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Proposals That Wow Prospects
By Tom Sant
How To Stay In Control Of The Sale
By Steve Kraner
Stop Wasting Time On Prospects Who Won't Buy
By Alan Rigg
Staying Motivated In Challenging Times
By Dave Kahle
More Sales Intelligence
8 Sales Questions You Can't Live (And Sell) Without
By Jim Domanski
Disarming the Price-Squeezing Customer
By Paul Cherry
Persistence Without Stalking
By Kelley Robertson
Communicating a Price Increase
By Mark Hunter
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Would You Return This Call?
7 Ways to Get Your Call Returned
By: Jon Brooks
Suppose you came home from a hard day at work to find the following message on your answering machine:
"Hello, Tony. This is your dentist calling. I'd like you to come in sometime next week so we can pull three of your front teeth. I'm not sure if you need them pulled or not, but we're having a special on extractions, and you won't want to miss it. We pull 'em faster and cheaper than the competition—so if you need more than three yanked, we can handle that as well. By the way, we're running a little low on Novocain, so you may have to go without it. But don't worry! It will only hurt for a few days. Give me a call back as soon as you get this message, so we can schedule an appointment. Looking forward to seeing you!"
Obviously, no dentist in his right mind would leave such a message. Nor would any right-thinking salesperson. Yet most salespeople's phone messages have...
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Bonus Article: Turning Web Traffic Into Sales
By: Michael Dalton Johnson
Picture a cattle chute that is large at the entrance and becomes progressively narrower until the cattle being driven have nowhere to go except into the truck or boxcar.
Direct marketing on the Internet is similar. Potential buyers are first attracted to your site by marketing that promises a benefit, arouses curiosity, or perhaps offers something for free. Once there, they are sent to a landing page, and the chute narrows. The landing page sets forth the benefits of ownership and directs them to place their orders. When they click...
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