, you're playing a numbers game.

Why are people at trade shows? Let's see if I can count a few of the reasons:

1. they are in town for the day and had nothing better to do;

2. they are in your field and want to see what the competition is doing;

3. they are deciding to buy a new company and want to garner promotion ideas;

4. they think they might have a problem that a product similar to yours might solve, but aren't sure what a solution would look like and are running around the trade show to collect possible solutions.

None of the above reasons would close a sale for you.

HOW TO USE YOUR PRESENCE EFFECTIVELY

Trade shows are wonderful opportunities to ferret out prospective buyers (usually in category #4 above) and teach them how to decide what a solution would look like.

As a visitor approaches your booth, as a facilitative question that gets them to determine what's missing from their status quo that, if corrected, would create an optimal solution for them. For #1-3 above, they will shift the conversation to something more personal, and you'll have saved your breath since you won't have to pitch.

When someone comes by that actually is seeking a solution, use facilitative questions to lead them through their solution-discovery process. Help them discover what's missing in their current environment, how they can fix the problem with familiar resources, and how to make sense of all of the systems issues that need to be managed before they can allow a solution into their culture.

Then, you are only asking questions while they are doing the talking - and you make pitches to those people who understand that they need you, specifically, to solve their problem.

You then not only create a customer, but you save your voice.

Sharon Drew Morgen is the author of NY Times Best Seller - Selling with Integrity. She speaks, teaches and consults globally around her new sales model, Buying Facilitation.

She can be reached at:

512-457-0246
Morgen Facilitations, Inc.
Austin, TX
http://www.newsalesparadigm.com
http://www.sharondrewmorgen.com

In The News:

US retail sales beat expectations in June  CNBCU.S. retail sales increased more than expected in June, pointing to strong consumer spending, which could help to blunt some of the hit on the economy from ...
Gold steady as investors eye US retail sales data  MoneycontrolSpot gold was mostly unchanged at $1413.20 per ounce, as of 0306 GMT.
Amazon Prime Day and Flipkart Big Shopping Days: Best Offers on Mobile Phones  Gadgets 360Flipkart Big Billion Days and Amazon Prime Day sales are currently live and you can grab some decent offers on mobile phones. We have handpicked the best ...
Automakers stare at a rough drive as car sales fast run out of fuel  Moneycontrol.comLoan taps are drying up, rains are playing hide and seek, and a technological disruption is looming. Not exactly the best of times for automobile companies.
Outlook for Second-Quarter Growth Firms as Americans Shop, Factories Perk Up  The Wall Street JournalAmerican shoppers increased their spending in June and factories picked up production, adding to evidence the U.S. economy is wrapping up a solid second ...
Amazon Prime Day 2019: Sales triple of normal day  LivemintSales of consumable products on Amazon during the first nine hours of Prime Day are about triple what they are on a typical sales day.The results show Prime ...
Retail sales of automobiles declined by 5.4% in June  LivemintShowroom sales of passenger vehicles decreased by 4.6% y-o-y .Retail sales of commercial vehicles declined significantly by 19.3% to 48752 units.
Trump blames Obama as he reluctantly bans F-35 sales to Turkey  CNNWashington (CNN) President Donald Trump said Tuesday that Turkey will be banned from purchasing American F-35 fighter jets after acquiring a Russian air ...
Target Deal Day 2019: Technology, kitchen appliance sales and more  TODAYNot a fan of Amazon's Prime Day options? Try these deals on kitchen appliances, tech sales and offers on DNA kits from Target instead.
Johnson & Johnson Bumps Up Sales Target  The Wall Street JournalJohnson & Johnson raised its sales guidance in the latest quarter as it continues to expand its pipeline and wins regulatory approvals.
Burberry sales exceed expectations as Riccardo Tisci designs shine  Financial TimesA well-received collection by new chief designer Riccardo Tisci and brisk business in China propelled Burberry to better than expected sales growth in the first ...
Best non-Prime Day deals at Best Buy: Sales on MacBooks, iPads, 2-in-1 laptops and more  CNETPrime Day sales are in full bloom and have certainly attracted the attention of Amazon's retail rivals. If you're not an Amazon Prime member (or you're protesting ...
Domino's stock sinks on disappointing sales, fanning doubts about expansion strategy  CNBCDomino's stock fell Tuesday after the pizza chain reported weaker same-store sales growth as it expands its store base and grapples with the threat of third-party ...
Plant-Based Food Sales Pick Up The Pace As Product Placement Shifts  ForbesU. S. retail sales of plant-based foods grew 11.3% in the past year, compared to a 2% rise in overall food sales, according to a SPINS report commissioned by ...
10 of the Craziest Sales Liverpool Have Completed in Recent Years  90min​Liverpool have enjoyed significant success on the pitch since Jurgen Klopp took charge at Anfield, claiming their sixth Champions League/European Cup ...
Strong U.S. retail sales boost economic outlook  ReutersWASHINGTON (Reuters) - U.S. retail sales increased more than expected in June, pointing to strong consumer spending, which could help to blunt some of the ...
Retail sales soar in June  Retail DiveJune retail trade sales rose 0.4% from May, and 3.3% year over year, according to the U.S. Commerce Department's monthly tally, released Tuesday. But May's ...
Adani Port likely to raise $650 million via bond sales  Economic TimesMUMBAI: Billionaire Gautam Adani-controlled Adani Port Special Economic Zone (APSEZ) is raising up to $650 million in another overseas bond sale, following ...
Renault expects boost from new models after first-half sales slump  Automotive News EuropeRenault's first-half vehicle sales fell 7 percent amid a global auto slowdown, but the automaker said an upcoming product offensive will begin to help soften the ...
VW Group sales rebound in China as dealers unload vehicles with big discounts  Automotive News EuropeVolkswagen Group's China sales rebounded strongly last month, advancing 15 percent to 354800. VW attributed the gain to changes in China's emissions rules, ...
Used Tata Harrier SUV Put on Sale on OLX At a Price Cut  News18The used Tata Harrier has 3000 km on the odometer and was manufactured in April 2019.
From Tata to JSW, steelmakers jittery over record drop in car sales  Business StandardAmid the ongoing electric vehicle (EV) frenzy, when India's auto sales for the June quarter have hit the worst in almost two decades, domestic flat steel producers ...
Walmart Prime Day Deals: The Best Smartwatch Sales  ForbesFrom Apple Watch to Garmin, the best smartwatch deals at Walmart during Prime Day.
Boulder County marijuana sales jump by $1.4 million in May  The Denver PostRetail marijuana sales in Boulder County jumped $1.4 million in May compared to last year, according to the Colorado Department of Revenue, putting it slightly ...
Best anti-Prime Day deals at Walmart: Sales on Xbox, Switch, iPad, Google Home, TVs and laptops  CNETPrime Day sales are up and running, but if you're protesting Amazon or if you just want more choices (Google Assistant devices, anyone?), archrival Walmart is a ...
