Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls ? until it's too late. I learned three lessons the hard way: appreciate the different cultures, understand the value of quality vs. speed, and know which foreign language is key to your business.

If you hope to compete with local firms in Europe you must understand European business cultures. Notice the use of the word of the word 'cultures' - plural. When I first started doing business in Europe, three years ago, one of the first things I learned was that the European business environment is much more diverse than in the States. Despite the introduction of the single currency, Europe is not a single business entity. Different countries retain different ways of doing things. Like many Americans doing business in Europe for the first time, I learned this the hard way. After a number of awkward meetings and deals that mysteriously didn't go through I began to understand that it was a bad idea to deal with Europeans like I dealt with people back home.

The American business model prevails in northern Europe ? with the UK and possibly Germany representing the nearest thing Europe has to a US-style approach. Businesses in former Easter Bloc countries that have recently joined the EU are also very US-friendly. During the Soviet years America represented freedom; American business can now reap the rewards of that iconic status.

The rest of 'old Europe' is a little different and you should be aware of each country's customs. Italy, for example, retains a way of doing business that might seem bureaucratic and patriarchal to Americans. Even Silvio Berlusconi - a good friend of US business - is known as 'Papa' Berlusconi in some Italian circles. In France, a history of civil libertarianism twinned with state control that stretches back to the revolution of 1789 has nurtured a business culture that favors consensus rather than individual leadership. It's important to do your research ? not only on a country's business structures but also on its general culture and history. It's even more important to get to know the people. If you travel to Madrid to cut a deal having never before set foot in Spain you are at a disadvantage.

Business people in old Europe have slightly different perceptions of what constitutes good practice from their US counterparts. Although it would be patronizing to say that a mañana culture persists in southern European business, it is true that timeliness is not considered a virtue in the way it is in the States. For European business people, providing a quality product or service is much more important than adhering slavishly to deadlines or driving the hardest possible bargain. Because of this difference in values, Europeans often perceive Americans as being 'pushy' ? when the Americans in question think they're simply being businesslike.

When I first came to Europe I thought that the most important thing was to learn languages ? I was wrong. Most European business people accept English as the lingua franca of international business. However, you don't want to risk seeming ignorant. A reasonable level of conversational French or German, for example, will come in useful. I have found that many Europeans have a prejudice about perceived American ignorance of the outside world. Showing a little linguistic skill ? and, more important, willingness ? will be to your advantage.

My experience is that knowing the local language is particularly useful in France. The French have traditionally been very protective of their mother tongue. Today, many native speakers consider French to be in a state of crisis, attacked on all sides by international English ? so your French hosts will warm to you quickly if you seem keen to speak it to them. Again, showing you are willing to try is more important than being fluent.

Even so, skills learned in language classes back home are useless unless basic cultural differences are understood. Once again, do your research: time talking to locals or reading about European culture and history will be well spent. Knowing a little history is especially important if you're working in Greece or any of the nearby EU satellite states in the Balkans. Educated people there will often talk about events of a millennium past as if they happened yesterday. There is a perception all over Europe that Americans follow Henry Ford's maxim 'history is bunk' ? I made friends quickly when I disproved this prejudice.

The good news is that Europeans are more like us than they are different: the general cultures of both continents respects business and promotes honest dealing - but it's important not to let the small differences cost you money.

Steve McLaughlin founded Global Market Insights, with offices in Europe and the U.S., with his vision of giving clients two synergistic competencies: knowledge of the global marketplace and industry expertise in manufacturing, finance and information technology. Identifying and hiring the right people with these skills, Steve built the company from one home office to a presence on two continents while quadrupling revenue and becoming an identified success story of the U.S.-Luxembourg Chamber of Commerce. Steve has over twelve years of international experience in three continents, having started in executive search as a Beckett-Rogers Associate. Steve is a graduate of Rice University, where he was student body president, and completed post-graduate studies in International Economics at the Universidad Mayor, Santiago, Chile. A former U.S. Marine Corps Officer, Steve's hobbies include running marathons and reading history in three languages.

