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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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The Greatest Things!

The Greatest Things!The late Earl Nightingale, our teacher, mentor and colleague, sent us some definitions one time called, "The Greatest Things." During our careers, we've reviewed them often to help us remember just what's important and what isn't.Here they are - The Greatest Things:* The best day, today. * The greatest puzzle, life. * The best [...]

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Visualize Desired Outcomes!

You can become persuasive by imagining yourself acting in more persuasive ways. Mental practice creates a response that integrates those actions into your behavior. They become automatic. You become excellent in selling when your selling techniques are mastered and become automatic. The surest and quickest way to this proficiency is frequent mental rehearsal. A few minutes of mental practice, seized any [...]

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Stamp it with Excellence

There is an indescribable superiority added to the character and fiber of the salespeople who consciously put the trademark of quality on their work. The mental and moral effect of doing things accurately, painstakingly and thoroughly can hardly be estimated because the processes are so gradual, so subtle. Every time you obey the inward law of doing right, you hear [...]

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Press On!

The great triumphs of your sales career will be the rewards of your persistence. Never depend on your genius to carry you. If you have talent, improve it. If you have none, develop it -- but do not depend on it. The rewards of selling are the results of persistent hard work.  Filmmaker Bud Greenspan tells the story of packing up [...]

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Making More and Better Sales

Self-motivators for Making More and Better SalesNothing 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 you will succeed in this only to the degree that you can speak the prospect's language.Use a planned presentation and [...]

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