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November 12, 2008
"You've done some of that coaching stuff; see if you can put a training session together for the rest of the team""There's not much classroom training going on in the summer, so put yourself about and do some one to one coaching instead""I like that coach we hired, see if we can get her to deliver ..
November 11, 2008
The parts and mechanics of the sale scenario are very much akin to that of a dance between two halfway willing partners. The salesperson is the one (or SHOULD BE the one) who is doing the leading, and the prospect is the one who is following. However, it doesn't always work that way, and the ..
November 11, 2008
Networking is huge. It's a great strategy to get your name and your business known to the public quickly and with little investment. As well, networking is the number one way to give to others by way of referrals. Building, refining, and utilizing your network should come naturally, if you do it ..
October 22, 2008
It's no surprise that the biggest objection you're facing in today's economy is the “no budget" objection. Now, does this mean that companies aren't buying anything? Of course not! Think about your own life - you're still shopping, buying, and getting ready for the holidays, aren't you? ..
September 22, 2008
Some purchases are impulsive. We often make immediate purchasing decision. Other buying decisions are deliberative. The buyer intentionally considers whether they actually want or need to make the purchase, whether they can afford it, and when to actually do it after careful comparisons and ..
September 16, 2008
While technical skills are indeed very important, they are not enough by themselves to move up the corporate ladder.New models of corporate leadership emphasize more team interaction, both among themselves and with management; meaning that managers expect their teams to communicate well and to be ..
September 02, 2008
World records were broken in 34 events at these Olympic Games; a number David Wallechinsky, VP of the International Society of Olympic Historians, said was unusually high for an Olympics. In swimming, Speedo's LZR Racer, a full-body suit made from a lightweight, water-repellent fiber that reduces ..
August 26, 2008
Riding on a wave of an advertising and marketing blitzkrieg, anybody can sell a good product or service. True “salesmanship" lies in selling an unknown or lesser known product that has an average or non-existent brand name. Only a few possess this talent. Sales staffing should be aimed at ..
August 26, 2008
"If it weren't for tough times, we'd never know whether we really want to succeed or just think we do."- Lee IacoccaWe're leaving it all up to you . . . because your ability to provide for yourself and your family is only as good as your ability to sell your way through the tough times. In order to .
August 15, 2008
To truly be an effective leader and trainer in sales one must first understand the process of leadership and the mechanics of training. I believe the first step in becoming an effective leader we must first learn to follow. You might be asking yourself what does that exactly mean? Here it is, there .
August 14, 2008
How do you insure that the thrust of your sales letter focuses on customer benefits? By learning the lesson of the long-handled shovel! So where do we begin? Simple. You start by using what you already know about your product. And the best way to begin is by thinking it through on paper. Here's ..
August 11, 2008
Well let's see now. Since my wife has been married to this freelance copywriter for just over 27 years, I think it's a safe bet to say she'd vouch for (most) everything I'm about to share with you, on why copywriters make better lovers.With all the work we do, there's nothing wrong with having a ..
August 08, 2008
Business in America - isn't it great? It's also challenging. So challenging, in fact, that you can never let up. Take it easy and rest on your laurels and you're “toast", as they say.Well here's a great way to place yourself in the lead position, at least for awhile. What's so beautiful about .
August 07, 2008
Have you ever wanted to get in shape but at the same time would rather sit on the couch with a bag of potato chips watching your favorite television show? Have you ever wanted to boost your sales career but find yourself thinking only of weekends and vacations? If your answer to either of these ..
August 06, 2008
OK, let's get right to it:The “#1 Secret" of all great copywriters is they never try and re-invent the wheel. (In a moment I'll give you a tip on how you can take advantage of something they ALL do.) Again, they never try and re-invent the wheel. Do you believe that? The “great ones" ..
August 01, 2008
Winning in selling by cheating is not victory but losing in life. Unfortunately, many people do not understand this concept. Their philosophy is “anything goes as long as I get the sale" or “the end result supports the means." But that philosophy could not be further from the truth. ..
August 01, 2008
"Does this mean I can never take a vacation? If that's true then won't I become a workaholic? If that is the only way to succeed at sales then I don't want anything to do with it." These may have been some of the questions that came to your mind after reading the title of this article.Believe me, I .
