In the past, I have all too often listened without hearing, asking questions when I had no intention of hearing the answer or understand my customer’s requirements.
And so it must be with the energy you muster for your own work. Get out there and convert the unconverted. Save them all from the charlatans and the nearly-men.
If you honestly know how you help people, then you should become passionate about sharing it, spread the good news, give everyone a chance to share in the solutions that you can provide.
You may have an overall target to achieve with each prospect, but if you are going to have an ideal outcome for each call, should you not also have a tolerable outcome to fall back on? Something you a...
22% of current business-to-business salespeople will be replaced by search engines within the next five years.
A gentleman of ambition is aware of the people he wishes to be associated with both socially and commercially. He knows that moving through different levels of society is akin to stepping through diff...
Asking the appropriate questions means understanding exactly what your customer is trying to achieve
Earning the Right is a commitment to be the sales professional that your customer really needs
Subliminal influence, is the constant drive to the change in consumer choices.
In the past, I have bargained myself away, believing that price was more important than cost, quality, reliability, or reputation. In the past, I was clearly wrong.
No one can mock your meagre achievements or inability to accomplish the simplest of tasks, if they remain figments of your imagination. You can revel, again and again, in the glory of a fairy tale doo...
Ready? No one is ever ready, my boy. But some do what they plan to do and some never will. The difference between the two is that the first group understand that they need to start somewhere, so they...
The ability to close sales effectively has never been confined to the last few moments of the conversation.
Emotional commitment means unchecked, unvarnished devotion to the company and its success; any legendary organizational performance is the result of emotionally committed managers.
Where he comes from, the education he has received, his family history, his wealth, they matter not a jot, but the perception he conveys - that my, boy, is the key. If they believe he belongs - that h...
We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.
Currently, you are approaching each opportunity with a single possible outcome and when that doesn't happen you fool yourself that there was nothing more that you could have done.
Plans are easy to make, dreams are easy to dream. But putting your back into it? A little bit of hard graft and discipline? That is just too scary and far too much effort for the masses
All these ships are currently safe at anchor but that is not what they were designed for is it? Your job is not to remain anchored and safe. Your job is to move closer to your destination at every att...
Why live my personal values at work? This is an excellent question to ask. If your attorneys are planning an insanity defense.
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