In The News:

Grey sales of high-end phones causing revenue loss of Rs 2,500 crore: ICEA  MoneycontrolSale of high-end mobile phones in the grey market is causing an estimated loss of Rs 2,500 crore annually to the exchequer, mobile industry body India Cellular ...
Oppo expects online sales to drive growth; to launch own eCommerce store before Diwali  Economic TimesIt plans to start sales through own e-commerce site just before the festive season.
Electric Vehicle Sales Are Exploding In Europe | OilPrice.com  OilPrice.comEuropean electric vehicle sales are taking off as the region doubles down on its clean energy goals.
New comers MG Motor and Kia buck the vehicle sales trend as incumbents struggle  LivemintAt a time when vehicle manufacturers have been struggling to shore to their sales in the domestic market, new entrants, Kia Motors India and MG Motor India, ...
Anger at UK spy tech sales to Hong Kong  The GuardianThe government approved the export of spying equipment to Hong Kong authorities just weeks before they launched a crackdown against activists, the Observer ...
Mercedes-Benz India sales down by 18.60 per cent in first half of 2019 - CarWale  CarWaleMercedes-Benz India has revealed its sales report for the first half of 2019.
Top 10 scooter sales June 2019 - Honda Activa maintains No 1 position  RushLaneTop 10 scooter sales June 2019 list includes Honda Activa at top, despite registering a decline of 19%. 2nd spot goes to TVS Jupiter.
Undertaker's SummerSlam Status, MSG Ticket Sales Are Not Great  The MIXUndertaker has been appearing more on frequently on WWE TV, but what about SummerSlam? Also, WWE's return to MSG hasn't done well in ticket sales.
Home sales rose 6 percent in June in area towns  The Westerly SunSingle family home sales in area towns rose a little over 6 percent in June, compared with June 2018, according to the latest data on closings from the Rhode ...
The unlikely cassette comeback isn't over yet: sales are up in 2019  Wired.co.ukCookie Notice. We use cookies to personalise *content* and ads, to provide social media features and to analyse our traffic. We also share information about your ...
Mercedes-Benz India Records 18.60 Per Cent Sales Decline In H1 2019  NDTVAuto.comMercedes-Benz which is the largest-selling luxury car brand in India has witnessed a sales decline of 18.60 per cent in the Indian market in the first half of ...
Honor claims 1500% sales growth during Amazon Prime Day; says Honor 20 series contributed significantly  BGR IndiaHuawei sub-brand Honor claims to have witnessed sales growth of 1500 percent during Amazon Prime Day and 330 percent during Flipkart Big Shopping Days ...
Back-to-School Sales Tax ‘Holidays’ Lure Shoppers Despite Slim Savings  The New York TimesPeople who won't walk across the street to save $5 on a pair of pants will take a day off from work to take advantage of a sales-tax holiday,” a tax expert said.
Struggling Nordstrom is banking on exclusivity to compete with Amazon and overcome sales woes  Business InsiderAs Nordstrom opens up its Anniversary Sale to the public on Friday, July 19, the company is looking to rebound from a recent sales slump.
Luxe home sales rise as NRIs return to market  Economic TimesBENGALURU: Non-resident and wealthy Indians are slowly making a return to the real estate market, helping to prop up sales of luxury and ultra-luxury homes, ...
4 Trends in Sales Tech That Will Determine Success in 2020  EntrepreneurDon't bother learning about what the tech can do until you have a firm grasp on what you really need done.
Amazon Prime Day 2019 surpasses sales of Black Friday and Cyber Monday combined  LivemintAmazon said Prime Day sales topped the combined total from the two big shopping days in the year-end holiday season, known as Black Friday and Cyber ...
This Weekend's Best Sales: Revolve, Lululemon & More  E! NEWSWe love these products, and we hope you do too. E! has affiliate relationships, so we may get a small share of the revenue from your purchases. Items are sold ...
Microsoft Q4 2019 earnings: cloud and Surface up as Xbox sales disappoint  The VergeMicrosoft's latest quarter was great for Surface and the company's cloud products, but Xbox sales have declined by nearly 50 percent.
R3 Taps Software Sales Vet to 'Evangelize' Paid Version of Corda  CoinDeskBlockchain technology company R3 has hired software sales veteran Cathy Minter as chief revenue officer, a role newly created to recruit users for the firm's ...
