Are you in integrity with yourself? Each day as you live your life you have internal conversation that only you know about all day long. When you tell yourself that you’re going to do something and you do, you stay in integrity with yourself. Staying in integrity with yourself is essential to ... Views: 699
Are you an independent sales professional or small business owner? If you are you may have found some sales success, but you may also feel kind of stymied, and you aren’t sure where to turn or what to do to continue your business growth? Neither sales nor marketing are the whole story when it ... Views: 580
Success and personal growth go hand in hand. As you move closer to your ideal of personal success you’ll find that you’ll hit plateaus. You move to a certain level of success, and then you get kind of stuck. When that happens take a few moments to think about what you need to get what you ... Views: 604
Controlling your accessibility is a time management skill that will increase your overall productivity. Do you pride yourself on your open door policy? Do you take all your own calls, stopping what you’re doing to answer the phone? Do you regularly check your emails throughout the day? Let ... Views: 704
This time management tip is about the importance of communication in your efforts to be more efficient with your time. Communication always involves at least two parties, and the more people involved the more likely communication problems will cost you time. As with any good plan you have to ... Views: 752
You can get better results than you are now. All it takes is three simple steps leading to better actions. You have a sales plan now, right? But if you aren’t getting the results you want there is something wrong with your plan that is keeping you from getting what you want.
... Views: 3581
Investing hard earned dollars for insurance marketing, and getting nothing in return? You can get the leads you want without spending one penny more. That is, if you change how you’re currently structuring your marketing messages so they become lead producing magnets rather than money ... Views: 644
What does every professional service salesperson need? More appointments with more qualified prospects. Yet, many salespeople fight this daily struggle and feel like they’re losing the battle.
Your current efforts to fill your appointment calendar may not be working because ... Views: 786
Why do so many saleswomen struggle to compete and excel? It isn’t because you lack skill or knowledge. It’s because you get confused and lose focus on what’s important.
Don’t try and make sales more complicated than it needs to be. Understand that there are ... Views: 741
Until you accept full responsibility for your current conditions you'll use excuses, blame others, and complain about your lack of success. None of those habits and behaviors move you closer to success. They only take you farther away from success, and they do so rapidly.
Whether you ... Views: 965
Do you find yourself complaining that you never have enough time? Are other people and things keeping you from getting things done? Perhaps you are a time management strategy victim. Perhaps your own negativity and passiveness are the real source of your time management issues.
Blaming ... Views: 792
If your sales aren't hot you may be frustrated and confused. You know the sales and marketing systems you're using are working for others, but they aren't working for you. How or why can that be?
Because you’re reading this article I’m pretty confident that you have at ... Views: 536
The way you approach decision making directly impacts your success strategy. Failure is often a direct result of your inability to make timely decisions and stick with them. When you procrastinate about making a decision you’re really making a decision by default not to make a decision, ... Views: 607
Beyond product knowledge, sales skills, and marketing skills there are three essentials for sales success? Do you know what they are? Can you guess? Before continuing please answer for yourself the question, “what are the three essential skills for sales success?”
The first ... Views: 784
As a sales professional do you take full responsibility for your actions? Do you take full responsibility for what happens to you? You are responsible for your actions, your decisions, and what happens to you. Blaming yourself or anyone else, using excuses, and denial only hurt you and keep ... Views: 570
Top producer’s don’t become top producers by being “also rans” in the business. Sales is risky business, and if you want to succeed you need to be willing to take some risks. Now I’m not talking about willy-nilly risks or life threatening risks I’m talking ... Views: 536
What beliefs are you holding, that are holding you back in your career sales training? Mr. and Mrs. Claus are found dead on the floor. They are found in a locked room. On the floor is broken glass and water. There is an open window and a table in the room. How did Mr. and Mrs. Claus die? ... Views: 550
Part of your career sales training should get you to think about what kind of career you want to have. If you were to equate sales people to runners there are two types of performers. The type of performer you choose to be has long term impact that will affect your overall success.
... Views: 632
You’ve said it, I know you have. At one point or another you’ve looked at the results achieved by another sales person and you thought to yourself that person sure is lucky. Those who have tremendous success in their sales careers are never lucky. They’re never accidentally ... Views: 727
You aren’t going to wake up one morning and magically have people clamoring to work with you unless you’ve done the things you need to do to make that happen. But few salespeople have a clue how to get qualified leads contacting them, and they aren’t going to learn overnight. ... Views: 765
You love a good story, I love a good story, everyone loves a good story. Stories are how we learn and how we remember things. Stories simplify the complicated and support our beliefs. And stories are one of the most powerful tools you can use in a sales conversation if you know how to tell a ... Views: 864
Career sales training not getting you the results you want? Is it the training that’s letting you down or the actions you aren’t taking? Sales success is all about the actions you take. Taking more right actions than wrong actions means you get to success that much faster. Continuously ... Views: 566
At some point in your career your sales will be down. When this happens you have a natural desire to do the very three things that will keep your sales down. The three things you don’t want to do are: panic, be pushy, and allow your self-confidence to tank.
As your bank account ... Views: 619
You pass up more opportunities each day than you could ever handle. Anyone who wants to be a top producer knows there are two aspects to sales success you need to succeed. First, you have to recognize opportunities others overlook. Second, you need to understand the opportunity well enough ... Views: 555
Sales people like action. You're high energy and you'd rather be out shaking the bushes than sitting in the office. That’s a good quality as long as you’re taking action on the right things.
