Why Research Is Important to the Success of Your Sales Message
Tuesday, February 26th, 2008The creation of every sales message should begin with a certain amount of research. You (if you’re a copywriter) or your copywriter (if you’re not) should always be eager to discover new information in your niche, no matter how well informed you think you are. Some niches, of course, change faster than others–health, for example. […]
Avoiding the Procrastination Objections
Tuesday, February 26th, 2008There are many reasons why people procrastinate when buying your products: they might not like the rate, they may not think the product you selected will work for them, and/or they might not like you or your company. Rather than tell us exactly what they are thinking these kind-hearted individuals let us down easy with […]
7 Steps to Increasing Your Sales Power
Tuesday, February 26th, 2008Looking for sales success? Sorry, you won’t find the real secret at a book store. Where should you look for this secret? How about inside yourself!
I’m serious. It’s right there. An amazing power you can use in sales, your personal life, and professional relationships. It’s begging you to recognize and use it.
So maybe you’re thinking, […]
Sales Coaching - 9 Mistakes That Will Cause You to Fail
Tuesday, February 26th, 2008I work with and am friends with a number of financial advisors. In a recent conversation with a veteran in the business we discussed the main reasons new advisors don’t make it. Truthfully your odds of making it in the business are pretty slim if you just do what they tell you do to, but […]
Sales Tip - I’m Happy With Your Competitor Is a Smokescreen Not a Barricade to Sales Success
Tuesday, February 26th, 2008After delivering a keynote on how to increase sales, a sale professional asked me as a sales coach this question: All my cold calls tell me that there happy with their current vendors who are my competitors. Before I could respond, another rather savvy much younger business owner (24 years young) said: “Such a response […]
Overcoming the Customer’s Indifference
Monday, February 18th, 2008Obstacles to sales success are everywhere and like every other business owner you have to find a way to overcome them.
Have you looked at the obstacles that are holding your business back? Frequently we find the biggest obstacles are not the obvious ones like competition from other companies in your niche but the biggest obstacle […]
Top Producers Never Say, “I Already Know That”
Monday, February 18th, 2008“I already know that” is a success killing phrase. When you tell yourself or think to yourself that you already know whatever your hearing or learning, you better think again. In my experience those words are the precursor to a humbling experience.
As a professional sales coach, some people will actually unsubscribe from my free email […]
Use Graphics To Highlight Your Guarantee
Monday, February 18th, 2008There are many parts to a good sales page. The headline, the unique selling proposition, the features and benefits, the call to action, to name a few. One of the most important parts of your sales page is your guarantee. The correct use of graphics can add real punch to your guarantee and make it […]
Leave It To The Future
Monday, February 18th, 2008Future pacing is a phenomenal strategy that reminds your prospect of all the reasons they made the decision to purchase or sign up with you, and transfers all of those reasons to the future, reminding them why, through triggers and signals that you will have installed.
I do this every time I sell without thinking twice […]
Sales Compensation and the Law
Monday, February 18th, 2008The New York Department of Labor recently passed an amendment to the Labor Law relative to sales personnel. Effective October 16, 2007, employers are required to provide written terms of employment for commissioned salespeople or risk adverse impact of decisions rendered in any wage action brought against the employer. In the absence of a written […]