Routt County real estate sales total $15.6M for July 12 to 18, 2019  Steamboat Pilot & TodaySTEAMBOAT SPRINGS — Routt County real estate transactions totaled $15666090.55 across 30 sales for the week of July 12 to 18. The sales total is up 54% ...
REC raises $650 million via bonds, aids sovereign sales  Economic TimesMUMBAI: State-owned Rural Electrification Corporation raised about $650 million via offshore bonds, which are seen as a proxy for the government's first ...
Retail auto sales continue in slow lane in Jun, decline 5.4%  LivemintNEW DELHI: Retail sales of automobiles across India declined 5.4% year-on-year in June to 1.64 million units, according to data released by the Federation of ...
E-Bike Sales Are Putting a Charge in the Fortunes of Bikemakers  FortuneEvery few years, a new sensation comes to the rescue of a beleaguered U.S. bicycle industry. In the 1970s, 10-speed bikes from Europe sparked a boom ...
New luxury car sales fall 50pc in half year  Business DailyPorsches, Bentleys were out of stock for months while BMW uptake dropped due to a franchise transfer.
Hero Xtreme 200R lowest sales in June 2019 - Price hiked  RushLaneHero Xtreme 200R is the cheapest motorcycle in its segment. But that has not helped the company to increase sales. In fact, it is the least selling bike.
Nielsen revises FMCG forecast as sales growth stays in the slow lane  LivemintNielsen has lowered its 2019 growth forecast for FMCG to 9-10% from its previous outlook of 11-12%.In the first half of the year, growth in FMCG sales was 12%, ...
Charity shop and antique purchases drive up UK retail sales  The GuardianRetail sales in the UK were unexpectedly strong in June, boosted by sales of secondhand goods at charity shops and antique dealers, although department ...
House rejects Saudi weapons sales; Trump to veto  ReutersThe U.S. House of Representatives backed resolutions on Wednesday to block the sale of precision-guided munitions to Saudi Arabia and the United Arab ...
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 ...
OnePlus 7, iPhone XR, Redmi Y3: These were most popular smartphones during Amazon Prime Day sale in India  India TodayThe Amazon Prime Day sale in India saw some amazing deals on smartphones. A couple of smartphones sold the most during the sale, including the iPhone XR ...
WeWork founder Neumann raised $700m through share sales and loans  Financial TimesWeWork founder Adam Neumann has sold shares and taken out loans against his equity stake in the multibillion-dollar property company, raising at least ...
MG Hector bookings closed! Achieves 2019 sales target within 20 days of launch  Business TodayMG Motor made its much-awaited entry into the Indian market last month with the launch of its mid-size SUV MG Hector. After 20 days of its launch, the company ...
Royal Enfield sales break up June 2019 - Classic 350 down 33 percent  RushLaneRoyal Enfield Classic 350 has registered the biggest sales decline for June 2019. Here is a detailed sales break-up of Royal Enfield motorcycles.
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.
Amazon Prime Day Sets Fresh Sales Records for the E-Retailer  NDTVAmazon has said its two-day extravaganza known as Prime Day was its biggest shopping event ever, with sales surpassing the two key holiday spending days ...
Police battle with illegal cannabis dispensaries over 'sidewalk sales'  CTV NewsThe Toronto Police *Service's* battle with illegal cannabis dispensaries continues this weekend after police say customers are gathering for “sidewalk sales” ...
Greenville restaurant donating sales in protest of Trump's campaign stop  WRAL.comA business in Greenville says it is peacefully protesting President Donald Trump's campaign stop in the east by donating its sales to an immigration non-profit.
PHL households to boost food retail sales to $50B this year–GAIN report  Business MirrorFOOD purchases by Filipino households, particularly middle-income class earners, will drive the country's food retail sales upward by 5.5 percent to a record.
Longview-area home sales stay close to last year's record pace  Longview News-JournalLongview-area home sales through the first six months of 2019 fell just short of the record pace set in 2018, Realtors data shows, while average sales prices ...
Central Jersey home sales: July 21 edition  MyCentralJersey.com17 Wedgewood Dr from Beth Barnett to Richard Lospinoso and Stephanie Lospinoso. $630000. Annandale 214 Hamden Rd from Carol Severe to Nicholas ...
