Become Fearless Doing the Doing

In the past I held positions of responsibility and always had others who did the doing things for me. I used to supervise personnel; I tended to be in charge of my own work unit, and my own time. I once attended a job interview where I was asked by members of the interview panel…

Are you finished before you start?

A colleague and I were in conversation recently when he shared a very profound statement, “You can be finished before you start.” We were talking about the power of one’s mind, more specifically about ones sales mindset. Eugene was relaying an exchange he had many years ago when he was a pharmaceutical sales rep. He…

Are Routines Holding You Back?

What routines are preventing you from increasing your sales? Whether you realize it or not, you are a creature of habit. Unless you do shift work, you probably get up at the same time everyday, follow the same routine to wake up and get yourself ready for the day, drive the regular route to work,…

A Testimonial is Worth 100 Cold Calls

If you hate cold calling, and even if you don’t, you should start capitalizing on the work you’ve already done. So often we don’t utilize one of the most persuasive selling components in our marketing materials – the words of our own clients. Many creative people have wonderful testimonials from clients, but never use them…

7 Simple Ways to Jump Start Your Cold Calls

Research Your Market Before you start your cold calls it’s important that you’re prepared. This way, your prospect feels you really do understand their situation. Research the company you are calling, identify what issues they are having based on your other clients in their same industry and ask others in your company the main reasons…

A Favorable Juncture Of Circumstances

Whenever decision-makers are willing to meet with you, you have reached a favorable juncture of circumstances. If you are then prepared to take advantage of this opportunity by building a level of trust with these individuals, there is a good chance that they will tell you enough about themselves so that you can easily recommend…

12 Sales-Boosting Strategies

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…

11 Proven Ways to Skyrocket Sales

Advertise Smart Nothing risked nothing gained… Wise marketers understand the good sense in trying new advertising methods, but don’t go out on a limb to experiment. Are the advertising campaigns you’ve been using working, but not setting off the explosive response rates that you are looking for? Try this… experiment with about 20 percent of…

10 Tips to Increase Your Referral Ratio

Tip # 1 Discipline Yourself to a Routine of ‘Asking’ Here’s something profound. The reason most of us do not get referrals on a routine basis is because we do not ask for them on a routine basis. Well, it’s almost that simple. What would be the upside on your year-end W-2 if you asked…