Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada yada". Well, here's an exercise to get your sales brains moving.

There are major differences between how you sell in a Regular Sales Call versus at a Trade Show. In other words, just because you can sell well, doesn't mean you can sell well in the trade show environment.

I've identified five major areas which cause concern for professional sales staff who have booth duty. This has nothing to do with the ability of the sales person, only that they often have to do a 180 to accommodate their concerns.

Above all this - note that many trade shows are not hard sell arenas but are marketing venues. If you make a sale, it's probably because of hard work before the show. The purpose of a show is to advance the sales process, so plan where the show fits into your sales cycle, and pass these tips along to your sales staff.

Face-to-Face Time

Regular Sales Call -
You set the schedule. You and the prospect determine the time necessary for you to explain and/or sell. It may be 30 minutes, an hour, a half-day or more, but you have control of the presentation.

Trade Show -
Unless you've made appointments prior to the show, or the prospect puts you on its short list of exhibits to visit, you're lucky to get three minutes on the show floor. Why? Time is short, and you're either an unknown or well-known.

Location

Regular Sales Call -
You may be lucky and have the prospect in your office or factory. Or, you're on his turf. Or in a favorite restaurant. In any case, it's a familiar surrounding and you feel comfortable.

Trade Show -
Now you're on neutral turf. You have your company's image around you - name badges, signs, brochures, handouts, give-aways, etc. Should be good news - you're in control. Until the visitor leaves your booth and walks over to your competitor. (Remember, that's the essence of a trade show - competitors coming together to build an industry.)

Who Initiates Contact?

Regular Sales Call -
Generally, you make the first contact, so you know the prospect's major details - name, address, how you can solve his problem, time frame for the sale - maybe you've even toted up your commission. And if the prospects calls you first? Great, the sales cycle is moved along even faster.

Trade Show -
Oops, here comes a stranger. With a name you don't know, a company you've probably never heard of - or if you have, probably not that department. Now your people skills come into play. It's faster and more professional than a cocktail party, more demanding than an interview and more tiring because you repeat it all day.

Prospect Information

Regular Sales Call -
In today's fast changing sales environment, you have good intelligence about your prospect. You can use the buzzwords - enterprise, cybercorp, partnering - and you can probably adapt your sales competencies to the prospect's requirements.

Trade Show -
Remember, unless you've set up appointments with prospects or clients, you've probably got a stranger standing in front of you. Now, not only your sales competencies come into play but your knowledge and understanding of your industry and marketplace are challenged.

Time and Money

Regular Sales Call -
The internet has allowed companies to reduce drastically the initial intelligence gathering costs and time frame. Make sales proactive, not reactive. It still costs money. It still takes time. And it's still face-to-face.

Trade Show -
The key is follow-up. You can't swipe a card, shake a hand and wait for the prospect to call. People attend shows because they're in the same industry as you, and stopped at your exhibit because they're interested in your product. Trade shows advance the sales cycle. This is a great opportunity - don't blow it!

When you understand that you make a 180 from your regular job and comfort zone. then you will be more effective at trade shows.

Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc,, now celebrating its 10th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows.

Julia is an expert in the psychology of the trade show environment, and uses this expertise in sales training and management seminars.

In The News:

