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- Understanding your customer’s buying process - by Many of the world’s best sales forces are the best because they have codified and developed a documented sales process. Having a map of the things we as salespeople have to do to make a sale provides a framework for sales planning and activity that reduces mistakes and shortens new hire ramp-up ...
Views: 945 - Cold Calling: Is it really worth it? - by For many sales people, the fear of Cold Calling is only slightly less than that of death-by-drowning or public speaking. The idea of contacting a prospect by phone for the first time may cause even the most aggressive sales rep to break out in hives. The good news is that there are several ways ...
Views: 1003 - 10 Ways to Accelerate Your Customer’s Buying Process - by 1. Sell Higher. Get to the decision-maker. Don’t get stuck selling to a middle manager who has to consult higher-ups and committees. Middle managers are more concerned with not being wrong than going out of his way to take a risk. Find someone who is motivated to get the buying process ...
Views: 1023 - How To Reverse-Engineer The Buying Process - by The term reverse-engineering is quite familiar to some, but not to all. It’s the process of analyzing a finished product, or the end result of a work process, in order to determine the way in which it was made or completed. Reverse-engineering is usually done to replicate a product or process, ...
Views: 1083 - Do You Elevate The Buying Process? 8 Techniques For Selling Your Way To The Top - by “I doubt there is a suggestion more frequently made to sales professionals than “sell higher,” says Bill Stinnett, CEO of Sales Excellence and the author of Think Like Your Customer. “Participants in my workshops ask more questions about this than all other topics combined.” Selling higher ...
Views: 951 - The 4 Questions Customers Are Thinking, But May Not Be Asking - by Your customers won’t come right out and ask you questions about honesty, character, and integrity. Nor will they ever consciously ask themselves. But the impression or perception they have of us will be formed in their mind by collecting answers to the following four questions. We must foster ...
Views: 757 - Happiness - by Submitted on Jan 24, 2005 from James NapierThe e-mail said, "I've got to do something about this stress. If I don't, a heart attack could be the next thing I'm dealing with," my friend said. "All I want is to be happy, but I don't know whether that's possible any more." While I did not have the specific answers he was looking for, ...
Views: 974 - Vitamins for the Soul - by Submitted on Jan 20, 2005 from Colleen LangenfeldWe are all into wellness these days. Personal fitness is all the rage. Many resolutions start with 'lose ten pounds' or 'exercise more'. Now, physical health is all fine and dandy. But what about our emotional and intellectual health? Maybe it could go something like this... Daily ...
Views: 1138(1 vote) - Self Improvement for 2005: First Things First - by This is the perfect time to reflect on what you've accomplished in 2004 and to start planning for this New Year. The key to getting the most out of life in 2005 is to first have a clear picture of where you're at right now. For example, if you wanted to go on a trip across the country, you'd ...
Views: 796(1 vote) - If anything is worth doing, it’s worth screwing up - by Submitted on Jan 16, 2005 from Selby Evans(Another collaboration of the Engineer and the Un.) Oh, sure. The Shudoffs would say it’s worth doing well. Well, that’s their job. They sit around in your head and tell you what you should do. Or, better yet, what you should have done. They want you to wait till you are sure you can to ...
Views: 1089(1 vote) - TODAY'S MESSAGE: On Your Mark, Get Set, Go! - by The ringing in of the New Year is very special to me. To begin with, I met my wife on New Year's Eve. In addition, her birthday is December 31.
But the New Year also signals the start of a five-month period that I think of as the Window-of-Opportunity Sprint. If you're serious about ...
Views: 903(1 vote) - Where Do I Belong? - by Submitted on Jan 07, 2005 from Elizabeth TullWhere is it I Really Belong? An Exercise in Higher Purpose Living Part 1 Higher Purpose is not a wish list Higher Purpose is not fantasy playing Higher Purpose is not created by others; it begins with you. When someone is living in their Higher Purpose it transitions their whole way of BEING. ...
Views: 1273(1 vote) - Growing Beyond Limits- 15 Shifts that Make an Impact - by Submitted on Jan 07, 2005 from Beth Tabak"Birds were not given wings to sit in a tree and observe. Use what you were given to the fullest." Beth Tabak We all have limits. Yet we are continually confronted by those who somehow move beyond them. It’s a choice to allow limits to hold you back or to find a way to live beyond them. So ...
