Use Photos to Boost Your Sales

April 22nd, 2008

Sales today is more challenging than ever before. Every market is crowded and prospects have more options than ever. How can you stand out in a sea of sales messages? One way is with a photograph..

A photo stands out among fields of text, creates familiarity and puts a human face on a company. And people certainly remember faces much better than names. Two examples illustrate how you can use a photograph to increase your sales. Read the rest of this article »

The Physics of Closing the Sale

April 22nd, 2008

Every sales manager I’ve ever talked with has agreed on one thing: The single biggest challenge salespeople have is closing the deal. There are two reasons closing is such a big problem. One is psychology. The other is physics.


Yes, physics. Let me explain. Read the rest of this article »

Should You Use a Leads Group for Prospecting?

April 22nd, 2008

Want more sales? You need to do more prospecting. To some degree, sales is definitely a numbers game: the more prospecting you do, the more people you talk with, and the more sales you’ll likely make. Not all prospecting strategies are equal, however, just as not all prospects are equal. Some are better (much better) than others. Read the rest of this article »

Selling More By Giving Things Away

April 22nd, 2008

As we all know, the most powerful four-letter word in sales and marketing is “free.” Everybody loves getting something for nothing. And giving things away can be an extremely powerful selling tactic. Two stories that were recently shared by participants at a couple of my sales seminars illustrate how to capitalize on this principle. Read the rest of this article »

Plan Your Prospecting for More Sales

April 22nd, 2008

Do you have a prospecting plan? If you want to increase your sales, it can be a big help.

A prospecting plan is like a business plan for your sales career. It’s a planning tool that helps you sketch out your goals, your best prospects, where to find them, how to reach them and what action steps you’re going to take.

Sound complicated? Don’t worry, it isn’t. All you have to do to get started is to answer seven simple questions. Read the rest of this article »

Networking: Your Most Valuable Prospecting Tool

April 22nd, 2008

Whatever your business, you should always be prospecting. And networking is, without question, the single most potent prospecting tool that a small business owner, salesperson or professional has. It’s low-cost and high-return with a great deal of flexibility. It even gives you an advantage over your larger competitors because people Read the rest of this article »

How to Maximize Your Prospecting Results with a Leads Group

April 22nd, 2008

Are you using a leads group as one of your prospecting strategies? If not, you probably should be. After all, if you’re prospecting for new sales leads, referrals are the best kind. And a leads group can be a very powerful way of generating referrals. Read the rest of this article »

Create A Kid-Friendly Business

April 22nd, 2008

How kid-friendly are you? Whether you’re marketing to children or their parents, the more hospitable your business is to children, the more sales you’ll make.

For example, you might create a Read the rest of this article »

Beefing Up Your Sales With The Right Words

April 21st, 2008

As a sales expert, I spend a lot of time on the road, training sales teams, conducting seminars and speaking at conferences. Which means I eat at fast food places quite a bit. And while a fast food joint may seem an unlikely place to pick up a sales tip, it’s amazing what you can learn if you pay attention. Read the rest of this article »