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
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
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
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
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
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
Change is the essence of progress and in order to have growth at work and in our personal lives we need to be willing to commit to change. However, change can only be initiated as the result of a primary desire. Lasting change is possible only when the need and desire for change is both understood and internalized. People will not change until they are ready to change. No one can force you to change.
We become what we become because of the way we choose and will ourselves to think. Our choices affect our thoughts and our thoughts affect who we are, what we stand for, and the footprints we leave on this planet. Throughout our lives, we are faced with a myriad of choices. We may not always recognize their presence, but, like it or not, we are constantly faced with the responsibility of choosing. There is no
I just returned from the winter workshop of the National Speakers Association. It is a great opportunity to renew friendships, share ideas, and hear the latest buzz. I had particularly been looking forward to the Saturday morning keynote, delivered by Harry Beckwith, the author of “Selling The Invisible.” If you haven’t read Harry’s book, I strongly recommend it. Although a large percentage of our business economy is based on selling goods and services that you
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