Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS. It's been said that fully 85% of your success in life is directly related to your ability to effectively work... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively? Define Your Fear. What is it... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and more confident when they can use their 'abilities' to convince the customer to make a buying decision. But what happens when the customer still doesn't... Read More

Selling -abilities : Part 2

In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. In this article I want to discuss... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times. Here is a quick list of items toremember: 1. Be in the present moment with whoever you are with.Limit glancing around the room. It's a sign that... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of people hear this word, a negative thought pops up in their minds. Typically, most people think of a habit being negative. The secret to your future lies in your daily habits so ask yourself right now, "Are my habits today... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your responsibility! What does that mean? Simple...You have a responsibility to create miracles in your own life. The responsibility lies on your shoulders. You cannot blame anyone else, and you can't look outside of yourself for someone else to create the... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain. Let's start with a question. How many times have you heard that you need to have a "long term" goal and be focused for the... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" That's a question I'm often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many... Read More

In The News:

U.S. Retail Sales Fell in September  The Wall Street Journal
US retail sales unexpectedly decline  Springfield Business Journal
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Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

Sell With KISS, As In Keep It Simple, Stupid

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

More Cleaning and Janitorial Customers Using Yahoo

We use this method to find new cleaningcustomers, and it... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

Focus on a Trade - Not a Discount

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

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Your Voice is Your Instrument

On an introductory call, your voice is your instrument. During... Read More

9 Packaging Problems That Lose Sales

You have a great product, but it's not flying off... Read More

Count Down To An Advert

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

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales... Read More

Plan For Your Next Trade Show Appearance To Be A Success

Most people who consider trade show planning think of it... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... Read More

Selling For Keeps

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

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More