Dollar rises on upbeat retail sales data, euro falls  CNBCThe dollar rose against a basket of currencies on Tuesday as surprisingly strong growth in U.S. retail sales in June soothed jitters about the American economy ...
Walmart CEO praises Amazon amid rival Prime Day sales  Business InsiderWalmart CEO Doug McMillon said he admired Amazon for its "speed, innovation," and "customer centricity."
100-day plan of Modi 2.0: Strategic sales, simplifying GST slabs, credit to MSMEs  Economic TimesNew Delhi: The Union government's 167 'transformative ideas for implementation in the first 100 days of the Modi governments second stint - that is by October ...
Following Stock Trades And Mattress Sales, Real Estate Investing Goes Digital  ForbesAs Americans' confidence in online financial services grows, crowdfunded commercial real estate investing is finding its stride.
When are US monthly retail sales figures and how could they affect EUR/USD?  FXStreetTuesday's US economic docket highlights the release of monthly retail sales figures for June, scheduled at 12:30 GMT. Following the previous month's s.
Amazon’s rivals sense Prime Day opportunity, rake in sales too  Chicago TribuneOn Monday, the first day of Amazon's 48-hour sales event, large retailers enjoyed a 64% increase in online sales compared with an average Monday, according ...
UK sales of new leasehold houses dwindle following scandal  Financial TimesThe number of new houses sold as leasehold in England and Wales has fallen sharply over the past two years, following a scandal which left many buyers in ...
Move over Amazon, 'Black Friday in July' sales are heating up  NBC NewsTarget, Walmart, Macy's and over 250 other retailers are rolling out their own sales to rival Amazon Prime Day. Here's how to find the best steals and deals.
Why US Retail Sales Increased More Than Expected in June  Footwear NewsAmerican shoppers took their spending up a notch in June, marking a solid second quarter for retail sales, reports the Commerce Department.
Manhattan Luxury Sales Mired in Two-Week Slump  Mansion GlobalBig-ticket home sales in Manhattan slumped for the second week in a row, according to the latest weekly data on pending sales. A paltry nine deals over $4 ...
Goldman Sachs' sales slump, but it remains the king of Wall Street  CNNNew York (CNN Business) Goldman Sachs is still the king of Wall Street — even though the investment banking powerhouse reported a slight drop in revenue ...
US Treasury yields tick higher after strong retail sales data  CNBCU.S. government debt yields rose slightly on Tuesday after the release of stronger-than-expected economic data.
US June advance retail sales +0.4% vs +0.2% expected  ForexLiveUS retail sales data for June 2019: The US consumer looks pretty good. The old adage is still true: Never underestimate the spending power of the US consumer ...
Canadian Housing Market Gets ‘Boring’ With Sales Little Changed  BloombergCanadian home sales and prices were little changed in June, suggesting a pause in the recent rebound.
PSA first-half sales fall 13% on China, South America setbacks  Automotive News EuropePARIS -- PSA Group's vehicle sales fell 13 percent in the first half as lower deliveries in China, South America and the Middle East weighed on its overseas ...
Every Xbox One game in the Amazon Prime Day sale: Save on Red Dead, Dea of Thieves, No Man's Sky and more  GamesRadarCheap Amazon Xbox One games mean the perfect time to pick up whatever you've been on the fence with. Amazon Prime Day Xbox One sales mean cheap ...
Roku Shares Rise on Strong Sales Expectations  TheStreet.comShares of online streaming-device maker Roku (ROKU - Get Report) surged more than 6% on Tuesday amid expectations that sales will continue to be robust, ...
eBay’s running a ‘Crash Sale’ deals bonanza to take on Amazon Prime Day  BGReBay has been more aggressive than ever in its rivalry with Amazon leading up to this year's Prime Day sales event, the latter's Black Friday-esque annual sales ...
Outright sales of DBKL land 'a new practice', court told - Nation  The Star OnlineKUALA LUMPUR: The outright sale of Kuala Lumpur City Hall (DBKL) land was a new practice, the High Court heard on Tuesday (July 16) during the corruption ...
Alabama to ramp up online sales regulations  WKRG News 5MONTGOMERY, Ala. (WIAT) — Many took to their computers and phones Monday to try to score the best deals possible during Amazon Prime Day.
OrganiGram Stock Rises Even as Cannabis Sales Fall  Barron'sSales fell 8% in the May quarter at OrganiGram Holdings , the midsize Canadian cannabis producer. The shortfall could reinforce worries about recreational ...
June Home/Condo Sales  PoPvilleThanks as always to realtor Kevin Wood for compiling this monthly list of home/condo sales for PoPville. Click below on “June 2019 Sales” for the full list of sales ...
Amazon Has Eight Major PC Sales Going For Prime Day  Comicbook.comFor the second and final day of the Prime Day 2019 event, Amazon has expanded their collection of PC-related sales to include no fewer than eight major ...
Sales training software company triples Loop office space  Crain's Chicago Business*Fresh* off a $70 million funding round, Showpad joins the list of tech companies expanding their downtown footprints.
Hyundai Tucson Sales Down By 57%, Facelift Launching This Festive Season  GaadiWaadi.comThe facelifted Hyundai Tucson is expected to launching later this year with cosmetic revisions and interior changes.
CV makers halt or cut production sharply amid slowing sales  CNBCTV18Weak rural spending, a delayed and weak monsoon and the impact of increased axle load rules have caused a painful downturn on the makers of commercial ...
