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  • +56

    10 Tips for Getting Your Business Letters Read

    10 Tips for Getting Your Business Letters Read
    Since many of us rely so heavily on E-mail, business letters have become special once again. Yet your prospects won't read just any letter. Try these ten tips to increase readability: FIRST: Use simple, contemporary language. Readers dislike a stilted approach. Eliminate "heretofore," "henceforth," "concomitant with," "pursuant to" and similar words dressed in tuxedos. Use water cooler language, not boardroom lingo. ...
    Rated: +56
  • +41

    7 Cold Calling Secrets Even Sales Gurus Don't Know

    More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying: • “Cold calling terrifies me.” • “The phone feels like a 10,000-pound weight.” • “Every time I have to make a cold call, I freeze up.” • “I feel like a fraud when I’m cold calling.” • “I can’t take the rejection ...
    Rated: +41
  • +40

    How to Deal Effectively with Objections

    How to Deal Effectively with Objections
    An objection can be looked upon as sales resistance, and without it you cannot expect to make a sale just as in electricity, you cannot expect to have current flowing from one end of a conducter to the other without resistance. Making a sale is like driving a car from A to B, where you accelerate and decelerate according to the ...
    Rated: +40
  • +40

    11 Stupidest Writing Mistakes

    11 Stupidest Writing Mistakes
    Professional writers often worry that their work is unnecessary. After all, can't anyone with even a basic education write? The answer: no, they can't. Even college graduates don't seem to be learning composition basics. Of course not everyone is going to be the next Mark Twain, but career success does depend on not looking stupid. Sure, some clients, coworkers, or resume ...
    Rated: +40
  • +36

    How to Use E-Mail "Cold Calls"

    How to Use E-Mail "Cold Calls"
    "I always hear people talking about how e-mail is today's 'killer app,'" my coaching client Janice told me when we were discussing ways of making contact with prospects. "But I'm afraid that people will think I'm spamming them if I try to e-mail them when we haven't met yet. I know I hate spam with a vengeance!" "You're not the only ...
    Rated: +36
  • +34

    The 12 Golden Principles of Selling

    The 12 Golden Principles of Selling
    I received a call from an ex-student this week who is designing an induction program for new recruits about to embark upon a career in sales. He asked that if I had to create the "12 golden principles of selling," what would I come up with? Clearly, this is not only a very subjective view, but also I found it terribly ...
    Rated: +34
  • +34

    Eight Reasons Why Salespeople Fail

    Eight Reasons Why Salespeople Fail
    The responsibility for ensuring that every member of the sales team is successful and performing at optimum levels lies entirely with management and below are the eight reasons why sales people fail. In fact, I usually ask just three very straightforward questions, in order to identify why a salesperson is underachieving i.e., • Are they visiting/talking to enough clients/prospects? In other ...
    Rated: +34
  • +27

    Never a Cold Call, Always an Introduction

    Never a Cold Call, Always an Introduction
    I’m a salesman. I sell sales training, management consulting, coaching and speaking presentations. My clients are companies, individual salespeople, business owners, and business and industry associations. I prospect. I have to if I want to stay in business. I, like every other salesperson, am constantly looking for potential new business. I also market my services and myself. I have to invest ...
    Rated: +27
  • +25

    6 Sloppy Speech Habits

    6 Sloppy Speech Habits
    You may look good on paper or in your suit, but if you're looking to nail your big interview, looks aren't everything. How you sound is often more important. But many job seekers let careless speech habits sink their chances of landing that plum job. The Bottom Line: You don't have to study elocution to speak well. Simply slow down, take ...
    Rated: +25
  • +23

    The Power of Silence

    The Power of Silence
    If you're like most sellers, silence drives you crazy. When you're talking with a prospective customer and there's a brief lull in the discussion, I bet you jump right in to fill it. Am I right? Research shows that the average salesperson, after asking a question, waits no more than 2-3 seconds before rephrasing the question, answering it themselves or moving ...
    Rated: +23
  • +23

    Why I Hate Closing Techniques

    Why I Hate Closing Techniques
    "My salespeople need to get better at closing," the Vice President of Sales said to me shortly after I arrived in his office. If I've heard that line once, I've heard it a hundred times. Despite being on an important sales call, I couldn't help but cringe. You see, I will never, ever train people on closing techniques if they sell ...
    Rated: +23
  • +23

    How to Operationalize Your Selling Strategy

    How to Operationalize Your Selling Strategy
    Operationalizing your sales process and approach is vital to your sales success both in the short term and the long-term. Anyone can dream up a brilliant idea or strategy, in fact this world is full of great ideas that will never happen. The genius is in the implementation. Following are the five key elements of Operationalizing sales: 1. Tools In order ...
    Rated: +23
  • +21

    7 Ways to Cut Loose from Old Sales Thinking

    Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way to sell their company’s technology solution. Regardless of what product ...
    Rated: +21
  • +21

    Small Talk=Success: 10 Tips

    [photo:42331] Stanford University School of Business conducted a study that monitored a group of MBAs 10 years after graduation. What did they learn? That their ability to converse had a huge impact on their success and grade point averages had no bearing whatsoever. These are not traditional public speaking skills, but the way you interact with people less formally. The ability ...
    Rated: +21
  • +21

    Become Fearless

    Become Fearless
    Although we may want to better our lives and accelerate our productivity, many of our decisions are governed by fear. We want more, but avoid risks, so we continually produce similar results over again. We fear change, for we may lose some degree of control over the outcome. We fear expressing how we feel or what matters most to us, in ...
    Rated: +21
  • +20

    Tips For An Effective Conversation

    Tips For An Effective Conversation
    Detach From The Outcome If you were ever in a situation where you’ve walked away from a conversation feeling drained or exhausted, chances are there was something you were attached to in the conversation. An attachment is: • How a person relates with a behavior or another person that gives them some sense of self worth or purpose. • A way ...
    Rated: +20
  • +20

    Dining Etiquette: Don't Close With Your Mouth Full

    Dining Etiquette: Don't Close With Your Mouth Full
    No matter where a meeting takes place, it is still a meeting. If a potential client decides to interview you over a meal at a restaurant, your table manners must be up to par. The following etiquette guidelines will help get you through your next dinner interview. Long before you enter the restaurant, make sure you turn off your cell phone ...
    Rated: +20
  • +20

    Business Etiquette You Should Know

    Business Etiquette You Should Know
    What's the difference between the rising star whose career is picking up speed and his counterpart who can't seem to get the engine to turn over? Often, the star has mastered the nuances of business etiquette - the subtle but critical behaviors that can make or break an important meeting, influence a first impression or impress a potential client. According to ...
    Rated: +20
  • +19

    How to Increase Sales in a Slow Economy

    How to Increase Sales in a Slow Economy
    Not long ago, a client of mine asked me how he could identify a successful sales person, and what kinds of sales people he should try to avoid. This question has since come up repeatedly in training sessions, and not just by managers trying to evaluate their team, but by sales people who are looking to improve their results, despite what ...
    Rated: +19
  • +19

    Aikido and The Art of Selling

    Aikido and The Art of Selling
    Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink. You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he’s going to take a swing at you. What's your first ...
    Rated: +19