“Be yourself. But be your BEST self.” During intermission at a recent sales seminar, a student walked up to me and said, “You mentioned customers need to feel that we care about them. But what if deep down I really don’t care about them. I don’t want to be fake.” After spitting up my Diet [...]
“When written in Chinese, the word “crisis” is composed of two characters-one represents danger, and the other represents opportunity.” -John F Kennedy Have crisis in your business? (And I’m not just talking about your 401k statement in the past week!) If so, history tells us that now is the best time to become famous with [...]
Fall seven times, stand up eight. ~Japanese Proverb There are only two ways for salespeople to excel. They either need to make more calls than the average salesperson or be better presenters in each call. Top performers do both. Today, let’s focus on what you need to do to increase your chances of being successful. [...]
A warm prospect reaches out and wants to hear about your solution. You set an appointment, do your homework and show up prepared to put on a Five-Star performance. You build trust, engage with questions and offer a solution you know will make them happy. In the end, the prospect tells you they like what [...]
“Good nature is worth more than knowledge, more than money, more than honor…” – Henry Ward Beecher “How’s it going,” were the words I casually used as I walked past a fellow vacationer in a hotel hallway. The bearded man responded reluctantly, “It’s going.” That was it! No “Fine, how are you?” …or “Great, how [...]
Tired of customers asking you to lower your price? Don’t be. They are supposed to…but only if they are smart buyers. In fact, professional buyers are trained to ask you for a discount five times. Good news for them is that most salespeople buckle after the first attempt. And the rest usually fall after the [...]
“What you leave behind is not what is engraved in stone monuments, but what is woven into the lives of others.” -Pericles The same attributes that make great humans are the same that make great salespeople, entrepreneurs, managers and friends. Think of the people who have the most impact on us. What are their behaviors? [...]
The Power of Thought Take a minute to think of the last conversation you had with yourself. Were you nice or were you a nag? Was there a, “You can do this,” or instead a “You are such an idiot!” If your tendency is to be too hard on yourself…STOP IT! Because the self-nagging adds [...]
“Simplicity means the achievement of maximum effect with minimum means.” -Albert Einstein If you want to be smart in communication, do what one smart guy recommends. Deliver your message with maximum effect and minimum words. In short, simplicity sells. Sales- Stop delivering a bunch of details about how your product works and instead discuss what [...]
You must take action now that will move you towards your goals. Develop a sense of urgency in your life. -H. Jackson Brown Studies show that average salespeople close one sale for every 26 sales calls they make. They visit each prospect 4.4 times, and their closing rates average 17 percent, or approximately 1 sale [...]
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