Articles on Sales
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How to create rapport with anyone in under 30 seconds
Author: Jeff Mowatt
We all know the power of first impressions. How people perceive us during the first few seconds of an encounter has a major influence on whether they will trust us, be attracted to us, or want to do business with us. To create a positive first impression, we need to know how to connect immediately with others regardless of their age, gender, ethnic background, mood, or the situation.
Is customer service first and foremost in your mind?
Author: Karen Fischer
Have you ever heard the saying “Have a good customer experience, tell 5 people or have a bad customer experience, tell 10”? It is even more important as a small business owner that this is etched in your head every time you or your staff is dealing with a prospect or customer. We all are left dealing with large corporations that provide poor service because they in some cases are a monopoly or their competitor is the same, such as anyone’s...
The dangers of competing only on price
Author: Derek Fisch
Consumer purchasing decision are influenced by a number of factors. Price is just one of them, and contrary to popular belief, it‘s not even that high on the list. If you don’t believe this, take a look around your own house. How many of the things that you have are the cheapest available?
Partnerships / Channels that Work for SaaS Companies
Author: Karen Fischer
Today there are Software as a Service start-up businesses offering a variety of products and services to consumers and businesses which offer a cost-effective way for both to have access to services they need without the capital investment. If you are one of those businesses, you are most likely looking for partners and channels to help you grow your business.
Have you sold yourself?
Author: Mark Hunter
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 completely confident in what you’re selling, you will never come close to maximizing your sales potential.
Negotiating and the Three Ts: Trust, Time and Tactics
Author: Mark Hunter
Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the “3 Ts of Negotiating: Trust, Time, and Tactics.”
How to be in the right place at the right time
Author: Ian Brodie
Some professionals always seem to be in the right place at the right time to win new clients. They just happen to call a potential client when they really need help. Or they bump into them in the early stages of decision-making. Or the client remembers their face and calls them first when they need to chat over an issue that ends up turning into a project.
3 Reasons why your info product isn't selling like hotcakes
Author: Angelique L Rewers
Yum! Hotcakes + butter + syrup = a pretty irresistible package. Personally, I could eat pancakes every single day and never tire of them. But let me ask you this: Is your information product just as irresistible? Is it selling like hotcakes? Or has your e-book, special report, tool kit, home study course, audio seminar series, [fill in the blank], been collecting dust?
Expertise driven selling
Author: Ian Brodie
To succeed in selling consulting (or other advisory services like coaching, training, accounting or law) you need to set the agenda. It’s no longer enough to show up, ask the client “what keeps you up at night?”, then drop in a proposal to address the issues they raise.
Maximizing your price in a soft economy
Author: Mark Hunter
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 along to the customer is fraught with numerous roadblocks.
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