8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail. And make it achieve more sales.

1. Attract & keep the customer's eye

Your customer must be kept glued to your words. They may leave at any point of your copy so keep it attractive and relevant to their needs, right through to their decision to purchase.

Words, pictures and the customer:

Don't go overboard with pictures, its words that sell. You'll need your product photo of course but its the caption or headline that will make the difference. And the headline will be a benefit.

People buy products for what it will do for them, not what it looks like. Quite often, you'll see products like printers with features listed below an image. Here the advertiser has assumed that everyone knows the benefits of their printer and just need to know the specific features.

However a lot of people don't respond to pictures and lists of features, but they may respond to a photo of the product in use. For example you could show a child sat using a computer.

But that's not enough. Add a headline such as...'Now YOUR child can obtain higher grades' and that should get parents interested. You get the idea. The body text would describe how the computer helps children to learn.

Be very wary about using an agency to produce your copy writing. They may not know the principles involved in successful selling. The only way you can be sure is to have control over the production..usually unlikely when dealing with agencies... or produce the content yourself.

2. Content strategies

a) Descriptions: A lot of promtional documents leave the customer to guess at the benefits of the product or service advertised. They just describe it and their company. This is not good. Don't do it this way.

b) Comparisons: Here you could compare your product/service with your competitor's and specify how much better your's is. You could get in trouble if you name the other company and/or can't back up your claims with evidence. Works best by you having a major provable advantage over your competitors..and not naming them.

c) Storyline: A favorite with lots of folk. Tell a story involving the person the customer will relate to in a situation that shows the benefits your product/service gives that person.

Use a 'before using the product' and 'after using the product' strategy. At the end the person will summarise how much better their situation is nw after using your product. And you tell your readers how it will help them as well.

The hard bit is writing a true story. It's less effective than a made up one.

d) The most effective strategy is to use the well-known AIDCA formula..see section 8 further down.

3. Inspiration

My answer is to go for a walk in the countryside. There are two halves to our brains; the left being for logical functions and the right half for creative thinking. Apparently few logical people are able to take advanatage of the creative side at will. You have to relax and trick the brain into releasing your ideas.

Walking and daydreaming are a couple of techniques to employ.

4. Ideas for copy

You need to saturate your brain with all the elements about your product or service. Study what your product is made of, how strong it is and how it is put together. Consider the manufacturing process and the care taken throughout the production.

Write down all these details with the angle of 'how much better than our competitors is our product' and 'in what ways?' Write down your conclusions.

Do the same for your service. Take your service apart and study it as individual steps. Do your customers know about these steps? What benefits do these steps have for your customers? Maybe your competitors don't mention theirs and you could take advantage of this.

Your customer needs to be in the fore-front of your mind. Particularly your main customer group, the ones who share a common need. Don't forget, you'll want to aim separate message if you have more than one target customer group.

5. Producing your copy

Don't overdo it when you first start to put your ideas down on paper. Go over your notes and details about your product or service a few times and have a break from that particular subject for a day or too if necessary. I'm not saying take it to easy but don't try to force yourself, it won't work.

During this initial period you may well be getting flashes of inspiration and ideas ay odd moments. Write them down. I would advise always carrying a notebook or maybe a voice recorder to ensure all your creativity is not lost.

When you have decided to formally put everything down, find yourself a quiet room and ideally use a large A2 pad (which can be found in art stores) to record your information. Remember, you are writing down what it is you want to say to your customers to make them buy.

Write down the most important 'buying factor' on the pad. Then continue to put down all the others related to customer needs and buying factors. Forget any logical order, put them down as they come to you, adding detail as necessary. Keep relaxed and don't censor any ideas you have (unless they are too far removed from your area). You could intoruce others into this exercise and in effect hold a group brainstorming session.

You should end up with several pages of ideas.

6. Compiling messages needed to sell

You will see many ideas that you are familiar with but there may be some that you are not. Do some research on these. Your competitors may not have bothered and there could be some gold here.

Next you need to group together related ideas with colored pens. You'll find some remaining that don't fit in a group, but keep these. They may come to life later.

