by Nido R. Qubein What makes a successful salesperson? I’ve often asked that question at seminars, and the answers have been all over the ball park. “You’ve got to have the right product,” some say. It helps. But we’ve all known salespeople who went broke trying to move superb products and others who could make fortunes selling ice cream on …
Closing Through the Buyer’s Eyes
by Tom Hopkins Several years ago, I attended a banquet for top salespeople. Before I gave my talk, the speaker introduced someone in the audience and said, “This man earned twice the national average in sales last year …” The speaker’s manner suggested that it was quite an achievement. But, it has been done by many, so everyone craned their …
Change: Embrace It or Resist It
by Nido R. Qubein If your company is going to stay in business, it has to change, and that can be scary. For many people, change is more threatening than challenging. They see it as the destroyer of what is familiar and comfortable rather than the creator of what is new and exciting. Most people, and organizations, would rather be …
Award-Winning Presentations
by Tom Hopkins Okay. You used some of your excellent prospecting methods to find someone who needs your product or service. You made a competent original contact. You qualified the decision-makers as to their needs and are confident your product or service will truly be good for them. Now, it’s time for the show to begin – and YOU are …
Are You Wearing Rose-Colored Glasses?
by Brad Worthley The key to great customer service is not focusing on the words “customer service.” Instead, focus more on the goal of finding ways to create an emotional attachment with each customer that you come in contact with (internal or external.) In order to do that, you might consider thinking about the people you do business with (business …
A Clearly Defined Career Path
by Brad Worthley Many times in our roles as leaders we encounter what I would call the “rebels”. You know who I am talking about; they are the employees that want to do it their way, or don’t always conform to the conventional wisdom that we have embraced over the years. I am going to ask you to take a …
15 Powerful Ways to Grow Your Business This Year
by Jim Cathcart, CSP, CPAE 1. Notice more.Grow your awareness (of money, needs, expenses, what’s coming, what’s working, where gaps are…). Know where you stand. 2. Give more than you have to.Practice up-serving not just “up-selling,” (exceed your customer’s expectations). Grow your impact on customers. The quickest way to get a raise is to give your customers and your company …
21 Ways To Increase Sales This Year
by Jim Cathcart, CSP, CPAE (Excerpted from The Eight Competencies of Relationship Selling) 1. Prepare Yourself To Excel.Use a checklist to prepare your attitude, appearance, customer information, company and product information and the selling environment, so you can be at your best on every call. 2. Notice What Is Working.Study yourself, your product or service and your company to know …
Embracing Adversity for Achievement
Chris Widener “Show me someone who has done something worthwhile, and I’ll show you someone who has overcome adversity.” Lou Holtz Success in life depends upon being strong people with clear goals and indomitable spirits. Unfortunately most of us aren’t born that way. We grow that way. And that growth can either come from us entering willfully into situations that …
Take Yourself to the Top!
Chris Widener Everybody wants to get to the top, whether it is the top of a career, a company, the earnings scale, or the many other ways that we as individuals can define the “top” in our own lives! But with so many people trying to get to the top, how come so many people aren’t moving up? I think …