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	<title>Sam Silverstein</title>
	<link>http://samsilverstein.com</link>
	<description>No More Excuses!</description>
	<lastBuildDate>Fri, 08 Jan 2010 17:03:55 +0000</lastBuildDate>
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	<language>en</language>
	
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		<title>No More Excuses…Make Accountability Your Competitive Advantage</title>
		<description><![CDATA[True story: Early in the Minnesota Twins 2009 exhibition season, Twins manager Ron Gardenhire discovered a note on his desk from Justin Morneau, his star first baseman. It read: “Gardy: I forgot to run sprints after the workouts yesterday; I am fining myself.” Next to the note was a hundred-dollar bill.

Was Justin Morneau accountable because he was a superstar, or was he a superstar because he was accountable?]]></description>
		<link>http://samsilverstein.com/08/01/2010/articles/no-more-excuses%e2%80%a6make-accountability-your-competitive-advantage/</link>
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		<title>Powerful Closing</title>
		<description><![CDATA[
A very successful sales professional I know once told me that nothing happens until a sale is made.  Until a book is sold the book stores cannot afford employees, the printing companies cannot print anything, writers do not need to write, paper mills are quiet, trucking companies sit idle, and loggers aren&#8217;t needed to harvest [...]]]></description>
		<link>http://samsilverstein.com/11/08/2009/articles/powerful-closing/</link>
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		<title>Seven Little Things That Make A Big Difference In Business</title>
		<description><![CDATA[
Every day we are faced with major decisions and large issues.  Some of our decisions involve large sums of money and effect people in a profound way.  We worry, fret, or lose sleep, which can adversely affect our health in dealing with these big decisions and issues.
Effective business professionals must be able to stay focused [...]]]></description>
		<link>http://samsilverstein.com/04/08/2009/articles/seven-little-things-that-make-a-big-difference-in-business/</link>
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		<title>The Varsity Rules</title>
		<description><![CDATA[
I went with my family to Atlanta, Georgia recently.  My parents live there and it was great to spend time together.
When we go to Atlanta for a visit, we always stop by “The Varsity” for lunch.  “The Varsity” bills itself as “The worlds largest drive-in restaurant.”  It has been an Atlanta landmark for 80 years, [...]]]></description>
		<link>http://samsilverstein.com/28/07/2009/articles/the-varsity-rules/</link>
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		<title>Build A Better Business By The Numbers  &#8211;  Five Things You Should Do With Old Clients</title>
		<description><![CDATA[
1.    Stay in touch
2.    Say Thank you
3.    Ask for referrals
4.    Discover if they have new needs
5.    Show them you care about them as people, not just clients
Two questions for you:
1.    When was the last time you spoke with all of your clients?
2.    How have your clients’ needs evolved over the past 24 months?
One thing for [...]]]></description>
		<link>http://samsilverstein.com/21/07/2009/articles/build-a-better-business-by-the-numbers-five-things-you-should-do-with-old-clients/</link>
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		<title>There Is More Than One Way To Make That Sale</title>
		<description><![CDATA[
I was in New York City speaking at the annual AFLAC meeting.  All of the top producers were there, and they were eager to learn and grow.  The meeting was held at the Marriott Marquis, which is located in Time Square.  Having a little extra time on my hands I went out for a walk.
The [...]]]></description>
		<link>http://samsilverstein.com/14/07/2009/articles/there-is-more-than-one-way-to-make-that-sale/</link>
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		<title>What Would You Do If You Knew You Would Not Fail?</title>
		<description><![CDATA[
What an interesting question.  How long would your list of things to do be if you were answering the above question?  Do you have seven things you want to do, seventeen things, twenty-seven things, or more?
Many companies never take on projects because they fear failure.  New marketing campaigns get pushed aside, sales promotions are ignored, [...]]]></description>
		<link>http://samsilverstein.com/07/07/2009/articles/what-would-you-do-if-you-knew-you-would-not-fail/</link>
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		<title>How To Destroy Your Business</title>
		<description><![CDATA[
My phone rings all the time with people looking for help in building their business.  They want to sell more, be more profitable, and find more satisfaction in their life.  Usually I share experiences from over 30 years of business building.  They seem amazed when the ideas I use with them turn into bottom line [...]]]></description>
		<link>http://samsilverstein.com/30/06/2009/articles/how-to-destroy-your-business/</link>
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		<title>Accountable Business Growth Through a Strategic Plan</title>
		<description><![CDATA[
It’s 9:00 in the morning.  Do you know where your strategic plan is?
Most busy business professionals have a legal pad with a list of things to do that is a mile long.  The majority of those activities are reactive items that came about because of the action, or inaction, of someone else.  They are constantly [...]]]></description>
		<link>http://samsilverstein.com/23/06/2009/articles/accountable-business-growth-through-a-strategic-plan/</link>
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		<title>Five Common Mistakes Business People Make</title>
		<description><![CDATA[
&#8220;No one is perfect.&#8221;  We&#8217;ve all heard this before.  Yes, we do all make mistakes at some point, but successful business people know how to minimize the mistakes they make.  Successful business professionals do not let their mistakes keep them from their goals and successes.
Here are five common mistakes that keep people from building the [...]]]></description>
		<link>http://samsilverstein.com/16/06/2009/articles/five-common-mistakes-business-people-make/</link>
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		<title>Value Packed Sales Process</title>
		<description><![CDATA[
Do you make your clients jump through hoops to do business with you?  Are you easy or hard to deal with?  Do organizational policies come before client interests?
The best sales process is client centric.  Selling is about analyzing and solving problems for your client, not adding busy work or making their life more difficult.
Every step [...]]]></description>
		<link>http://samsilverstein.com/09/06/2009/articles/value-packed-sales-process/</link>
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		<title>Be Accountable to Access Insider Information in Your Industry</title>
		<description><![CDATA[I receive emails all the time from subscribers that want detailed information about their specific industry.  It can range from faux painting, Internet marketing, home improvement, manufacturing, real estate, or insurance.
