Recently in a training session a participant asked the question: “Should I leave my presentation with the prospect after the meeting is finished?” As you might expect there is no simple, clear-cut answer. There are a number of factors you need to consider. Presentations are a vital part of your marketing and sales strategy, as […]

Framing is the art of shaping the meaning of a situation, behavior, thought, word or phrase. It is deciding what this situation in front of you is going to mean to you AND it is helping others decide what the situation is going to mean for them. There are three aspects of framing: pre-framing, re-framing […]

How To Plan Your Presentation So You Close Sales: By the time you finish reading this article, you will have learned how to present your product or service properly. Before I talk about the right way to present, let’s first talk about the wrong way. One of the most common mistakes sales people make when […]

I’m a big fan of a Canadian television show called the Dragon’s Den. The premise of the show has budding entrepreneurs pitch their product or business idea to five venture capitalists who then decide if they are willing to offer funding. This is a great example of selling because the business owners are asking for […]

Learn to Hire the Best Sales Team For small business owners, a good sales team is essential to continued sales and revenue growth. Unfortunately, sales positions are the most difficult to recruit, hire and retain. Relying on industry experience as the key hiring factor is one of the most common errors in filling sales positions. […]

For the self-employed, trade shows and conventions are a golden opportunity to gain exposure for your service or product offering. Unfortunately many hopeful entrepreneurs take on their first show with no idea of how to get the most new business for their trade-show dollars. Trade show participation is typically one of the more costly marketing […]

Are you involved in b2b appointment setting? Then you will agree that the strength of your telemarketing team will determine the success of your campaign or not. They are the people responsible for the generation of B2B sales leads that are so important for your business. The only question here is how to motivate them […]

Three Tips To Increase Referral Business The most reliable revenue growth comes in two forms: repeat sales and referral business. The better your skills for generating referral business, the faster your customer base will grow. The best strategy for building referrals is simply to get your customers talking about you. As your clients talk to […]

If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t?), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more. First, let’s talk about […]

If you have to set appointments over the phone then you know that delicate balance between building rapport, creating interest, qualifying and asking for and getting an appointment. It can be difficult knowing exactly when and how to ask for the appointment without sounding like you are closing them, and, of course, there is always […]