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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 [...]

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Build Trust

"Whoever has a trust relationship with the individual prospect is going to get the business. This sales professional will come out with the sale, no matter how much information technology makes available."Kenneth Black, Jr., Ph.D.Trust is a feeling. It's fragile. It takes time and effort to build trust, but only an instant to destroy it. The most fundamental approach to [...]

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Secret of Successful Salespeople

"Opportunity is missed by most people because it is dressed in overalls and looks like work."Have you observed that successful salespeople are doers? They are not always as long on technical knowledge as they are on motivating themselves to do what gets the job done. They believe a good start is a journey half completed, so they start and keep going. They [...]

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The Power of the Agenda

"You never get a second chance to make a good first impression." A most important decision has already been made -- the decision to grant you an appointment. The prospect has made that decision. You have made a key sale in a series of sales you'll have to make before you gain a client.Presumably, it is the first actual meeting between [...]

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Create an On-Time Personality

"Doing the best at this moment puts you in the best place for the next moment."When it comes to sizing up a person's sense of time, we believe in the Rule of Halves. In our experience, half the world is on time, half the world is late. Half the world gets a head start on deadlines, half the world [...]

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The Most Important Component of Your Success

"Habit is like a cable. We weave a strand each day until it is so strong it cannot be broken." Horace Mann(Portions of today's message are from Garry Kinder's book, 50 Lessons in 50 Years).Today we remind you of the #1 concept we've ever learned when it comes to being successful. It was given to us by Albert E.N. [...]

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Develop a Code of Persistence

"The rewards of working hard will not guarantee success.  But you can't be successful without working hard."(Today's message is from Garry Kinder's book, Your Daily Mental Vitamin.)Herman Sherman developed this Code of Persistence for salespeople. It's good! Resolve to:* Never give up so long as you know you are right.* Believe all things will work out if you hang on [...]

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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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