Writing that sales proposal - How to help tilt the decision in your favor

Imagine-this person, or persons, may have to spend many hours reading several proposals, evaluating them according to specific criteria, and then come up with a decision. Given the pace of today's business, that reading, that decision, could happen late at night or over the weekend. That's the nature of the beast. So even when finding the right organization is really important for the client, it can also be a chore.

Harnessing the new age of customer frugality

This year has been filled with breathless stories describing how consumers have responded to the rapid economic downturn that started in 2008. Namely, they’re going frugal. They’re spending less and saving more.

Many businesses have been bitten by this so-called “paradox of thrift” frugality might be a great idea for the individual, but for the businesses that rely on the spending of that customer, it canreally ding the bottom bottom line.

Video & Web Conferencing: How to determine which features will benefit you the most

Web and video conferencing technology is becoming more sophisticated with each passing day. A few years ago it was a novelty just to talk with someone online, and view his or her image at the same time. Today web conferences bring together entire companies in complex interaction that rivals live face-to-face meetings. How you might benefit from the latest developments in web conferencing depends on your particular needs. Here are a few points that you should consider.

7 Steps to creating a winning coaching, consulting or service business

Lots of folks are joining the ranks of “business owner” as a career path these days. Some by design and some, unfortunately, because they have little choice. Many of these business owners are choosing to open up coaching, consulting and service businesses in part because it’s so darn easy to do. The barrier to entry is sometimes little more than printing up some business cards.

No Lies – Great salespeople always tell the truth

There is an old mantra in sales – Under-promise and over-deliver. While many salespeople follow this axiom and, on the surface, it has good intentions, it really tells you to do one thing – Lie to your clients. If you are in sales, try this interesting concept – Tell the truth!

Quick...When I say salesmen what comes to mind?

When I ask most people that question the typical responses are a wrinkle of their nose and words like, pushy, intrusive, won't take no for an answer, an interruption, and even rude. It is a reaction born from experience and stereotypes. Just think of the last time you interacted with someone trying to sell you something. Was the experience a good one? Did you find yourself becoming defensive?

4 “Must Know” tips for pricing your services

One of the worst moments in a business owner's life is that silent moment between when you quote your rate to a potential client and his response. True, that hardly a second goes by, but it can feel like an eternity.

“Will he hire me?”
“Did I go too high?” 

5 Good sales strategies to help you sell more

Do you want to sell more? Here are 5 good sales strategies to help you do just that:

1. Get Refreshed

Why Referrals Are Not Enough

A majority of entrepreneurs I've worked with admit that word-of-mouth and referrals are their primary ways to attract new clients and customers. Referrals should be a part of your business life for sure, but too often I see it become the only way to bring in new business.

Here are 3 reasons why referrals are not enough...

Fill your pipeline by refining your referral requests

Lately I've heard a lot of people talking about how to get referrals. No doubt about it, they're one of the quickest ways to fill your pipeline. They're definitely easier and less stressful than cold calling. They're more accessible, and there's less competition to close the deal. Knowing this, more and more sellers are asking for referrals as a primary approach to filling their pipelines.