Many of our articles are based on ideas that come from you the reader.  We love your feedback and really appreciate your thoughts, but since [...]]]></description>
		<link>http://samsilverstein.com/02/06/2009/articles/119/</link>
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		<title>Build A Better Business By The Numbers  &#8211;  The Only Four Ways You Can Increase Sales</title>
		<description><![CDATA[1. Sell more clients 
2. Sell your clients more often
3. Increase the size of your orders
4. Raise your prices
2 Questions For You
1. How many of these four ways can you achieve?
2. How would a 10% increase in all four areas effect your sales?
1 Thing To Do Today
Pick the one area you can impact the quickest. Create [...]]]></description>
		<link>http://samsilverstein.com/26/05/2009/articles/build-a-better-business-by-the-numbers-the-only-four-ways-you-can-increase-sales/</link>
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		<title>Build A Better Biz By The Numbers</title>
		<description><![CDATA[
Success business people know how to run their business by the numbers.  Here are some numbers that can make a difference for you.
 
3 Questions You Must Answer In Your Clients Mind Before They Will Buy
1. Why should I buy?
2. Why should I buy from you?
3. Why should I buy now?
Clients simply will not make a [...]]]></description>
		<link>http://samsilverstein.com/19/05/2009/articles/build-a-better-biz-by-the-numbers/</link>
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		<title>Build Your Business By Fulfilling Needs</title>
		<description><![CDATA[
There were 150 people in the room, and all eyes were on me.  I was the keynote speaker at a major annual meeting for the American Diabetes Association.  My program was entitled, “The Power of Choice.”  The staff and volunteers that were present had made a series of choices that brought them to this place.  [...]]]></description>
		<link>http://samsilverstein.com/12/05/2009/articles/build-your-business-by-fulfilling-needs/</link>
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		<title>Listen Your Way To Business Growth</title>
		<description><![CDATA[
Mary had the soccer ball lined up on her right foot.  Then, in an instant she sent a pass to Shawn.  It was right on target.  Shawn received the ball and passed it to Tom.  Tom passed it to Suzy who passed it to Beth.  Beth passed the ball to Bill, and he shot the [...]]]></description>
		<link>http://samsilverstein.com/05/05/2009/articles/listen-your-way-to-business-growth/</link>
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		<title>Better Business By The Numbers &#8211; Personal Growth</title>
		<description><![CDATA[
6 Steps To Personal and Professional Success
1. Know your strengths and weaknesses
2. Never stop learning
3. Ask yourself, “Is there a better way to do this?”
4. Surround yourself with successful people
5. Share what works for you with others
6. Take action today
2 Questions
1. What is the last nonfiction book you have read?
2. What system in your life [...]]]></description>
		<link>http://samsilverstein.com/28/04/2009/articles/better-business-by-the-numbers-personal-growth/</link>
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		<title>Selling… An Open and Close Case</title>
		<description><![CDATA[
There are probably as many opinions on how to be a great sales professional as there are about what products and services to sell.  And, although the art of selling has many facets that you need to master, there are two skills that, if your master them, you will see your sales success soar.
The two [...]]]></description>
		<link>http://samsilverstein.com/21/04/2009/articles/selling%e2%80%a6-an-open-and-close-case/</link>
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		<title>Lead Your Business To Success</title>
		<description><![CDATA[The final test of a leader is that he leaves behind him in other men the conviction and the will to carry on.
- Walter Lippmann -Twentieth century journalist and Pulitzer Prize winner. 
A good leader is able to motivate other people to perform at or above their previous best in order to produce results that will [...]]]></description>
		<link>http://samsilverstein.com/14/04/2009/articles/lead-your-business-to-success/</link>
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		<title>Better Networking … Better Business</title>
		<description><![CDATA[
A regular coaching client, Amy, called me the other day.  She said that her business just wasn’t growing at the rate she expected and needed.  We talked about how long she had been in business, where her sales leads were coming from, and where the majority of her business originated.
After asking Amy several questions it [...]]]></description>
		<link>http://samsilverstein.com/07/04/2009/articles/better-networking-%e2%80%a6-better-business/</link>
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		<title>Developing Great Sales Habits</title>
		<description><![CDATA[
I arrived in Louisville at 9:30 AM.  Todd picked me up at the airport, and we went straight to the hotel.  I knew that it was early, but I was hoping to be able to check in and have a room to meet in with Todd.  Sitting in the lobby would work, but it wasn’t [...]]]></description>
		<link>http://samsilverstein.com/31/03/2009/articles/developing-great-sales-habits/</link>
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		<title>Build A Better Biz By The Numbers &#8211; Superior Customer Service</title>
		<description><![CDATA[
5 Steps To Superior Customer Service
1. Know who your customer really is.
2. Learn all about your customers needs.
3. Separate their “product” needs from their, “act of doing business with you” needs.
4. Design systems to address your customer’s needs and then exceed their expectations.
5. Empower your entire company to service the needs of your customers.
2 Questions [...]]]></description>
		<link>http://samsilverstein.com/24/03/2009/articles/build-a-better-biz-by-the-numbers-superior-customer-service/</link>
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		<title>Creating High-Powered Sales Teams</title>
		<description><![CDATA[
Becoming a great salesperson takes dedication, training, and experience.  Creating a high-powered sales team is an entirely different project.  Great sales teams can make a company very successful.  A weak sales team can bring a good company down.
Creating an environment that attracts and keeps great salespeople is challenging, but critical if you want to build [...]]]></description>
		<link>http://samsilverstein.com/17/03/2009/articles/creating-high-powered-sales-teams/</link>
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		<title>Business Mentors</title>
		<description><![CDATA[
No man is so foolish but he may sometimes give another good counsel, and no man so wise that he may not easily err if he takes no other counsel than his own. He that is taught only by himself has a fool for a master.
