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When to STOP Selling

"It is as important to know when to stop talking as when to start." Dr. Napoleon HillMuch has been written about the "psychological moment" to make the close. Today most students of selling believe that "the moment" can be created several times throughout the selling process. We say, "Close early, close late . . . [...]

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Make Every Occasion A Great Occasion!

"I'm given credit for some genius. All the genius I have lies in this: When I have a subject in hand, I study it profoundly. Day and night it is before me. My mind becomes pervaded with it. Then the effort which I have made is what people are pleased to call the fruit of [...]

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Summer Show of Strength

"Success is not magical or mysterious. Success is the natural consequence of consistently applying basic fundamentals."  Jim RohnSales Ideas to Propel Your Summer Sales Performance1. Remind yourself, selling is a numbers game. 2. Look at clients as if they were prospects. 3. Examine the type of market you've successfully worked. 4. Examine your product mix. You may be discussing "X" when [...]

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Serve What You Sell - Part 2

"Never forget a customer. Never let a customer forget you." What are some of the things you can do to make your sales stay closed and develop clients?* First, you can assure your new client that he or she has made an intelligent decision. An effective way to do this is to write a congratulatory letter. This adds a distinctive touch. [...]

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Serve What You Sell - Part 1

"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 SchweitzerCompanies rarely have a product design or price advantage for very long. Their competitive edge, their only major advantage, lies in the professional manner in [...]

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Increase Your Listening Power

"Good listeners generally make more sales than good talkers." B. C. HolwickBooks have been written and courses have been developed on how to be a more effective listener. Every salesperson should read and study all he or she can on this important area of selling. By listening, you: * Show prospects you respect their opinions. * Show prospects you're really interested. [...]

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Choose Effectiveness Over Activity!

"My mother taught me very early to believe I could achieve any accomplishment I wanted to; the first was to walk without braces."  Wilma Rudolph, three-time Olympic Gold Medalist, 1960 Summer OlympicsJean Henri Fabre conducted an experiment with processionary caterpillars, so named because of their peculiar habit of blindly following each other no matter how they are lined up or where they [...]

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​Sell Courageously!

"Compared to what we ought to be, we are only half awake.  The average individual performs far below potential.   We possess power of various sorts that we habitually fail to use."  William JamesAfter Dr. David Livingstone had begun his now famous missionary work in Africa, a certain group wrote the great pioneer and asked: "Have you found a good road to where [...]

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One Thing Not to Surrender

"Belief is the thermostat that regulates what you accomplish in your life. Believe BIG. Adjust your thermostat forward. Launch your success offensive with a sincere belief in yourself. Believe BIG and grow BIG."  David J. Schwartz, Ph.D.It's important to understand two fundamental principles about self-image:* You will be true to your self-image. You will perform the way you see yourself performing. [...]

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Develop What It Takes!

"It's what we do regularly -- every day, without fail -- that determines what we gain or lose." - Coy Eklund"They've got what it takes!"How often have you heard successful performers described that way? How many times do you suppose that observation is being made by individuals who have not bothered to take the time to study "What It Takes" to be ranked [...]

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