E-Newsletter Archive

The CONNECTION™

• Attention, Selling by Phone
• Get Past 'Yours' and 'Mine' to 'Ours'
• The Dreaded Objection
• Ask Open Questions
• Discipline
• Working with the Gatekeeper
• Sometimes You Have to Say No
• There's an Echo in Here
• Socratic Silence Is Golden
• Beginning Your Sales Presentation
• Never Assume
• The Power of 'If'
• The 9-Second Decision
• Be an Expert
• A Success Story about Success Stories
• Hidden Treasure
• Don't Get Caught in the Lobster Trap
• One Size Fits All
• Inquiring Minds Want to Know
• Buying Signals
• The Talking Trap
• My Number Is...
• Getting Your Client to Open Up, Part Two
• Getting Your Client to Open Up
• Act Like a Court Reporter
• What's Your Elevator Speech?
• Know Your Objective for Every Sales Call
• Tell Me More, Tell Me More, Tell Me More
• What's the Best Way to Communicate With Your Client?
• Beginnings and Endings
• Selling in Tough Times
• Inheriting Accounts
• Split-Second Selling
• Selling Technical Products to Non-Technical Buyers
• Virtual Relationships
• Quotable Quotes
• Holiday Gifts or Not?
• A Quote to Ponder
• Getting and Giving
• Keep Your Heads Up!
• Open- and Closed-ended Questions
• Prescribing Before You Diagnose?
• Business Card Etiquette
• Calling in Help
• The Deal Will Look Like This...
• Saying No Quickly
• If You...Then I
• Facts versus Feelings
• Is Your Product Useful?
• What CAN You Do?
• Opening the Conversation
• The Power of Citation
• Who Pays for Lunch???
• 'Tone-Deaf' Salespeople
• Persistence and Pressure
• Ask for Specific Referrals
• Stories Sell
• Dog Bones and Selling
• The Mutual Goal Thermometer
• SWOT Those Accounts
• Specify Price Objections
• Nothing Succeeds Like a Success Story
• Thanks, But We're Already Covered
• P.S. It Means a Lot
• Suggest the Next Step
• Don't Start with Your Brochure
• What is Selling Technique?
• The Four Point Listening Plan
• Back It Up
• Confidence versus Arrogance
• Roman Advice
• Sorting Through the Noise
• Search Me
• Reinforce Value
• Avoid Being a Super-Hero
• The Power Of Statistics
• Fiscal Years
• Be Willing To Ditch the Agenda
• Summarizing In Summary
• Shorten Sales Cycles
• A Quote To Ponder
• Passing the Buck
• 5 Reasons To Be Early
• What Do You Do Again?
• Happy 2007 from Communispond
• Offering Options
• It's the Second Sale
• Elevator Speeches
• Sales in the Movies and Your Image
• The 80-20 Rule Explained
• Who You Are and Why They Care
• Sales Principle #3
• Persuasion Principle #1
• Turn off that Phone
• A Great Sales Quote
• What Makes E-mail Marketing Work?
• What Day Should You Send E-mail?
• Wikipedia Defines Sales
• Do You Sell Like You Buy?
• Does Face-to-Face Time Still Matter?
• A Better Mousetrap May Not Be the Answer
• 5 Reasons You Won’t Make This Sale
• Is Buying a Pleasure?
• Why Does It Matter?
• Trade Offs
• We Love Your Competition
• Just in Case or Just in Time?
• How Important Are Your Customers?
• The Worst Successful Salesperson Ever
• Directing Customers Through Handouts
• Status Quo
• Play Back Emotional Language
• Interpreting and Evaluating
• 6 Steps to a Sales Call
• Remember the Feeling
• Because We Said So
• Resonating Focus
• The Power of Word of Mouth
• Last Minute Objections
• The Paradox of Excellence
• The Problem is Price
• No, and Here’s Why
• Features and Benefits
• Hidden Treasure
• Presenting Evidence
• A Future Without You In It
• Deadlines
• Too Close to the Close
• Are Buyers Liars?
• Facts Vs. Feelings Part II
• Perfect Proposals and Missed Sales
• To Sell is to Serve
• Hearing Nice Things About the Competition
• Motivated Customers
• Your Customers' Deadlines
• Great Moments in Cold Calling
• Happy New Year
• Confirming Action Items
• Bring Them to a DECISion
• How Do You Spend Your Time?
• Listening and Office Conflict
• Success Stories for Sales Team Building
• Buying Signals
• You Don't Know
• They Don't Call it Prospecting For Nothing
• Absence Doesn't Make You Fonder
• Coffee and Sales
• Yes, the Opener Again
• Hidden Motivators
• The Power of Experts
• .05 Seconds That Matter
• Are You Always Selling?
• 7 Rules of the Phone Message
• Familiarity Can Hurt
• Specify Objections
• Those Darned Motivators
• Shut Up Already
• CRM Stress
• Vague Benefits
• Loving Long-Time Customers
• Hand-Me-Down Customers
• Trade Show Follow-up
• Networking
• The Difference Between Business and Industry
• 5 Steps to Networking
• A Salesperson by Any Other Name
• Sales and Sales Prevention
• Sales Experience vs. Industry Experience
• What Do Recruiters Look For?
• Avoid the Lobster Pot
• Podcast Research
• Disciplinary Xenophobia
• Interrupting Your Customer’s Day
• Understanding is More Than Listening
• Looking Too Good Can Hurt You
• Cold-Calling Comfort
• Affiliate Marketing for Real World Salespeople
• Framing the Big Picture
• Speak Their Language
• Being Agreeable
• Getting Past the Gatekeeper
• Follow Up With That Prospect
• Upsell with Something Concrete
• Making First Meetings Count
• Reverent Power
• Customers Who 'Nibble'
• Help Customers See the Future