Why Nordstrom’s Anniversary Sale is an ‘Important Test’  FortuneNordstrom Anniversary Sale 2019 dates are July 7 to August 5. The event is important for the retailer's bottomline.
Luby’s sheds more restaurants as sales decline in the third quarter  ChronLuby's reported a $5.3 million loss as it cut six under-performing restaurants from its portfolio during the third quarter. The Houston-based chain on Monday said ...
Lagging sales tax collections, 'dark store' appeals on commercial property put Overland Park officials on edge  Shawnee Mission PostAn unexplained lag in sales tax collections and the prospect of losing commercial property tax revenues in a court battle had Overland Park officials on edge as ...
Elon Musk's Tesla revamps prices in sales push  LivemintBeijing: U.S. electric carmaker Tesla Inc said on Tuesday it will change prices of its Model 3, X and S vehicles. The starting price for the Model 3 will be $30,315, ...
Setting Better Sales Goals with Analytics  Harvard Business ReviewSales compensation is a critical lever in motivating a salesforce and driving growth in the business-to-business sector: Studies show that revising compensation ...
June quarter auto sales the worst in almost two decades  LivemintNEW DELHI: India's automobile industry continued to languish, with passenger vehicle (PV) sales falling the most in nearly two decades in the June quarter, ...
Ex-Syracuse University football star Marcus Sales going to federal prison for cocaine  syracuse.comSyracuse Orange wide receiver Marcus Sales (5) makes the catch for the winning touchdown in the 4th quarter in the Pinstripe Bowl between Syracuse and ...
Federal lawsuit challenges oil, gas lease sales in eastern Arizona  KTAR.comThree environmental groups have sued the federal government over oil and gas lease sales in eastern Arizona.
Top 25 stores and top 25 venues in 2018 Michigan liquor sales  MLive.comTop 25 retail stores and top 25 businesses selling liquor by the glass, based on 2018 wholesale liquor purchases.
China Box Office: ‘The Lion King’ Pounces as Ticket Sales Slump  VarietyDisney's “The Lion King” has pounced on the China market — a week ahead of its U.S. release — with a $53.8 million three-day debut that gave it pride of place ...
Jim Beam pushes the highball on social to boost summer sales  AdAge.comJim Beam is pushing a new solution to bourbon's summertime sales blues—the highball. The cocktail, made from bourbon, ice and a carbonated beverage like ...
Burberry Bets on New Branding to Boost Sales | News & Analysis | BoF  The Business of FashionPARIS, France — It has a hotshot new designer known for dressing Beyoncé and is experimenting with monthly product launches on social media.
Kia Seltos dealer list officially revealed – 112 sales outlet, address, phone nos  RushLaneKia India has officially revaled their network of dealers across India. In the first phase, total of 112 sales outlets are listed.
Fort Greene townhouse tops Brooklyn luxury sales last week  The Real DealThere were 15 luxury contracts signed in Brooklyn between July 8 and July 14, 2019, totaling $38.9 million, according to a Compass report.
Xiaomi India sales head Deepak Nakra quits; set to join rival Realme  Business TodayDeepak Nakra stunned the smartphone market by stepping down as sales head for brick-and-mortar trade of Xiaomi India to join a rival bastion of Realme India ...
Lots of Stuff Is Up to 60 Percent Off at Macy’s Black Friday in July Sale  New York MagazineWe know it's Prime Day over at Amazon, but there are lots of other retailers that are also having big sales of their own — and the Macy's Black Friday in July sale ...
Annual sales limit for society lotteries 'will rise to £50m'  Third SectorAfter consulting on society lottery reform, the government says the maximum will rise from £10m and the maximum draw prize will go up to £500000.
US retail sales in focus as Fed ponders next move – Forex News Preview  XMRetail sales numbers out of the United States will be scrutinized on Tuesday as investors try to keep alive hopes of a 0.50% rate cut by the Fed later this month.
Maruti Ertiga, Toyota Innova Crysta MPV – Petrol vs diesel sales  RushLaneMPV sales petrol vs diesel. At the top are Toyota Innova Crysta and Maruti Ertiga. Others include Renault Lodgy, Mahindra Marazzo.
17 of the best deals from Walmart's "The Big Save" sale  TODAYAs Amazon Prime Day hits full gear, hundreds of retailers are offering sales to compete and none are more compelling than the deals we've found at Walmart.
Digital influence to impact 63% of consumer durable sales in India by 2023: report  LivemintBy 2023, $10.4 billion or 28% of sales for durables will be online.BCG and Google surveyed over 6800 shoppers for the report.
India aims to raise $47 billion from government stake sales in a host of companies over 5 years - sources  Business TodayPrime Minister Narendra Modi's administration already sold government stakes in a host of companies to raise a record $40.92 billion in his first five-year term, ...
As sales slump, Ashok Leyland and Tata Motors to shut plants temporarily  BusinessLineAshok Leyland will close its Pantnagar plant for 12 working days from July 11 to 24, the company said in a staff circular.
WagonR Miles Ahead Of Competition, Tiago Second In June 2019 Sales  CarDekhoMaruti Suzuki has three cars in the compact hatchback segment, whose combined sales are above the 15000 mark.
Amazon Prime Day 2019: All the details of competing sales  GMAAmazon isn't the only company to have slashed prices on Monday. According to RetailMeNot, data suggests that 250 retailers will compete with Amazon during ...
