Attitude is everything.

I just spoke at a seminar for sales managers and the topic of recruiting came up. In todays economy, finding the right type of person for sales is no simple task. Hiring managers have to become truly effective at identifying key components in the psyche of an applicant. The simple truth is that not just…

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The Strategic Pause.

I often get asked “What is the most important thing I can say to close the sale?” My answer is usually the same. “Nothing.” All to often a sales person just says too much! They ramble. They go on and on about how their product is so good and they inadvertently talk the prospect out…

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Know Your Target Market

Buyers come in all shapes, colors and ages. A big mistake often made by marketers and sales people around the world is they try to target a specific type of buyer. We can not assume that a particular type of person will not be interested in our products. Sales presentations must appeal to the entire…

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The Entrepreneur Predator

I think any marketer that has ever done business on the internet has fallen victim at one time to a business opportunity that over promised and under delivered. By nature we are impulsive people. Sales pages are cleverly designed to raise our impulse and get us to purchase a product. Some of these are legitimate…

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Missing Your Goals?

The psyche of a marketer and sales professional is very unique. We all possess some very common characteristics. We tend to be dreamers, over achievers, self motivated entrepreneurs. But these good traits can also be the root of our biggest shortcomings. We fall hard, we lack patience because we yearn instant gratification, we procrastinate and…

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Building and Re-Building Value In Your Product with “BULLETS”

Regardless of what your selling or how your selling it the prospect must see the value in your item before they make a purchase. It must be our goal as marketers and sales professionals to build that product value. Building value in a product should be done gradually throughout the presentation leading up to the…

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Raising impulse from “Zero” to “Purchase Now”

Selling is about raising impulse. Nothing and I mean absolutely nothing can effect your sales success more than the ability to raise impulse. Regardless of your product, no one just rolls out of bed in the morning and says “I hope that salesman calls today.” That just doesn’t happen. Even people that have a need…

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Are you afraid to sell?

A well respected financial journal recently published the results of a national survey they conducted in America. The survey was conducted using various control groups in different parts of the country from all walks of life. A total 1611 people, all between the ages of 21 and 54 participated. While I was reading the article…

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To build or not to build.

I remember back when modems were a table top device that you put your telephone receiver into. First you would have to call your friend and ask him to get his computer ready, then you would put your telephone handset into the modem suction cups and begin to transmit. Boy, have we come a long…

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Welcome to my blog!

Yes! It’s finally here! My blog will surely replace prime time television in at least 80% of American house holds. I plan to submit content daily so please visit often and feel free to post comments. For starters, I just want to share some excitement with you. For years I have been teaching high performance…

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