Traffic generation is the key to an online business success. No Traffic means No Business. You could have the best product, best sales letter in the world but if no one knows about it sales are going to be very low. Bottom line is getting traffic is crucial. Traffic generation are the marketing techniques you apply to generating leads for your b

Have you ever thought of your sales staff as customers? Henry Ford thought of his employees as customers for his cars. He wanted to pay them enough and charge the buyers so little that his employees could afford to buy the cars that they made. I think we should go even further with the sales staff: We should literally treat them as customers of the

Since words and meaning conflict, and since one unit of tone is more convincing than, six hundred units of words, it is wise to make use of tones when working on making a sales pitch. The mental-tone actually fights to gain attention. "Hear Ye! Hear Ye!" is used in the courtroom to gain the immediate attention of every one in the room. This ment

It is essential to look at your business from a customers point of view, if you wish to increase the quantity of sales that you make. What doubts could a customer have to purchasing your product of service? If they are presumptuous that there is a risk involved in purchasing your product, then the only clear way you can rectify this is by offerin

Did you know that you can earn residual income from other peoples work? It is legal, ethical and most importantly, it is true. Each and every time one of the people to whom you delegate the responsibility to moving a product does indeed close a sale, you stand to profit from that transaction without having to lift a finger. Imagine how much money y

Sarah and her husband Sam run a construction supply company. They have put their life savings into their store and have stocked it with a deep and wide inventory of tools and supplies. Great care and planning went into their layout and merchandising and it is an impressive store. From a business model perspective their business should be

This is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Others will hang their hat on an account that they won and say it was a good year. However, as Joe Torre, former manager of the New York Yankees recentl

In traditional business, marketing is what brings your prospect to your door, gets them to call, send an email or in some cases actually buy. Sales is everything that happens after the prospect has contacted you. Traditional business is still with us though it has clearly been evolving very rapidly in recent years. Although the general def

The other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term "spot," it means to watch and assist the lifter if they need help. Of course, I agreed to do this. As is customary when spotting, I asked him how many reps (number of times lifting the weight) he planned to do.

It takes something special to sell in a down economy. Unless sales people are properly equipped, it's easy for them to get discouraged and give up, perhaps before they even get started. When salespeople stop selling, falling revenues eventually cause pain for all employees and can threaten the very existence of the business. That's why it's in ever

Mail order magazines are a great way to do business. However, to make your enterprise profitable through it, we have to understand what sells in mail order magazines. Most of the keen readers of mail order magazines are the business by mail dealers themselves. Obviously, they are looking for anything that will help expand and flourish their bus

In the 70's and 80's, there was a great television show called "Quincy." This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, performed an autopsy on what appeared to be a death by natural causes and realized that the actual cause of death was murder. Once that determination was made, the rest of the show wa

Sally and Jim are a nice couple. 30 years ago they started a business that they continue to run today. Moderately successful, they pay the bills and have employees do the daily routine work. They have nice stores and all their employees smile and say 'good morning' and 'have a nice day.' They have a very expensive website that does what

Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Sales people are trained in the art of persuasion. They know how to provide the desired responses to the questions. Even more daunting is when you are interviewing sales people that wo

In the old days I used to carry a laptop with an overhead digital projector. And sometimes a portable printer. I looked like a mercenary walking in. I still on occasion use the projector. But not much...same goes for my sales collateral, presentation, brochure, letterhead, portfolio and media packet. First off it's so much easier. I don