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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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Make Habit Your Servant

Watch your thoughts, for they become words. Choose your words, for they become actions. Understand your actions, for they become habits. Study your habits, for they will become your character. Develop your character, for it becomes your destiny. Psychologists tell us that we are governed by habit. If you are relatively new in the sales field, it's important to remember that it's [...]

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The Winner Has Momentum

"A road well begun is the battle half won.  The important thing is to make a beginning and get under way."  Soren Kierkegaard (1813-1855) Danish philosopher and writerIt is vitally important for salespeople to establish momentum. It's like starting a locomotive. It takes 238 pounds of pressure to get a locomotive started. It only takes 33 pounds to keep the locomotive traveling once [...]

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Marketing Strategies

"Marketing is the strategy used to position you to make more and better sales. Effective marketing improves your visibility and increases your contacts." Here are 20 proven marketing strategies. They work!Many of these that usually require in person contact can be adapted to a web conference program such as Zoom. 1. Establish a client-builder cluster group that meets each [...]

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