Closing Techniques: The “I Want to Think it Over” Close

Saving the Lost Sale There is a powerful technique you can learn called the “I Want To Think It Over Close.” This is the only way I know to save this kind of lost sale. You know by now that when the customer says, “I want to think it over,” he is really saying “good bye.” You know from your own experience that customers do not think it over. They do not sit there carefully studying your brochures and price lists with a calculator and a pen. People Are Often Ready to Buy On the other hand, as many as 50 percent of the people you speak to are probably ready to buy at this point. They just need a… Read more

Increase Your Three Types of Energy

Most successful people can be characterized as having very high levels of energy. Since energy is the fuel with which everything is achieved, there seems to be a direct relationship between energy levels and levels of accomplishment. It is hard to imagine a tired, burned-out person achieving much in life. On the other hand, energetic, positive, forward-moving individuals seem to get and enjoy far more of the things life has to offer than does the average person. Physical Energy is BasicWe have been led to believe that there is basically one kind of energy. We supposedly replenish this energy by sleeping at night, and during the day, we use it up again. It is as though we are machines powered… Read more

The Law of Saving

Financial freedom comes to the person who saves ten percent or more of his income throughout his lifetime. One of the smartest things that you can ever do for yourself is to develop the habit of saving part of your salary, every single paycheck. Individuals, families and even societies are stable and prosperous to the degree to which they have high savings rates. Savings today are what guarantee the security and the possibilities of tomorrow. Start With Yourself The first corollary of the Law of Saving comes from the book The Richest Man in Babylon by George Classon. It is to “Pay yourself first.” Begin today to save ten percent of your earnings, off the top, and never touch it…. Read more

Starting Small

How and why you can start your own business with little or no money by using sweat equity. Everyone Starts Off BrokeI used to feel sorry for myself because I came from a limited background and I had no money. Then I found that nobody has any money. Everyone starts off broke. In fact, most successful people go broke or nearly broke several times during their lives. Don’t let this hold you back. Practice, Practice, PracticeTransformational leaders empower others by keeping them "in the know," by keeping them fully informed on everything that effects their jobs. People want and need to feel that they are "insiders," that they are aware of everything that is going on. There is nothing so… Read more

The Race Heats Up

The race for the presidency of the United States now boils down to John McCain versus Barack Obama. This may be the most important election in our history, at least for each of us who are Americans today and who will be affected by the outcome. In my book Something For Nothing, I wrote that the most powerful principle governing human behavior is the Expediency Factor. This E-Factor says that, “People strive to get the things they want the fastest and easiest way possible with little or no concern with the secondary consequences of their behaviors.” Alexis de Toqueville, in his book “Democracy in America,” wrote that, “America will be a great country until the people learn that they can… Read more

The Principle of the Objective

Learn from the Lessons of History The concepts of military strategy have been studied and written about for more than 4,000 years, going back to the early works of General Sun-Tzu in China more than 2,000 years BC. These principles of strategy that have been developed and perfected over the centuries have direct applications and implications for strategic thinking, both personally and corporately. Decide In Advance What You WantThe most important military principle is the Principle of the Objective. This principle requires that you decide in advance exactly what it is that you are trying to accomplish. What exactly is your objective? In my experience, fully 80% of all problems in personal and corporate life come from a lack of… Read more

Trust Your Intuition

The Essence of Business Success The essence of a successful business is really quite simple. It is your ability to offer a product or service that people will pay for at a price sufficiently above your costs, ideally three or four or five times your cost, thereby giving you a profit that enables you to buy and to offer more products and services. Add Value in Some WayThe key to a successful business is to add value by bringing the product or service from another place to where you’re selling it, or by creating the product or service and selling it at a price higher than your total cost of production. You become wealthy by either selling a few products… Read more

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