- Ben Jonson -Sixteenth century English dramatist.
 It is difficult to [...]]]></description>
		<link>http://samsilverstein.com/10/03/2009/articles/business-mentors/</link>
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		<title>Procrastination</title>
		<description><![CDATA[
Even if you&#8217;re on the right track-you&#8217;ll get run over if you just sit there.
- Arthur Godfrey -Radio and television personality.
 Procrastination is a bad habit.  It is the destroyer of goals and dreams and achievement.  If you procrastinate you should look to replace the habit of procrastination with the habit of action.  A good slogan [...]]]></description>
		<link>http://samsilverstein.com/03/03/2009/articles/procrastination/</link>
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		<title>Blackout Blues</title>
		<description><![CDATA[
In 2003 there was a huge electrical blackout.  Over 50 million people in the United States and Canada were without electricity.  Industry experts said that the systems in place are over taxed, outdated, and not sufficient to handle the current demand.
For years, experts have called for updating the current systems.  They knew that problems existed, but [...]]]></description>
		<link>http://samsilverstein.com/24/02/2009/articles/blackout-blues/</link>
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		<title>Communicate for Rapport</title>
		<description><![CDATA[How you communicate with others will often determine the success you have in business. But communication is more than simply your ability to relate ideas. A key aspect of communication that many business people neglect is their listening capability. The fact is that without highly-tuned listening skills, your business and client rapport will often suffer.
Why [...]]]></description>
		<link>http://samsilverstein.com/17/02/2009/articles/communicate-for-rapport/</link>
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		<title>Business Back To The Basics</title>
		<description><![CDATA[
My garage is full of junk.  That’s right.  If you opened my garage today you would see junk piled high.  It goes half way to the ceiling!  Wood, insulation, drywall, light fixtures, dirt, and cabinets that had been torn out.
The master bathroom in my house is being remodeled.  It’s a gut job.  We’re taking it [...]]]></description>
		<link>http://samsilverstein.com/10/02/2009/articles/business-back-to-the-basics/</link>
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		<title>Close More Sales</title>
		<description><![CDATA[For a customer to make a purchase, there are three key questions that must be answered in their mind. If you can answer these questions in a positive manner, you can make the sale. If you shortcut your presentation, don’t hit on all of the important issues, and don’t answer these questions for your customer, [...]]]></description>
		<link>http://samsilverstein.com/03/02/2009/articles/close-more-sales/</link>
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		<title>Don’t Leave Your Business Up To the Lottery</title>
		<description><![CDATA[
The lottery was up to $90 million this past week and I bought a ticket.  It was just a dollar.  I immediately started calculating in my head that the total cash payout, after tax, would be about $42 million, still enough for a nice holiday.  Then the balance of the calculations began.  I could give [...]]]></description>
		<link>http://samsilverstein.com/27/01/2009/articles/don%e2%80%99t-leave-your-business-up-to-the-lottery/</link>
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		<title>Outsource &#8211; Get More Done!</title>
		<description><![CDATA[
As an entrepreneur you have to guard your time.  You have wonderful ideas, maybe more ideas than you can handle, but you need to stay focused.  Look at everything you do.  Which items are you great at?  Which tasks provide the greatest return in dollars on your time?  Which tasks could someone else do while [...]]]></description>
		<link>http://samsilverstein.com/13/01/2009/articles/outsource-get-more-done/</link>
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		<title>Are Your Eyes On The Prize?</title>
		<description><![CDATA[
A few years back, I was watching the women’s finals tennis match at Wimbledon.  The announcer commented about eventual winner Serena Williams’ concentration and focus.  He said, “Serena knows how to keep her eyes on the prize.”  What a great way of saying what all professionals must do!
Most business people don’t achieve their highest possible [...]]]></description>
		<link>http://samsilverstein.com/06/01/2009/articles/are-your-eyes-on-the-prize/</link>
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		<title>Change Your Paradigms … Be Accountable To Build Your Business</title>
		<description><![CDATA[
&#8220;Never, never rest contented with any circle of ideas, but always be certain that a wider one is still possible.&#8221;
- Richard Jefferies -Nineteenth century English naturalist and novelist.


An individual&#8217;s paradigms are the set of rules by which they think the game of life is played.  Your paradigms dictate the way you see the world around [...]]]></description>
		<link>http://samsilverstein.com/30/12/2008/articles/change-your-paradigms-%e2%80%a6-be-accountable-to-build-your-business/</link>
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		<title>Defense Driven Accountable Business Growth</title>
		<description><![CDATA[
What drives your company, the offense or the defense?
I went to a football game recently.  My team won 33-22.  You may think that the offense ran away with the game, running up a whopping 33-points and really sticking it to the competition.
The truth is that the offence was non-existent.  The offence only managed to gain [...]]]></description>
		<link>http://samsilverstein.com/23/12/2008/articles/defense-driven-accountable-business-growth/</link>
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		<title>Maximize Your Referrals</title>
		<description><![CDATA[
My wife and I met with our financial advisor Karl earlier this week.  We spent an hour reviewing the performance of our portfolio, re-clarifying our personal investment goals, and discussing our estate-planning situation.
Karl is thorough.  We have the utmost confidence in his work and the firm he is associated with.  In addition to the “business” [...]]]></description>
		<link>http://samsilverstein.com/16/12/2008/articles/maximize-your-referrals/</link>
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		<title>The Art Of Great Listening</title>
		<description><![CDATA[If I listen, I have the advantage; if I speak, others have it.
- From the Arabic
The average person spends over 70% of his/her life in an awakened state. During this time, you are constantly communicating either with yourself or with others. Good communication skills are critical to success. People judge you by your ability to [...]]]></description>
		<link>http://samsilverstein.com/09/12/2008/articles/the-art-of-great-listening/</link>
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		<title>Seven Steps To Being Accountable for Your Wealth and Happiness</title>
		<description><![CDATA[
I just received a magazine in the mail that is dedicated to exclusive homes that are for sale around the United States.  The houses range in investment from $750,000 to over $36 million.  Of course the $36 million dollar home has a beautiful view of Lake Tahoe and is complete with a three-hole golf course!
