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Informative Articles

7 Ways to Cut Loose from Old Sales Thinking
Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods...

Become a Customer Enthusiasm-Guru!
One thing all successful small business owners have in common is the knowledge that their business is based on enthusiastic customers. Despite their multi-tasking titles of bookkeeper, service provider and sales-manager, their most important...

How to Set up your own Online Business: 11 FREE or LOW Cost Services you'll need to know about
Whoever said you need thousands of dollars to start your own web based business didn't know what they were talking about. If you know where to look your business can be on the web for very little money, and in some cases free. 1) Free Domain...

How to Use Consultants Effectively - A View From the Other Side
I know that everyone out there sees these articles written by consultants and says to him or herself, "Thats nice - but how does that apply to me?" All organizations reach a point at some time when they are aware that they could be doing things...

Powerful Words in Sales
Id like to discuss the most powerful words you can use during the selling process. After all Rudyard Kipling said, Words are the most powerful drug used by mankind. Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the...

 
Getting New Business Fast

Recently two business owners came to me in dire straits. The first, who
owned a dental billing company, had suffered sabotage by a disgruntled
employee. Clients deserted in droves when told, falsely, that he was being
investigated for fraud. The second, who owned a computer training firm, had
neglected to market for a year and had just discovered the delayed effect
of his omission. Both appealed to me: Help! We need more business fast!

Even in such circumstances, an existing business has assets that can be
exploited to drum up sales and cash flow quickly. Use your intuition about
whether to divulge your real situation to friends who might be moved to
help or put a bright face on your situation by, for instance, saying you're
expanding. Either way, consider these possibilities if a comparable
disaster befalls you:

* Leverage your loyal clients through testimonials and referrals. The
billing company's most steadfast client, a periodontist, provided a glowing
testimonial that the owner used to approach other periodontists. Similarly,
the training firm told their lingering clients that they were running
special summer classes and offering big discounts for every participant
from another company that they persuaded to sign up.

* Send direct mail to clones of your best clients. Construct a profile of
the kind of customer who had been most drawn to you in the past, and engage
a mailing-list broker to furnish names and addresses of individuals or
companies matching the profile. For the training company, that meant law
firms and accounting firms with more than 20 partners.

* Offer a trendy new service. What unmet needs of existing clients could
you satisfy? Invent new


services or shift sideways to parallel services you
might not otherwise bother with. The billing company, which normally
concentrated on insurance reimbursements, now said it would also collect
overdue balances from individuals who had promised to pay out of pocket.

* Telemarket to new prospects with an irresistible offer. Bend over
backwards to prove yourself to people who have never done business with
you. Your offer needs high appeal, a low introductory price, and a
guarantee that removes all or most of their risk in trying you. For the
billing company, the inducement was the first quarter of service for half
price, and no charge at all if at the end of 30 days the new client wasn't
100 percent convinced that the change simplified their office routines.

* Sell your white elephants. Do you have inventory collecting dust in a
storeroom -- or property that you could quickly convert into salable items?
The training firm had proprietary manuals for each of its courses that it
could sell as add-ons for its other classes or consulting. It could also
license them to other training firms that hadn't gotten around to creating
their own products. Indeed, even if you're doing fine, you might have wares
you haven't bothered to sell in a while. Through online auctioner eBay and
its competitors, you might be able to turn your white elephants into
cash -- fast.

About the Author

Marcia Yudkin creates cost-effective, creative
marketing plans for clients all over the world. You can learn more about
her reputation-enhancing marketing plan service at
http://www.yudkin.com/marketingplan.htm and view excerpts from a sample
plan at http://www.yudkin.com/sampleplan.htm

 

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Sandler Sales Institute;Sandler Selling System:sales training ...
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Sales management and sales training programs focused on creating a lasting return on your investment, not just a temporary increase in sales.
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Sales training, process and strategy for outstanding performance. For nearly 30 years, Miller Heiman has helped thousands of companies, their salespeople, ...
www.millerheiman.com
 
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Slife Sales Training, Inc. brings the top sales training to you at a reasonable price through sales seminars, keynote speakers, a free Sales Tip of the Week ...
www.salestrainingcamp.com
 
