Creating More Effective Proposals

The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.

You know what? Her proposal was even worse than her live sales pitch. It was a completely canned message, which wasted her time and mine. With that, some thoughts on creating effective proposals.

Let's start by dividing them into two categories: commodities proposals and differentiated (or value-added) proposals.

If you sell commodities, your proposals will be relatively straightforward, as you compete on issues like price, delivery, and product characteristics. The buyer makes a relatively objective decision, and all other things being equal, he takes the best offer.

That likely makes clarity your best proposal writing strategy. For example, if you have a significant advantage in one area, you might create a matrix showing the information in a table format for easy comparison.

Turning our attention to proposals for differentiated or value-added products, we immediately notice an important distinction. There are no easy comparisons among vendors, as there are with commodity sellers.

The buyer has to compare intangibles, which means subjective judgments. He can't compare one marketing consultant with another, for example, unless he hires both, which he's unlikely to do.

Since we're dealing with subjective judgments, it's good to ask, "What goes on in the minds of buyers?" Solving a problem or exploiting an opportunity probably tops the list for most buyers. While the solution may not be immediately obvious, the need likely is plain to the buyer.

And, that's why many experts suggest that proposals address at least three specific areas: the problem, the solution, and the process (by which the solution takes care of the problem).

It's important to note, too, that proposals for differentiated products or services should not focus on you or your organization. Leave the kudos about yourself until you've covered the problem, solution, and process. And, make the part about you shorter than the first part of the proposal.

Sophisticated proposal writers also know they can increase their chances of winning by carefully studying the buyer's problem. By showing the buyer they understand the problem better than competitors, they give themselves an advantage.

There's another important distinction between proposals for commodities and differentiated products. In the case of commodity purchases, the buyer may not be the user of the product or service, likely reinforcing the objectivity effect. On the other hand, buyers who purchase differentiated or value-added products may be the users as well.

In summary, be strategic when you write a proposal, thinking through what type of proposal you're creating, and by addressing issues in the prospect's mind.

Robert F. Abbott writes and publishes Abbott's Communication Letter. Learn how you can use communication to help achieve your goals, by reading articles or subscribing to this ad-supported newsletter. An excellent resource for leaders and managers, at: http://www.communication-newsletter.com

In The News:

B2B Marketing And Sales -- Mission Possible  ForbesIn 2019, Forrester predicts that organizations will use AI capabilities to understand and predict mid-buying-cycle activities, and that they will prioritize sales and ...
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 ...
China just reported 'ugly' industrial output and retail sales growth that missed expectations  CNBCChina on Friday reported industrial output and retail sales growth for the month of November that missed expectations, data from the National Bureau of ...
Sears Goes Under and Sales Go Up  Wall Street JournalAll it took for Sears Holdings Corp. SHLDQ -3.41% to increase sales was to go mostly out of business. The company, which filed for bankruptcy protection in ...
Michelle Obama Memoir Becoming Hits 3 Million Sales Mark; New Book Tour Dates Announced  ForbesFormer First Lady Michelle Obama's memoir Becoming has hit a major sales milestone with the news that the book has now sold 3 million copies since being ...
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 ...
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.
Area home sales slowing  The Beacon HeraldHome sales have slowed in the Stratford and surrounding area, according to the board that oversees the market.
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 ...
Legislature OKs bill to regulate dog sales  WOODTV.comLANSING, Mich. (AP) — Michigan lawmakers have voted to regulate dog sales and restrict local bans on pet shops, advancing bills that are backed by the pet ...
Best Buy shares fall after reports of sluggish holiday season iPhone sales  MarketWatchBest Buy Co. Inc. BBY, -5.17% shares fell 5.7% in Thursday trading after multiplemediareports of sluggish Apple Inc. AAPL, +1.09% 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.
X70 will boost vehicle sales - Nation  The Star OnlinePETALING JAYA: Proton's sport utility vehicle (SUV) launch will help boost vehicle sales to close the year on a high, with the sales figure so far this year already ...
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 ...
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.
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 ...
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 ...
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 ...
Wareham Pot Shop To Open For Recreational Marijuana Sales On Tuesday  CBS BostonWAREHAM (CBS) — The first recreational marijuana retailer in the southeastern part of Massachusetts is set to open in Wareham next week. Wareham police ...
DavidsTea Inc. reports $9.1M loss in third quarter, sales up 1.5%  BNNBloomberg.caDavidsTea Inc. (DTEA.O) reported a more than $9-million loss in its most recent quarter that was marked by wild share price swings, but the retailer's co-founder, ...
Starbucks sales growth to be steady despite UberEats deal, plans for China expansion  ReutersStarbucks Corp said on Thursday it was partnering with UberEats for delivery from about 3500 U.S. stores and would nearly double its outlets in China over the ...
Housing sales may rise 16% in 2018; new supply up 32%: Anarock  Moneycontrol.comDuring 2018, housing supply rose by 32 percent to 1.93 lakh units in the seven cities -- Delhi-NCR, Mumbai, Chennai, Kolkata, Bengaluru, Hyderabad and Pune ...
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 ...
Film News Roundup: ‘Aquaman’ Sets Pre-Sales Record  VarietyIn today's film news roundup, “Aquaman” sets a pre-sales record, “Bohemian Rhapsody” hits a milestone, and SAG-AFTRA promotes four executives.
Mercedes tops vehicle sales satisfaction for luxury brands in India: Study  Moneycontrol.comAccording to the JD Power 2018 India Customer *Service* Index (Luxury) Study, Mercedes-Benz India topped the rankings with a score of 903. Rival BMW came ...
No cigarette sales: Waikato DHB sets aspiration for the region  Waikato TimesHealth leaders have a vision of cigarette sales being stubbed out in the Waikato Region, but haven't set a date on when or how it might happen. There were ...
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 ...
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 ...
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.
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.
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 ...
North Carolina city prepping for possible marijuana sales  WBTVASHEVILLE, NC (WBTV) - A North Carolina city's alcohol regulators say they're preparing to sell marijuana should it become legal in the state. The Asheville ...
November retail sales data - What to know in markets Friday  Yahoo FinanceThe Census Bureau will be releasing retail data on Friday.
Ontario getting it right with online-first pot sales: Ed Clark - Article  BNNBloomberg.caOntario's former top cannabis advisor thinks the province has made the right decision in delaying bricks-and-mortar pot shops months after recreational use of ...
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 ...
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 ...
TTU approves sale of alcohol at games, slashing concession prices  KCBDLUBBOCK, TX (KCBD) - Texas Tech's Board of Regents have approved the sale of beer and wine in the general seating area at home sporting events.
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 ...
Greater Cincinnati's most expensive November home sales continue $1 million-plus streak  WKRC TV CincinnatiCINCINNATI (Cincinnati Business Courier) - November marked another month where the top 10 luxury home sales in Greater Cincinnati all surpassed $1 million ...
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 ...
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.
Australian grocery sales to hit $155 billion by 2023  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 ...
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.
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 ...
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 ...
Starbucks -3% after forecasting modest same-store sales growth  Seeking AlphaStarbucks (SBUX) -3.1% after-hours in response to the company's forecast for global same-store sales growth of 3%-4% annually in the long term, roughly in.
MBM to see earnings lift from strong Perodua sales in 2019 - Business News  The Star OnlineKUALA LUMPUR: MBM Resources Bhd is expected to benefit from robust earnings from Perodua Bhd in 2019 as the carmaker rolls out exciting new model ...
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.
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 ...
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.
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 ...
"EV Sales Capital Of The World" Is Shanghai  CleanTechnicaThe International Council on Clean Transportation recently released a report on EV sales around the world.