Now you need to structure your results so that you can develop your 'story' to relay to your customer. Put the group headings around a circle and then like the legs of a spider put the related ideas along them in order of sequence, importance or whatever criteria you have decided.

As you do all this your creative side will flag up more ideas to add to the pool. Now you can get some feedback from colleagues or even customers on what you have produced. This will optimise your results even further.

7. Producing your copy framework

You have two choice here. Hand your work over to a copywriter or carry on yourself. If you are carrying on yourself you need to decide on the most appropriate approach as defined in section 2 above; descriptions, comparative, situation or benefits.

Your message will be built around the AIDCA structure.

Attention: You must get the readers attention within seconds using your headline.

Interest: Get your prospect interested in your product.

Desire: This is where you detail how their needs can be fulfilled.

Conviction: Provide proof that this is the product that they need.

Action: Here you tell them what they must do to get it.

8. Using the AIDCA formula

Attention seeking headlines: Often the headline is left till last as it is the most difficult part of the message. And you may find it in the main copy itself. Short headlines rarely work. Remember, if you are using a picture its the wqords that will matter. The picture is a supporting element.

'Benefit' type headlines are best (even better if they are tiny storylines) with 'News' type second best. Generally you should include your product and the main benefit. Length is less important. Brochures, mailshots and magazine adverts tend to have longer headlines than straightforward advertisements.

Interest to be aroused: This is where you tell your main story using one of the strategies described earlier; description, comparative, situation or benefits.

Concentrate on how your product or service fulfils primary and secondary needs. Relate how it satisfies the customers buying factors and success factors that you have defined in your marketing assessment.

Desire to be created: You need to be enthusiastic here in describing what the product or service can do for the customer. Convince them that they will really benefit from your product. Expand on the detail. For example if your car is economical to run then write about how much money they will save and then buy a holiday with it.

Conviction needed: Here you need to prove to the reader that your claims about your product are true. Assume that they will disbelieve your cliams. If you have statistics use them. Show graphs. Show testimonials or endorsements from satisfied customers. Don't make them up. How could you prove they were real?

Action: It is imperative that you tell your readers what action you want them to take. And include a benefit along with it. For example; "Send for our full color catalogue. Its FREE, there is no obligation to buy."

There you have it! An 8 part strategy to help compile your advertising message and get you more sales.

(c) Paul Curran, CEO of Cuzcom Internet Publishing Group and webmaster at Wealth-Building-Secrets.com, providing strategies and advice for financial success, sales success, and personal development success.

This article may be reproduced in its entirety provided the resource paragraph above is included and all urls kept active. A courtesy copy of your publication or web page URL would be appreciated. 1537 words

In The News:

