Tag Archives: effective selling

Business Writing Tips: Get Readers
to Take Action

Smart business writing creates results. It helps if it’s interesting and well-written, but the most important thing to keep in mind is this: Will this report, memo or email get my reader to take action? In my last post, I helped a client rewrite her resume so that it improved her chances of getting the […]
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Customer Communications
and the Empathy Deficit

Have you ever wondered why some people seem naturally quite good at sales and communications, while others struggle? It has a lot to do with the way our brains are wired. In fact, the quality of your customer communications depends on your ability to show empathy. We innately connect with others, both emotionally and physiologically, […]
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7 Tips for Selling BEFORE You Approach Anyone

In a series of recent posts, I suggest 7 tips to prepare the way to getting more appointments for selling, and having more sales conversations: How to Prepare for Selling: 3 Really Tough Tips 2 Tips to Prepare for Good Sales 7 Tips for Getting Known in Your Target Market None of these tips involve […]
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Mapping Your Sales Preparation: Gather Info

In a recent post, Better Informed, Better Sales, I explain how important it is to research information about your target market and prospects before you ever approach the selling process. I quoted the late Bill Brooks of the Brooks Group: “In a highly competitive crowded marketplace, all other things being equal, the one with the […]
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Selling Is NOT Accidental – Visual Tips

In the last few weeks I’ve been excerpting tips from the book I collaborated on with 7 esteemed colleagues, Masterminds Unleashed: Selling for Geniuses, Selling When Selling Isn’t in Your Title. Not because I want to flog more books, although that’s always fun to hear someone’s bought it. My main motivation, however, is this: I’ve […]
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How to Prepare for Selling: 3 Really Tough Tips

What selling tips are the hardest for professionals to implement? Previously I introduced 4 tips for preparing the way to successful sales. When you pay attention to these things, your selling becomes a lot easier: be visible, ask your target market, reach out, and be easy to find. These next tips are harder to implement […]
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7 Tips for Getting Known in Your Target Market

When planning a sales campaign, once you have a list of target opportunities, what should you do next? When I’m working with clients, coaching them on their selling process, it takes a good degree of clarity and focus to develop a realistic list of prospects. This is no small task. It involves some serious thinking, […]
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Positioning and Preparing for Effective Selling

One of the first steps to effective selling is getting clear about how you position yourself and your business. I like to tell the story about my friend Jim, who was looking for more clients for his law practice. One night at our networking group he said, “A good referral for me is someone who […]
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