Sales Excellence
Welcome to Periscope! Periscope is a new app offered by Twitter that allows people to live stream video to their clients, followers and the world. I am now broadcasting on Periscope a few times a week to communicate with you, our clients, tips on how to grow your business. To get this FREE service, simply…
This is a guest post by my friend, award-winning speaker and leadership author, Eric Chester “We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac El Dorado. Anybody wanna see second prize? Second prize is a set of steak knives. Third prize is…you’re fired.” In the 1992…
Today we are mourning the loss of Comedian Joan Rivers. For the the past 50 years she entertained and at times offended audiences. The reason she was a sales superstar is because she achieved success by implementing the same strategies top producers and entrepreneurs use to succeed. They are: 1. Never Take NO For an…
What would life be like if you truly felt rejection as being a gift? It would dramatically improve your lifestyle and success. Why? Because rejection forces us to see what we are doing wrong and make adjustments to get better results. Consider rejection as being a measuring stick. It merely is a signal that our…
Yesterday I walked into the hardware store to buy something and as I was standing on line at the checkout counter, I noticed how the clocks for sale hanging on the wall were all set to the time of 10:10am. I was amazed they all had the same time and asked the clerk how that…
Ever have to write a proposal and get stuck with the enormity of the situation, especially when your head is not into it? Or, do you shy away from prospecting because it simply is not something you cherish to do and therefore you procrastinate to avoid this distasteful activity? Brian Tracy in his book Eat…
If you really want to sell more in less time, stop wasting your time on writing proposals that are unqualified and unnecessary. A proposal should be a summary of the agreed upon issues that need to be resolved with proposed deliverables and investment figures. Understand the key words here are AGREED UPON. How much time does…
With Spring finally here, professionals are dusting off their clubs. Did you know, the game of golf provides a lesson on how all of us can become more successful? In golf, the person with the lowest score wins. While you are competing with others, your performance is all that counts as compared to other sports. …
Discovering Golden Opportunities is all about listening for the hidden messages and signs in life. Check out the video below and then comment on examples you can provide on how you achieved greater success from finding the hidden messages and signs. How many golden opportunities are you missing because you do not see the hidden…
The most powerful word you can use to influence others is the word CONTEXT. Context is not the word you should be using, but rather the strategy on how to influence others. What you have to say is not powerful. The power comes from positioning your ideas and offers in the CONTEXT of what’s important…
You want the magic pill for increasing your sales dramatically right now? Here it is—- the Relevancy Pill. That’s right. How relevant is your pitch and message to your market? How relevant is it to your customer’s needs? Are you just regurgitating all of your features and benefits to your customers? If so, you are…
Read MoreRecently I was talking to the Chief Operating Officer (COO) of a company and she told me her real title was VP of MIH. I asked her what MIH was. She said – MAKE IT HAPPEN!!! I started laughing; but then I thought, what a great title! More importantly what a great mindset. No…
Read MoreToday, New York City is holding a VIP funeral for one of its greatest Mayors, Ed Koch. Everyone knew Ed Koch was one of the best Mayors New York ever had. What’s surprising to me is the incredible outpouring of love and loss over his passing. One of his closest friends said this outpouring exceeded…
Read MoreIt was a hot summer day in July, 1977 and I was working at a summer job on Wall Street heading into my senior year at college. I remember sitting on the steps of Federal Hall at the corner of Broad and Wall Street eating lunch when Congressman Ed Koch walked around the corner and…
Read MoreLast week I made my monthly visit to one of my annual retainer accounts. When we met for dinner, one of the executives said “in the past six months under your guidance, Ron we reduced our sales team by half and increased sales by 10%.” Now that’s results! …
Read MoreOne of the best pieces of advice I have ever received came from a mentor. He said, “staying in communication with your customer is the key to closing sales.’ By staying in touch with them, you stay in the top of their conscious mind. But, the questions always arise; How often do you stay in…
Read MoreThe thing that prevents us from achieving all of our goals is that we often focus on the wrong things. For example, take the following quote when it comes to relationships. “Immature people always want to win an argument, even at the cost of a relationship. Mature people understand that it’s always better to lose an argument…
Read MoreThe best salespeople are individuals that have been rejected repeatedly in their lives and did not let that stop them. Why? Because persistence sells! To be successful in selling, you MUST have persistence. Studies have shown that it may take up to seven touches or interactions for the prospect to trust you and buy from…
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