Sales-Training
Pre Persuasion Preparation
In order to successfully sell, you must first know your prospect. BeliefsUnderstanding your audience's beliefs will help you know what approach to take. Read more →Prejudging Will Cost You Your Business
You know when you want to turn your car on, you have to put the key in the ignition, put the car in drive, press the gas and go. Nothing changes?You press the gas, You hit the brake, You stop at red lights, You forge forward? Read more →Presenting Your Case to the Jury
Most of us have watched enough television to get an idea of how an attorney presents his side of the argument in a trial. Like all good public speakers they Tell the jury what they are going to tell them (the opening argument) Tell it to them (the presentation of the facts) and Tell them what they told them (the closing argument) Selling is the same thing. Read more →Pressure Washer Business; Cleaning Composite Decks
There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. Read more →Pricing Mortgage Leads
If you are a loan officer or mortgage broker on the market for internet mortgage leads, than many things will be of importance to you, including the cost of the lead. Read more →Probe Before You Sell
When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. Read more →Process Makes Perfect
When I talk about ?process? in selling, I am talking about the process which begins when the dialogue starts and ends, not when the PO is signed, but when the solution is complete. Read more →Programming Power
Our brains can be programmed and re-programmed. As a persuader you can use programming to eliminate resistance and set forth the course of action. Pacing and Leading Pacing involves establishing rapport and making persuasive communication easier, while leading involves steering your prospects towards your point of view. Read more →Proposals: Following Up
Readers frequently write and ask: How does one follow up on a proposal when each time you call, you only get voice mail?Excellent question! Try this:Always have your calendar or Palm Pilot with you and easily available. Read more →Prospecting - In Order to Have Persistence You Must Really Persist!
I know this sounds sort of redundant, but it is true and, sadly, many sales people don?t know it.I was working with a salesman this week who has had a rather slow start with his company. Read more →← Previous Next →
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Aphorism
My mission has been to change the industry so that our citizens - the human beings who invest in funds - get a fair shake.
John Bogle