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 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": 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
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
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
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
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
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
"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
? 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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How much extra money could you make by closing just... Read More
They say if you wait long enough, a style you... Read More
This is an important and potentially profitable piece of advice.... Read More
According to the Direct Marketing Association, in 2003 U.S. direct... Read More
Once you have added a new customer to your book... Read More
You may not realize this, but when if you are... Read More
Usually my essays discuss the issues that the 'sales' method... Read More
The best of all worlds is to have a product... Read More
I know, don't groan. You have to do them if... Read More
The Technical Revolution has done a lot for us --... Read More
Always give a reason for the sale for credibility. 1.... Read More
First - being before all others. Fast - moving or... Read More
Most people who consider trade show planning think of it... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
There are hundreds of books available to teach you how... Read More
How many sales opportunities have you lost to competitors who... Read More
Sales is all about negotiating. You are negotiating from the... Read More
Ever feel like you were "just a salesperson"? I think... Read More
While living in the technology age where everything is computerized,... Read More
To be effective your sales letter must be opened, read,... Read More
Want to build a successful incentive program for your company?... Read More
We would all like to think that our product or... Read More
So, you are taking your products and heading to a... Read More
The purpose of a 1- or 2-hour seminar is to... Read More
You are the productWe're all in the selling business whether... Read More
Depending upon how much you enjoy writing, writing sales proposals... Read More
The most effective prospecting techniques were revealed in the August... Read More
Special Requirements for Reprint: we ask only that you include... Read More
A mobile auto detailer and their profits are tied to... Read More
Part one of this article is available at ... Read More
In the last decade, the Internet has become a major... Read More
The largest sale that I ever closed was negotiated over... Read More
Have you ever gotten frustrated when you realize that your... Read More
Along with having an innovative supply chain, there's another reason... Read More
Ever had a party online or offline, and had guests... Read More
Sales is all about negotiating. You are negotiating from the... Read More
The USP (Unique Selling Proposition) is based on the assumption... Read More
There's a direct correlation between sales experience and prejudging. The... Read More
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Ask any salesperson, "At what point in the selling process... Read More
Hypnosis has been a taboo word for far too long.... Read More
The success of a small business depends upon a steady... Read More
The best of all worlds is to have a product... Read More
So the other day I'm watching the movie The Matrix,... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
I've written previously about how to attract customers and how... Read More
Recently, I wrote about about creating specific, compelling goals that... Read More
Strategies to help produce your brochure, advertisment or direct mail.... Read More
The sales letter you can't put down?the advertising copy that... Read More
I've been training in countries outside the U.S. recently, and... Read More
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