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Sales Techniques

Grow Big by Selling Small
Go where the money is by catering to like-minded entrepreneurs.

Are You Wasting Time Waiting for Miracles?
A full pipeline won't fall into your lap--you have to make it happen.

Do a Sales Job on Yourself
Resolve to put your customers' interests first and watch your sales increase.

Adding Value: The Future of Marketing
Cut through the advertising noise by marketing with meaning.

Celebrate Your Customers
Instead of saying 'thank you,' show customers some real appreciation by giving them your time.

Close With Confidence
3 ways to boost your courage under pressure

3 Deal-Killing Mistakes
Avoid these common blunders--or face suffering sales.

Perfect Your Pitch
Now, more than ever, service professionals need to step it up and sell themselves.

The Human Approach
Focus less on making your pitch and more on listening to what your customers need.

Do the Math on Discounts
What small-business owners should know before slashing prices.

Harness the Power of Surprise
Don't ask your prospects what they want--tell them what they need.

Market Your Way To the Top
Never stop thinking about marketing--it's the best way to grow your business.

Take Out the Garbage
Ditch the canned sales tactics and say what you really mean.

A Hot, Affordable New Advertising Opportunity
Consumer habits show online video is the best value for advertisers.

Close the Deal With Urgency
Urgency is what gets top sellers up in the morning and keeps them fired up all day.

Make the Sale of the Century
If you can solve clients' problems instead of selling them products, you'll become part of the team--and get rich in the process.

Uncensored Sales Strategies
Uncover a radical approach that delivers what your customers really want.

Hold the Line on Price
If you know your price is right, it's smarter to add a few useful extras than it is to charge less. Added value is worth more than a sale any day.

Stay Strong When Business Gets Rough
Barry Farber lays out ways to deal with sales setbacks and negative situations.

Turn Superstition into Marketing Gold
When numbers are more than just numbers, they can be used to influence behavior, which should have business owners counting their blessings.

IPOs Getting Rare
Selling to a larger company is now the way to go. Know how to guide your company to a great sale.

Sales Lessons From a Fly Fishing Master
I received some of my most valuable sales seminars from my father--while wearing hip waders. His mantra: Be yourself. Even if you smell like fish.

Convert Your Contacts
Without a solid system for networking, what good are good connections?

When the Selling Gets Tough, the Tough Get Smart
Even in a down economy, people are still buying--you just have to find them.

Salvaging the Holiday Shopping Season
Retailers across the country prepare for the worst and hope for the best.

How to Make a Powerful First Impression
Learn the art of presence and small talk from communications experts who swear you can do it even if you don't think you can.

Buyers Know
Want to know what keeps customers coming back? Why don't you just ask them?

Marketing Presentations Go Virtual
Fight the high cost of gas and air travel with your own webinars.

Barter for a Better Bottom Line
Professional barter exchanges help businesses attract new customers and boost sales.

Alternative Places to Network
Look beyond your standard groups and cocktail receptions for business connections that really work.