Brooklyn Behind Primark Success As Expansion Drives Increase In Sales  ForbesPrimark's new store in Brooklyn is proving a hit with New York city shoppers after opening its ninth US store in July last year.
Doom and gloom: Department stores' disappointing holiday sales results spell trouble for 2019  CNBCMacy's, J.C. Penney, Nordstrom and Kohl's each have given Wall Street a glimpse at how they performed this holiday season. And it doesn't look good.
Signet Jewelers shares tank on weak holiday sales, retailer warns of more store closures  CNBCSignet Jewelers shares tanked more than 21 percent Thursday morning after the diamond retailer slashed its profit outlook and said holiday sales came up short ...
Electronic Arts downgraded amid slowing FIFA sales, unproven game slate  CNBCElectronics Arts has "a lot to prove" between slowing sales of the latest iteration of best-selling soccer franchise FIFA and a host of mixed-reviewed games like ...
Primark sales defy UK high street gloom  The GuardianPrimark said it gained market share, increased sales and cut down on discounting over Christmas by focusing on the high street and continuing to keep away ...
Cassette Sales Grew 23% in 2018  PitchforkCassette tape sales continue to rise in the United States, as Billboard reports. According to Nielsen Music, cassette album sales are up 23%, with 219,000 tapes ...
SC’s easing of norms for dance bars could boost alcohol sales  LivemintAlcohol sales across categories took a toll after the SC ban on liquor sales near highways during 2017.
Last Amazon And Flipkart Sales Before New E-commerce Guidelines Kick in: Everything to Know  News18The era of attractive discounts on shopping websites may be coming to an end, as the new guidelines want to level the playing field for offline sellers as well.
Winona-based Fastenal's focus on placing sales sites in factories translates to earnings growth  Star TribuneA strong manufacturing economy and growth from Fastenal's strategic initiatives to increase industrial vending and on-location sales gave the Winona company ...
Will Delivery Sales Constitute A New Source Of Revenue For McDonald's By 2021?  ForbesMcDonald's (NYSE:MCD) reported a strong quarter Q3 beating consensus expectations, with revenues at $5.37 billion and earnings at $2.10 per share. Global ...
Tesla Model 3 is affecting Prius sales, admits Toyota – though still not convinced on EVs  ElectrekTesla's Model 3 is stealing away sales from a surprising range of vehicles and Toyota is admitting to seeing an impact on Prius sales. As a premium car, you ...
Cyient Consolidated December 2018 Net Sales at Rs 1,187.70 crore, Up 20.79% Y-o-Y.  Moneycontrol.comReported Consolidated quarterly numbers for Cyient are: Net Sales at Rs 1,187.70 crore in December 2018 Up 20.79% from Rs. 983.30 crore in December ...
Apple is reportedly planning to cut back on hiring as iPhone sales weaken  CNBCSources told Bloomberg that CEO Tim Cook told employees about the slowdown a day after he sent a letter to investors warning of lackluster sales, particularly ...
Top Sales Jobs Available in Ireland Right Now  Independent.ieAre you on the hunt for a new role in sales? Whether you're starting from scratch or ready to take your career to the next level there are plenty of available roles ...
Best Sales for MLK Day Weekend 2019  U.S News & World Report MoneyThese stores, including Banana Republic and Walmart, offer markdowns on clothing, home goods and more during Martin Luther King Jr. weekend.
Exclusive: India's e-commerce curbs could hit online sales by $46...  Reuters IndiaIndia's new foreign investment restrictions for its e-commerce sector, which includes giants such as Amazon.com Inc and Walmart-owned Flipkart, could reduce ...
Apple Suppliers Cutting Sales Forecasts Amid 'Extraordinary' Decline in Chinese Demand  Mac RumorsMajor Apple suppliers in Asia have been cutting their 2019 sales forecasts and some have cited an "extraordinary" drop in Chinese demand,...
Apple contagion: iPhone sales dip casts shadow over chip manufacturer TSMC’s Q4 forecasts  The Financial ExpressThe slump in iPhone sales has taken a toll on the chip manufacturer TSMC, which has now cut its Q4 revenue projections.
Nissan LEAF Sales Grew 95% In 2018  Seeking AlphaNissan is launching a 226-mile range version of the LEAF electric car. It becomes available in dealerships the first half of 2019. In 2018, Nissan grew LEAF uni.
U.S. Home Sales Plunged, Price Growth at 6-Year Low, Redfin Says  BloombergHome sales in the U.S. slumped in December, while prices inched up slightly, marking the smallest annual increase since the end of the last housing crash in ...
Shareholders demand Amazon end facial recognition sales to government  CNETAmazon's shareholders are asking the company to stop selling Rekognition to government agencies. Ben Fox Rubin/CNET. Concerns about Amazon's facial ...