The ultimate guide to nailing a sales pitch that closes the deal every time  Business InsiderA successful sales pitch is much less about showmanship and high-pressure tactics than it is about empathy and listening to what your customer needs.
RIAT: Lockheed Martin enjoying European sales high  FlightglobalLockheed Martin is eyeing increased opportunities to deliver a broad range of defence products to European customers, with the F-35 Lightning II holding ...
Most of 200 One Pearl Bank units launched for sale snapped up  The Straits TimesSINGAPORE - The first weekend of sales for upcoming condominium One Pearl Bank saw 80 per cent of the 200 units released bought up.. Read more at ...
Spokane County asks voters to renew sales tax to maintain criminal justice system  The Spokesman-ReviewSpokane County leaders are asking voters to renew a $6 million-a-year sales tax that the region has approved twice before to maintain the criminal justice status ...
Retail Sales Post a Solid Month Led by Autos and Amazon  MishTalkRetail sales posted another strong month in June, led by autos, up 0.7% and nonstore retailers up 1.7%. The odds the US is currently in recession took a hit ...
Air India freezes promotions, new appointments amid stake sale preparations  Business TodayFor the disinvestment process, the books of accounts of Air India till July 15, have been closed and those financials would be used while seeking bids.
Toyota Kirloskar sales dip 19% in June  LivemintNew Delhi: Toyota Kirloskar Motor (TKM) Monday reported a 19% decline in total vehicle sales to 11,365 units in June this year. The company had sold 14,102 ...
Two ministries in crackdown on vape sales outside schools  Free Malaysia TodayJoint action by education and consumer affairs ministries on electronic cigarettes being sold to schoolchildren.
Xbox One sales have slowed to a crawl as the current gen wanes  VentureBeatXbox One's sales have dropped off a clip, but that makes sense when you look at life cycle of the current generation. Everyone is waiting for what's next.
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 ...
Budweiser Brewer Explores Asset Sales After Calling Off Asia IPO  The Wall Street JournalAnheuser-Busch InBev is considering selling off business units in South Korea, Australia and Central America to cut its massive debt pile as it pursues a backup ...
Vegan Oat Milk Sales Spike by 70 Percent in UK  VegNewsNearly one quarter of Brits now drink plant-based milk and spent $45 million on the cruelty-free beverage in 2018 alone.
Liquor sales slip as poll curbs dampen spirits  Economic TimesSales of beer grew 5% while those of spirits expanded 2% during the April-June quarter, according to GlobalData, a UK-based research firm.
Generator sales decline amid improving power supply  DAWN.comKARACHI: The demand for power generators remained depressed this season owing to steep price hike on account of rupee devaluation and improvement in ...
Apollo Hospitals' family seeks investor, asset sales to cut debt  LivemintMUMBAI: The family that controls Apollo Hospitals Enterprise Ltd., India's largest private hospital chain, is looking to sell assets or bring an outside investor into ...
WeWork Co-Founder Has Cashed Out at Least $700 Million Via Sales, Loans  The Wall Street JournalWeWork Cos. co-founder Adam Neumann has cashed out more than $700 million from the company ahead of its initial public offering through a mix of stock ...
Wipro Q1 profit climbs 13% to Rs 2,387.60 crore, net sales up 5%  Business TodayWipro, the country's leading software exporter, on Wednesday reported 12.8 per cent year-on-year growth in consolidated net profit at Rs 2387.60 crore for the ...
$605,000 home in Pompey: See list of 155 home sales in Onondaga County  syracuse.comHere are 155 home sales in Onondaga County recently recorded at the county clerk's office. The most expensive property was a 4-bedroom, 3 ½ -bathroom ...
Audiobook Sales Jumped 24% in 2018  Publishers WeeklyPublishers' sales of audiobooks rose 24.5% in 2018 over 2019, reaching $940 million, according to the recent sales survey sponsored by the Audio Publishers ...
Report: Chick-fil-A missing out in $1 billion in sales by being closed on Sundays  Deseret NewsChick-fil-A revealed in its corporate financial statements that it made more than $10 billion in revenue in 2018.
Riverbed lays off its sales team in APJ including India  CIO IndiaRiverbed is simply moving to a partner resourced model in certain international markets to help scale our business globally, according to a statement by ...
