Neutralizing Worry Situations

Your job is to organize your life and work so as to minimize surprises and problems. However, this is not always possible, in spite of your best efforts. Use the Worry BusterIf you are already facing a fear- or worry-inducing situation, here are the four steps of what we refer to as the "worry buster." Clarity is EverythingStep Number One: Define the worry situation clearly in writing – fully half of all problems can be solved just by clearly defining them. Remember, "Accurate diagnosis is half the cure." Determine the WorstStep Number Two: Determine the worst possible outcome of the situation. What is the absolute worst that can happen? Be Willing to Have it SoStep Number Three: Resolve to accept… Read more

Get Customers to Sell For You

Fully 84 percent of sales in America take place as the result of word-of-mouth advertising. Why People BuyFully 84 percent of sales in America take place as the result of word-of-mouth advertising. Some of the most important sales promotion sales activities are those that take place between customers and prospects, between friends and colleagues, in the form of advice and recommendations on what to buy, or not buy, and who to buy from. Join the Top 10%The only way that you can be among the top ten percent of salespeople in your industry is by having your existing customers selling for you on every occasion. Because of the importance of mega-credibility in selling, your customers must be happy to open… Read more

The Key to Influencing Others

One of the best ways to influence someone is to do something nice for him. Do Nice Things For OthersOne of the best ways to influence someone is to do something nice for him. I know many successful salespeople who make a habit of taking their prospects out to breakfast or lunch. During the breakfast or lunch, they do not talk about their products or services unless the client brings it up. They merely make small talk, ask questions and listen. They work on building trust, and they work on establishing a friendly relationship. At the end of the breakfast or lunch, they tell the prospect that they will be getting in touch with him sometime in the future with… Read more

Develop A Sense of Urgency

Perhaps the most outwardly identifiable quality of a high performing man or woman is “action orientation.” Take Time to Think and PlanHighly productive people take the time to think, plan and set priorities. They then launch quickly and strongly toward their goals and objectives. They work steadily, smoothly and continuously and seem to go through enormous amounts of work in the same time period that the average person spends socializing, wasting time and working on low value activities. Getting into “Flow”When you work on high value tasks at a high and continuous level of activity, you can actually enter into an amazing mental state called “flow.” Almost everyone has experienced this at some time. Really successful people are those who… Read more

Thinking Out of the Box

Improve the Quality of Your Thinking Human beings are mental organisms. Everything we are or ever will be, will be as the direct result of the way we think. If we improve the quality of our thinking, we must improve the quality of our lives. And, there is no other way to do it. Youth and CreativityIn one series of I.Q. tests given to children age 2 – 4 years, 95% of the children were found to be highly creative with curious, questioning minds and an ability for abstract thinking. When the same children were tested again at age 7, only 5% still demonstrated high levels of creativity. In the ensuing years, they had learned to conform; "If you want… Read more

Wall Street Journal

Article about the upcoming elections Dear Readers, Usually, I send out a message talking abut my current experiences. However this time, in response to numerous requests for my ideas on the upcoming election on November 4, I’ve decided to send to you someone else’s opinions. This summarizes the best economic thinking on the subject. Enjoy! >>> Wall Street Journal If the current polls hold, Barack Obama will win the White House on November 4 and Democrats will consolidate their Congressional majorities, probably with a filibuster-proof Senate or very close to it. Without the ability to filibuster, the Senate would become like the House, able to pass whatever the majority wants. Though we doubt most Americans realize it, this would be… Read more

Four Obstacles to Closing

There are several other reasons why the end game of selling is stressful and difficult. Fear of FailureThere are several other reasons why the end game of selling is stressful and difficult. First and foremost is the fear of failure experienced by the prospect. Because of negative buying experiences in the past, over which you could have no control, prospects are conditioned to be suspicious, skeptical and wary of salespeople and sales approaches. They may like to buy, but they don’t like to be sold. They are afraid of making a mistake. They are afraid of paying too much and finding it for sale cheaper somewhere else. Fear of CriticismThey are afraid of being criticized by others for making the… Read more

Developing A Vision For Your Future

What Only Leaders Can Do The one quality that all leaders have in common is that they have a clear and exciting vision for the future. This is something that only the leader can do. Only the leader can think about the future and plan for the future each day. Develop A Clear VisionExcellent leaders take the time to think through and develop a clear picture of where they want the organization to be in one, three and five years. Leaders have the ability to communicate this vision in such a way that others "buy in" and eventually see the vision as belonging to them. How to Motivate PeopleIt is the vision of the future possibilities, of what can be,… Read more

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