July 31, 2008
When dealing with the general public, we, as Loan Officers need to remember something...Never underestimate the lack of knowledge that's out in the world. I'm not saying that in a bad way, but we as Mortgage Professionals sometimes forget that the average person only knows about 1 mortgage product ..
July 31, 2008
If there's anything you can count on, it's that things are always changing. Meaning you don't ever want to get left behind.With that in mind, here are 8 things you can do - right now -to discover the benefits that are most important to your customers and prospects - AT THIS VERY MOMENT!Forgive me ..
July 31, 2008
To be a great salesman you must be able to sell a pencil. That's right, a pencil. As a matter of fact, this is a common training technique used by many sales managers so let's just see how you measure up to the pros.Let's put this situation into play. You are sitting across from a client (for now, ..
July 30, 2008
You can't count your chickens before they hatch but you can at least keep the eggs warm. I never count it a sale, until the contract and payment is in my hand. Only then, can I feel confident that the sale has been officially made.There is a story of two experienced fishermen who decided to go ice ..
July 29, 2008
Today I would like for all of the leaders that are in any kind of business especially a home based business to evaluate themselves, and find out if you are adding value to your prospects. Often times in business people have the tendencey to come off as sales people, and offer people a dream without .
July 29, 2008
"You Must Have Satisfied Customers Or You Can't Build A Business"This was a title of a book that really aroused my curiosity. I spotted this book at the Mumbai Airport. I was a bit dazed to see this book. 276 pages of advocating a statement that I've disagreed with in all my ..
July 28, 2008
One of the best actions that an entrepreneur who is about to start a dollar store can take is to develop a complete set of operational procedures and guidelines. Your store will run much more smoothly if this is completed. This work should be done prior to actually opening the business.One of the ..
July 28, 2008
Are you unhappy in your job? Guess what, you are not alone. At CareerBuilder.com - four out of five people surveyed are unhappy at work. That is 84 percent of the national workforce!One of the best business experts I know, best-selling author Marcus Buckingham has helped millions of people reach ..
July 28, 2008
This is the second part of a 3 part series on understanding buyer motivation in the business to business market place.If you survey successful business people you will find they are all so very different. Some like to vacation at the beach others prefer to camp out in the wilderness. Some are very ..
July 28, 2008
Be a sales dreamer and a sales achiever. I once heard an audio autobiography of a great man by the name of Lee Iacocca. Lee Iacocca is one of America's premiere business leaders of all time. Why? Was he lucky? Of course we know the answer to these questions is no. Lee Iacocca is a champion who had ..
July 28, 2008
Do you know how you can increase your sales dramatically. Believe in yourself and people will begin to believe in you (and your product or service) too. There were parts of his job that Sheriff John Charles Olsen simply hated. Today, he had to perform one of those dreaded tasks. Today, he had to ..
July 27, 2008
We have heard that success is one percent inspiration and ninety-nine percent perspiration. But sales is a profession that requires large doses of inspiration and motivation on a regular basis in order to be successful. Professional sales people face a lot of rejection and for every ..
July 27, 2008
If your management asks you to check your sales pipeline that means you need to pay attention to the leads you are generating and how qualified they are. Your sales numbers will dip if the sales pipe line is not steady and strong enough to help you reach your sales targets. If you are not ..
July 26, 2008
New members of your downline will look to you for training and advice or assistance to help them get established in the business. They will be keen to succeed and highly motivated to learn. Here are some important tips to help you be effective in training your distributors.The effectiveness of ..
July 24, 2008
You have done it! You conceptualized it, developed it, tested it, delivered it to a potential customer, and then sold it! Then, you sold it again and again. The culmination of years of dreaming has sent you entrepreneurial spirit into overdrive. So, what next, your brother lent you some money, as ..
July 22, 2008
Many of us at times find ourselves disgruntled, searching for a way to make a little extra money.As a Business Coach I talk with people everyday who are looking to make some extra money. Surprisingly most say if all they made was a couple hundred to a couple thousand a month extra they would be ..
