During sweeps week the television stations break-out their best programming in an effort to drive their ratings up. They know if they can catch a viewers attention and then give them something they want the viewer is likely to tune in as a regular viewer each week. The stations performance ... Views: 808
Do you think sales starts at the appointment? If you do you’re short-changing yourself and working far harder than you need to. Your sales results are far less than they could be.
The first two steps in the sales process happen long before the appointment. Step one is to ... Views: 770
As a service professional when you earn a client you want a life-time client not a one-time sale. The more interaction you have with your clients the greater their satisfaction, and the greater their satisfaction the more likely they are to stay with you, appreciate your services, and refer you ... Views: 792
Listening is one of the most important sales and selling techniques you can have. Many of you think you’re listening, but you’re not. I can’t tell you how many clients have told me they are really good listeners, but it was obvious to me and everyone else that they aren’t. How often do you ... Views: 554
The wheat is falling from the chafe. Just this past week two more sales people fell. It happens every day of every week of every year, and when the external economy gets tight it only escalates. No matter how good you think you are in sales you will fail if you fail to do what it takes to ... Views: 748
A sales professional’s success is determined by your willingness to invest in yourself. There are two areas for personal development that most will invest in, and one area only Top Producers invest in. Those who aren’t Top Producers never even think to invest in themselves in this ... Views: 985
Selling services can be confusing and complicated for the potential buyer. It’s a simple truth that a confused buyer will not buy. They can’t make a “yes” buying decision because they aren’t sure what they’re saying “yes” to, and the long-term ... Views: 720
When you struggle to close the sale you think closing is the problem. But when you struggle to close the sale closing is a symptom of the problem not the problem itself. When you try to fix a symptom as though it were the problem the problem remains because you’re trying to put a ... Views: 748
You don’t know what you want to be when you grow up, or at least you’re acting like you don’t. You’re like a frustrated employee who hates their job, but doesn’t see how to get a better one. You lack focus, but you don’t know what to focus on so you’re ... Views: 705
”It won’t be easy, but …it could be the most challenging, most rewarding thing you’ve ever done”, reads a recent ad for State Farm Insurance. It could apply to nearly every business opportunity ad you’ve ever read or considered for any service business. ... Views: 1015
I work with and am friends with a number of financial advisors. In a recent conversation with a veteran in the business we discussed the main reasons new advisors don’t make it. Truthfully your odds of making it in the business are pretty slim if you just do what they tell you do to, but ... Views: 770
Do you wake up each morning expecting great opportunities to present themselves to you? When you expect great opportunities they will be there, you only need to be ready to see them. Your attitude determines whether or not you’ll see those opportunities.
Are you like Bob or ... Views: 798
Proudfoot Consulting reports that salespeople only spend 11% of their time actively selling! Just imagine what would happen to your sales if you were to increase that to 12% or even 15%. There are several reasons you actually spend so little time selling: administrative tasks, travel time, ... Views: 1204
Ok, confess you’ve said it yourself when approached by a salesperson. And you understand it in a retail setting, but what about service industry businesses? In your case when the prospect projects disinterest what do you do how do you handle it?
What does “I’m ... Views: 720
Do you view prospecting as an outcome or an opportunity? Do you think of prospecting in terms of a process or an event? The way you answer those questions makes a big difference in the results you experience.
Many people view getting the attention of a prospect as the outcome. ... Views: 697
If your business is based on any service industry ugly sales is not for you. You may be wondering what the heck is ugly sales. You may have never heard it referred to as ugly sales, but you certainly felt how ugly it is when you’ve been on the receiving end of ugly sales.
... Views: 772
Whoo hoo, your sales are growing and now you’re wondering if it’s time to develop a physical presence in the marketplace. Most service professionals come to this cross-roads and take the next step without carefully considering the impact and the underlying concerns.
... Views: 711
Do you feel like a dog chasing its tail running and running never catching what you want? It’s true sales is about action, however, successful sales is about right action. And right actions spring from the desired golden ring.
To get what you want you have to know what you ... Views: 796
Your sales development training may have been all about technique and presentation skills, but you need to develop your connection skills too. Ideally you want to become the go to person for your clients and your client’s associates. The reason they will go to you is because you’re the guy ... Views: 642
Understanding why people buy and what that means to you is an important part of your sales development training. You can know more about your product or service than anyone. You can have your sales presentation down pat. You can know beyond all doubt that your prospect needs what you have ... Views: 755
Have you ever played the piano? If you’ve ever learned to play the piano, or any other musical instrument for that matter, you know that at first the learning process is very mechanical. First, you have to figure out what keys relate to what note. Then you begin to methodically try and ... Views: 537
Have you read, studied, perhaps even trained on the sales techniques offered by the best salespeople out there yet they just don't seem to work when you do them? Are you frustrated and confused as to why and how that could happen? Whether you’ve studied Zig Ziglar, Tom Hopkins, Jeffrey ... Views: 557
Do you want to shake up your sales results? It's time to rethink you're approach and come up with a plan that will produce results. A strategic sales action plan provides an implementable quantifiable path to significantly improve your results.
Let’s begin by identifying the key ... Views: 3474
The ugly truth is that most salespeople have poor or non-existent follow-up. And you have all kinds of excuses for why you don't do it. Let’s take a look at them, and you’ll begin to understand that a lot of your sales struggles are the result of your behaviors rather than your ... Views: 499
Persistence is good, but not if you're persistently doing the wrong things. That's just being pig headed and stupid. But you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you’ll eventually get what you ... Views: 546
You've heard it before, but you don't understand the impact and implications. You can't get the results you want if you either don't know how, or won't take the time to plan to get them. Your natural instinct is to just go-go-go rather than plan, so you know when and where to go to get the ... Views: 858
You probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques.
