Good customer service just isn’t enough anymore in the marketplace in which we live. Times are changing and business owners are learning that they need to create such an awesome customer loyalty program that they are always at the forefront of their customers’ minds on a regular basis. To compete in today’s global marketplace you [...]

You want your business to be successful, right? It’s easy! All you have to do is remember four little words: It’s all about me. Me, me and more me! Because that is why people buy your products and services. “If I buy this, what’s in it for me? What need of mine will this satisfy?” [...]

Today I would like to look at the matter of persuasion. How do you get your prospects to take action? I remember as a door-to-door salesman, my instructor often said that you must understand ‘why people buy’. It has a certain ring to it doesn’t it? If you know why people buy then you must [...]

The competition is fierce and ad budgets are tighter than ever.  If you’re looking to boost profits and gain market share, there are some things you can do to gain a bigger piece of the pie.  Give your product a distinct personality. OfficeMax’s Rubber-Band Guy is an instantly identifiable, highly memorable character that has boosted [...]

In the average sales organization, successful sales reps get promoted to managers. These “new” sales managers are suddenly tasked with leadership and training. In these situations, there is one common liability. The salesperson’s biggest strength now becomes the sales manager’s biggest weakness in leading a team. Typically, top sales reps don’t diagnose and document their [...]

One of the chief complaints from customers about the way business is conducted these days centers on customer service.  Either the service aspect is completely lacking or what has been promised to the customer hasn’t been kept. Dealing with the latter category, it is easy to see why customers are disappointed: sales people routinely over [...]

It is a fact of life for most new sales people; they get the dream sales job with unlimited earning potential and expect to earn so much money that they can now enjoy the fruits of their coming wealth. Everything seems perfect until they realize that before closing a sale and earning the big commission, [...]

Picture the announcer in the middle of the ring broadcasting – “In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, winner of this year’s collegiate championship, introducing Sales Mindset. Defending the long-standing domination of this event, winner of 35 title bouts, defending heavyweight champion, weighing 224 pounds, in the black [...]

Sales techniques A Google search on sales techniques or strategies (including more specific searches like a search on real estate sales technique or prospecting techniques or marketing tips or motivation strategies) will yield over a million results instantly. Even with so much information at your finger tips it is not any easier to perfect your [...]

Completely grasp the power of the Best Buyer Concept and you will double your sales within the next twelve months. The concept is easy to understand, yet powerful: There’s always a smaller  number of ideal buyers, compared to all the possible buyers, so ideal buyers are cheaper to market to and yet bring greater rewards. [...]