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
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