Published 26.05.2006 21:38:00 | Sales
As a result of providing marketing consulting, training andcoaching to a variety of individuals and industries over theyears, I have come to recognize that people generallyapproach the business building process in one of two ways.Everyone tends to be what I identify as either Cultivatorsor Harvesters. The problem is the business building processrequires both cultivation and harvesting. Read on todetermine which you are and how to assure that you are bothcultivating and harvesting new business.
Published 26.05.2006 21:38:00 | Sales
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems?
Published 26.05.2006 21:38:00 | Sales
Special Requirements for Reprint we ask only that you include Paul's name and resource box, and keep all hyperlinks as live links.
Published 26.05.2006 21:38:00 | Sales
I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but more we spoke about it the more concerned I became.
Published 26.05.2006 21:38:00 | Sales
Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As independent professionals, usually at the helm of solo businesses, we sometimes find ourselves facing daunting internal obstacles as we try to begin our day's marketing activity. With no one in our office-of-one to help with a confidence booster, an important resource to have in our self-management toolbox is a means of submitting the negative se
Published 26.05.2006 21:38:00 | Sales
Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.
Published 26.05.2006 21:38:00 | Sales
An attractive woman has a decided advantage as sales representative over her male counterpart. This "selling edge" is primarily due to the existence of the "glass ceiling" found in most business organizations today. The glass ceiling (women are still arbitrarily held back from leadership positions) means that there are many more men in decision-making positions in businesses than women. Therefore, when cold calling, an attractive woman has a better chance of getting an appoin
Published 26.05.2006 21:38:00 | Sales
Instead of giving your customers or potential customers a choice between you and your competition and having them choose the other guy, have them choose you.
Published 26.05.2006 21:38:00 | Sales
Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.
Published 26.05.2006 21:38:00 | Sales
Imagine being in a crowded concert or bar. All of a sudden, afight breaks out between two men who've had too much to drink.
Published 26.05.2006 21:38:00 | Sales
Any time a clothing store opens or expands, they must buy mannequins. There are many different places to find a mannequin for sale, including the Internet, companies that mass produce mannequins, and businesses that make unique mannequins one at a time. Other mannequin sellers offer used mannequins at a discount.
Published 26.05.2006 21:38:00 | Sales
There are thousands of books and seminars on how to succeed. What many don't make explicit is the requirement to be a great salesperson - even if you're selling an idea
Published 26.05.2006 21:38:00 | Sales
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step, setting that introductory meeting. So, how do you gather enough information to qualify your prospect and, at the same time, set up the meeting?
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