9 Smart And Effective Ways To Structure Your Sales Team  ForbesForbes Business Development Council experts share their tried-and-true methods for putting together an effective, successful sales team that will help grow your ...
Trump declares emergency to expedite arms sales to Saudi Arabia and UAE  CNNThe Trump administration has declared an emergency to bypass Congress and expedite billions of dollars in arms sales to various countries -- including Saudi ...
The Best Pre-Memorial Day Sales for Women's Fashion  ForbesIt's time to shop Memorial Day sales from all your favorite websites! We know it's a couple days away, but we rounded up some of our favorite items from all of ...
Mothercare sales plunge as losses widen  BBC NewsSales in the UK arm of baby goods retailer Mothercare plunged almost 9% last year as its losses widened to £87.3m. The firm said its sales had fallen following ...
The best gas grill sales for Memorial Day 2019  CNETMemorial Day is the unofficial start of grilling season. It's also the time when stores trot out some of their best grill deals of the year. Indeed, look no further than ...
UK retail sales stall in April  BBC NewsRetail sales stalled in April, but warmer weather boosted sales of clothing, which offset falls in other areas of spending. The Office for National Statistics said ...
HUDCO Standalone March 2019 Net Sales at Rs 1,474.75 crore, up 26.08% Y-o-Y  Moneycontrol.comNet Sales at Rs 1,474.75 crore in March 2019 up 26.08% from Rs. 1,169.66 crore in March 2018. Quarterly Net Profit at Rs. 236.37 crore in March 2019 up ...
DLF targets 10% rise in sales bookings at Rs 2,700 cr in FY'20  Moneycontrol.comRealty major DLF is targeting a 10 percent increase in sales bookings for the current financial year at around Rs 2,700 crore, on hopes of increase in housing ...
Best 4K TV sales to shop on Memorial Day weekend: LG, Samsung and more  MashableWho needs the beach when you can binge-watch your favorite shows and movies all weekend long.
Memorial Day deal at Walmart: get the Apple iPad on sale for $249  TechRadarWalmart's Memorial Day sale includes savings on the latest model Apple iPad.
Memorial Day Sales 2019: Best Deals on Furniture, Clothes & More  ThrillistYou aren't misremembering those Tim & Eric-esque local mattress commercials with a mustached man shouting about Memorial Day fire sales. Those are a very ...
Amazon's Memorial Day Weekend Sale Includes Some Great Deals — If You Can Find Them  Refinery29The Memorial Day Weekend sales keep coming — and Amazon's three ring circus deals (Apple watches! Makeup brushes! Camping hammocks!) are random ...
Softer auto sales means Memorial Day weekend comes with deals for car shoppers  CNBCWhile the holiday generally marks a big sales push, this year it comes as cars are sitting on dealer lots longer before getting sold.
U.S. New-Home Sales Fell in April  The Wall Street JournalWASHINGTON—New-home sales in the U.S. declined in April, posting the largest monthly drop since the end of last year, but there are signs the market for new ...
India relaxes procedure to speed up arms sales to friendly foreign nations  Times of IndiaIndia News: India has finalised a new system to speed up sale of military equipment to friendly countries like Bangladesh, Vietnam, Sri Lanka, Afghanistan, ...
Zappos' Memorial Day sale has up to 40% off brands like Nike and Adidas — here are some standout deals  Business InsiderIf you find yourself lacking in the summer shoe department, Zappos is one of the best places to shop this Memorial Day weekend.
Visualization: 2012–2019 US Electric Car Sales (This Is A Must See)  CleanTechnicaMay 24th, 2019 by Zachary Shahan. I don't have a ton to write about this, but the visualization below is a must see. Mase Goslin had some free time on his hands ...
Watch This Amazing U.S. Electric Car Sales Moving Bar Chart  InsideEVsThis amazing moving bar chart shows U.S. electric car sales in the most visually stunning of ways. It's really a sight to behold, so watch it here.
I-Sales Supply and Demand Dynamics, 2Q19  Commercial ObserverAs students of the investment sales market in New York City, we are constantly tracking supply and demand metrics to try to gain a better understanding of where ...
Lowe's Is Having A Massive Memorial Day Sale  KGUNIf you love gardening , flowers or just working outside, Memorial Day weekend is the perfect time to get started. Not just because the weather is (hopefully) ...
Stockbrokers Face New Rules on Disclosing Conflicts of Interest  The Wall Street JournalWASHINGTON—Stockbrokers will soon have to disclose more about conflicts of interest that can bias investment advice under a government plan favored by ...