Sales Training, Sales Consulting & Sales Seminars
Sales training with Perpetual Development is intense with a focus on results - Sales training consultants offer a variety of sales consulting delivery ...
www.perpetualdevelopment.com
 
Sales Training America: Corporate Training Seminars and Custom ...
Offers sales training seminars across the US. Other training seminars include leadership training, management training, customer service training, ...
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Sales Training, Telephone Sales Training, Sales Management Training
Sales Training through public courses, also on-line sales training, sales recruitment, psychometric testing available, telephone sales training with ...
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sales training and business development - free online sales help
Provides sales training and management courses, covering presentation skills, public speaking and negotiation techniques. Offers range of free reports and ...
www.salessense.co.uk
 
Sales training: choosing the right course/seminar
Practical advice on how to choose a good sales training course.
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Sales Training International Ltd - Sales Training, Management ...
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  • 10 compelling reasons not to downsize

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  • 3 steps you can use developing leaders in your industry

  • 4 new income streams to your online business at no extra cost

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  • 500 to unlimited beach access now offers two versions of the popular e z mrp

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  • 5 internet business myths that keep success at bay

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  • 6 ways to choose your own home business

  • 7 cold calling secrets even the sales gurus dont know

  • 7 secrets to writing inventory procedures

  • 7 steps to hire the best

  • 7 tips for growing your business you do not want to ignore

  • 7 ways to choose your own home businessfor maximum success

  • 7 ways to cut loose from old sales thinking

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  • 7 ways to make a great first impression

  • 8 procedures to take control of sales and marketing

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  • 9 pointer for evaluating a business proposal

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  • 9 strategies for writing accounts payable procedures

  • accepting responsibility for your sales success

  • achieve more in 2004

  • affiliate programs are they for you

  • american institute of food distributors renews gomembers support agreement

  • an annuities primer

  • an estate planning primer

  • are you finally ready to stop failing online

  • are you still broke with 10 000 people in your downline

  • asian business strategy and approaches today compared to the west lessons from the classic text on asian strategy the art of war by sun tzu

  • asset sales how to get money for assets when you need funds

  • assumptions the hidden sales killer

  • at your service the ten commandments of great customer service

  • avoiding the sales talk sledgehammers

  • avoid the duds 10 strategies for selecting the perfect speaker

  • a couple of killer internet marketing techniques

  • a cyber staffing solution for small businesses

  • a home business mentor can help you earn big bucks

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  • a special mans triumph in the gold rush

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  • a street urchins no cash no credit business plan

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  • a whack up long side the head of human resources the leadership imperative

  • barriers to effective planning

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  • build your business on a shoestring hire a college intern

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  • can you really improve your organisation skills

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  • characteristics of high performance teams

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  • college and university professionals for human resources to upgrade their association management software

  • columbus bar association chooses gomembers preferred support agreement

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  • customer service a lost art

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  • customer service why some people just shouldnt own shops

  • defining small manufacturers by number of parts

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  • dialogue the four dialogic principles for successful communication

  • direct response the fast track to 6 figure freelance copywriting

  • direct sales trainings how can it help you

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  • diversity no longer just black and white

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  • drivers education for new entrepreneurs

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  • entrepreneur and mom

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  • e z mrp allows small manufacturers to grow enterprise with new upgrade system

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  • finding the best direct sales company to suit your needs

  • first the key to successful sales

  • five myths and five tips for breaking into a career as a fashion designer

  • five things not to do when starting a home business

  • five ways to evaluate an online business opportunity to see if its right for you

  • focus on a trade not a discount

  • forecasting and surviving a layoff or downsizing

  • four critical success factors for business results

  • four reasons why small businesses succeed or fail

  • free home business software is out there

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  • function modelling what is it

  • generate more sales in any affiliate program part four

  • generate more sales in any affiliate program part one

  • generate more sales in any affiliate program part three

  • getting new business fast

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  • getting your video successfully produced why quality is key and how to get it

  • gitec opts to upgrade its gomembers meetingtrak software

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  • gomembers inc launches online webinar program

  • gomembers inc named to software magazines 22nd annual software 500 for 8th consecutive year

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  • gomembers welcomes new staff addition

  • good bye bobby knight and all the sales managers like you

  • good morning as a subscriber to your newsletter i havent made my 100 000 yet part time when am i going to make money