SAP Q2 2019: Trade war hits software license sales  ZDNetThe US-China trade battle has dented the balance sheet at the same time SAP is bearing the brunt of restructuring costs.
Retail leads the way: Warren County officials review sales tax source data  Glens Falls Post-StarFor years, Warren County supervisors have watched sales tax receipts in the county rise steadily. But they have been at a loss to explain which economic ...
Back-to-school sales tax holidays: These 16 states are giving families a tax break  USA TODAYMillions of American families with children who are school- or college-bound will have the chance to save a few dollars this summer. Sixteen states are holding ...
Sales tax plus marijuana proves to be a winning combination in Port Hueneme  Ventura County StarBuoyed by two different kinds of green, Port Hueneme's policymakers have passed an on-time, balanced budget that for the first time in several years doesn't ...
ESPN's Justin Connolly to Lead Combined Disney Sales Team  Hollywood ReporterDays after longtime sales and distribution exec Janice Marinelli departed her post as head of global sales and distribution, Disney announced that Justin ...
Sales of iPhones down year-on-year despite popularity of iPhone XR in US  AppleInsiderThe iPhone XR was the best-selling smartphone in the United States in the second quarter, according to research from Kantar, but the share of iOS device sales ...
Canadian Retail Sales Unexpectedly Drop on Lower Food & Booze  BloombergCanadians retailers reported an unexpected decline in sales as consumers cut back on purchases of groceries, alcohol and clothing.
Europe Car Sales Extend Downward Spiral With Worst Drop of 2019  BloombergEuropean car registrations fell sharply in June, resuming a downward spiral that adds to the industry's litany of woes.
Gold steady as investors eye US retail sales data  MoneycontrolGold prices held steady on Tuesday as investors awaited U.S. retail sales data that could serve as an indicator of the strength of the world's largest economy ...
Tata Nexon sales cross 1 lakh milestone in less than 2 years  RushLaneTata Motors announced today that their best selling SUV, Nexon sales have crossed the record milestone of 1 lakh units in just 22 months.
New York Times 'Fudged' Book Sales Data to Put #1 Conservative Book on Kavanaugh at #6  NewsBustersConservatives have repeatedly protested how The New York Times "Bestseller List" doesn't live up to its name. The newest example came from Sean Davis of ...
Sales improve 16% in the first quarter: Tata Steel  Economic TimesProduction in the first quarter went up 20 per cent to 4.37 million tonne (mt), the company said.
Trump blames Obama as he reluctantly bans F-35 sales to Turkey  CNNPresident Donald Trump says Turkey will be banned from purchasing American F-35 fighter jets after it acquired a Russian air defense system, but made no ...
Vancouver councillor wants city to stop open sales of magic mushrooms  Vancouver SunAlso, Vancouver's chief medical officer is concerned about the illegal shop making unfounded medical claims about psilocybin.
Cannabis sales jumped $11M in May as more stores open  Global NewsCanadians bought $85 million worth of legal weed in May, $11 million more than April's sales, figures released Friday by Statistics Canada show.
Longmont-area home sales July 21, 2019  Longmont Times-CallThe following data is supplied by Colorado Weekly Homebuyers List Inc., 303-744-2020. The names and addresses of real estate buyers are available on ...
Walmart Prime Day Deals: The Best Smartwatch Sales  ForbesFrom Apple Watch to Garmin, the best smartwatch deals at Walmart during Prime Day.
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 ...
Jeep Compass sales executives dance to deliver SUV - Video  RushLaneBollywood actor Taapsee Pannu purchased a brand new Jeep Compass. To impress her, Jeep India sales executives perormed a dance on video.
Museveni wants cows issued with birth certificates to improve sales  The StandardMuseveni gave the order saying it was a marketing strategy that will improve the sale of livestock. Museveni says the move will enable his country to penetrate ...
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 ...
Range Announces Asset Sales That Will Total $634 Million  Yahoo FinanceFORT WORTH, Texas, July 19, 2019 -- RANGE RESOURCES CORPORATION (NYSE: RRC) today announced that it has agreed to sell a 2% proportionately ...