The best Memorial Day sales 2019: a guide to the best deals so far  TechRadarMemorial Day weekend has officially begun! That means not only a long holiday break filled with outdoor activities but also fantastic deals from your favorite ...
Housing Market Health? Look At These Five Indicators, Not Existing Home Sales  ForbesThe proper measures show good housing market health.
That's just Huawei it goes, shrugs founder as analysts forecast sales slump for embattled biz  The RegisterAnalysts are predicting a big slump in sales for Huawei thanks to the US Department of Commerce and the ongoing trade wars. But the majority of analysts are ...
Connecticut sales taxes bounce back near close of fiscal year  Danbury News TimesIn April for the first time since the holiday shopping season, Connecticut registered an increase in sales tax collections. All with a potential 12-month gain still ...
Super League chief ‘not losing sleep’ over Anfield Magic Weekend sales  The GuardianThe annual extravaganza switches from Newcastle to Liverpool amid concerns over ticket sales but Super League's CEO insists enthusiasm is buoyant.
The best Memorial Day sales of 2019  CNETGreat discounts on laptops, game consoles, home-security systems and more. Plus new additions from ThinkGeek and SimpliSafe.
2013–2019: Tesla Sales Jump From ~20000 Per Year To ~20000–30000 Per Month ... But Tesla Stock (TSLA) Barely Up  CleanTechnicaMay 23rd, 2019 by Zachary Shahan. I think anyone who has ever played the stock market has considered it irrational, at least some of the time. When a stock ...
Tesla Dominates Sales Charts In California: Model 3 Is #3 Overall  InsideEVsGeneral car sales in California continue to decrease (by 5.3% year-over-year in Q1 2019), but the electrification moves forward. Tesla dominates plug-in sales.
Facebook reportedly considered backing out of political ad sales, but Zuckerberg vetoed it  CNBCTop Facebook officials considered putting an end to political advertising on the platform once they learned Russian actors used the site to try to influence the ...
125cc Scooters’ Monthly Sales Cross 1 Lakh Mark For The First Time  GaadiWaadi.comWith the popularity of 125 cc scooters increasing in rapid pace, their monthly sales figures are consistently growing as well.
The tragedy of tiger abuse and sales  The Washington PostRegardless of the agony it caused my heart, bravissimo and thanks for throwing light on the hellhole that is Laos when it comes to wildlife [“Tracking the tiger ...
Purdue infiltrated WHO, manipulated opioid policies to boost sales, report finds  Ars TechnicaCongressional report alleges Purdue corrupted WHO to boost international sales.
Sony takes Nikon's #2 spot in interchangeable lens camera sales  Digital Camera WorldThe rise and rise of Sony continues as it surpasses a major rival in ILC sales.
7 Big-Time Memorial Day Sales in Dallas  D MagazineFrom Cabana/Canary on West Lovers to Neighborhood Goods in Legacy West, you can save all over town.
With bake sales and rosé sales, city's hospitality industry is supporting reproductive rights  The Boston GlobeWhen Alabama passed a near-total abortion ban on May 15, wine bar owner Lauren Friel responded: Her Somerville spot, Rebel Rebel, would donate 100 ...
The Best Memorial Day 2019 Sales and Deals  IGNBy Eric Song and IGN Staff Welcome to IGN's Daily Deals, your source for the best deals on the stuff you actually want to buy. If you buy something through this ...
Memorial Day 2019 PC Sales: Razer, MSI, ASUS, Dell, Apple Watch and More  IGNThe long weekend is loaded with great chances to save on new gaming PC. Don't you think you deserve a little something nice?
Amazon Japan halts direct sales of Huawei devices  Nikkei Asian ReviewTOKYO -- Amazon Japan has stopped selling Huawei Technologies products through its online store, becoming the latest company to recoil from the Chines.
Apple Watch sale: Walmart has the Apple Watch 3 back down to $199  TechRadarMemorial Day sales are officially here, and Walmart has discounted a variety of best-selling tech items. A standout deal from the sale event is the Apple Watch 3 ...
OnePlus 7 Pro raked-in sales worth 1 billion yuan (∼$144 million) within 60 seconds in China  gizmochinaAfter creating a sales record in India, the OnePlus 7 Pro garnered sales worth 1 billion yuan (∼$144 million) within 60 seconds in China. According to China's ...
These are the best appliance deals you can get this Memorial Day  USA TODAYThis holiday is the best time to get a new fridge, dishwasher, or other large appliance.
