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"I can get the same thing for only $13,000 and your price is $18,000." Hearing something like that from a prospect stops many salespeople right in their tracks. Having no better way to handle that statement, some settle for spewing sales babble such a Read More

Sending out your newsletter and your direct marketing pieces is marketing. Putting your picture on the bench at the bus stop is marketing. Sending out letters of introduction in a target neighborhood is marketing. Dropping off refrigerator magnets with your phone number is marketing. But talking to a prospect at an open house is selling. Cold call Read More

One way to avoid an end of quarter rush is to ensure that you start something new every day. Like the old song said, Miss the Start, Miss the End! Read More

A couple of weeks ago, I posted a reader Q & A regarding lead conversion and engaging prospects who are “just looking.” In addition to highlighting reader comments, I also promised everyone that I would share my own ideas if I found anything missing. There's just one tip I would like to add. It's very simple, but critically important! Read More

XYZ Corporation, a fast growing small business, spent five nmonths and several thousand dollars preparing their new employee manual. It includes policies and procedures for all employees. That was four years ago. In that four years, the company has Read More

We have a winner in the latest So You ThinQ Can Sell Contest. Congratulations to Mark. Find out what got Mark the most votes, as well as the actual solution used by the real team the contest was based on. Read More

Stuck in a job rut and have no idea how to get out? Feel you have more to offer and haven't reached your full potential in the work you're doing? Confused about your career path and desire more than just a 9-to-5 job, but rather a career that is meaningful and fulfilling? Then this show is for you. Read More

Just as savoring the various dishes of a fine meal rewards you with a sublime gastronomic experience, savoring the steps of the selling process provides you and your customer with a sublime selling/buying experience. Read More

How businesses can avoid wasting time on social media by setting social media objectives and the right social media marketing strategy. Read More

I apologize in advance for the self-centered nature of today's post. You see, this is my 400th post on the Selling to Consumers Blog. Read More