Loading... Please wait...
Blog
Express Appreciation
"Feeling gratitude and not expressing it is like wrapping a present and not giving it." - William Arthur WardYour prospects and clients have one thing in common - each is hungry for sincere appreciation. Most feel that others do not recognize or appreciate their true worth. Praise and appreciation can work wonders in building long lasting, viable [...]
You are the Firm
"I don't know what your destiny will be but one thing I know, the only ones among you who will be really happy are those who will have sought and found how to serve." Dr. Albert Schweitzer Always be mindful of your aura of influence. Professionals in selling always identify themselves with their companies. They never say "the company," it is always "we." [...]
Get this Key to Success
"My dad taught me when I was little, young doesn't learn from young. Young learns from old --period!" Steve ElkingtonNo salesperson, no matter how great, achieves outstanding success alone. Like everyone else, we need help to learn, to grow and to develop our skills. You'll be surprised how close that help is, if you attract, nurture and develop a [...]
Close Sales Confidently
"A great salesperson is one who can close the sale and get the order - and the reorder - from a prospect who is already doing business with someone else." Harvey B. MackayIt's trite to say, "Nothing happens until the sale is closed," but it's true. Closing sales is the main objective. This is the high payoff.Sales professionals who go to [...]
Stay Brilliant on the Basics
"Effective selling involves not only the power of persuasion, the art of negotiation, persistence and timing - it also demands, as much as any of these, the proper marketability of your product." Mark McCormack Whether or not the prospect is willing to buy depends largely on his or her internal feelings at the time. These feelings are strongly influenced by the prospect's perception [...]
Take That First Step
"There are three kinds of people in the world today: Those who make things happen, those who watch things happen, and those who have no idea what is happening." Nicholas Murray Butler, former Chancellor of Columbia University J. B. Conway, a great sales manager, once said, "A good aim in your business life is not quite enough. Yesterday ended last night. Today [...]
Prepare Logically - Adapt Needfully
"Selling is a business of dips, dives, diversions, changes, adaptations, and rolling with the punches. If we know that, why not make these detours work for us instead of destroying our energy?" Burt Meisel, CLU Study the word PLAN. To us, it's always meant: Prepare Logically -- Adapt Needfully. In other words, make thoughtful, definite plans. Then, adapt and modify those plans [...]
Self-Motivators for Improved Results
Hold yourself responsible for a higher standard than anybody else expects of you. Never excuse yourself. Never pity yourself. Be a hard taskmaster to yourself. Henry Ward BeecherToday's message is an excerpt from the book, Secrets of Successful Insurance Sales.Amateurs make empty promises; professionals make commitments. Amateurs criticize conditions; professionals change circumstances. Amateurs judge themselves by minimum standards; [...]
You Can't Argue with the Films
You cannot run away from a weakness. You must sometimes fight it out or perish; and if that be so, why not NOW, and where you stand. - Robert Louis StevensonWhen you lose a sale, don't blame the prospect; don't blame your sales manager; don't knock your competition; don't complain about your product - but rather take a good look [...]
Key to Perseverance
All of life is a race with ups and downs, and all you have to do to win the race is rise each time you fall. "Quit, give up, you're beaten," they still shout in your face, but a stronger voice inside you says, "Get up and win the race." The Chinese bamboo plant is a powerful example of [...]