Zappos Memorial Day Sale 2019  New York MagazineFor Memorial Day, shoes, clothing, and more for women, men, and kids are up to 57 percent off at Zappos. Including brands like Nike, Adidas, Eileen Fischer, ...
World's oldest record store bans Morrissey sales over far-right support  The Guardian'I only wished I'd done it sooner' says owner of Spillers in Cardiff after singer's endorsement of For Britain party.
Honda Xblade Sales Dropped By 83% In April 2019 In India  GaadiWaadi.comHonda Xblade registered a massive sales drop of 83 per cent last month as the company sold just 1912 units compared to 11527 units in the same month last ...
U.S. arms sales to Saudis, UAE, Jordan needed to deter Iran: Pompeo  ReutersWASHINGTON (Reuters) - Secretary of State Mike Pompeo said on Friday the Trump administration had decided to proceed with arms sales to Saudi Arabia, the ...
People.ai, the predictive sales startup, raises $60M at around $500M valuation  TechCrunchThe best salespeople like to pride themselves on having both a sixth sense when it comes to closing a deal, and a healthy amount of persuasive magic to get a ...
Deported sales engineer wins work permit case against Sweden's Migration Agency  The Local SwedenIranian sales engineer Ali Omumi, who was forced to leave Sweden over a former employer's error and then blocked from returning, has won his appeal in court.
Lowe's and Home Depot Have Excellent Memorial Day Sales This Weekend. Here Are the Best Deals  MONEYMemorial Day sales are in full effect at two stores that will help you tackle weekend projects this summer: Home Depot and Lowe's. If you're in the market for a ...
Weibo's Q1 Was All Right, but Ad Sales Are Slowing Down in Q2  Yahoo FinanceThe so-called Twitter of China posted solid first-quarter results, but management expects slower sales growth in the next quarter.
Foot Locker plunges most since 2017 as sales miss estimates  BNNBloomberg.caFoot Locker Inc. (FL.N) fell the most in nearly two years after it reported first-quarter sales and profit that missed analysts' estimates. The athletic-shoe retailer's ...
3 factors are driving the plant-based 'meat' revolution as analysts predict companies like Beyond Meat and Impossible Foods could explode into a $140 billion industry  Business InsiderPlant-based "meat" sales are set to explode, with Barclays estimating that the market for alternative meat could reach $140 billion by 2029.
New Brunswickers are avoiding buying pot with credit cards, sales figures show  Global NewsNew Brunswickers are less than half as likely to use credit cards to buy cannabis compared to alcohol. Why? Uneasiness about the U.S. border, one expert says.
While U.S. Wine Sales Are Expected To Decline, One Brand Is Defying The Trend  ForbesWhile much of the U.S. wine industry contends with lagging growth and competition from beer, spirits, and cannabis, one wine brand, Josh Cellars, continues to ...
Existing Home Sales Appear to Be Muted More by Price Than Supply  BloombergThe disappointing existing home sales release this morning may be due more to near-record high home prices than lack of supply.
Air Conditioners On Sale At Walmart For Memorial Day Weekend  HuffPostWe even spotted an AC support arm on sale for only $18.
Bajaj Dominar sales get a boost post launch of 2019 edition  RushLaneThanks to the launch of 2019 Edition, Bajaj Dominar sales are growing once again. Compared to sales of Mar 2019, sales grew 4 times in Apr 2019.
South Florida’s 30 bestselling cars: Camry and Civic dominate but sales slip | PHOTOS  Sun SentinelSouth Florida consumers turned away from longtime favorite sedans Toyota Camry and Honda Civic and bought more crossovers and SUVs, according to sales ...
'Bohemian Rhapsody''s Huge Impact on Queen Music Sales Revealed  Ultimate Classic RockThe blockbuster biopic Bohemian Rhapsody continues to fuel Queen's modern-day renaissance. In addition to earning more than $900 million at the global box ...
U.S. Existing-Home Sales Post Fifth Decline in Six Months  BloombergSales of previously owned U.S. homes unexpectedly cooled in April, the fifth drop in six months, signaling a rocky start for the housing market this quarter amid a ...
This is the 40th Anniversary of Utah’s largest used car sales event!  KSTU FOX 13 Salt Lake City2019 is the 40th Anniversary of the Larry H. Miller 1000 Used Car Sales Event, the largest used car sales event in Utah! It's going on now through Memorial Day ...
Best Memorial Day Appliance Sales  ConsumerReports.orgConsumer Reports scoured ads from Best Buy, Home Depot, Lowe's, and more for the best Memorial Day appliance sales on kitchen, laundry, and cleaning ...
