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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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Outdistance the Competition!

"Learn from others. Strive to be a perfectionist. Believe in over-compensation. Never follow the line of least resistance. Practice the correct way, not the easy way. These attitudes overcome the opposition and bring victory." - Frank Leahy To outdistance your competition you must learn more and better ways to out-serve them. You do this by consistently [...]

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The Most Important Word...

"The greatest discovery of my generation is that a human being can alter his life by altering his attitudes." William JamesOf the many words in all the languages of the world, what word would you say is the most important when it comes to success? According to the experts, it's the word "attitude." The dictionary defines the word "attitude" as a noun [...]

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Make More and Better Sales!

"Your prospect has a free choice. You get your maximum share of the market's potential by creatively supplying what the prospect wants and needs." Walter H. Lowy Nothing can hold back an idea whose time has come. You can give your prospects ownership of the idea of buying what you are trying to sell them by personalizing your recommendations. Remember that [...]

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How to Stay at the Top

I am here for a purpose and that purpose is to grow into a mountain, not to shrink to a grain of sand. Henceforth will I apply ALL my efforts to become the highest mountain of all and I will strain my potential until it cries for mercy." Og Mandino (1923 - 1996)Selling power originates from developing and maintaining [...]

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How to Motivate Clients to Action

Motivating to action is the aim of every presentation you make. The single most important attitude for you to carry into your presentation/closing interview is this one: I will take the initiative and assist my prospect in making the buying decision. The prospect will seldom ever close the sale. I must supply the motivation.* Summarize the key buyer benefits. This [...]

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Sell Ethically!

At the center of all you do in selling is all that you are. It's the core issue. Your ethics are not a discipline you learn. Your ethics are a statement of who you are; a way of life that is intricately woven into your daily selling activities. Your "Code of Ethics" is not a set of principles to [...]

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Enjoy Every Sales Call

What a difference it could make in your sales career and in the lives of your prospects and customers if you made a discovery of an immense reserve of power and energy within yourself. Your enthusiasm might be as if you discovered oil in your backyard. Every salesperson who reads these words actually has a huge, hidden reservoir of power and energy. [...]

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Examine Your Job Perception!

Examine Your Job Perception!Often the difference between experiencing work as pleasure and work as duty lies in how we look at it. That is the point of the popular parable from medieval times that tells of a traveler journeying through Italy. He comes upon three stonecutters who are sweating and toiling under a glaring, hot, afternoon sun. The traveler asks [...]

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Expect the Best!

Expect the Best! Expect to do those things that look like they can't be done. Set your expectations high. They will be the limit to which you rise. And when those expectations are set high, begin to do the little things required to reach those goals. Doing little things well is a necessary step toward doing big things with excellence. Romana [...]

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