Paul Montelongo
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This is Why Your Customer Buys
There are several primary reasons why your customer buys your product, goods, or service.nnIf you sell a "high-ticket" item, like real estate or automobiles...this can be a major decision, one that does not happen every week, like buying groceries.n nFirst, remember your customer doesn't "NEED" this high-ticket product....they WANT it. Now it is up to you to match what they "think" they need with what they really want. n nThis major decision is primarily based on underlying e
January 14, 2009
Article
You CAN Sell to Uncertain Customers
You Can Sell to Uncertain Customers nnAre you finding that your prospects are uneasy or uncertain about the economy? Do they have a "wait and see" attitude now more than ever? Is it harder for you to "get them off the fence of indecision"? n nTake a brief look at the news in recent months...Wall Street, Hurricane Ike, Presidential Race, Government AIG Bailout, Housing and Mortgage flops....n nThese...and other....news reports can affect the mindset of your prospective consume
January 14, 2009
Article
Where's All the Money in 2009?
So now the U.S. government is going to send a bunch of money to some of the leading banks, financial institutions and possibly the auto industry (and who knows what other entities) in the country to loosen up credit and hopefully bring back some consumer confidence.n nAs we dive into the New Year, consider this: WHAT HAPPENED TO THE MONEY?n nThink about it. Not one red penny has actually been deleted from the economy. The only thing that has happened is money is now being cir
January 14, 2009
Article
What's Wrong with 'The Secret'?
I have some ideas about the whole idea of the "Law of Attraction". First of all, I loved watching the movie, "The Secret". I own the DVD, the Audio CD's, and the Book. I have seen the DVD three times in its entirety and several more times I have watched bits and pieces of it. I have read the book twice and listened to the audio CD's once all the way through. n nHowever, each time I leave feeling a bit void of some meat and substance. Now, don't get me wrong.....you will attra
January 14, 2009
Article
Being in the Zone of Sales Success
One of the key elements to being in the "zone of sales success" is Intention.nnYou may know it as focus, purpose, target, or even your objective. Your Intention is the complete certainty with which you move toward your desired outcome. Your ability to focus on your desired outcomes and to block out peripheral opponents is the key to your success. nnPeripheral opponents are distractions. These opponents cloud your vision. They distort your focus. They cause confusion, which, i
January 14, 2009