Taiwan Semiconductor Sales Forecast Hammers Chipmakers as Apple Warning Ripples  TheStreet.comTaiwan Semiconductor the world's biggest contract chipmaker and a lead supplier for Apple iPhones, posted tepid fourth quarter earnings Thursday but ...
Tim Cook on iPhone Sales: We Need to Talk About Facebook  GizmodoJust in case you weren't already aware of this, Apple is super duper serious about privacy. In a new Time opinion piece, Tim Cook reiterated the company's old ...
LeBron James, Kawhi Leonard dominate NBA jersey sales in Canada  Sportsnet.caLeBron James and Kawhi Leonard dominate their opponents on the court as well as NBA jersey sales in the Canadian market.
Numbers released for Ohio’s first day of medical marijuana sales  WJW FOX 8 News ClevelandCOLUMBUS, Ohio-- The Ohio Medical Marijuana Control Program released the numbers from the state's first day of sales. The four dispensaries opened their ...
UncommonGoods Protects Fish, Ends Tank Sales | PETA  PETAUncommonGoods ends fish tank sales to protect fish from cruelty. The company already had a policy against selling leather, fur, feathers, and pearls.
Maker of bomb-defusing kids' game apologizes, halts sales after complaints  CBC NewsThe company behind Cut The Wire, a bomb-defusing game for children, has offered an apology following complaints from parents that it's inappropriate and ...
Heres how to buy pot when recreational sales start Sunday in Fall River  Fall River Herald NewsFALL RIVER — Want to buy some pot? Right here in Fall River?There is an app for that.Northeast Alternatives announced it will open Sunday at noon to begin ...
Chicago-area growth in million-dollar home sales slowed in 2018, according to data from Re/Max Premier Properties  Crain's Chicago BusinessSales of Chicago-area homes at $1 million and up grew far more moderately last year than in the boom year that preceded it, according to a new report.
Nordstrom shares tumble on disappointing holiday sales  CNBCNordstrom shares tumbled more than 7 percent Wednesday after the retailer said sales at its full-price stores were "below expectations" this holiday season and ...
Colts expect improved season ticket sales in 2019  Indianapolis StarAfter three consecutive years of declining season ticket sales, the Colts have already benefited from renewed interest after a 10-6 season.
Trusts banned from using land sales to meet 'control totals'  Health Service JournalNHS trusts will no longer be able to meet their financial targets through land sales, after regulators scrapped a controversial accounting measure which has had ...
U.S. Cassette Album Sales Grew 23% in 2018, Aided by Britney Spears, 'Guardians,' Twenty One Pilots & More  BillboardCassette tape album sales in the U.S. grew by 23 percent in 2018 thanks to such acts as Britney Spears, Twenty One Pilots and Guns N' Roses, along with ...
IBM earnings: Emerging tech expected to account for half of sales as revenue declines  MarketWatchInternational Business Machines Corp. is looking at a second straight quarter of revenue declines but hopes to turn the corner to have half of its revenue derived ...
David Jones reveals soft Christmas sales lift  The Sydney Morning HeraldDepartment store giant David Jones is the latest retailer to confess to a weak Christmas amid gathering evidence that penny-pinching consumers shopped early ...
Details: 3 upcoming dairy clearance sales in Fermoy Mart  AgrilandA total of three clearance sales will take place over two days in Fermoy Mart. In total, 209 heifers and cows will be sold.
Gymboree bankrupt, closing 800 stores: When do going-out-of-business sales start?  AL.comChildren's clothing retailer Gymboree Group Inc. has filed for Chapter 11 bankruptcy and will close 800 Gymboree and Crazy 8 stores. San Francisco-based ...
Like, subscribe and comment: Sage takes a breath as cloud sales bounce  The RegisterShape-shifting accounting software biz Sage issued a trading update this morning and the good news - for investors at least - is that it didn't contain any nasty ...
Brookfield sales software firm raising investor funding  BizTimes.com (Milwaukee)Brookfield-based sales analysis and forecasting software firm basic-code LLC recently raised about $250000 from investors, according to a new SEC filing.
John Lewis & Partners reveals 'record breaking' sales on these decluttering essentials  GoodHousekeeping.comJohn Lewis & Partners has revealed that it is seeing record sales on decluttering must-haves, and is attributing the uplift to the growing popularity of Marie ...
Cannabis deliveries OK'd into Calif. communities that ban sales  KSBY San Luis Obispo NewsLOS ANGELES (AP) – California endorsed a rule Wednesday that will allow home marijuana deliveries statewide, even into communities that have banned ...
Palantir Posted Nearly $1 Billion in 2018 Sales, Executive Says  BloombergPalantir Technologies Inc., the data analytics startup co-founded by Peter Thiel, generated almost $1 billion in revenue last year, an executive said in a French ...