Water-Efficient Sales Tax Holiday: What You Can Buy  Spectrum NewsThis Memorial Day weekend is also a sales-tax holiday for water-efficient and water-conserving products.
All Of The Best Memorial Day Sales To Know About This Week  HuffPostMemorial Day sales on clothes, shoes, beauty, mattresses, appliances and more.
Debate heats up between County Executive and County Board over sales tax proposal  WBAYThe Outagamie County Board is demanding County Executive, Tom Nelson, pull a radio ad expressing his displeasure with a sales tax proposal.
The Best Buy Memorial Day Sale, Philips Hue lights from $13, and official Apple cases are in today’s top deals  9to5MacMemorial Day weekend has delivered a full slate of deals on Apple products, HomeKit lighting, and much more. Today's special edition of 9to5Toys Lunch Break ...
Exclusive: Facebook will not allow marijuana sales on its platform  MarketWatchAfter months of internal deliberations, discussions with experts and cannabis advocacy groups, among others, Facebook Inc. has decided to continue to block...
Splunk Tops Revenue Estimates, Raises Sales Guidance  TheStreet.comSplunk Inc. (SPLK - Get Report) reported better-than-expected revenue for the fiscal first quarter and raised its full-year revenue guidance after the bell Thursday,.
Property sales freefall blows $5.2 billion hole in Victoria's budget  Sydney Morning HeraldA $5.2 billion hole blasted in the state budget by the real estate downturn has forced the Andrews Labor government to launch a tax raid on property owners, ...
Jukin Media Names AOL And PopSugar Vet Liz Ryan Head Of Sales  TubefilterJukin Media, the user-generated video giant whose owned and operated brands like People Are Awesome, FailArmy, and The Pet Collective reach 180 million ...
Amazon shareholders reject banning sale of facial recognition software to law enforcement  USA TODAYAmazon shareholders rejected two proposals to limit sales of its facial recognition technology "Rekognition" to governments and law enforcement.
Purdue Pharma accused of 'corrupting' WHO to boost global opioid sales  The Guardian'Unscrupulous' drug manufacturer replicated false marketing claims to change WHO guidelines, report by members of Congress alleges.
Lakewood police investigating new car sales scam  FOX 31 DenverLAKEWOOD, Colo. -- The Lakewood Police Department is searching for a man selling cars with fake titles. FOX31 received a complaint from a grandmother who ...
25 Killer Buys From the Best Memorial Day Menswear Sales  GQShopping's supposed to be relaxing, right? “Retail therapy,” they call it. So then how come on the precipice of one of the biggest sale weekends of the ...
M&S sales and profits fall amid shake-up  BBC NewsThe retailer says it is making "good progress" as it pursues a programme of store closures.
Tesla Insider Stock Sales Are on Pace to Eclipse a 2013 Peak  BloombergTesla Inc. senior managers and directors -- excluding Chief Executive Officer Elon Musk -- are on pace to collect the most money from selling the automaker's ...
Memorial Day Sales 2019: Best Gaming Deals For Switch, PS4, Xbox One, And PC  GameSpotMemorial Day is almost here, and retailers are offering some great deals on games, consoles, accessories, PC hardware, and more to honor the holiday.
Our online sales are going strong: Aditya Birla Fashion MD Dikshit  LivemintNEW DELHI: Fashion and lifestyle retailer Aditya Birla Fashion and Retail Ltd on Wednesday reported 9.15% growth in revenue and 79% jump in quarterly net ...
Burger King’s St. Louis sales surged, thanks to Impossible Whopper  Restaurant Business OnlineThe chain's sales rose 28% in the market in April, according to Technomic data, explaining the quick decision to expand the test, says.
New-Home Sales Are Recovering From Their 2018 Slump  Barron'sHousing was a major drag on the U.S. economy in 2018. From 2012 to 2017, residential construction contributed about 0.24 percentage point to the annual ...
Lawmakers leave $500 million on the table by not enforcing internet sales tax  WCTVBy: Capitol News *Service* May 24, 2019. TALLAHASSEE, Fla. (CNS) – In the 2019 session, the governor and Florida lawmakers passed on a chance to collect ...
The Best Memorial Day Home Decor Sales To Shop Right Now  ForbesMemorial Day (May 27) is just around the corner, and with it come home decor sales you don't want to miss. Shopping for your home is expensive, making it all ...
