We find ourselves in an economic environment where belts continue to tighten and consumer spending is still being reduced. Companies believe they have to take drastic measures to create cash flow and ...
"Reports of my death have been greatly exaggerated." Mark Twain said that back in 1897. Print newsletters have been saying it for the past ten years. Why? Because many business owners feel... 1. With ...
Success in sales does not go to the one who has the lowest price. Nor does success in sales go to the one who has the best customers. And, success in sales does not go the one who has the most ...
One of the most difficult parts of a salesperson's job is dealing with purchasing departments. Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a ...
It's always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have ...
In today's marketplace, offering discounts seems to be the number one technique people are using to try and get business. Management has bought into the age-old argument that the only reason ...
You know that article writing and article marketing is the #1 way to increase your website visibility, gain credibility, improve your website traffic and get more sales. So, what's stopping you ...
Most people think article marketing is just about getting links. They couldn't be any more WRONG! Article marketing is about getting your messages (in the form of articles) out to as many ...
One position that has not been impacted by the economy is sales. Ask any CEO and you will hear that one of their biggest issues is finding and retaining good salespeople. Something happened on the ...
Position Yourself as a Leader by Mark Hunter It's been said that to be a successful salesperson, not only do your listening skills have to be great, but your closing skills have to be even ...
(An excerpt from LINCOLN SPEAKS TO LEADERS by Gene Griessman and Pat Williams, with Peggy Matthews Rose) ABRAHAM LINCOLN: "When I was young, I read a book that most people read in my day, but few ...
Last summer my grandson Dylan, who was playing on a little league team, went into a hitting slump. He had been swinging vigorously, doing his best to look like a big-league slugger. But he was ...
(Some years ago I wrote this Lincoln soliloquy for the training film "Lincoln On Communication" and subsequently incorporated it into my one-man play "The Wit and Wisdom of Abraham Lincoln." It is ...
Considerable skill is required to successfully say to someone in a power position, "I want to do it my way instead of your way." Yet this skill is often needed by leaders at every level--whether ...
The Beatles did it before becoming world famous. Bill Gates did it before becoming one of the world's richest men. And Abraham Lincoln did it before becoming one of America's most honored ...
Today, I have important advice just for you. Keep your strategies simple. You've likely heard of simplifying your life. From bookshelves to daytime talk shows, simplicity is a hot topic. When it ...
Making your sales goals in a good year is one thing, but attaining them in a difficult year is an entirely different challenge. Putting aside the common cliché that when times are tough, great ...
Discounting on price is not a sales strategy. It's an impulsive move made by desperate salespeople. In a tough economy, customers think and expect everything is going to be discounted. Because of ...
Is your niche happy with you? Does the media hang on your every word? Will they still love you tomorrow? To build strong, lasting relationships, you must remain front and center. The allure is all in ...
You will always be your number one customer. It's not the big account you service, nor is it the hot new prospect you just uncovered; it's you. The reason is simple. If you're not ...
Selling a price increase can be difficult in nearly any type of situation, but trying to sell one in a soft market can be downright brutal. Yet, as unpleasant as it can be, it is often essential. The ...
As I write this article at my favorite Starbucks, I can't help but hear the conversation next to me. A middle-aged woman is having a coffee meeting with a peer discussing job opportunities, the ...
Price increases are currently occurring at a faster rate than we've seen in the US economy for nearly 25 years. The driving forces behind these increases seem to be the rising costs of labor, raw ...
We've all had to deal with price increases in one form or another. Similarly, many of us have been faced with a belligerent customer who not only is unwilling to accept your price increase, but ...
If you want to test the true character of a person, see how they respond to adversity. Watch how they handle the pressure of a lost sale, an angry client, or a difficult boss. What do they say? How ...
Over half of all Americans between the ages of 15-34 consider themselves active social network users. They regularly visit well-known social networking sites, such as MySpace or Facebook, or log onto ...
Seminars, workshops, boot camps and other educational programming is very popular, with the public and with savvy entrepreneurs. We're in an age where information is the ultimate commodity: our ...
So, how do you get a 35,000-pound F-16 jet fighter to fly? It's no easy feat. To overcome the force of gravity, you have to create a force greater than gravity's grasp. That force is lift. As ...
Integrity First. It's core value #1 of the U.S. Air Force... embraced by our leadership, taught in our training programs, and a symbol of the commitment and character of the men and women serving ...
Anyone can sell if the price is cheap enough or if what is being sold is something people can't live without. However, for the vast majority of us, neither of these luxuries are part of the ...
Establishing maximum value for your price is never easy. In today's volatile economy, it's even more of a challenge. For most companies, costs are increasing, yet the ability to pass them ...
Saving Time and Energy: A 6 Step Process to Adopting New Technology By Susan A. Friedmann,CSP "You Tube? Best marketing tool EVER!" "If you're in business, you absolutely, positively have to be ...
I remember the first time I was deployed to Iraq during Operation Southern Watch. I sat in an intelligence mission briefing with 50 of my fellow fighter pilots (my wingmen) where we were briefed on ...
Achieving Riches in Niches means occupying a dual role: acting first as a skilled professional, you must also be a powerful, effective sales force. Not only do you perform the services your clients ...
We have a saying in the fighter pilot world, "lose sight, lose fight." Lose sight for just a second of the ground or aerial target, and chances are you'll lose the fight (i.e. miss the target or ...
Before fighter pilots can fly in combat, they have to demonstrate expertise in tactics, technology, and hands-on flying. Extensive hours of study, simulation and practice missions must be ...
(An excerpt from LINCOLN SPEAKS TO LEADERS by Gene Griessman and Pat Williams, with Peggy Matthews Rose) ABRAHAM LINCOLN: "When I was young, I read a book that most people read in my day, but few ...
Last summer my grandson Dylan, who was playing on a little league team, went into a hitting slump. He had been swinging vigorously, doing his best to look like a big-league slugger. But he was ...
(Some years ago I wrote this Lincoln soliloquy for the training film "Lincoln On Communication" and subsequently incorporated it into my one-man play "The Wit and Wisdom of Abraham Lincoln." It is ...
Considerable skill is required to successfully say to someone in a power position, "I want to do it my way instead of your way." Yet this skill is often needed by leaders at every level--whether ...
The Beatles did it before becoming world famous. Bill Gates did it before becoming one of the world's richest men. And Abraham Lincoln did it before becoming one of America's most honored ...