If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

ELECTRONICS FIRMS - 'GAPS IN YOUR PRESENT COVERAGE' Dear (Customer Name): JUST ONE SMALL DISTINCTION BETWEEN MOST INDUSTRIAL OPERATIONS AND YOUR FIRM . . . could be the deciding factor ...

E-MAIL: THE CARDINAL RULES by Ellen Lubin-Sherman One of the secrets of modern life lies in knowing how to handle todays online technology (combining high tech with high tou...

I recently had the pleasure of interviewing Linda Dobson, an estate-planning attorney from Los Angeles. She had this advice for financial services professionals who want to win referrals from estate-planning attorneys:

At least 30,000 attorneys in the U.S. claim that they're practicing employment law. Statistically speaking, what holds true for any profession is true for employment lawyers: Half are above average and half are below average. How do you distinguish one from the other? How can you find out which lawyers or firms are in the top 5%? Don Phin discusses the questions you should be asking.

FIVE STEPS TO MARKET RESEARCH by Patricia Berry Patricia Berry offers five market research tactics that can help ...

FOUR DYNAMIC MARKETING TIPS by Patricia Berry Basic marketing tactics often produce the most profitable results. Patricia Berry offers four examples that have proven highly effective for any ...

FURNITURE DEALERS - PRODUCT LIABILITY Dear (Customer Name): PRODUCT LIABILITY . . . These two words strike fear into the hearts of many. Unfortunately, furniture dealers are particularly ...

GENERAL SOLICITATION - 'YOU CALL US' Dear (Customer Name): Customer service - We've built a business on it. As your insurance agent for ( ) years, we hope you've been pleased with the service we...

GETTING BACK TO BASICS by Andrew J. Byrne Don't let anyone tell you your copy is 'too long' or that 'no one will read all that.' Someti...