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 purchasing decision until they formulate an answer for these three questions in their mind.
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. These people are dedicated to a cause. They needed the well deserved “pat on the back,” and a motivating message
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 soccer ball into the goal. Sounds like a regular soccer game, right? Well, it wasn’t. All the kids I mentioned
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 or business have you improved in the past 60 days? 1
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 areas are your open and your close. These are the bookends of selling. Without a great open you probably
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 help the leader achieve his primary desires. A true leader helps others think about themselves rather than thinking
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 became apparent that Amy wasn’t getting in front of enough new people on a weekly basis to have the
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 my first choice. At check in I was greeted with a warm “good morning.” Nancy looked up and smiled. I
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 For You 1. Do your customers have any needs that they are not aware
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 a better business. A really good sales team is more then the sum of its parts. A high-powered sales
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