Personally, [...]]]></description>
		<link>http://samsilverstein.com/02/12/2008/articles/seven-steps-to-wealth-and-happiness/</link>
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		<title>Hurry Up and Fail!</title>
		<description><![CDATA[
Over the years I have been involved with and owned several businesses.  I&#8217;ve achieved much success, and I&#8217;ve had my share of failure.  I&#8217;ve deposited seven figure checks, and I&#8217;ve hocked everything I own to guarantee the bank loans.  There have been ups and there have been downs.  So why am I tell you all [...]]]></description>
		<link>http://samsilverstein.com/25/11/2008/articles/hurry-up-and-fail/</link>
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		<title>Get Lucky</title>
		<description><![CDATA[Chance favors the prepared mind.
- Louis Pasteur -Nineteenth century French chemist.
Some people look at other successful people and make excuses for their achievements. A popular excuse is, “He’s just lucky.” There is no such thing as naked luck. Luck is when you are prepared to take advantage of the opportunities that naturally present themselves. Don’t [...]]]></description>
		<link>http://samsilverstein.com/18/11/2008/articles/get-lucky/</link>
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		<title>Worms Are Dumb</title>
		<description><![CDATA[
It rained most of the day yesterday.  That means that today there will be dead worms all over my driveway. 
When it rains for a long period of time, the ground becomes saturated.  Worms must come to the surface to avoid drowning.  They then crawl out onto the driveway.  The sun comes out, it heats up, [...]]]></description>
		<link>http://samsilverstein.com/11/11/2008/articles/worms-are-dumb/</link>
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		<title>Focus for Success</title>
		<description><![CDATA[ 
Consider the postage stamp: its usefulness consists in the ability to stick to one thing till it gets there.
- Josh Billings -Published in Farmers Almanac 1869-1880.
A study at Stanford University of genius-level children revealed some interesting information. The children were studied throughout their lifetime. The study showed that high achievement was not a consequence of [...]]]></description>
		<link>http://samsilverstein.com/04/11/2008/articles/focus-for-success/</link>
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		<title>Manage the Process for Business Success</title>
		<description><![CDATA[
The fourteen year-old girl stood tall and proud.  She had been in this situation before and knew just what she needed to do.  The referee handed her the soccer ball.  She picked out the perfect piece of grass.  The height was just right, and she placed the ball there.  Confidently, she rotated the ball a [...]]]></description>
		<link>http://samsilverstein.com/28/10/2008/articles/88/</link>
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		<title>Back Up Your Success</title>
		<description><![CDATA[
So often business professionals are eager to learn about prospecting, marketing, closing sales, strategic planning and other important business issues.  Recently I came across a problem of a different nature.
Last week we had a bad storm.  It thundered.  There was lightning.  And, the winds were unbelievably strong.  Trees went down everywhere including several in my [...]]]></description>
		<link>http://samsilverstein.com/21/10/2008/articles/back-up-your-success/</link>
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		<title>Growth Opportunities in a Down Business Market</title>
		<description><![CDATA[
It is very common to think that nothing good can come from a down business market.  However, I believe that there are many opportunities that present themselves in a down market that a savvy business professional can take advantage of.  We must always remember that we are accountable to find out what works, even in [...]]]></description>
		<link>http://samsilverstein.com/14/10/2008/articles/growth-opportunities-in-a-down-business-market/</link>
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		<title>Be Accountable for Your Business Success in a Down Economy</title>
		<description><![CDATA[
It is chaos out there.  The stock market is like a yoyo, banks are struggling and small businesses are feeling the affects.  Companies are closing left and right.  Unless you are the largest insurance company in the United States and Congress decides to give you eighty-one billion dollars as a bailout you are going to [...]]]></description>
		<link>http://samsilverstein.com/07/10/2008/articles/be-accountable-for-your-business-success-in-a-down-economy/</link>
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		<title>Be Accountable for your Goals</title>
		<description><![CDATA[
Last weekend I took my wife and two of my children to see the show South Pacific.  It was a wonderful experience for my younger daughters.  They enjoyed the beautiful costumes and stage setting.
One of the songs had a stanza that caught my attention.  It went like this:
You have to have a goal,
Because if you [...]]]></description>
		<link>http://samsilverstein.com/30/09/2008/articles/be-accountable-for-your-goals/</link>
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		<title>Ask Better Questions…Close More Sales</title>
		<description><![CDATA[
Get a piece of string that is approximately six inches long.  Sit down at a table and lay the string out in a straight line starting at the edge of the table in front of you and running towards the opposite side of the table.
Grab the closest end of the piece of string between your [...]]]></description>
		<link>http://samsilverstein.com/23/09/2008/articles/ask-better-questions%e2%80%a6close-more-sales/</link>
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		<title>Managing the Experience</title>
		<description><![CDATA[
I took my family out to dinner last night.  It was my oldest daughter’s birthday, and my wife and I wanted to take her someplace special.  We went to Tony’s.  Tony’s is the only five star restaurant in St. Louis, and they work hard to earn that designation.
Upon arrival the valet takes your car and [...]]]></description>
		<link>http://samsilverstein.com/09/09/2008/articles/managing-the-experience/</link>
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		<title>Being Accountable For Excellence</title>
		<description><![CDATA[
In 2003 Martina Navratilova was 46 years old.  That is considered ancient in the world of professional sports.  Heck, that is considered ancient in some cultures.
