There are other names given to “back-end”selling. You may think of it as follow through… or maybe VALUE added. All are good terms. Let’s see how you can profit from this idea.
For our purpose today… let’s just FOCUS on the benefit of back-end selling. Its simplest meaning is…. the SELLING you do AFTER the first [...]

Executive Overview
Long before coaching became a recognized niche of and by itself, there was a long-standing belief in many sales organizations that coaching of employees was a fundamental management responsibility. Moreover, every professional sales trainer you spoke to, every textbook you read and every sales manager who had several years of experience would verify [...]

“Selling” is often considered a dirty word in the world of ADD Coaching. Many people associate sales with smarmy guys in cheap suits who see dollar signs instead of people.
But selling is not about deceiving people, and it’s not about taking advantage of them, either. Selling your ADD Coaching services is not unethical. [...]

In my professional experience as a sales and marketing coach/consultant, I’ve had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the following mistakes that reduce profitability.
Mistake [...]

Do you know the single best way to quickly build business?
The single best way to build business quickly is to ask questions of those who have gone before you. The term used for these folks is “mentor”. A mentor comes in all forms and it is up to you to recognize and seize [...]

There are many myths associated with the culture of selling. The social sciences characterize a myth as a story or theme that embodies a particular idea or aspect of a culture.
Here’s the “story” on which Sales Myth #14 is based:
An enthusiastic salesperson will make more sales than an unenthusiastic salesperson.
Your marketing and sales success will [...]

In today’s world time is very important, if not everything. Time to prepare, time to market, time to close, time to roll out, and many other time related events can determine in great part whether a franchise venture is successful or yesterdays news. Franchises have been burdened, or perhaps mandated is a [...]

There are lots of little secrets that can help you to build sales in your telemarketing unit.
But few things goose sales better or faster, than bringing an eagle into the room.
An eagle is someone who very quickly soars above everybody else, or if he’s shy of achieving the production of your leaders, he’s still swooping [...]

Three times I have revisited Turkey after living in the country for two years in the
1970’s. How could I ever forget? Salespeople everywhere can glean some wisdom
about the unique sales approach by walking through the Grand Bazaar in Istanbul.
At least three unmistakable key sales components are apparent: ask questions, be
persistent and appeal to emotions.
ASKING QUESTIONS
As [...]

If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn’t you agree that “the 80/20 rule” applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?
The starting point for strategic selling is figuring out a) which customers produce the bulk of your sales, [...]