Views: 1338(1 vote) - THE ULTIMATE SERVICE - by Submitted on Jan 03, 2005 from Barbara Rose, Ph.D.1. Why is it so important to be “of service” to humanity? 2. What can I possibly do that can make a difference? 3. Where is the joy in serving? 4. What does my life purpose have to do with service to others? 5. When can I find time to serve others when I’m barely getting by? 6. How can I ...
Views: 981 - I Lost My Instruction Book to Life When They Cut My Umbilical Cord - by Submitted on Jan 01, 2005 from Ada GimlanBefore I was born I knew how to do very complicated things, like make sure my heart, brain and legs developed correctly. I even knew how to breathe underwater. I must have done something wrong because then I got kicked out, slapped and was forced to breathe air. Since then, everything I’ve ...
Views: 858 - How to Overcome a Confidence Crisis - by Submitted on Jan 01, 2005 from Caterina RandoAs a business success coach I have worked with many women in business who consider themselves successful and who are considered successful by their peers. No matter how much you earn, how fast you find yourself expanding your organization, or how much satisfaction your gain from your business, ...
Views: 989 - Mind is the forerunner of all states - by Submitted on Dec 28, 2004 from Tim OngOur lives and the circumstances we live in are largely the result of our own thoughts and beliefs. The sum total of our thoughts, if they are positive, will result in a positive life for us. The converse is just as true. If we think negatively most of the time, we tend to attract negative ...
Views: 1443 - Preparing for the Best Year of Your Life: Cleaning the Slate - by Imagine waking up each day knowing that you have a clean slate on which to create the life you desire. Your past is behind you, your tasks are up to date and your projects are complete. What could you accomplish if there were no unresolved issues, projects or relationships to divert your ...
Views: 1008 - Avoid the Top 5 Resolution Pitfalls (and find more happiness along the way) - by Do you make the same New Year’s resolution year after year? Do you ever keep it? Do any of these common resolutions resemble those you promise to keep, but never do?
I’m going to…
• Lose weight
• Stop procrastinating
• Exercise more
• Spend less money on things I don’t need
• Eat ...
Views: 1043 - Take Spectacular Nighttime Photos with your Digital Camera - Part I - by Submitted on Dec 21, 2004 from Andrew MalekNight photographs express a special something that cannot be seen in normal daytime photography. Whether it is a photograph of a moon and starlit sky over a windy deserted beach, the excitement of a downtown cityscape when the lights go on, or just a picture of you and some friends in front of a ...
Views: 1342 - Waiting To Be Born - by This is a pleasant place to be as I wait to be born. It seems such a long time that I am floating in my space. However, it is cozy with a soothing sensation, and I shouldn’t complain.
I hear sounds around me. When my mother plays the piano, I am happy. “Greensleeves” is one of my favorites. ...
Views: 845 - Make a One Decision Not Just a New Years Resolution - by Submitted on Dec 17, 2004 from Judith WrightEvery year the majority of us make a promise to ourselves that we will change some habit we find unseemly – we make a New Year’s resolution. And for a time, even if it is just a fleeting moment, we actually believe that we will keep that promise. We will stop eating a pint of Ben & Jerry’s ...
Views: 1370 - Dump those Goals! - by Submitted on Dec 15, 2004 from Selby Evans(A collaboration of the Engineer and the Un. The Un is the perpetual adolescent in all of us. The Uns want to do things differently, bass-ackwards. The Engineer is the practical problem-solver in all of us. The Engineers are always finding ways to get things done.) Which goals? The big ...
Views: 935(1 vote) - The Movies - by When I was a small child, I watched many movies in the Shawmut Theater in Roxbury. It was located close to Eagleton Square, which was bustling with activity and safe years ago. Today you don’t venture there if you value your life. The Shawmut was more than a movie house. It was a community ...
Views: 1107(1 vote) - How You Can Achieve What You Truly Want In Life - by The key to getting the most out of life is to first have a clear picture of where you're at right now. For example, if you wanted to go on a trip across the country, you'd obviously take out a map, determine your point of departure and THEN chart the course to your destination. Life is no ...
Views: 842(1 vote) - Let the Season be Your Reason! - by Submitted on Dec 10, 2004 from Danish AhmedI'm sitting on the subway across from a beautiful woman... I want to strike up a conversation, but my fears get the best of me. Then, this beautiful woman starts up a conversation with another person on the subway who is also a stranger to her (I eavesdropped on their conversation). Now I ...