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 ...
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 ...
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.
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 ...
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 ...
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 ...
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.
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.
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 ...
Tata Motors Group's Global Sales Falls By 7% In November 2018  NDTVAuto.comJaguar Land Rover sold 49312 vehicles in November 2018 with Jaguar contributing to kitty with the sale of 15114 units and Land Rover selling 34198 vehicles.
UK economy slows as car sales slide  The GuardianBrexit jitters weigh on manufacturing and automotive sectors, official data shows.
AltaGas shares soar after it cuts dividend, announces new round of asset sales  BNNBloomberg.caCALGARY -- Shares in AltaGas Ltd. (ALA.TO) soared on Thursday morning after it announced it will slash its dividend by 56 per cent and sell its remaining ...
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.
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 ...
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 ...
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 ...
Amazon sackings 'follow sales data leaks'  BBC NewsAmazon has sacked workers it believes had been misusing internal data on high-selling products, the Wall Street Journal (WSJ) reports. Amazon reportedly ...
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 ...
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.
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, ...
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 ...
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.
Ford Mustang Posts 175% Sales Growth In November 2018 In India  GaadiWaadi.comFord sold 11 units of the Mustang last month in the domestic market and is expected to launch the facelifted version sometime next year.
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.
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 ...
Beer sales begin in Boiling Springs  Shelby StarBoiling Springs residents can now grab a pack of beer without leaving town.On Tuesday, the Circle K at 123 N. Main St. became the first store in Boiling Springs ...
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 ...
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.
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.
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 ...
‘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 ...
Costco downgraded as members-only retailer faces higher sales hurdles  CNBCTougher sales comparisons and food price deflation at Costco will curb otherwise banner performance in 2019, according to Citigroup, which downgraded the ...
Post-IL&FS dry patch bulldozes commercial vehicle sales in November  Economic TimesNEW DELHI: The liquidity tightening that followed a crisis at Infrastructure Leasing & Financial Services hit sales of medium and heavy commercial vehicles ...
Maruti Suzuki drives past 5 lakh cumulative sales mark for CNG models  Moneycontrol.comThe company currently offers compressed natural gas (CNG) option in seven of its models, including Alto 800, Alto K10, WagonR and Celerio. Currently ...
85 Online Sales to Shop If You're in Need of Last-Minute Gifts  FashionistaIf you've visited Netflix within the last month and seen all the rom-coms centered around Christmas, then you know the holidays are here — cue the spiked ...
Why Record Holiday Sales May Actually Signal Trouble For Retailers  ForbesRetailers enticed consumers to open their wallets on Black Friday and Cyber Monday with discounts and promotions, but that strategy may come back to bite ...
Online sales, interactive displays as lottery agencies vie for customers  CTV NewsBy upgrading technology and making gambling more readily available, lottery agencies are hoping to attract and retain more young adults -- a generation that ...
Counterfeit money at e-commerce sales catches attention of police  WHIOPIQUA — Several recent instances of counterfeit money being used to complete e-commerce (or m-commerce, for mobile) transactions has area law ...
December is usually the slowest month for home sales, but that might not be the case this year  CNBCRates are now about a full percentage point higher than they were a year ago, hovering now just below 5 percent. They are expected to move higher in 2019, ...
Pending home sales fall 2.6% in October as more buyers are priced out  CNBCExpectations for a stronger housing market in October fell short. Pending homes sales, a measure of signed contracts to buy existing homes, fell 2.6 percent ...
What Sales Teams Should Do to Prepare for the Next Recession  HBR.org DailyThe current economic expansion is long by historical standards, and thus the risk of recession rises with each passing month. Recessions catch many ...
How Old Master Sales Are Like the Tortoise and the Hare  The New York TimesAuction houses are still getting high prices for works from the historic canon, but demand isn't what it once was.

101 Ways to Improve Your Direct Mail Response

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

Mortgage vs. Real Estate Lead Generation

It is fairly common for real estate companies and mortgage... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

Selling Services

Selling a service isn't the same as selling a product.... Read More

Value Based Pricing, Not Price Cutting

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

Count Down To An Advert

There are hundreds of books available to teach you how... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

The Power of Thank-You

When was the last time you thanked your customers?This often... Read More

Lock, Stock, and Barrel!

The other night I was watching a classic western from... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

Telephone Techniques

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

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with... Read More

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

How to Acquire More Leads

The most effective prospecting techniques were revealed in the August... Read More

Money Does Talk!

When buying something, you can buy in one of two... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

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

My Competitor Has a Better Product

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

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

How To Make An Extra $100,000.00 Each Year

HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More