Tom Ninness
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Article
Short Term Profits vs. Long Time Clients
nIn today’s world, price is everything. Everyone seems to be looking for a bargain. Shopping the grocery stores for the weekly deals: hunting down the gas station with the lowest price, or waiting for retail stores to put merchandise on sale or clearance. Everyone wants a bargain. But is shopping for a bargain always the best strategy? For sales professionals, bargain shoppers will not guarantee long term business prospects. Although it is essential to be competitive, i
August 9, 2008
Article
Public Speaking From The Heart
Public speaking offers a unique path of opportunity. Not only will it provide exposure in numbers but develops a rapport with the audience of credibility, knowledge and proficiency. The ability to offer information in an authentic and genuine manner develops confidence in the speaker, and allows the speaker to connect with large numbers all at once.n A deep, powerful presence and relaxed self-expression emerges naturally when seen and heard in a supportive environment. Connec
July 24, 2008
Article
Winning As A Sales Strategist
âWinning as a Sales StrategistânA strategy is a long term plan of action designed to achieve a particular goal, most often âwinningâ. A strategy involves tactics or immediate actions along with premeditation, and well designed, rehearsed and executed. Strategies are used to make the problem or problems easier to understand and solve.nTodayâs sales professional must be at the top of their game in order to win sales through competitive advantages. Successful sales pro
June 26, 2008
Article
Creating A Business Plan Like the "PROS"
CREATING A BUSINESS PLAN LIKE THE “PROS”nnnA business plan is like a blue print. Without one, the structure of your business becomes unsound, without focus and a haphazard project. Every sales professional, no matter what the basis of his or her business is, must build a business plan for success, and think like the CEO of their company. nnIt’s easy to brush aside the concept of a business plan. It is not enough to have an “idea” of how to do bus
June 18, 2008
Article
Monday Blues Or "Make Money" Monday?
Monday Blues or âMake Moneyâ Monday?nMondays-love them or hate them. Do you look at Mondays as the exciting opening to a productive week? Hold high expectations coupled with a brilliantly executed plan? Or are your Mondays a slap in the face reality, back to the grind, mark time to the next weekend?nSuccess doesnât just âhappenâ; it is a culmination of expectations, planning and actions. Creating a brilliant plan means utilizing the weekend to its fullest so that yo
April 11, 2008
Article
Speaking Is Selling On Stage
nMany sales professionals never consider the opportunity to do workshops and presentations in front of the public. If you are one of them, then you are missing a golden opportunity. nnPublic speaking and doing workshops is my number one strategy in capturing potential clients. Speaking allows me to get in front of prospective clients. It allows me to showcase my knowledge and expertise. Many times, I have captured clients, even before I leave the room.nnBy speaking on a regul
March 17, 2008
Article
Using Reciprocity To Increase Sales
The Law of ReciprocitynThe Law of Reciprocity means to give and take mutually, to return in kind or even in another kind or degree. The law of reciprocity simply means that when someone gives something you feel an obligation to give back.nStephen Covey, author of âThe Seven Habits of Highly Effective Peopleâ, uses the phrase âemotional bank accountâ to describe the principle of reciprocity and the corresponding credit-withdrawal process in relationships. Using the met
March 17, 2008