Indians just love to shop on e-commerce sale days, even with lower discounts  Economic TimesSince FDI rules for e-comm were tightened, the average discounts had halved to 5-10% from 10-20% last year.
NYC Apartment Building Sales Plummet With New Rent Law Scaring Off Investors  BloombergThings looked promising for the sellers of a collection of Harlem apartment buildings, listed in April for $260 million. Almost immediately, 150 would-be buyers ...
Commercial Street residents, property owners to vote on higher sales tax  Springfield News-LeaderRegistered voters and property owners within certain boundaries on Commercial Street will be voting next month on whether to approve a higher sales tax.
Volvo hits record sales, but trade war dents profits  The Local SwedenVolvo Cars, the Swedish luxury brand owned by China's Geely, defied a slowing global auto market to set a record for sales in the first half of the year, although ...
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 ...
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 ...
European sales fall 8% in June on fewer working days  Automotive News EuropeEuropean new-car sales fell 8 percent in June, with big declines for Nissan, Volvo and Fiat Chrysler.
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, ...
Prime Day becomes a battleground for critics but Amazon scores big sales regardless  Arizona Daily SunSEATTLE — It was the biggest Prime Day ever – because it always is, and this time it went on for two days. It was also the noisiest, as Amazon's critics and ...
Johnson & Johnson Bumps Up Sales Target  The Wall Street JournalJohnson & Johnson JNJ -1.33% raised its forecast of 2019 sales as it reported quarterly results, but costly product litigation continues to weigh on the ...
The 29 Nordstrom Sale Finds Readers Are Obsessed With  Refinery29July is a scuba dive into the deep sea of sales. Post Prime Day, our shopping tanks are running on empty and we're ready to come up for air — but, just as we ...
Coopers MD sees beer market boost from Carlton sale  The Australian Financial ReviewIndependent brewer Coopers managing director Tim Cooper has welcomed the sale of Carlton and United Breweries to Asahi.
Restaurant Donates Sales From Day Of Trump's Rally To Immigration Group  HuffPostA Greenville, North Carolina, restaurant has pledged to donate thousands of dollars it made on Wednesday, the day President Donald Trump held a rally nearby ...
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 ...
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.
Tata car sales break up June 2019 - Tiago, Nexon on top, Harrier 4th  RushLaneTata's star performers - Tiago, Nexon and Harrier have registered decline in sales for June 2019. Company sales are down by 27%.

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

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

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective... Read More

Money Does Talk!

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

Lance Has What It Takes

Lance has what it takes and then some.Did you know... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

What Should I Charge?

People ask me, "What should I charge?"I say, "Ask your... Read More

How to Generate Leads on the Internet

In the last decade, the Internet has become a major... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

Dont Call Me

The March, 2004, issue of Psychology Today reports on an... Read More

The Power of Thank-You

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

Complacency and Fear are Sales Busters

Prospecting is the engine that propels anyone in sales. Without... Read More

Whats Your Clients Style?

When it comes to effective selling, one simple fact never... Read More

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

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

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent... Read More

Five Deadly Sales Letter Mistakes

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

Selling To Your Difficult Person

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

Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

What Are Car Boot Sales?

If you live in England then you will already be... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

Miracles are Your Responsibility!

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

Book Yourself Solid

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

Selling Against Goliath

Selling Against Goliath?How to Take on the Big Guys and... Read More