Be Tenacious The dividing line between winning and losing a sale isn’t always talent; it’s tenacity. Being tenacious, not pushy means this: (1) Giving it everything you have, not more than you have. That means giving 100% – not more, and certainly not less. (2) Working with determination instead of waiting on destiny. That means […]
Discounting Is The Tax You Pay For Being Average! In a recent blog written by John DiJulius titled How to Make your Customers Experience So Good, Price becomes Irrelevant, he made a statement that I had to pass on to my readers. “Discounting is the tax you pay for being average!” When you provide average […]
Breaking Any Habit Requires Temporary Discomfort One of the toughest habits to break is not to use permission based closing techniques such as: “Would you like to…?” “Do you want to…?” “Is it okay if I…?” “Can I…?” They come from growing up in a household where we are taught manners and if you want […]
Improvement Requires Discipline Author H. Jackson Brown Jr. once said, “Talent without discipline is like an octopus on roller skates. There’s plenty of movement, but you never know if it’s going to be forward, backwards, or sideways.” If you are lacking self-discipline in a specific area of your life and you want to get off […]
Customer Service Defined Customer service is produced at the instant of contact; it cannot be created in advance or held in reserve for readiness at a later date. Customer service cannot be centrally produced, inspected, stockpiled or warehoused. It is usually delivered wherever the customer is, by people who are beyond the immediate influence of […]
How To Overcome Discouragement What problem or problems are you experiencing right now? Don’t throw in the towel. Below are three ways to overcome discouragement. First, find a better way. When you get discouraged, don’t give up on your goals. Instead, devise a new approach. Don’t just dwell on the problem, think about the solution. […]
How To Negotiate Well, Part 2 Below is an excerpt from Part 2 of “How to Negotiate Well” that is in my Daily Devotional. To negotiate well you should do these three things: Talk to God before you talk to others. Involve Him in all of your decisions. Think long-term. When someone feels burned in […]
How To Negotiate Well, Part 1 “There is…a time for every purpose under heaven.” Ecc 3:1 NKJV The first thing I do every morning is read my Daily Devotional. Recently, I was pleasantly surprised for two days in a row to read about “How to Negotiate Well” so I thought I would share it with […]
The Doubt Close This is a great closing technique to use when the customer is expressing doubt about their purchase. The Doubt Close works by pre-empting their doubting thoughts. If you echo these thoughts, it saves them from having to think the same thoughts. When they accept these, they will begin to trust you and […]
Territory and Time Management Strategies, Part 1 Territory/Business Management Know where your business is and is not Develop a written plan to sustain current business Follow your plan Develop a written plan on new business development Follow your plan Strive for completion rather than perfection Whittle while you work (Multi-tasking) Develop your own personal formula […]
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