On the professional tennis circuit, Martina was considered nothing less then amazing.  That year Martina has won Grand Slam mixed doubles titles at both the Australian Open and Wimbledon.  When [...]]]></description>
		<link>http://samsilverstein.com/02/09/2008/articles/being-accountable-for-excellence/</link>
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		<title>Accountability</title>
		<description><![CDATA[
What do Apple, Inc., Nordstrom and Whole Foods all have in common?  All three companies are accountable for their actions, choices and results.  Accountability for these three organizations is a cornerstone of their operations.  They realize that you must be accountable first and then business will follow.
Apple, Inc. recently rolled out their new 3G iPhone [...]]]></description>
		<link>http://samsilverstein.com/26/08/2008/articles/accountability/</link>
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		<title>Adapt Your Business For Success</title>
		<description><![CDATA[
The temperature spiked almost 15 degrees this past week.  My two youngest daughters are avid soccer players.  They train three times a week while preparing for their upcoming fall season.  Before leaving for practice, I changed their water bottles to insulated coolers that were twice the size.  The girls voiced their disdain of the large [...]]]></description>
		<link>http://samsilverstein.com/19/08/2008/articles/adapt-your-business-for-success/</link>
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		<title>Be Accountable for Your Continuing Education</title>
		<description><![CDATA[
I just returned from the annual convention of the National Speakers Association.  This is always a special time for me.  I get to meet with my friends and peers and discuss trends and issues that we all face.  This year is very special because I return as the President of the National Speakers Association.
Walking in [...]]]></description>
		<link>http://samsilverstein.com/12/08/2008/articles/be-accountable-for-your-continuing-education/</link>
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		<title>Be Accountable and Grow Your Business</title>
		<description><![CDATA[
The Phone Call
It was 8:00 on a Monday morning and my phone was already ringing.  The call was from Bob, a distributor of mine in Kalamazoo.  Bob was frustrated.  He had just received a call from an upset customer.  Bob’s customer was tired of waiting for their replacement windows.  It had been seven weeks since [...]]]></description>
		<link>http://samsilverstein.com/05/08/2008/articles/be-accountable-and-grow-your-business/</link>
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		<title>Close The Sale … Give Them a Choice</title>
		<description><![CDATA[The US Open tennis tournament is being played this week. Of all the sporting events I enjoy watching, being at one of the four major tennis tournaments has to be my favorite.
Your ticket will get you into the event, and it is good for a reserved seat in the main stadium. Now, this is where [...]]]></description>
		<link>http://samsilverstein.com/29/07/2008/articles/close-the-sale-%e2%80%a6-give-them-a-choice/</link>
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		<title>Mastermind Your Business for Accountability and Success</title>
		<description><![CDATA[
I went to my Mastermind Group meeting yesterday.  I didn’t really think that I had much to discuss.  Boy, was I wrong.
All I wanted was a quick approval on the artwork for my new business card.  I thought this would take about 60 seconds.  Thirty minutes later, my card was totally redesigned.
The members of my [...]]]></description>
		<link>http://samsilverstein.com/22/07/2008/articles/mastermind-your-business-for-accountability-and-success/</link>
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		<title>Deliver Authentic Value and Grow Your Business</title>
		<description><![CDATA[

July 11th was the international release date for the new Apple iPhone 3G.  Stores around the world opened their doors and proceeded to sell out of every phone they had.
Here in St. Louis the line was so long you would have had to wait 5 hours to buy and activate a phone.  While I chose [...]]]></description>
		<link>http://samsilverstein.com/15/07/2008/articles/deliver-authentic-value-and-grow-your-business/</link>
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		<title>Create New Value For Your Clients</title>
		<description><![CDATA[
Apple Computer, Inc. opened their application store in iTunes today.  The App Store has hundreds and soon to be thousands of applications that you can download and easily install on an iPhone.  Some of the applications are free.  Others are for sale.  Most of the applications being sold are priced from $.99 to $9.99.
Need a [...]]]></description>
		<link>http://samsilverstein.com/10/07/2008/articles/create-new-value-for-your-clients/</link>
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		<title>Making Powerful Choices</title>
		<description><![CDATA[
We become what we become because of the choices that we make over time and the accountability we have to our choices.  Some choices are easy like, “What do I have for breakfast?”  Others are hard such as, “How are we going to grow our sales by 35% this year?”
Many times, we are so frustrated [...]]]></description>
		<link>http://samsilverstein.com/08/07/2008/articles/making-powerful-choices/</link>
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		<title>Give Them a Chance to Buy</title>
		<description><![CDATA[
I recently registered a new URL.  (It is http://www.samstips.com for those of you who are curious.)  I used DomainBuddys.com to handle the transaction.  When I purchased the URL, a screen came up that asked if I would like more information on tools that would add value to my new URL.  I had the option of [...]]]></description>
		<link>http://samsilverstein.com/01/07/2008/articles/give-them-a-chance-to-buy-2/</link>
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		<title>Expanding Your Center of Influence</title>
		<description><![CDATA[
I was in the backyard playing with my two youngest daughters.  It was late in the day, and the sun was low on the horizon.  The night air was cool and our shadows were long on the driveway.  My youngest daughter, Allison, walked up and stood right at the end of my shadow and said,  [...]]]></description>
		<link>http://samsilverstein.com/24/06/2008/articles/expanding-your-center-of-influence/</link>
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		<title>No Rain Delays</title>
		<description><![CDATA[The Masters golf tournament I was watching was delayed by rain.   A baseball game I went to last year was delayed by rain.  And, my daughter&#8217;s soccer game last week was delayed by rain.  Rain may delay the games we play, but in life there are no rain delays.  Every [...]]]></description>
		<link>http://samsilverstein.com/10/06/2008/articles/no-rain-delays/</link>
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		<title>7 Habits Of Incredibly Unsuccessful Business Professionals &#8211; Part II</title>
		<description><![CDATA[We’ve heard over and over what to do to be more successful.  In the first part of this article I told you four bad habits not to do.
