Dead Silence From Your Prospect: The Worst Sound Of All

 
Could this be the worst moment in your selling cycle? You've done all the right things with your prospect: ? You've identified a real need and developed a reasonably solid relationship. ? You've determined that your prospect is interested in your solution. ? You've had a couple of great meetings or conversations that let the prospect move the sales process forward. ? You've supplied everything needed to make a final decision. ? And you've followed up, as customary, by leaving messages or e-mails to see if you can get a final decision But instead, all you're hearing is dead silence....
 

Your Proposal Was Rejected... But Why?

 
When a request for proposal (RFP) comes in, you get excited! It's a chance to earn income, develop more business contacts, and expand your client base. You work your little heart out in order to be thorough, compelling, and professional. Everything is in place. Your RFP is geared to show why your product or service will meet or exceed the client's goals. With fingers crossed, you submit. Whether through non-response, a phone call, or an email, you find out your proposal was rejected. But why? Have you ever wondered?...
 

Where to Find Mannequins for Sale

 
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. There are numerous websites that sell mannequins. Some of them manufacture their own mannequins while others offer mannequins from well-known mannequin makers around the world. Other websites sell used and refurbished mannequins at low prices....
 

Why Arent They Buying?

 
You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales. What's wrong? It could be the recession (although that's debatable). With thousands of people losing their jobs each week, consumer confidence (and therefore consumer spending)is down. But on the other hand, if thousands of people arelosing their jobs, there is without doubt a growingarmy of people out there who are looking to theInternet to make their living....
 

What is a Pitch?

 
I've been training in countries outside the U. S. recently, and have finally accepted a universal truth about sales people: you love to pitch. For some reason, sellers continue to believe that knowing about a product solution - and all of the features, functions, and benefits it affords - would lead a prospective buyer to change what they are doing, shift their status quo, place their usual habits in limbo, recognize that something they are doing is less than perfect, stretch their pocket books, and live on a sales person's time schedule....
 

Are You a Winner or Whiner?

 
I've found that winners say "I choose to." Whiners, on the other hand, say "I have to." Let me explain. On a plane, I mentioned to the executive next to me that I'm a professional development consultant and speaker. She smiled, gave me a knowing nod, and before the wheels were up revealed her "pain." She launched into telling me about her demanding and exhausting work responsibilities. She said things such as, "I have to leave home at 6:30 every morning to beat the traffic....
 

Lead Generation Sins - 7 Of Them!

 
I really just don't get it. How can so many businesses be missing the lead generation boat by such a long country mile? Billions of dollars in profits, flushed away! Just because of 7 innocent, yet deadly, tactical lead generation errors. Its nuts! Now before I continue, let me just say that some of you who read this might find it upsetting. I'm going to reveal some controversial ideas here. And yes, some of them are likely to fly in the face of many of the things that you've probably read & heard about lead generation, and come to believe....
 

Sales Copy Tips

 
Writing good sales copy is not an art, it is a science. There is no reason to get creative here. You want to follow the formula that has been proven to work. Nevertheless, I am always surprised at how many sales letters on the internet can be improved upon. Here are a list of some helpful tips when writing your own sales copy: Make your Unique Selling Point (USP) very clear. Separate yourself from your competition. What is it that makes your product stand out from the other's? Transfer Ownership....
 

Sales Letters - How to Write Them

 
You could just send out your brochure to potential customersbut it's much better to personalise your mailing with a wellwritten sales letter. Personalise - Using the person's name in a sales letter willgive you the greatest success. It's feasible to addresssales letters to - "Dear Transport Manager" or "Dear Friend"or "Dear Sir or Madam" or no salutation at all. However thislessens your chances of getting a response. You must have a good headline - You've got to grab thereader's attention as quickly as possible....
 

Doomed Before You Dial?

 
Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer.'" Another participant standing to his side exclaimed, "No! What I learned is, 'Don't Make No Your Answer!'" How often do you do that-especially on an introductory call? How often do you project your fears and insecurities onto the prospect you are calling and decide that you are doomed before you dial?...
 
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