July 21, 2008
An elevator spiel communicates several things: who you are, what your work is and what makes you unique. For maximum effectiveness when at business networking events, sales coaches advise a 30 and a 60 second version to do this. What most sales coaches don't advise is that the focus must be on the ..
July 20, 2008
The practice of “selling" is an art that requires special skills and, since it's an art, the outcome is never guaranteed. Science, on the other hand, will generate a predictable outcome because science is based on laws. In science, for example, one plus one will always equal two. Since ..
July 20, 2008
It's What You Don't See That Counts!If you really want your words to sell, the first thing to realize is that it doesn't happen by accident! To get the maximum amount of sales possible you need to follow a successful sales pattern. As in every craft, success happens by using the right tools, on the .
July 19, 2008
Why is it so hard to “clone" your top salespeople?The number one thing most business owners want to immediately improve is their sales. Many have tried the standard methods-courses, seminars, daily advices and so on-but haven't seen the increase they wished for. Most finally come to the ..
July 19, 2008
For me something that a lot of new business owners fail to realise is that in order to be successful and build a successful business requires a great deal of creativity. It requires vision, to be able to think outside the box , to not necessarily reinvent the wheel but instead us a different wheel ..
July 18, 2008
Does your dog growl or snap at you when you walk by his food bowl while eating? Or does your dog refuse to give up during a game of tug-of-war so you let him win and prance off with the toy.If so, you may have an aggressive dog on your hands. But what constitutes canine aggression? Growling, the ..
July 18, 2008
You are on your way and it is time to bring in those first key players. You have decided what their role is and the initial process to get them moving towards success. Now, how do we translate your love for the game to those first hires? We must find your Evangelists. Before we dig into the profile .
July 17, 2008
Why would you want to be an instant expert, on any subject? The answer is, in selling, you give yourself a HUGE advantage over your competition the better you can demonstrate you have the necessary knowledge and competency to help the people in your marketplaceI mean, think about yourself when ..
July 17, 2008
Every sunrise is filled with the possibilities of a new day.Just as the sun comes up every morning to sing forth a brand new day, every sunrise is an opportunity to start life fresh and new in your sales career. The mistakes of yesterday are gone. Maybe you blew it with that big client. Maybe you ..
July 17, 2008
No matter how great your conversation with a client goes over the telephone, there's no room for assumptions until you've actually met. Too often, pushy telephone calls can start things off on the wrong foot, while a lack of persistence can cause you to lose the job.However, a successful telephone ..
July 17, 2008
How do you succeed at sales? By having a sales road map. You see,the road map is the dream; the road is the goal; and putting it into action is the vehicle that makes your sales career go.It has been said that 90 percent of all people have no set goals; 5 percent of all people have set goals; and ..
July 17, 2008
One of the most powerful techniques for reaching your sales goals is known as positive imaging or positive visualization. This is how it works. You visualize your sales goals and dreams in their perfected form as if you have already achieved them. This technique helps bring into your life the ..
July 17, 2008
To live an empowered sales life, character is a requirement, not a choice.It has been expressed that character is doing the right thing when nobody is watching. Many, many years ago in ancient Greece, an old sculptor worked hard on a piece of stone. He took much care as he chiseled a little at a ..
July 17, 2008
Integrity and character go hand and hand in selling and in life. There is a troubling trend flowing through our country. That trend is the idea that character isn't important. People have begun to believe that what they do in their personal life doesn't affect their professional sales life. Nothing .
July 17, 2008
Sales motivation without direction is dangerous. Sales motivation with positive direction is success!There is the story of an American soldier by the name of Murphy who was part of an American Tank Unit fighting with the British in the Libyan Campaign. The young G.I. soon found himself and his unit .
July 17, 2008
Happiness in selling is always created from the inside, not from the outside. Where does happiness come from? Is it given to us? Can we earn it? Happiness is given to us. It is ours for the asking. Happiness is a choice. We decide how happy or unhappy we will be. Wisconsin Odd Fellow wrote a poem ..
July 17, 2008
One of my colleagues in the speaking industry, Zig Ziglar, likes to tell the story of a Catholic girl who started to date a Baptist boy. One day the girl came home love sick with joy. The girl's mother decided it was time to nip this relationship in the bud.The mother told her daughter that ..
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