Below I will discuss the other three bad habits that you must eliminate if you are to sell more, build your business, and increase your income this [...]]]></description>
		<link>http://samsilverstein.com/03/06/2008/articles/7-habits-of-incredibly-unsuccessful-business-professionals-part-ii/</link>
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		<title>7 Habits Of Incredibly Unsuccessful Business Professionals &#8211; Part I</title>
		<description><![CDATA[We’ve all heard the rhetoric: “Do this and this and this and you’ll be successful.”  Over the years, my observations in the field of high performing business professionals has led me to discover seven bad habits that characterize the real losers.
Sure we can all fall into some of these traps from time to time. [...]]]></description>
		<link>http://samsilverstein.com/27/05/2008/articles/7-habits-of-incredibly-unsuccessful-business-professionals-part-i/</link>
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		<title>Focus Your Business For Success</title>
		<description><![CDATA[My plane arrived at the Dallas/Ft. Worth airport at 4:00 in the afternoon.  It was hot and sunny.  I forgot to bring my sunglasses for the ninety-minute drive to Tyler.  Luckily, I was headed east.
I was in Tyler for a business development seminar.  It was my forth program in five days. [...]]]></description>
		<link>http://samsilverstein.com/20/05/2008/articles/focus-your-business-for-success/</link>
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		<title>The Law of Fractional Advantage</title>
		<description><![CDATA[I was watching a basketball game this past week and the winning team missed almost two out of every three shots they took.  How can you win a game shooting only 35.9%?  The opposing team only shot 28.9%!
Later, I decided to look into what was going on in the world of golf.  [...]]]></description>
		<link>http://samsilverstein.com/13/05/2008/articles/the-law-of-fractional-advantage/</link>
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		<title>G-8 Level Communication</title>
		<description><![CDATA[In a recent G-8 economic summit a large concern for the group of major world leaders was the proliferation of nuclear arms in Iran and North Korea.  Additionally, the peace process in the Middle East between Israel and the Palestinians seems to take two steps back for every step forward.
Most world problems over the [...]]]></description>
		<link>http://samsilverstein.com/06/05/2008/articles/g-8-level-communnication/</link>
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		<title>Too Much Lost Business</title>
		<description><![CDATA[Last week was an interesting week. Three sales people didn&#8217;t call me back, and it was only Wednesday.
Monday I spoke with a hotel sales representative, a web services company, and a bank Vice-President. They all said they would call back that day. I must have moved, because I am still waiting for
their calls.
Guess what? I booked another hotel [...]]]></description>
		<link>http://samsilverstein.com/06/05/2008/articles/too-much-lost-business/</link>
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		<title>Three Reasons Your Business Will Fail This Year</title>
		<description><![CDATA[All around the world there are businesses failing.  In the United States alone, almost 200 businesses fail every day of the week!
You may see companies that are doing great, people prospering, and business booming.  But don&#8217;t kid yourself.  There are also markets that are collapsing, industries that are disappearing, and a constant [...]]]></description>
		<link>http://samsilverstein.com/29/04/2008/articles/three-reasons-your-business-will-fail-this-year/</link>
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		<title>Enhancing Your Brand</title>
		<description><![CDATA[Do you have a brand?  Do you know what it is?  Perhaps, more importantly, do your clients know?  And what about the marketplace?
All great questions, but they are not always easy to answer.  Your brand is your promise to the market place.  When someone does business with you they know [...]]]></description>
		<link>http://samsilverstein.com/22/04/2008/articles/enhancing-your-brand/</link>
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		<title>Refer Your Way To More Business</title>
		<description><![CDATA[There are many ways to grow your business.  You can increase sales to existing clients, you can add additional products and services to your offering, and you can even merge with another organization. The easiest and fasted way to grow your business is through referrals.
Cold calling is a proven way to develop business.  [...]]]></description>
		<link>http://samsilverstein.com/15/04/2008/articles/refer-your-way-to-more-business/</link>
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		<title>Which Direction Is Your Business Heading</title>
		<description><![CDATA[Two years ago John&#8217;s business was down ten-percent, but he figures that the economy was a bit slow and he would make it up the next year.  Last year, John&#8217;s business was off another ten-percent.  He was not very happy with the way things were going, but he figured that this year was [...]]]></description>
		<link>http://samsilverstein.com/08/04/2008/articles/which-direction-is-your-business-heading/</link>
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		<title>It’s 5:11AM.  Do You Know Where Your Car Is?</title>
		<description><![CDATA[It’s 5:11 AM and I’m about to make a left hand turn onto I-270 and head to the airport.  I have a 6:35 flight (yes, I know I’m cutting it a little close) to Phoenix.  There is a car facing me at the light, and I wait for it to pass before I [...]]]></description>
		<link>http://samsilverstein.com/01/04/2008/articles/it%e2%80%99s-511am-do-you-know-where-your-car-is/</link>
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		<title>Three Secrets to Increase the Productivity of Your Team</title>
		<description><![CDATA[We depend on those around us to produce at a higher level.  If you manage a
sales team, your success is the cumulative success of your team.  If you are in
an office setting, then the productivity of others in your office will support
your goals and eventual success.
If you can effectively help those around you [...]]]></description>
		<link>http://samsilverstein.com/25/03/2008/articles/three-secrets-to-increase-the-productivity-of-your-team/</link>
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		<title>Three Steps To Overcome Price Objections</title>
		<description><![CDATA[I had barely turned the lights on and sat down the other day when my phone rang.  It was Ray.  Ray had been in my mentoring program for about thirty days and was facing a perplexing problem.