Views: 1149(2 votes) - WHOSE PICTURES ARE YOU TAKING HOME? - by Submitted on Dec 09, 2004 from Alan CohenWhile walking through Costco, I noticed the large bin of photographs that had been processed and were waiting for customers to pick up. There were probably a couple of hundred packets listed alphabetically according to customers’ names. I was struck by the fact that all of these personal bags of ...
Views: 1343 - THANKS FOR NOTHING - by Submitted on Dec 08, 2004 from Terry L. SumerlinWe gathered at our daughter, Amanda’s, and her husband, Russell’s, for Thanksgiving at Rockwall (near Dallas). Our daughter, Jo Ellen, and her husband, Curt, came in from the Tampa area; and our son, Jon, and his wife, Priscilla, were there from the Oklahoma City area. Also, Mom rode up with ...
Views: 1047 - One Teacher Can Make a Difference - by Our third grade class was listening to our teacher, Miss Pratt. She told us she was disappointed that we were not making the progress she had expected with multiplication tables one through nine. She explained that we really understood the meaning of multiplication but that we had not spent ...
Views: 1600 - Could You Have Done What Aron Ralston Did? - by Submitted on Dec 01, 2004 from Jamie AlbertI first heard Aron Ralston's extraordinary storyapproximately 18 months ago when he appeared on the DavidLetterman show. It is without doubt the most "graphic"example I've ever seen highlighting a certain Wealthy Soulprinciple I have talked about over and over in my books andnewsletters. See if ...
Views: 3305 - Do you have bad karma? - by Submitted on Dec 01, 2004 from Jamie AlbertAll right, I admit it. Recently I had begun wondering if I've got Bad Karma. After a year of two shopping cart failures costing me thousands of dollars of lost revenues, 3 major computer breakdowns putting me months behind in my work, 3 hurricanes (lucky me has been in Florida) I took refuge ...
Views: 8797 - Why won't they call me back? teleseminar - by "If a salesperson expresses a view to a prospect, it's a pitch. If a prospect expresses it--out loud -- it's true."
Probing is about uncovering prospects wants, desires and needs --and differentiating the three to provide a solution that will enable them to accomplish their goals.
There's an ...
Views: 872 - Do you get what you pay for? - by Submitted on Nov 24, 2004 from Jamie Alberthttp://www.consumer-confidential.com “Do you get what you pay for?” That is the best consumer question I have ever been asked, and I have been asked a lot of consumer questions. I have answered thousands in my television reports, during my radio talk show, and in newspaper columns. “Do you get ...
Views: 1982 - Getting a Mortgage - by Submitted on Nov 24, 2004 from Jamie AlbertThe money you borrow to buy a home usually costs more than the home itself. That is the most important thing you need to know. It’s easy to get so tied up negotiating the price of a home that the big savings that come with the right loan can be overlooked. Mortgages are “complex financial ...
Views: 2184 - How to Write a Complaint Letter - by Submitted on Nov 24, 2004 from Jamie AlbertDon’t be a crazy person. That is the number one rule for writing a complaint letter. I’m not kidding—that simple idea will go a long way toward getting your problem resolved. It’s simple: If you come across as having your act together, you have a good shot at getting the complaint dealt with ...
Views: 16399(2 votes) - Learning the Hard Way - by Submitted on Nov 24, 2004 from Jamie AlbertI still remember the feeling vividly. Wind in my face, pedaling hard, weaving back and forth across the street. Using a sidearm technique, which I was quite sure I had invented, I threw newspapers the way other kids skipped stones. The perfect throw was when the paper gently landed on the stoop, ...
Views: 2038 - The Seven Steps to Winning Every Consumer Argument - by Submitted on Nov 24, 2004 from Jamie Albert1. Respect yourself Whether you are trying to return a $20 blouse you bought one week ago or a $20,000 car you bought one year ago, the process is remarkably the same. It all begins with respect. You must respect yourself enough to go after what is right. Many consumers just shrug off lousy ...
