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Sales

Who Is the Real Decision-Maker?

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How to tell if you're selling to the person who can really tell you yea or nay
March 10, 2003 in Sales

Customer Service: Your Best Shot at Standing Out

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Provide the best service in town, and many customers will want to give you their business--regardless of the cost.
March 3, 2003 in Customer Service

Step by Step

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Having trouble remembering how to make a sale? Let us jog your memory.
March 1, 2003 in Sales Techniques

Looking for a Punch in the Nose?

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The only thing more annoying than a bad deal is a bad deal-maker.
March 1, 2003 in Negotiating

Nail Your Sales Presentation

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Turn prospects into eager clients with a clear, well-organized presentation.
February 10, 2003 in Presentations

Hot for Cold Calls

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It's a red-hot marketing tool. But how do you get reps to warm up to picking up the phone?
February 1, 2003 in Finding Prospects

Keeping Track of Prospects

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A no-fail, low-cost way to identify key prospects and turn them into customers
January 13, 2003 in Finding Prospects

Rise and Shine

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Drifted into a sales slump? It's time to wake up and sell your way back to the top.
January 1, 2003 in Tips from Experts

Training Day

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Coaching your reps on pushing a new product can help them play the selling game better.
January 1, 2003 in Tips from Experts

To the Letter

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Cover your butt and get it in writing to really seal the deal.
December 1, 2002 in Negotiating

Fishing for Trouble

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Try too hard to hook your customers, and you risk sending them reeling with anger.
December 1, 2002 in Sales Techniques

No Experience Necessary

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Hiring novice sales reps may save you money, but are they worth the time and effort?
December 1, 2002 in Tips from Experts

Entice Nervous Buyers With Added Value

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Even in an uncertain economy, you can still get prospects to spend money on your business.
November 11, 2002 in Sales Techniques

Becoming a Trusted Advisor to your Prospects and Customers

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If you want to keep your customers for the long term, you've got to become invaluable by becoming a consultant they can trust.
November 11, 2002 in Tips from Experts

Sales Wide Open

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Learn the art of asking open-ended questions.
November 1, 2002 in Sales Techniques

Sucker Punches

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How to tell if the other side is trying to play you for a patsy
November 1, 2002 in Negotiating

Don't Be Silly!

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Quit wasting time jumping around to close a deal. You have to learn the art of selling smart.
November 1, 2002 in Sales Techniques

Character Sketch

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What are your salespeople made of? If they have the following traits, you're in good shape.
November 1, 2002 in Tips from Experts

Selling Your Services

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How do you sell something that's intangible? Try focusing on the value.
October 14, 2002 in Sales Techniques

Keep in Touch to Close the Sale

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You don't want to nag prospects-but you don't want them to forget about you, either. Stay in touch with a combination of marketing and sales.
October 7, 2002 in Closing the Sale

Here's What I'm Thinking

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You'll get your best deal if prospects see things your way.
October 1, 2002 in Negotiating

Decent Proposals

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It's time to put an offer on the table. But first, you have to write one.
October 1, 2002 in Sales Techniques

OK, Let's Review

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Appraising your sales staff's performance doesn't have to be the biggest pain in anybody's year.
October 1, 2002 in Tips from Experts

Just Say No

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10 deals you should never say yes to
September 18, 2002 in Negotiating

6 Questions to Ask Before Becoming a Network Marketer

Gather the right facts in your business opportunity investigation by asking these crucial questions.
September 16, 2002 in Presentations

One Sales Pitch Doesn't Fit All

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Measure your clients' needs to make sure your sales pitch has just the right fit.
September 1, 2002 in Sales
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