Is Legal Marijuana Hurting Beer Sales Or Helping Them?  ForbesThe latest data shows that marijuana and beer are either enemies or perfect compliments to one another.
Memorial Day TV sale at Walmart: deals on Samsung, LG, and Vizio 4K TVs  TechRadarWalmart's Memorial Day 4K TV sale includes deals on top brand TVs such as Samsung, LG, and Vizio.
Target grabs share as Q1 sales spike 5%  Retail DiveTarget reported first-quarter sales increased 5.1% year over year to $17.4 billion as comparable sales grew 4.8%, according to a Wednesday press release.
Wayfair Memorial Day Sale: Best furniture sales to shop now  CurbedDates, deals, and tips on how to score up to 80 percent off furniture and decor during Wayfair's annual Memorial Day sale.
Radeon, Ntorq Help TVS To Post Good Sales Growth In April 2019  GaadiWaadi.comTVS Radeon and Ntorq have helped the brand significantly to register 2.8 per cent sales growth in April 2019.
Couple win race discrimination case against car sales firm  ITV NewsA couple who claimed they were racially harassed while buying a car at John Mulholland Motors have been awarded compensation. Kin Hung Wong, who is of ...
Lenovo Surges on Healthy PC Sales  Thurrott.comThe world's number one maker of PCs continues to buck market trends: Lenovo just tripled its profits thanks to PC sales. Lenovo's solid financial performance is ...
Bob Hawke dead at 89: Blanche d’Alpuget speaks to Leigh Sales  NEWS.com.auBlanche d'Alpuget has revealed the final tragedy of her husband Bob Hawke's life, telling Leigh Sales the former prime minister didn't get to vote in last week's ...
Royal Enfield Classic 350 Sales Decrease By 32% In April 2019  GaadiWaadi.comThe sales decline of Classic 350 in recent months has heavily impacted the overall volume of Royal Enfield.
U.S. home sales, manufacturing stumble; job market resilient  ReutersSales of new U.S. single-family homes fell from near an 11-1/2-year high in April as prices rebounded and manufacturing activity slowed to its lowest level in ...
AT&T defends location data sales in newly public letter  The VergeAT&T defended the sale of user location data in a letter made public today, saying that the practice was technically legal because it did not involve the type of ...
The “absolute majority” of Metro: Exodus sales were made on consoles, but THQ Nordic won’t comment on EGS sales  VG247Metro: Exodus has done well for publisher THQ Nordic, the parent company of Deep Silver.
There's a New Leader in Brazil Equity Sales  Institutional InvestorIt seems obvious: If you want to succeed in equity sales, pick up the phone. But according to the leaders of the 2019 All-Brazil Sales Team, this requirement ...
RECRUITING: Commercial Sales Executive - News  Wycombe Wanderers FCWycombe Wanderers Football Club are seeking a Commercial Sales Executive to join the team.
More Bay Area homes for sale, but still out of reach for most  The Mercury NewsGood news for Bay Area home buyers — houses are staying on the market longer, and more houses have 'for sale' signs hanging on their front lawn. Bad news ...
Raw ivory sales: Zimbabwe, Botswana and Namibia call for end to ban  The GuardianSouthern African countries to appeal to watchdog for permission to sell stockpiled ivory worth more than £230m.
Huawei, Honor sales set for a massive impact in India, courtesy US ban  ETTelecom.comHuawei's India smartphone business is set for a massive impact as Alphabet Inc's Google decides to suspend business with the world's second-larges..
Lenovo Memorial Day sale drops price of ThinkPad X1 Carbon Laptops by almost 50%  Digital TrendsThe ThinkPad is an icon in the laptop world and the X1 Carbon has been a favorite of ours for years. If you're looking to score one for less than a grand, Lenovo ...

Building Relationships

A conversation: The Salesperson: "I don't cold call-I want to... Read More

Long Sales Letters vs. Short Sales Letters

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

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

Connecting with Customers

I just got off the phone with a friend of... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... 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

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play... 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

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

101 Ways to Improve Your Direct Mail Response

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

An Introductino to Insurance Lead Generation

It is vital that insurance salespeople have a steady stream... Read More

Ask for the Business

Many times in the process of making a sales presentation... Read More