The Invitational Close

The Invitational Close is simple, low-key, classy and powerful. You use it at the end of a sales conversation to conclude the transaction. It is preceded by a Trial Close such as: “Mr. Prospect, do you have any questions or concerns that I haven’t covered up to now?” Or, “Mr. Prospect, does this make sense to you, so far?” Probe for Lingering Objections You ask these questions to be doubly sure that the prospect has no final objections lurking in the back of his mind that would block the closing of the sales process. You then invite the customer to make a buying decision by saying, “If you like what I’ve shown you, why don’t you give it a try?”… Read more

The Road Ahead

“Building an America where freedom, opportunity, prosperity and civil society flourish.�? Last week, Barbara and I flew up to Vancouver to meet with Ib Muller and drive to the Whistler Ski Resort, two hours north of Vancouver. We skied for most of Saturday and Sunday, had dinner in a wonderful restaurant Saturday night, and stayed at the Fairmont Hotel at the Vancouver Airport Sunday night prior to our return flight on Monday morning to San Diego. On Tuesday, we boarded our flight to Atlanta for a four day meeting of the Heritage Foundation at the Four Seasons Hotel in Downtown Atlanta. The Heritage Foundation is the “800 pound Gorilla” of conservative think tanks in the world today. It started as… Read more

The Continuous Improvement Formula

Put Your Career on the Fast Track There are many things you can do to put your career onto the fast track. You can set clear, specific goals for each area of your life and then make plans to accomplish them. You can plan your work and work your plan. Ask For Greater ResponsibilityYou can accept 100% responsibility for everything you are and everything you become. You can refuse to make excuses or to blame others. You can tell your boss that you want greater responsibilities and then when you get them, put your whole heart into doing an excellent job. Utilize Your Inborn TalentsIn the parable of the talents in the New Testament, Jesus says, "Oh good and faithful… Read more

Opportunities Are Unlimited

There have never been so many opportunities to start and build a successful business than there are today. One Million Every Year Ambitious individuals like you, with dreams and hopes, are starting new businesses today at a faster rate than ever before. Over one million new enterprises are being launched each year, and the rate is accelerating. The opportunities for finding or developing a new business idea are all around you, and with proper preparation, the possibilities for your success are enormous. No Better Time Than Today As many as 80 percent of all the products and services in common use today at home, in business and in organizations large and small, will be obsolete in five years. They’ll be… Read more

An Accumulation of Riches

Little Things Mean A Lot One of the greatest success principles of all is called the Law of Accumulation. This law says that everything great and worthwhile in human life is an accumulation of hundreds and sometimes thousands of tiny efforts and sacrifices that nobody ever sees or appreciates. It says that everything accumulates over time. That you have to put in many, many, many tiny efforts that nobody sees or appreciates before you achieve anything worthwhile. It’s like a snowball. A snowball starts very small, but it grows as it adds millions and millions of tiny snowflakes and continues to grow as it gathers momentum. Learn What You Need To LearnThere are three areas where the law of accumulation… Read more

Feedback and Discipline

How You Can Be More Effective in Giving Feedback to Your Staff An important part of business communication is giving feedback, correction and discipline to your staff. One of the jobs of the manager is to be a teacher, and in some cases a disciplinarian. This means that, in order to do your job properly, and in order to develop your staff to make their highest potential contribution to the organization, you must give them regular feedback on what they are doing right and where they can improve. Constructive CriticismMost people are very tense about giving discipline or what is often called, "constructive criticism." However you can make it a low stress occasion by focusing on the behavior and the… Read more

Two Rules for Business Start-ups

Entrepreneurship is the art of finding profitable solutions to problems. Entrepreneurship is the art of finding profitable solutions to problems. Every successful entrepreneur, every successful businessperson has been a person who has been able to identify a problem and come up with a solution to it before somebody else did. Here are the five rules for entrepreneurship. Find A Need And Fill ItFirst, find a need and fill it. Ross Perot, when he was working for IBM, saw that his customers who were buying IBM computers, needed help in processing their data. He went to IBM with this idea and they said they weren’t interested, so he started his own business. He eventually sold it out for $2.8 billion dollars…. Read more

Practice the ABC Method of Setting Priorities

“The first law of success is concentration – to bend all the energies to one point, and to go directly to that point, looking neither to the right or to the left.” –William Mathews The more thought you invest in planning and setting priorities before you begin, the more important things you will do and the faster you will get them done once you get started. The more important and valuable the task is to you, the more you will be motivated to overcome procrastination and launch yourself into the job. Get my FREE eBook: 5 Reasons Why Most Don’t Become Wealthy A Simple and Powerful Technique The ABC Method is a powerful priority setting technique that you can use… Read more

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