Hearing officer won’t let Wilson end challenge; Sales-Griffin may be off ballot  Chicago Sun-TimesA hearing officer wouldn't let Willie Wilson drop his challenge and recommended kicking entrepreneur Neal Sales-Griffin off the Feb. 26 ballot.
Napa is suddenly abuzz with winery and vineyard sales  San Francisco ChronicleAfter a relatively quiet period in Napa Valley mergers and acquisitions, we are suddenly seeing a flurry of activity. The big headline: Ed and Deb Fitts have sold ...
NI dealer wins 'Tractor Sales Performance Award', but which one?  AgrilandThe announcements were made at a recent Dealer Council meeting, which was held at the Claas tractor factory in Le Mans, France. Dealers also visited the ...
Woolworths grows food sales while clothes suffer  Business DaySales growth figures were put in a slightly unflattering light because the comparative period included Christmas Eve.
Discounts drive December car sales, companies see better days ahead  Economic TimesAccording to data released by industry body SIAM, passenger vehicle sales last month dropped by 0.43% to 2,38692 units as against 2,39723 units sold in the ...
India's soymeal sales to Iran surge to offset rupees-for-oil imbalance  Economic TimesIndia's soymeal sales to Iran are set to spike as the oil producer uses the rupees it receives for its crude exports to cover its animal feed demand amid U.S. ...
Mayoral candidate Kirkpatrick wants to specifically earmark some sales tax money for residential streets  Lincoln Journal StarMayoral candidate Jeff Kirkpatrick has several suggestions he believes will improve the proposed quarter-cent sales tax package.
After a Strong 2018 for Retail Sales, Caution Flags Pop Up  Wall Street JournalU.S. retail sales went gangbusters at the end of 2018, but that momentum could be hard to maintain as consumers deal with higher interest rates and ...
M&M's Maker Mars Gives Rare Peek Into Its $70 Billion Future  BloombergQuintMars Inc., the closely held company best known for treats like M&M's and Snickers bars, looks to double the size of the business over the next 10 years as it ...
Revealed: the three sales Lazio must make before signing Chelsea defender  Calciomercato.com english newsLazio have been in constant communication with Chelsea over the signature of Italian right-back Davide Zappacosta. Since moving to Chelsea from Torino, ...
Volac Ireland appoints new national sales manager  AgrilandVolac Ireland has recently announced that the position of national sales manager will be taken over by Una Hickey.
Asos rival Boohoo draws strong sales from young shoppers  The GuardianThe online fashion group Boohoo has emerged as a Christmas winner after young shoppers made a beeline for its PrettyLittleThing and Nasty Gal websites.
Morgan Stanley's stock tumbles as sales and trading business suffers from volatile markets  MarketWatchShares of Morgan Stanley MS, -4.41% tumbled 5.7% in premarket trade, after the brokerage blamed a "volatile global market environment" for disappointing ...
Live at 9: Sales tax increase, Justin Cook & cooking with Chef Ragan  WREG NewsChannel 3Check out all the Live at 9 interviews from Thursday, January 17, 2019.
KPIT Tech Consolidated December 2018 Net Sales at Rs 563.70 crore, Down 38.24% Y-o-Y.  Moneycontrol.comReported Consolidated quarterly numbers for KPIT Technologies are: Net Sales at Rs 563.70 crore in December 2018 Down 38.24% from Rs. 912.77 crore in ...
'Aquaman' tops billion-dollar benchmark thanks to international ticket sales  CNBCAs "Aquaman" surpasses the $1 billion box-office mark, one thing becomes clear: International ticket sales are increasingly important for Hollywood ...
Tax break proposed for diapers, formula and tampons sold in Arizona  AZCentralArizona lawmakers are proposing sales-tax exemptions for diapers, baby formula, tampons and other feminine-hygiene products.
Audi India resumes sales at Gurugram, ropes in new dealer partner  Moneycontrol.comThe company has roped in Kristan Auto as dealer partner to run its sales and *service* facility, which became operational on Wednesday, at Gurugram in the ...
'No longer waiting for relief': Medical marijuana sales begin in Ohio  Cincinnati.comWINTERSVILLE, Ohio – A veteran with PTSD. A retired government worker and cannabis activist with multiple sclerosis. An Ohio transplant who moved here two ...
Housing sales up 7% in 2018 in 9 major cities; new supply falls 22%: Report  Economic TimesNew Delhi: Increased demand for flats that are ready to move in or nearing completion helped housing sales to rise by 7 per cent during 2018 to nearly 2.15 lakh ...
Mumbai, Pune lead growth in residential sales in Q3 FY19: PropTiger report  Moneycontrol.comGurugram witnessed slowdown due to non-approval of affordable housing projects in Q3 FY19.
China Car Sales Hit Reverse For The First Time Since 1990s  NDTVAuto.comCar makers in China will face more fierce competition this year, after a tough 2018 when the world's biggest auto market contracted for the first time in more than ...
