The Accountability Blog

Eliminate Objections and Increase Sales

You close your sales opportunities 100% of the time when you make a presentation, right? You don’t? Why not? It’s a simple question with a simple answer: objections! People don’t buy because they have objections. If, and only if you can overcome all of a potential customer’s objections can you then close the sale. I went to the baseball game last fall. My favorite team, the Cardinals, were playing the Padres. It was a sold

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Give Them a Chance to Buy

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 saying yes or saying no. Right before hitting the final submit button there was a “special customer” offer that made

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Synergistic Sales Growth™

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 sales. 1. You can increase the number of clients that you serve. 2. You can increase the average sale

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Staying Focused In A Fragmented World

A recent Gallop poll revealed that 71 percent of workers are “not engaged” in their work. The longer a worker stays with a company the more disengaged they become. They begin to sabotage the company’s efforts, look for ways to hide out rather than produce, and lose interest in the organization’s success. Here are five ways for you to stay focused and to keep those working with you engaged as well. 1. Have a mission

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Change… The Order Of The Universe

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 same text.The professor would then drill the student unmercifully. Students began to panic with the thought of being chosen. One

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Smarketing™ – Creativity Counts

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 actually work? The American Heritage Dictionary defines smart as follows: 1.a. Characterized by sharp, quick thought; bright. See Synonyms at

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Smarketing™

CREATE YOUR MEMORABLE MARKETING MESSAGE Knowing exactly what business you are in may be the single most important factor in jump starting your marketing efforts. So often, companies see themselves as selling specific products or providing specific services. These specificities, in effect, become blinders on their vision and greatly limit the potential growth of their businesses. Smarketing is all about creative marketing and leveraging organizational resources. In order to maximize every marketing dollar you invest,

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Quality Requires Measures

Quality is required. There is no longer a question of whether or not to implement a quality program. You must have one to survive. Yet, many are failures. The question is why? Quality is like any other business process. It must be managed to be successful. Too often, a business will spend all of its resources on the quality program (TQM, CIP, and other three letter acronyms) and nothing on managing for results. Management is

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When All Goes Wrong In Paradise

MEETING PLANNER HAVE PROBLEMS ALSO It looks great on paper. Tomorrow’s annual convention in Scottsdale is opening with a keynote speaker and all the fanfare of a Hollywood movie premier. One thousand of your association’s finest members have arrived. They are excited and chomping at the bit to get underway. Then you get a call in your room at 7:00 in the evening. It’s your speaker. She’s in Kalamazoo and can’t get out because of

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V3 … the Power of Synergistic Leadership

Values, veneration and vision are the three elements of quality leadership. Used individually, your organization can expect to see a minor impact. Used together, these concepts create a powerful synergistic force that can turn failing organizational environments into profitable and marketable companies. This synergistic force is the difference between the organization that will be going out of business and the one that will dominate and lead the industry into the next millennium. Using values, veneration

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