Archive | Sales

“Help, I’ve Fallen. Is There a Leader Around Who can Help me get Back Up?”

“Help, I’ve Fallen. Is There a Leader Around Who can Help me get Back Up?”

There may not be an “I” in Teamwork, but there is definitely an “L” in Teamwork if you plan on winning. Whether you’re dancing, playing sports, walking the dog or managing; to succeed, somebody has to Lead. Without Teamwork, you can’t win in today’s market. Without Leadership, you will never have Teamwork. I got two … Read More »

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Developing the Thank You Notes Habit

Developing the Thank You Notes Habit

I learned the value and power of Thank You notes early in life. When I was a young child, my parents occasionally went out with friends for dinner. Invariably, when my parents returned from an evening out, I saw my mother sit down at her little desk in the hallway as soon as she got … Read More »

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On Sales Management…  How Can We Recruit Good People?

On Sales Management… How Can We Recruit Good People?

Since his first movies, Clint Eastwood has worked with the same production crew every time he makes a film. Since day one, our goal has also been to do the same; hire great people, train them effectively and take care of them better than anybody else will, so that as a team, we could build … Read More »

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Always Be Closing

Always Be Closing

The actual closing of the sale is by far the most important step in the selling process. Without it, you haven’t sold anything, have you? However, it should also be the most natural part of the process. Everything else you do leads to that point. I teach lots of techniques for prospecting, meeting people, qualifying, … Read More »

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Let’s Focus on being More Productive!

Let’s Focus on being More Productive!

When you wish upon a star… Remember all the times you’ve said, “I wish”? And do you remember that really good paycheck you got that one time? Don’t you wish you could get one like that every week? Wouldn’t it be great to be at the top of the board each month? Wouldn’t it have … Read More »

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Addressing Client Concerns

Addressing Client Concerns

How you address client concerns will have a powerful impact on your overall success level. In many cases, once concerns are addressed, the sale is made. You can go straight to asking for their approval on your paperwork. The foundation of addressing client concerns is a simple, yet incredibly powerful six-step process that I’ve taught … Read More »

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