He said, &#8220;I made three sales calls yesterday but didn&#8217;t make a single sale.  This is [...]]]></description>
		<link>http://samsilverstein.com/18/03/2008/articles/three-steps-to-overcome-price-objections/</link>
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		<title>Success On and Off the Court</title>
		<description><![CDATA[In his 37 years as a head basketball coach at the University of North Carolina Dean Smith won more games then any other coach (879).  He also won two national championships and had the coliseum on campus named after him.  He was able to enjoy overwhelming success at a very competitive level because [...]]]></description>
		<link>http://samsilverstein.com/11/03/2008/articles/success-on-and-off-the-court/</link>
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		<title>Four Steps To Close Your Next Sale</title>
		<description><![CDATA[How many times have you heard, &#8220;Oh he&#8217;s a born salesman,&#8221; or, &#8221;Her dad was in sales.  She&#8217;s a natural?&#8221;  My father is the greatest salesperson I&#8217;ve had the privilege to see in action and to learn from.  When he was a young man he was so shy it was painful.  I guarantee you that [...]]]></description>
		<link>http://samsilverstein.com/04/03/2008/articles/four-steps-to-close-your-next-sale/</link>
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		<title>No Time</title>
		<description><![CDATA[I&#8217;m sorry that I can&#8217;t participate.  I just don&#8217;t have the time.
Related Articles:Three Secrets to Increase the Productivity of Your TeamSales Lessons From A Mentor]]></description>
		<link>http://samsilverstein.com/27/02/2008/excuses/no-time/</link>
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		<title>Your Happiness Hierarchy</title>
		<description><![CDATA[Creating a strong competitive advantage in the marketplace requires you to focus on what&#8217;s happening today that can be improved. But you should also take time to look into the future. Many times people look back on their professional and personal lives and think, &#8220;I wish I had done this,&#8221; or, &#8220;If only I had [...]]]></description>
		<link>http://samsilverstein.com/27/02/2008/articles/your-happiness-hierarchy/</link>
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		<title>Strategic Thinking</title>
		<description><![CDATA[Many times someone goes into business so they can &#8220;control their own life.&#8221;  In reality, unless you understand how to build a strategic business, you usually end up with less control than you started with.  Instead of having all of the headaches of ownership on top of getting your &#8220;job&#8221; done you might as well stay and work [...]]]></description>
		<link>http://samsilverstein.com/19/02/2008/articles/strategic-thinking/</link>
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		<title>Stay Connected to Those You Serve</title>
		<description><![CDATA[I drove into the Budget car rental lot at 8:35 a.m. last Sunday.  A very pleasant young lady scanned the barcode on the rented car, entered the mileage and told me that I could get my receipt inside the office.  I pulled my suitcase along with me into the office where there were [...]]]></description>
		<link>http://samsilverstein.com/12/02/2008/articles/stay-connected-to-those-you-serve/</link>
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		<title>Tell It And You Will Sell It</title>
		<description><![CDATA[A few months back my brother and his wife went to look at a house that was for sale. It was just what they wanted; the perfect size, the right number of rooms, and in a subdivision that they loved.
They recently completed some major remodeling on their home and had no plans to move. When they saw this [...]]]></description>
		<link>http://samsilverstein.com/08/02/2008/articles/tell-it-and-you-will-sell-it/</link>
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		<title>The Train Was Late</title>
		<description><![CDATA[Mitsubishi is developing a system that will automatically download real-time information about train and subway delays as well as estimated time of arrival whenever you wave your cellphone in front of it. Apparently, this system—which will be installed by the train car doors—is also capable of uploading a “delay certificate” to the phone. Then you [...]]]></description>
		<link>http://samsilverstein.com/04/02/2008/excuses/the-train-was-late/</link>
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		<title>Early Refill</title>
		<description><![CDATA[I don’t care if both yours and the pharmacies records show it’s ten days early for my refill, one of you is lying.
Related Articles:Be Accountable for your GoalsWhen All Goes Wrong In ParadiseHow To Destroy Your BusinessIt’s 5:11AM.  Do You Know Where Your Car Is?Accountability]]></description>
		<link>http://samsilverstein.com/04/02/2008/excuses/early-refill/</link>
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		<title>Newspaper</title>
		<description><![CDATA[Please excuse Mary for missing school yesterday. We forgot to get the Sunday paper off the porch, and when we found it Monday, we thought it was Sunday.
Related Articles:Stay Connected to Those You ServeGet LuckyBe Accountable and Grow Your BusinessFour Steps To Close Your Next SaleBe Accountable for your Goals]]></description>
		<link>http://samsilverstein.com/04/02/2008/excuses/newspaper/</link>
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		<title>The Four Secret Characteristics of Successful People</title>
		<description><![CDATA[Why do some people succeed and others fail?  Are there genetic differences between those who fail and those who succeed?  Is success a result of luck or traits that are learned and developed?
These are just some of the questions we continually ask ourselves as we seek our own success.  Does the grass eternally look greener [...]]]></description>
		<link>http://samsilverstein.com/04/02/2008/articles/the-four-secret-characteristics-of-successful-people/</link>
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		<title>Wine, Oatmeal and Other Variables</title>
		<description><![CDATA[I went in for my annual check up recently.  Everything looked good, except my doctor was a little concerned that my cholesterol level had risen.  &#8220;I know you exercise like a demon,&#8221; he said, &#8220;But have you thought about having a glass of wine with dinner each evening?&#8221;
There are only a few variables [...]]]></description>
		<link>http://samsilverstein.com/04/02/2008/articles/wine-oatmeal-and-other-variables/</link>
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		<title>Strategic Marketing™ &#8211;  Part III</title>
		<description><![CDATA[In part one of this article we discussed the seven organizational
resources that are critical to optimize, and three questions you
must answer in any prospects mind if you are to successfully
market and sell your product or service.
In part two we talked about the four groups you should consider
marketing to.  Now we need to look at [...]]]></description>
		<link>http://samsilverstein.com/03/02/2008/articles/strategic-marketing%e2%84%a2-part-iii/</link>
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		<title>Strategic Marketing™ &#8211; Part II</title>
		<description><![CDATA[In part one of this article we discussed the seven organizational
resources that are critical to optimize and three questions you
must answer in any prospects mind if you are to successfully
market and sell your product or service.