Views: 2503 - Cell Phone Abuse. Are You A Victim? - by Submitted on Nov 22, 2004 from Andrew LawrenceLike millions of others, you may be the victim of cell phone abuse. What is cell phone abuse? Let's say you're in a public place trying to concentrate on something or having a face-to-face conversation or just enjoying a peaceful moment when a stranger 5-10 feet away starts talking on his or her ...
Views: 1677 - Plan your Holiday Self-Care - by Submitted on Nov 20, 2004 from Linda DessauThe holiday season is almost upon us. Have you thought ahead about how you're going to handle the tempting treats, dinner parties, extra goodies everywhere you look, pot luck dinners and late nights? If you haven't, you're not alone. Planning is boring. It's much more glamorous, dramatic and ...
Views: 1235 - Telling Yourself the Truth - by Submitted on Nov 19, 2004 from Jamie AlbertYou’re a liar. I know you don’t want to hear that. But it’s true. So am I. And man I hate to say that. But it’s true too. We all lie. To ourselves. Now in our defense, we don’t mean to. And not only do we not mean to—we don’t even know we are doing it. Because we are in a state of ...
Views: 1969 - If You Want Others to Like You, Like Yourself First! - by Submitted on Apr 13, 2010 from Royane RealMany of us mistakenly believe that it's wrong or conceited, to think we have any good qualities. We may spend a lot of time berating ourselves for our negative qualities, thinking that self criticism is the key to improving our performance. However, a constant focus on our supposed ...
Views: 7299(1 vote) - Assumptions – The Hidden Sales Killer - by Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, ...
Views: 952 - A Four-Letter Word That Gets EVERYBODY'S Attention - by "I saw the word 'free' used effectively in an ad recently," ETR's editor Charlie Byrne told me.
"Jimmy Buffett is coming to town, and there are MANY tickets for his concert being offered on eBay. If you look at the listings, you'll see 'Buffett Tickets for Sale!' . . . 'Jimmy Buffett -- Good ...
Views: 1136 - How to Start a Profitable Microbusiness - by Last month, I sold yet another small business -- my third "flip" in the past 12 months -- for a nice profit. I'm currently in the process of starting up another, and I've got more planned for after that. Life is pretty good.
But things weren't always this way for me.
In was May of 1987 and I'd ...
Views: 3505 - Charlie's Personal Productivity Problem - by Submitted on Nov 15, 2004 from Joe De PalmaAnn, the executive who runs most of my businesses as well as my personal schedule, has so far refused all of my pleas to follow the Early To Rise (ETR) personal planning and productivity systems. She is very happy, she tells me, with her pad of lined paper and her scribbled notes (which even a ...
Views: 806 - The Canter and the Can - by Submitted on Nov 15, 2004 from Selby EvansScene: the Head Office. The Vulcan and the Engineer sit at small desks. The Canter and the Shudoff sit properly erect in straight-backed chairs. Others lounge in comfortable chairs. Networker: We were talking about people with options. Vulcan: And about people making choices. Canter: ...
Views: 1219 - Irritable bowel syndrome - simple self-help tips - by Submitted on Nov 14, 2004 from Sophie LeeIf you have been diagnosed with irritable bowel syndrome (IBS), you will know how difficult it is to treat. Doctors can be dismissive of IBS symptoms such as diarrhea, constipation and bloating, and when treatment is offered it may only help for a short while before the distressing symptoms ...
Views: 941 - The Price of Bliss - by Submitted on Nov 13, 2004 from Stuart RosenBliss is freeing, but it is never free. There is a lot we have to pay, and even more we have to give up, if we're ever truly going to achieve our bliss.. Give up Complacency When we’re young, we only care about our passions. We have nothing to lose, so we constantly take risks. Yet as we get ...
Views: 1061 - My Path to Financial Independence - by Submitted on Nov 12, 2004 from John BarkerYou and I may share a dream; complete freedom from the morning commute, answering to a boss and spending our days doing things other people want us to do instead of what we want to do. Tired of this way of life, I quit my job and decided to become a personal coach. I enjoyed it and it’s ...
Views: 928 - 10 Steps to a Stress Free Holiday - by Submitted on Nov 10, 2004 from Beth Tabak“The stress-free way to enjoy the holidays is to plan, take one step at a time, and have a sense of humor.” Beth Tabak Can you feel the holiday jitters beginning? Suddenly there it is right around the corner. Relax! Take time to plan well now and ease into the holidays with a big smile. Grab a ...
Views: 1470(1 vote)