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Make it Matter!

"It is never too late to be what you might have been." George Eliot If you're not motivated to take action, raise the stakes. The way to get motivated, to get passionate and to get going is to make it worth your while. It's only natural to procrastinate, avoid and make excuses when what you must do has little or no meaning [...]

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Maintain Enthusiasm

"People who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents." Andrew Carnegie Enthusiasm is at the foundation of all progress! Talent is valuable but, without enthusiasm, it pales at the point of sale. Enthusiasm is the difference between mediocre and superior success in selling. Where do you get this energizing quality of enthusiasm? How [...]

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How to Become Prospect Minded

Hundreds of people can talk for one who can think; but thousands can think for one who can see. The single best source of prospects is personal observation -- those you develop through personal contact. Be socially mobile. Think in terms of people everywhere you go. Your present contacts can literally be a goldmine. Develop an awareness of people who are in a [...]

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Be in the Top 20%

"If you're not building relationships or communicating ideas you may become a successful order taker, but you'll never become a successful salesperson."Every organization has two types of sales reps -- generators and interceptors. Generators represent only 20 percent of the sales force, but consistently produce 80 percent of the business. Why is that? Well, if you study the generators, you'll discover they [...]

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​Build a Strong Self-Image

"As is our confidence, so is our capacity." William HazilyThe late Dr. Maxwell Maltz, the father of Psycho-Cybernetics, taught this about the psychology of self-image: "You will always be true to your self-concept, but your self-concept can and does change." Whether you realize it or not, you constantly carry a mental image of yourself as a salesperson. This "image of self" [...]

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Be a Spectacular Performer!

Spectacular performances are always preceded by unspectacular preparation. Many people look at the stars in selling and say, "I wish I could perform like they do; I wish I had their knowledge -- their contacts." When salespeople say that, they don't really mean it. They want the high achievers' skills and, of course, their incomes - but as for the [...]

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What do you expect of yourself?

"The most rewarding things you do in life are oftenthe ones that look like they cannot be done." - Arnold PalmerYou've heard it said, "What you see is what you get." Consider this alternative: What you expect is what you get. Expect great things of yourself. Expect high achievement. Expect the best!The bumblebee doesn't know it is aerodynamically impossible for him [...]

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How to Develop Clients

"It takes less effort to keep an existing client satisfied than it does to get a new prospect interested."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 [...]

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How to be Successful

"There are two kinds of people in the world: those who are always getting ready to do something, and those who go ahead and do it." Today, we share Lesson #38 from the book, 50 Lessons in 50 Years. SHOW UP ON TIME, DRESSED, READY TO PLAY. We learned this lesson from Dr. Michael Mescon. Here's the way he'd dramatize that. "If you just [...]

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What is Your Competitive Edge?

"Never forget a customer. Never let a customer forget you." Companies rarely have a product design or price advantage for very long. Their competitive edge, their only major advantage, lies in the professional manner in which their salespeople deliver distinctive service. Your image in business circles and your community has a direct bearing on your sales performance.After the sale has closed [...]

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