With that information in hand, it is not time to look at whom you
should be marketing to.
There are four groups [...]]]></description>
		<link>http://samsilverstein.com/02/02/2008/articles/strategic-marketing%e2%84%a2-part-ii/</link>
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		<title>Strategic Marketing™ &#8211; Part I</title>
		<description><![CDATA[Sales are often referred to as the lifeblood of an organization. But, it is impossible to have an effective sales program without a corresponding and effective marketing initiative.  Most organizations just start trying things in the hopes that one will generate some leads and resulting sales.  Like all facets of your business, you should take a strategic approach. [...]]]></description>
		<link>http://samsilverstein.com/01/02/2008/articles/strategic-marketing%e2%84%a2-part-i/</link>
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		<title>Sales Lessons From A Mentor</title>
		<description><![CDATA[Over the years I&#8217;ve been blessed to have worked with some great sales professionals. I looked at these older and more experienced sales pros as my personal mentors. They taught me a lot, and they really made a big difference in my ability to build my businesses.
One such pro, Mike, taught me three critical lessons. I want to share those [...]]]></description>
		<link>http://samsilverstein.com/24/01/2008/articles/sales-lessons-from-a-mentor/</link>
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		<title>Are You Easy To Do Business With?</title>
		<description><![CDATA[Recently I had a speech for a large home-builder.  It was an annual meeting, and they wanted to send their management team off with a bang.  I arrived at the Westin Hotel and was greeted warmly at the front door.  The doorman escorted me to the room that I would be speaking [...]]]></description>
		<link>http://samsilverstein.com/17/01/2008/articles/are-you-easy-to-do-business-with/</link>
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		<title>Three Questions You Must Answer To Make The Sale</title>
		<description><![CDATA[Ultimately, if you are going to sell any product or service, there are three questions you must answer in your prospect&#8217;s mind.  This is true whether you are selling face-to-face or running a display ad.  No sale has ever been made without these questions being answered either directly or indirectly.
The first question is: [...]]]></description>
		<link>http://samsilverstein.com/10/01/2008/articles/three-questions-you-must-answer-to-make-the-sale/</link>
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		<title>Eliminate Objections and Increase Sales</title>
		<description><![CDATA[You close your sales opportunities 100% of the time when you make a
presentation, right?  You don&#8217;t?  Why not?
It&#8217;s a simple question with a simple answer: objections!  People don&#8217;t buy
because they have objections.  If, and only if you can overcome all of a
potential customer&#8217;s objections can you then close the sale.
I went [...]]]></description>
		<link>http://samsilverstein.com/02/01/2008/articles/eliminate-objections-and-increase-sales/</link>
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		<title>Give Them a Chance to Buy</title>
		<description><![CDATA[I recently registered a new URL.  (It is http://www.samstips.com for those of you who are curious.)  I used DomainBuddys.com to handle the transaction.  When I purchased the URL, a screen came up that asked if I would like more information on tools that would add value to my new URL.  I [...]]]></description>
		<link>http://samsilverstein.com/19/09/2007/articles/give-them-a-chance-to-buy/</link>
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		<title>Synergistic Sales Growth™</title>
		<description><![CDATA[At the beginning of the year, many business professionals set sales goals as a way of building their business.  They might say, “I’m going to increase sales by 10% this year.”  If you want to make significant strides in your business this year I would suggest a different approach.
There are only four ways to increase [...]]]></description>
		<link>http://samsilverstein.com/17/08/2007/articles/synergistic-sales-growth%e2%84%a2/</link>
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		<title>Staying Focused In A Fragmented World</title>
		<description><![CDATA[A recent Gallop poll revealed that 71 percent of workers are &#8220;not engaged&#8221; in their work.  The longer a worker stays with a company the more disengaged they become.  They begin to sabotage the company&#8217;s efforts, look for ways to hide out rather than produce, and lose interest in the organization&#8217;s success.
Here are [...]]]></description>
		<link>http://samsilverstein.com/02/05/2007/articles/staying-focused-in-a-fragmented-world/</link>
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		<title>Blink</title>
		<description><![CDATA[I&#8217;m sorry I was late to work. My right hand blinker is broken and I had to make left hand turns all the way here. 
Related Articles:It’s 5:11AM.  Do You Know Where Your Car Is?Being Accountable For ExcellenceThe Power of ChoiceBe Accountable for Your Business Success in a Down EconomyEliminate Objections and Increase Sales]]></description>
		<link>http://samsilverstein.com/10/04/2007/excuses/blink/</link>
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		<title>Execute</title>
		<description><![CDATA[My son is under a doctor&#8217;s care and should not take P.E. today. Please execute him.
Related Articles:Don’t Leave Your Business Up To the LotteryMaking Powerful ChoicesHow To Destroy Your BusinessAre You Easy To Do Business With?Worms Are Dumb]]></description>
		<link>http://samsilverstein.com/10/04/2007/excuses/execute/</link>
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		<title>Change… The Order Of The Universe</title>
		<description><![CDATA[SIX STEPS TO BETTER CHANGE MANAGEMENT
In a theology class at a major university a professor told her students that each week they would study a different piece of ancient text.  On Monday, the professor would give her interpretation of the text, and on Wednesday, one of the students would give their interpretation of the [...]]]></description>
		<link>http://samsilverstein.com/05/04/2007/articles/change%e2%80%a6-the-order-of-the-universe/</link>
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		<title>Smarketing™ &#8211; Creativity Counts</title>
		<description><![CDATA[The American Heritage Dictionary defines marketing as: The commercial functions involved in transferring goods from producer to consumer. Simple enough. As marketers, we know it goes much deeper than that. To be successful, one must find ways to surpass just transferring goods. What adjective could accompany marketing to define what it takes to make marketing [...]]]></description>
		<link>http://samsilverstein.com/05/04/2007/articles/smarketing%e2%84%a2-creativity-counts/</link>
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