Because you’re a high energy person in a demanding business responsible for your ... Views: 578
Do you wonder how you can be more persuasive? If you’ve ever experienced a top salesperson you recognize that these folks are very persuasive, but never manipulative. Many salespeople try to be persuasive, but end up being manipulative and don’t earn many sales.
One of ... Views: 2149
When you open your appointment book does it look like your bank account? Empty! Can you sit in your office for hours on end with no interruptions in the form of phone calls from potential prospects and suspects dropping in? Feeling as lonely as the Maytag repairman?
Well, at least ... Views: 840
I don't mean the hyper-active jumping up and down talking too much enthusiasm of a person who lacks self-control. I do mean your energy and the way you control that energy, and how it's conveyed to potential buyers. It’s been said many times and it’s still true that the first ... Views: 559
Many people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales.
If you’re in a service ... Views: 751
If you can't turn your plans into reality you're just a dreamer. Stop being a dreamer and start being an achiever. To do that you will need a plan, and you will need to turn that plan into actions.
You have to develop the power to turn plans into actions. You have to develop the ... Views: 710
Knowing what ideal is will enable you to move toward it, and doing so is an effective time management skill. When you haven’t taken the time to define ideal you engage in a lot of activities, but those activities aren’t necessarily productive. They aren’t productive because ... Views: 596
Effective time management skills start with decisions. Do you have trouble making decisions? Do you make decisions by not making decisions? After you make decisions you do change your mind? If this sounds like you, you may be a waffler. Waffling is a time management killer.
Why is it ... Views: 2274
Crediting your time with its real value is an effective time management skill. Recognize that time is more valuable than your treasures, and treat it that way. Time can never be recovered, or replaced. Just like running out of money, running out of time is stressful and worrisome. There are ... Views: 574
Small business owners, and all independent sales professionals are small business owners, must have effective time management skills. Without effective time management skills you work yourself to death, you get little enjoyment out of life, and you have far less financial rewards than you could ... Views: 687
Are you an insider? An insider is a person who is able to position themselves in a way to make the connections they need to get all the leads they want. Insiders develop their own proprietary leads list of highly qualified potential prospects. Everyone else pays big bucks to get these names ... Views: 811
You have to have a clear plan for success and stay focused on fulfilling your plan. A fundamental of success is having a clear plan to follow to start your journey toward success. It isn’t that you have to develop every detail before you start, or that you can’t make changes along the way. A ... Views: 654
The knowledge you hold or the knowledge you gain is a fundamental requirement for success. That knowledge only represents the potential you have to succeed. Knowledge alone will never in and of itself make you succeed. It’s how you use it and what you do with it that will make you succeed. ... Views: 657
A fundamental of success is that defeat can only come to you if you quit. Until you throw in the towel and quit, all forms of defeat are only temporary set-backs and learning opportunities. Every temporary defeat moves you one step closer to success because you now know something important ... Views: 728
One fundamental of success is that you won’t get a free ride to success. If you want success you have to know what you’re willing to give to get it. What are you willing to give in terms of your own persistence and determination? What are you willing to give in terms of the value you bring ... Views: 822
Have you tried to succeed yet continually fail? Perhaps you’re missing one of the fundamentals required for success. If you are, you’re fighting an uphill battle and you may not know why. Are any of these success killers derailing your efforts?
You lack a clearly defined ... Views: 605
Fuzzy insurance marketing is the lazy approach to marketing. It's exactly what you get when you put together a vanilla communication and throw it out there "hoping" something good will happen. It’s worse than sitting in your office “hoping” a new prospect will walk in or call ... Views: 702
Top producers are regular people who take specific actions that average or poor producers don’t. That means there is nothing preventing you from joining this elite group except you. If you’re willing to remove yourself as an obstacle to your success you’ll become a top ... Views: 824
Do you follow all the rules for goal setting success yet you still don’t get your goals? If this is you I suspect you have an alignment problem. When your goals aren’t aligned with your big picture plans you end up following a convoluted path.
Just for review here’s a quick reminder of ... Views: 687
Do your goals come and go without achievement? The problem may not be the goal. The problem may be the thought behind the goal. Sometimes you set goals because someone else says you should or you think you should, but in neither case are you all that motivated to get the goal so the goal will ... Views: 703
When you set a goal you want to execute it without a hitch, right? That may be what you want, but you know that almost never happens. You run into unexpected problems and challenges and sometimes you allow those challenges to stop you dead in your tracks. Failing forward keeps you moving ... Views: 618
Ready, aim, fire for success. Will you hit your target? The answer may be no. You may not hit your target because you don’t have a clear target, you’re just off and running trying to find it looking for success in all the wrong places. If you find that you have trouble hitting your goals, or ... Views: 670
Absolutely. While this “secret” is right under your nose most don’t put the pieces together and take advantage of the five-pronged key elements for increased sales. You will immediately increase your sales when you include all five elements in your business and develop ... Views: 754
Oh my gosh; nobody has any money, you have a sales manager threatening to cut you loose, and you can’t sell anyone anything! What are you going to tell your family and friends? How are you going to pay your bills? What are you going to do now?
First, stop the conversation ... Views: 889
Bob, had just finished up another frustrating day that yielded no sales, and no appointments for future sales. He plopped down at his desk and began to sort through his mail dreading the bills he knew he’d find, and wouldn’t be able to pay. As he quickly sorted through the pile ... Views: 798
It's actually easier to work in crisis mode than it is to take control and responsibility. After all, when you're in the center of a bunch of activity it looks like, and it can feel like you must be very important. All these people are coming to you to look for direction. You must play a ... Views: 617