Hawkers to receive same-day NETS sales proceeds  Channel NewsAsiaSINGAPORE: Hawkers will be able to receive NETS sales proceeds into their bank accounts on the same day of the transaction from Thursday (Jan 17), ...
BCX appoints new Chief Sales Officer  MyBroadbandBCX has appointed Werner Lindemann as its new Chief Sales Officer. The new title replaces “Chief Revenue Officer”.
National newspaper ABCs: Telegraph yoy circulation decline slows as bulk sales distortion ends  Press GazettePress Gazette has been reporting on British journalism without fear or favour since 1965. Our mission is to provide a news and information *service* which helps ...
Mindtree Consolidated December 2018 Net Sales at Rs 1,787.20 crore, Up 29.72% Y-o-Y.  Moneycontrol.comReported Consolidated quarterly numbers for Mindtree are: Net Sales at Rs 1,787.20 crore in December 2018 Up 29.72% from Rs. 1,377.70 crore in December ...
Flipkart Republic Days sale starts from Jan 20: Top deals on Asus, Moto, RealMe, and Nokia phones  India TodayE-commerce company Flipkart is all set to host its 2019's first major online sale that starts from January 20. The Flipkart Republic Days sale is going to be a two ...
HT Media Consolidated December 2018 Net Sales at Rs 588.89 crore, Down 5.83% Y-o-Y.  Moneycontrol.comReported Consolidated quarterly numbers for HT Media are: Net Sales at Rs 588.89 crore in December 2018 Down 5.83% from Rs. 625.37 crore in December ...
Stocking Up at an Airline’s Garage Sale  The New York TimesIt may be hard to imagine liking an airline enough to buy its old silverware and *service* carts, but at a monthly sale, lovers of Delta Air Lines snap up ...
Macy's stock has worst day ever on weak holiday sales, pulling the retail sector down  CNBCMacy's shares tanked nearly 18 percent Thursday, marking their worst day ever, after the department store chain reported weak holiday sales and cut its 2018 ...
We are headed for the worst house sales slump in 20 years in EVERY part of the UK  The SunAround three in 10 (28 per cent) surveyors quizzed by the Royal Institution of Chartered Surveyors said they expect sales numbers to fall in the next three ...
Renault Kwid sales dip as Tata Tiago sales rise  CarToq.comThe Kwid is the entry-level offering from Renault and has been the best seller for Renault brand in India. The Kwid is available in 0.8L and 1.0L engine options ...
Honda Amaze Sales Cross 63,000 Mark In India  NDTVAuto.comThe new-generation Honda Amaze has recently crossed the 63000 sales mark in India, as of December 2018. The car which was launched in May 2018 has ...
Rochester Woman Arrested for Alleged Drug Possession and Sales  KAALA woman is in jail after the Rochester Police Department executed a search warrant on the 2700 block of 22nd Street SE on Wednesday morning.
Car sales in Malaysia to shift to lower gear - Business News  The Star OnlinePETALING JAYA: The Malaysian automotive sector is expected to shift into lower gear in 2019 as total vehicle sales are projected to be flattish, marking a sharp ...
Metro Detroit home sales: New year, same trends?  Crain's Detroit BusinessMetro Detroit home and condo sales fell 9.8 percent between December 2017 and last month, according to market data from Farmington Hills-based Realcomp ...
iPhone shipments halve as high prices hit sales  Economic TimesNEW DELHI: Apple's iPhone shipments in India last year are estimated to have shrunk by as much as half from the 2017 level, its worst performance since 2014 ...
Strong sales increase at Stevenage Debenhams store despite fall in retailers profits | Business  The CometDebenhams in Stevenage had the strongest sales increase of all its stores across the UK, the retailer has confirmed.
Sales tax bump proposed to smooth Capital City roads  WOWTSome community leaders in Lincoln are proposing a quarter-cent sales tax increase to solve troubles with Capital City streets.
Redmi Note 7’s flash sale will give us an idea of smartphone sales this year  LivemintXiaomi's sub-brand Redmi is aiming to sell a million units of the recently launched Redmi Note 7 in the first month of its sale in China. Wang Teng Thomas ...
Government shutdown may delay sales of new Ram pickup truck and other vehicles  Fox NewsThe federal government shutdown could start affecting vehicle sales in a big way. Not because its agencies and employees don't have the money to buy them, ...
Europe sales drop 9% in December following WLTP introduction  Automotive News EuropeEuropean car registrations fell 8.7 percent in December, with sales at all major automakers except Daimler and Jaguar Land Rover contracting as the ...
Volvo faces legal pushback in California on possible pivot to Tesla-style direct sales model  TeslaratiOn Tuesday, the California New Car Dealers Association (CNCDA) filed a petition against Volvo USA with California's New Motor Vehicle Board claiming the ...
Property market ends 2018 with a fizz as sales plummet  Stuff.co.nzIf you were trying to sell a house, last month was not the time to do it. And the situation was worst in Auckland. Data from the Real Estate Institute shows the end ...