China repeats threats to US firms over Taiwan arms sales  South China Morning PostForeign ministry said sale of tanks and missiles to self-ruled island violates the one-China principle.
Treasure Island May Vote To Extend Alcohol Sales  Bay News 9A vote scheduled for Tuesday could extend alcohol sales in Treasure Island until 3 a.m..
Cyberpunk 2077, The Division 2, and every PS4 game in the Amazon Prime Day sale  GamesRadarEvery PS4 game in the Amazon Prime Day sale was already worth buying and playing, but their latest discounts make each one even more attractive a purchase ...
Minnesota State Caps Craft Breweries’s Sale of Growlers  Eater Twin CitiesThere's a bittersweet problem facing the up-and-coming breweries of Minnesota. According to state law, if a brewer passes the annual production mark of 20,000 ...
Steep discounts by e-commerce platforms adversely affect sales by direct sellers: IDSA  Economic TimesThe Delhi HC had ruled earlier week that e-commerce platforms including Amazon, Flipkart and Snapdeal cannot sell products owned by direct selling ...
Look up 2018 liquor sales for Michigan retailers, bars and restaurants  MLive.comAlcohol sales in Michigan are continuing to trend up.
I can’t believe how good Amazon’s Roomba sales are for Prime Day 2019  BGROkay seriously, you have no excuse for buying a bargain-basement robot vacuum right now because Amazon is offering some of the best deals we've ever seen ...
Naperville looking at three different options with marijuana sales  Chicago Daily HeraldWith two businesses interested in operating recreational marijuana dispensaries in Naperville, city officials are ready to take the first step in discussions about ...
Tesla cuts prices in China to help boost sales  The Irish TimesAll models shipped to China are getting a price cut in the car company's second biggest market.
Slowdown In Auto Sales Ahead Of BS6 May Hamper Sales Margins And GST Collection  Car and BikeAuto experts say that if sales continue to drop further, the industry may a face problem to sustain margins, given the advent of emission and safety norms which ...
David Jones announces rewards program in desperate move to improve sales  NEWS.com.auDavid Jones will expand its customer loyalty program to try to stem the tide of same-store sliding sales and boost the major department store chain's online sales ...
Local businesses continue eyeing potential sales in Taiwan  Powell TribuneTapping into niche markets is a key opportunity for some Wyoming industries, and many of those opportunities can be found in markets overseas, particularly ...
Can IQOS Sales Light Up Philip Morris International's Q2?  Yahoo FinanceAs cigarette sales fall and demand for heated tobacco electronic cigarettes grows, Philip Morris International (NYSE: PM) is scrambling to hasten the transition ...
Financial advisers fear fire sales as valuations collapse  The Australian Financial ReviewThe end of grandfathered commissions is slashing valuations of financial advice businesses.
Titan Q1 FY20 preview: Jewellery sales not up to the mark, watches and eyewear see traction  MoneycontrolHighlights:- - High gold prices impacted jewellery sales in June - Network augmentation and product launches will drive growth - Consumer sentiment remains ...
Retail sector Q1 preview: Moderation in sales growth; flattish demand in apparel  MoneycontrolConsumption (both staples and discretionary) slowdown across the board is likely to result in lower-than-anticipated revenue growth.
Anil Ambani group plans $3.2-bn asset sales to pare big debt  Business StandardIndian tycoon Anil Ambani plans to raise about Rs 217 billion ($3.2 billion) by selling assets from roads to radio stations in a bid to cut debt. The breakdown is ...
F-35 Sales Are America's Belt and Road  Foreign PolicyImagine a globe-spanning economic and security project—with a cost of over a trillion dollars and whose members encompass 46 percent of the global ...
GetAccept’s workflow and e-signature platform for sales secures $7M Series A funding  TechCrunchMany years ago every sales deal was sealed with a handshake between two people. Today, digitization has moved into the sales process, but it hasn't ...
The Absolute Best Prime Day Kitchen Sales Happening Right Now  DelishAlright team, there's no time to waste. Prime Day 2019 is HERE and we're ready to shop. Here are the best kitchen deals live right now, from brands like Instant ...
Hyundai Creta Leads Compact SUV Segment Charge Despite Sales Slump  CarDekhoInterestingly, Renault Nissan group SUVs like the Captur, Duster and Kicks posted positive growth last month.
Brake issue is pausing sales of popular Toyota hybrids overseas, not in US  Green Car ReportsA potential manufacturing fault relating to brake hardware has prompted Toyota to conduct an investigation that reaches around the globe. The issue has led to a ...

10 Amazing Product Selling Formulas

1. Sell your products at a wholesale price to retail... Read More

Define Your Best Customer

To be more effective at developing relationships, one should always... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... 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

Powerful Words

Hi, I'd like to discuss the most powerful words you... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

A Simple Truth - Authentic Sales Tip

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

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

Are You REALLY Listening?

Being a good listener requires more than just keeping quiet... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a... Read More