  • good news about your online business

  • got an idea worth working for a case study

  • grow your b2b small business without marketing

  • habits sizzling salespeople have in common

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  • here is a different business approach for you

  • hiring and retaining good employees

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  • home based business on the rise

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  • how do you protect your business against the loss of a key employee

  • how effective is your leadership style

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  • how salespeople can create instant believability and credibility with their customers

  • how selling vitamins can bring your financial freedom

  • how to beat the 80 20 rule in sales performance part 1

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  • how to beat the odds

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  • how to build extreme customer service from the inside out

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  • how to choose the best mlm leads

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  • how to create a really great company in 2005

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  • how to discount your way into sales oblivion

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  • how to tap into the best business practices to make dollars and cents

  • how to use consultants effectively a view from the other side

  • how to use humor to increase sales

  • how you can learn to be a better manager

  • hurdles to cross cultural business communication

  • imagine

  • improve your business dealings with improvisation

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  • index

  • indirect advertising

  • influencing with integrity

  • information technology consultants and professionals how to avoid being seen as just another salesperson

  • insight failure and success in online business

  • integrity in business the secret to increased sales

  • international association of chiefs of police selects enhancement to its gomembers software solution

  • international association of refrigerated warehouses supports membership software with gomembers asa

  • international expansion starts with the right mindset

  • internet home business 7 ways to choose the right one for you

  • internet marketing tool web business builder review

  • internet marketing vs forex currency trading

  • introducing a mystery shopping program employees

  • invest nothing get nothing

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  • is ebusiness for my business

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  • is it time to hit the reset button on your sales department

  • is there an affiliate free lunch program

  • is your ad killing your brand

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  • its okay to negotiate really

  • it starts with the selection process prevention is the best cure

  • i am a rock i am an island well maybe

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  • joint commission resources selects gomembers maintenance plan

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  • keeping your sales team motivated

  • kentucky hospital association to benefit from meetingtrak and etrak upgrade

  • keys to negotiating well

  • kicking winning goals

  • leadership development and jumping out of airships

  • leadership for deep results without them are you wasting your leadership and your life part one

  • leadership lessons for sales managers

  • leadership lessons learned the hard way part i

  • leadership lessons learned the hard way part ii

  • learn a skill that will last a life time

  • learn how to work with the web to become a sales training pro

  • leasing with new two tier pricing structure makes e z mrp leading manufacturing software for small manufacturers

  • lessons from a six year old

  • lessons from the olympics for your business

  • let the market choose your price

  • listen your way to sales success

  • living life in a time starved world

  • lone wolf lead wolf

  • low cost material resource planning mrp proven most effective for small manufacturers

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  • mail order a great home business idea

  • maintaining your motivation

  • make a full time income online 4 ways to do so

  • make money on the internet

  • make more money with marketing metrics

  • making money from home

  • making money in your underwear the jeff paul marketing system

  • making sales online is easy isnt it

  • making sales online is easy isn t it

  • managing the sales negotiation process

  • managing your business cash flow

  • manufacturing software system e z mrp announces new pricing and product structure

  • market segmentation manufacturing by number of parts

  • medical group management association purchases gomembers accounting solution

  • mental fitness for confidence and winning in life

  • microsoft and gomembers featured presenters at the national ams users group conference

  • mirror mirror on the wall whos the fairest of them all

  • motivate your team

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  • mystery shopping mysterious way to improve customer care

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  • national conference of governmental industrial hygienists purchases gomembers psa for az ware solution

  • negotiating to buy a new car the easy way

  • network marketing book lovers guide 10 hot reads in 2005

  • new jersey education association renews annual support agreement for their enterprise software solution

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  • online business 8 powerful reasons to start your own

  • only the weak ones quit

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  • outsource it to a peo and watch your business profits skyrocket

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  • part 1 of 5 how pipe dreams can become

  • part 1 of 5 how pipe dreams can become realities

  • part 2 of 5 how pipe dreams can become

  • part 2 of 5 how pipe dreams can become realities

  • part 3 of 5 how pipe dreams can become realities

  • part 4 of 5 how pipe dreams can become realities

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  • people you cant make them what theyre not

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  • taking over a new unit

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  • tell me your what and why and ill show you how

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