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In the modern world of commerce, more and more business is being done electronically, whether over the phone or the Internet. This means that the field of play for salespeople…

Cold calling is tough and not for the weak-hearted. When you cold call, you are often confronted with the "gatekeeper." One of the gatekeeper’s jobs is to keep salespeople like…

THE ART AND SCIENCE OF HOW TO INCREASE EFFECTIVENESS: THE BAD GUYS GOT IT DOWN TO A SCIENCE. Who’s your favorite movie villain? Dr. Evil, Hannibal Lecter, Darth Vader, The Joker,…

Suggestive selling is a powerful tool that can increase your revenues, and your bottom line, significantly. We are all used to the order taker at a fast food place asking…

You’ve just finished giving your presentation to your prospect, and you shown him all the benefits and reasons why he should take action, now, and purchase your product. Everything was…

In defining your target market, the human race is not your oyster. As a business vendor it is important to define your target market in common terms. You want everybody…

People mistakenly think that effective sales involves convincing people to buy whatever is being offered. However, exceptional salespeople realize that’s not the case. They utilize these sometimes counterintuitive approaches to…