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 »

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.

PHYSICS??

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

How would you like a prospecting opportunity that’s not only free, but includes a meal in the bargain? They’re occurring all around you, five days a week. Local service clubs (Lions, Rotary, Moose, Optimist, Kiwanis, Knights of Columbus, etc.) are constantly in need of speakers for their regular breakfast and lunch meetings. As a professional speaker myself, with more than a decade of speaking experience, I can tell you that speaking at these events can be a prospecting gold mine, giving you valuable exposure at absolutely no cost. Read the rest of this article »

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 »

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 »

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 »

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 »

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 »

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 »

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 »