Justices appear ready to void Tennessee alcohol sales law  The Associated PressWASHINGTON (AP) — The Supreme Court appeared ready Wednesday to strike down a Tennessee provision that requires people to live in the state for two ...
SIAM : Passenger vehicle sales drop marginally in December  Economic TimesAccording to data released by industry body Society of Indian Automobile Manufacturers (SIAM) passenger vehicle sales last month dropped by 0.43% to ...
Zee Entertain Consolidated December 2018 Net Sales at Rs 2,166.77 crore, Up 17.88% Y-o-Y.  Moneycontrol.comReported Consolidated quarterly numbers for Zee Entertainment Enterprises are: Net Sales at Rs 2,166.77 crore in December 2018 Up 17.88% from Rs.
Cold-Weather Gear (From Patagonia, the North Face, and More) for Just $10  New York MagazineThe temperatures show no signs of rising any time soon, so if you do not yet have your bundled-up look in order, might we point you to the sale bin at Urban ...
Trident Standalone December 2018 Net Sales at Rs 1,291.40 crore, up 13.56% Y-o-Y  Moneycontrol.comNet Sales at Rs 1,291.40 crore in December 2018 up 13.56% from Rs. 1,137.17 crore in December 2017. Quarterly Net Profit at Rs. 112.13 crore in December ...
Fall River marijuana dispensary will begin recreational sales Sunday  Turn to 10Massachusetts state regulators have given their final approval to allow the sales of recreational marijuana from a Fall River shop. The Massachusetts Cannabis ...
Comfort Fincap Standalone December 2018 Net Sales at Rs 1.70 crore, down 9.85% Y-o-Y  Moneycontrol.comNet Sales at Rs 1.70 crore in December 2018 down 9.85% from Rs. 1.88 crore in December 2017. Quarterly Net Profit at Rs. 0.78 crore in December 2018 up ...
Sales Channel Overhaul At Frontier Makes Survival Possible  Seeking AlphaThe stock market says Frontier Communications is going to be swallowed up by its debt. There is all sorts of evidence that indicates that this could be the apex.
December Losses Cap Worst Year Since 2012 for Canadian Home Sales  BloombergCanada's home sales skidded to the lowest level since 2012 last year after dropping for four straight months through December, as higher interest rates and ...
Indiabulls Vent Consolidated December 2018 Net Sales at Rs 557.83 crore, Up 133.96% Y-o-Y.  Moneycontrol.comReported Consolidated quarterly numbers for Indiabulls Ventures are: Net Sales at Rs 557.83 crore in December 2018 Up 133.96% from Rs. 238.43 crore in ...
Real Estate Sales Dive in Downtown Boston; Listing Inventory at 5-Year High  NorthEndWaterfront.comA new report shows that real estate sales in Downtown Boston took a big hit in recent months with the number of sales down 19.3% to 555 in the last quarter of ...
US to ban sale of technology to Chinese firms committing intellectual property theft, trade violations under proposed law  ABC NewsA group of United States politicians want to ban the sale of US technology components to Huawei, ZTE Corp or other Chinese telecommunications companies ...
Delta Air Lines has a monthly garage sale  Boing BoingOnce a month, Delta Air Lines holds a "garage sale" at one of its facilities near their flight museum adjacent to Hartsfield-Jackson Atlanta International Airport.
Amazon Great Indian Sale is back, to offer big discounts on phones, headphones other gadgets  India TodayThe Great Indian Sale will start from January 20 and last until January 23. The sale will offer massive discounts on popular gadgets as well as lifestyle items.

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More

Buying Mortgage Leads - Three Things to Consider

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

The ?Write? Way to More Sales

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

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let... Read More

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

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

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

Going Global: Communication Across Mental Boundaries

A completed communication consists of a sender and a receiver.... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers... Read More

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

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

An Introductino to Insurance Lead Generation

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

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

Why Write a Sales Letter for Each Product?

Authors/publishers are great at getting their books written. Entrepreneurs know... Read More

How to Write Testimonials that Sell CDs Like Magic

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

10 Tips To Overcome Your Fear Of Selling

Ahh. Selling. Sometimes, this is a word that is dreaded... Read More

Focus on a Trade - Not a Discount

Smart buyers will always ask for a better price. Unfortunately,... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More