It has been reported by the American Psychological Association that during meetings 68 percent of the participants are thinking about events in their lives unrelated to the meeting. 20 percent of the participants are actually paying attention, and only 12% are really listening.
More than likely, you as a salesperson truly understand less than half of [...]
After 15 years working as a Business Analyst and an IT Specialist, the most common question I get asked by business owners is what information should I store in my customer database. Up until five years ago, I would have given them the same answers most Business Analysts would give. It wasn’t until I decided [...]
In today’s world the internet is a must use tool in business 2 business sales prospecting. Think about the time it saves you in finding and gaining up to the minute information on any potential business, organization, and associations. The internet allows you to conduct searches to find businesses, and the names of the people [...]
Professional selling is usually perceived as an extroverted activity, a career choice for those with a particularly outgoing personality, well suited to that profession. While this may be generally true, there are countless examples of successful salespeople from a variety of backgrounds with an even wider variety of personalities that are hardly traditional with regard [...]
There are many tactics and techniques that go into converting visitors into buyers. However, this article will prove to you why creating an “interactive” sales letter will be the most critical weapon in your modern marketing arsenal to accomplish this.
Most Internet Marketers rely on their savvy copywriting techniques and persuasive skills learned over the years [...]
Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up “widgets.”
She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what can you do to make [...]
The title of this article seems like a cliché, “The Customer is number one”! Who doesn’t know this already? Many businesses and business people know this to be true but how many really practice this philosophy? More importantly, how many Internet companies really practice this?
In the brick and mortar world, there are numerous examples of [...]
Chamonix Mont Blanc is a prestigious French town with the impressive Monte Bianco and majestic glaciers. All of us love to go hiking or from time to time taking the tourist train. I invariably fly from Sebring and stay at a Chamonix guesthouse for the duration of my stay.
My friends and I previously visited [...]
The most gifted influencers know that to be highly persuasive they must appeal to the values of the person they are speaking to.
What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person’s values you [...]
I read an article recently where a direct mail company placed an ad offering a crisp $100 bill to anyone that would respond to their offer. But in the ad they said nothing more than “fill out the form below and return it for your FREE $100 bill.”
The results of this test ad was startling…
Even [...]