Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business you are in- Real Estate,... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes you afraid? Do you get... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople love to talk about their... Read More

Selling -abilities : Part 2

In the last article I talked about different strategies... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch, or going to lunch with... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of people hear this word, a... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your responsibility! What does that mean?... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John,... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself from the competition, when you... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ? It takes X number of... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales letter? Here is the answer:... Read More

The Anatomy of a Sales Letter

When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep us from backsliding into old... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling them?* Is e-mail your selling... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the unknown. The fear you create... Read More

Selling Services

Selling a service isn't the same as selling a product. Your prospect is buying an... Read More

Psychological Tricks in Selling

----------------------------------------------------------Permission is granted for the below article to forward,reprint, distribute, use for ezine, newsletter, website,offer... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep called the other day to... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight to the trash can. How... Read More

9 Ways to Keep Clients Coming Back For More

A lot of effort is put into getting new clients. We all know our client... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if you want to get properties... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at the "blinding" greed and reckless... Read More

Do Your Words Betray You?

What do the words that you use say about you? What is your basic message?... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up." is from Woody Allen. It... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at work or at home, and... Read More

Building Relationships

A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I learned was really at no... Read More

Talking To A Prospect As If To A Friend

While working with a new coaching client, I asked to hear her sound bite. Everyone... Read More

Your Voice is Your Instrument

On an introductory call, your voice is your instrument. During a face-to-face meeting, you have... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the most successful sales professional or... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are in the early planning stages... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of them is not used. Why... Read More

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that pull you towards what you... Read More

How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales experience? Or do you have... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will actually increase the amount of... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to a question submitted by one... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two reasons for most people. One... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner or an employee, is to... Read More

Selling Strategy - 5 Ways To Success

Web sites exist for essentially two purposes. The first is to provide information. The second... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective way to increase your profits... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just one or two additional sales... Read More

Persuading Learners to Buy: 7 Groups

There are seven major reasons why adults continue their pursuit to learn. Each of the... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1. If you have old Inventory,... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that doesn't work? Have your announcements... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 2

Part one of this article is available at www.bookcoaching.com/freearticles/article-31.shtml. Have you wasted valuable... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We love to write. We love... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers are becoming creatures of convenience;... Read More

Ten Tips for Choosing the Right Direct Sales Company

Direct sales can be your ticket to a profitable home-based business. There's low risk and... Read More

Why Write a Sales Letter for Each Product?

Authors/publishers are great at getting their books written. Entrepreneurs know their products.... Read More

Sell More Products and Services with Testimonials

Testimonials are all-important to sell anything. You may already have testimonials for your new book... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this as legal advice. Perfection... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are now mailing 4times a year,... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty... Read More

Tapping The Potential Of Your Customers

Business owners of long standing know the cardinal rule "take care of your existing customers... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great sales copy? Maybe not, but... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green eggs and ham? Would you... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and determined that you can provide... Read More

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student was working for a defense... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix, again. For some reason I... Read More

Selling: an art of a skill?

Selling is as much an art as it is a skill. The basics of the... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds of letters, to avoid making... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on an almost daily basis, the... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun as a cool TV commercial?... Read More

Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by asking you "so how much... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get past the gatekeeper and get... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for a small manufacturing company. I... Read More

The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation. People buy solutions and... Read More

Impotent Questions - How Much Are They Costing You?

Last issue we talked about what motivates people to buy something. A person or a... Read More

Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call... Read More

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to speak directly with the decision-maker,... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the information you provided on your... Read More

The Email Blow-Off

This week's article is my response to a question by Lisa Boudreau of ePresence. "I... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork of the Yuba River. The... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are now in a recession! Duh.... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of 10 I do. Why do... Read More

Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"? I think anyone who has been in... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but essential activity in our profession.... Read More

Build & Protect Your Confidence

I can remember the first time that I had to get new customers from a... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling, and do as little of... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the first word out of your... Read More

Improve Your Sales Closing Ratio

Occasionally EGOPOWER readers send me questions or topic suggestions that I feel would be of... Read More

Lock, Stock, and Barrel!

The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right? Not exactly. Just last week... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell: "I am Sam. Sam I... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product you can give away free... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually a good reason. Here are... Read More

The Best Day In The Week

The best day of the week is TODAY, of course. Yesterday's are lost forever, and... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The more sales and marketing... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word motivate means to impel, inspire,... Read More

Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000 feet on my way to... Read More

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another opens; but we often look... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or able to move quickly. Foremost... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice. It goes like this -... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You can't do it by doing... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect to make a sale in... Read More

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named Richard doing a cold call.... Read More

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to... Read More

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Do Your Words Betray You?

What do the words that you use say about you? What is your basic message?... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that doesn't work? Have your announcements... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing "Mine"People consistently place a higher... Read More

How to ASK for Business -- WITHOUT appearing Pushy --

GIVING Vs "SELLING"Never lose sight of the importance of providing a "reason" to buy BEFORE... Read More

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training is the subject of closing.... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying to recover inactive clients and... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I learned was really at no... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest to take the time to... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names, jobs and the like have... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on an almost daily basis, the... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get past the gatekeeper and get... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the cool things about working in... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales figure for all recognised publications... Read More

Get The Help You Need With Fund Raising Ideas

There are many fund raising ideas on the market today for anyone that is looking... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know . . .Lance looks at... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process only to be disappointed by... Read More

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has four children. With a family... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality leads. You get to speak... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory,... Read More

How To Make An Extra $100,000.00 Each Year

HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING A FEW LINES OF SCRIPT... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given her the best price, possibly... Read More

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from Columbia Pictures, Ghostbusters: Dan Aykroyd... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my book ? Climb Your Stairway... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you do for them. If you... Read More

Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to look at a brochure or... Read More

How to Acquire More Leads

The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or able to move quickly. Foremost... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you have a lot of competition.... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on the issue of whether copy... Read More

Persuading Learners to Buy: 7 Groups

There are seven major reasons why adults continue their pursuit to learn. Each of the... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going UP? Well, I did at... Read More

Powerful Words

Hi, I'd like to discuss the most powerful words you can use during the selling... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting yourself to potential clients. You... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need to get my products on... Read More

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try to attract new customers, and... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared... Read More

Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"? I think anyone who has been in... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard the saying "the first person... Read More

Creating More Effective Proposals

The need for good proposals - the business kind, not the marriage kind - struck... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's the word "you." Why?When most... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant, I've had the opportunity... Read More

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes that nothing happens until someone... Read More

Is Cold Calling Dead?

Is cold calling dead? And if laws are being passed to put it to rest... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal with a lot of vendors-software... Read More

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain sailing. You must expect objections.... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service in Europe the problems you... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell a lot more products and... Read More