Creativity is just a thought ... Views: 531
In sales effectiveness is doing the right things to produce the desired result which is more sales. Your effectiveness is dependent on your actions, and the relationships you form with clients and prospects. You can’t be effective if you don’t understand your client’s and ... Views: 823
Is your sales training program helping you to be a proactive seller or a reactive seller? A reactive seller isn’t really prepared for, not now. Consequently when a reactive seller is faced with buyer resistance or objections they aren’t prepared to develop a positive alternative for the ... Views: 537
In your sales training program have you been told that if you want more referrals you just have to ask? If you’ve been asking you may have experienced some problems with just asking, such as: the people you’re asking don’t really feel comfortable referring you, the people your asking are at a ... Views: 543
All too often getting the appointment is the crescendo of your sales training program and then things fall a little flat after that. Getting the appointment is just the entry to begin the sales process. It’s what you do during and after the appointment that determines the sale. In many cases, ... Views: 566
92% of all success is achieved through systems. Systems provide the consistency and predictability required to get the results you want. At first glance you may think systems are for big business and that they don’t have any value for you as an individual or small business owner, but ... Views: 580
Achieving success will require personal growth and development. Part of that growth development process includes the development of success habits. You acquire success habits by consistently responding and behaving in accordance with the attitudes and habits required for success. Persistence ... Views: 777
Knowing when to walk is part of personal growth and success. Sometimes you’re just so eager you’re willing to do anything to take a step forward. The problem is when you’re in that situation when you think you’re stepping forward you’re really stepping backward. Success always come through ... Views: 567
Most people are looking for the instant path to success. They want success and they want it now and they don't want any challenges or obstacles along the way. Yet common sense tells you there’s no such thing as a free lunch, so how can you expect to have an idea and then have that idea ... Views: 672
Your purpose is an important part of your success and personal growth. The odd thing is that some people seem to think that they need someone to tell them their purpose, or someone to help them discover their purpose. Your purpose isn’t some hidden secret that you have to uncover. It isn’t ... Views: 527
Learning that everything is a potential opportunity requires personal growth that leads to success. When things don’t go the way you want them to, or how you planned it’s easy to hang your head in defeat. But you can’t actually ever be defeated if you refuse to accept defeat. ... Views: 1289
You make it hard by telling yourself it's hard. You make it hard by avoiding action. The combination of your thoughts and your inaction is ruining any chance you have for success.
Successful people think and act differently than unsuccessful people. You can adopt the thinking and the ... Views: 684
Success makers hold themselves accountable. True success comes from holding yourself accountable to accomplish the targets you set. Success makers know what to track and measure.
True progress can only happen when you’re tracking and measuring the right things. You know what to track and ... Views: 964
If you want success you will need to be a success maker to get it. You may have the initial idea that makes your success possible, but no matter what your idea you’ll need others to reach success yourself. You can’t become greater and more successful if you’re looking to build your foundation ... Views: 946
Belief is a state of mind and a success principle you need to add to your tool box. Helen Keller was deaf, mute, and blind and she was able to succeed. Thomas Edison had 10,000 failed attempts before he discovered how to make the electric light bulb. So, what’s keeping you from success? ... Views: 575
Self-confidence as a success principle is clearly demonstrated in a sales person. Everyone is in sales one way or another. Whether you’re a business owner, a commission only sales person, or you work within a company. You’re always selling someone on your ideas to get the desired results you ... Views: 663
Temporary defeat means there’s something wrong with your plan and that’s all it means. Don’t allow temporary defeats to get you off track and keep you from getting the success that is yours to have. When you recognize that a temporary defeat just means you need to go back to ... Views: 682
You didn’t choose an easy business. The fact that you’re still in the business makes you not only a survivor, but a person who understands success. Yet, each day you’re faced with temporary defeats that if you allowed them to could rob you of your success. Hopefully, you also understand your ... Views: 559
Determination is a powerful part of any success strategy. You can’t buy determination. Your level of determination is aligned with your motivators. Your motivators are the things driving you to take action in spite of challenges and obstacles. You are born with your motivators and you will ... Views: 671
Don’t confuse imagination with invention. You don’t necessarily need to come up with something that doesn’t exist now and figure out a way to make it exist. How you can use imagination as your success strategy is to use imagination to use something in a way that isn’t ... Views: 569
Desire, belief, and persistence could be called the three sisters of any success strategy. Why are they so important? No matter how you define success or what you have to do to get there you will face obstacles and challenges along the way. Without sufficient desire for the prize, without ... Views: 844
A definite burning desire for success is a great success strategy. All success begins with an idea. You take that idea and develop it into an actionable plan. Without a definite desire though it’s really easy to get derailed on your journey toward success, and sometimes you can’t get back on ... Views: 753
To succeed you must transform your dreams into actions. You must take those actions each and every day to achieve success. And that’s why most people never succeed.
Most people lack the persistence to take action each and every day. To succeed you must have a clear plan for what ... Views: 710
Do you have the courage to succeed? Success can't be had unless you have the courage to succeed. Courage is the ability to deal with difficulty, uncertainty, and pain without getting side tracked from your chosen course of action.
Success requires heavy investment of your time, ... Views: 886