It’s time for your association’s trade show. It’s time for your annual convention. It’s time to make money. Hundreds of your customers, prospects, suppliers and competitors will be in town for two days. Nowhere else can you have such a concentration of people in your industry. Nowhere else can you see as many customers and prospects at one time. You …
Lost on the Road to Success? Ask Jim Rohn for Directions.
Sales sick? Take two Jim Rohn (lessons) and call me in the morning. One of my most respected life influencers was Jim Rohn. Considered by many (me included) to have been America’s foremost business philosopher, he impacted millions of people with his words of wisdom. Here’s a testimonial from someone he influenced: “Jim Rohn, my first personal development teacher, always …
Driving for Sales Success? Jim Rohn is the Fuel.
The root of your sales success lies in your sales philosophy. How did you develop yours? Mine came from a combination of home environment, books, education, mentors, personal development programs, personal experience, and observations. You establish and revise the basic principles of your philosophies by exposure to information, your experiences, and listening to the belief of others — especially those …
You’re Fired! By the Real Boss – Your Customer.
Warning! The information contained in this column will be painful to read. You’re fired! By the real boss – your customer. Presto! Every customer returns for a second dose of whatever you sell or serve. Is that the reality? Or have you sold them once, and then got fired (and now they’re being served by your competition). You see, people …
Sales Success by Putting Heart into your Sales…Eberhardt.
This is the first of a series about successful salespeople. How they did it and what principles they followed. “A major sale is really a series of little sales,” says Jim Eberhardt. “You must get the prospect to agree along the way.” Sales success and Jim Eberhardt. They have a lot in common. Jim Eberhardt sells insurance – arguably the …
A Funny Thing Happened to Me on the Way to Closing a Sale
Someone sent me a list of “sales closes” the other day. It seems they all have names. “The trail close,” “The order blank close,” “The Ben Franklin close,” “The sharp angle close,” and so on into the night (close, or is that clothes). Anyway, it struck me that cute name closes rarely work. In fact, they usually have the reverse …
The Secrets of Telling (Selling) Your Story with Impact
How do you sell? No two salespeople sell the same way. In fact, two people selling the exact same product will almost never present it the same way. It not just what you say, it’s also the way you say it.