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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

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Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Asking The Right Questions

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

Great Telephone Skills

Having good telephone skills is crucial as the call may... Read More

Peak Performance ? What You See Is What You Get!

Would you like an easy way to track the performance... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call"... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... Read More

How to Generate Leads on the Internet

In the last decade, the Internet has become a major... Read More

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

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

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective... Read More

Are You Scaring Your Customers Away?

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

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects... Read More