Tag Archive: sales success

Mar 09

Black Belt Selling–Closing with Confidence

My husband, Phillip, introduced me to Eric. When Deena challenged me with those four painful questions three years ago, I started reading books about sales. Two months into my quest, Phillip forwarded an email invitation for a free conference call about objection handling. I cleared my schedule to be on the call. Because he was …

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Feb 04

5 More “Must Read” Books for Your Success Library

Formal education will make you a living. Self-education will make you a fortune. ~ Jim Rohn. To be successful in business, you have to be committed to lifelong learning and reading. In my last blog, I listed 5 books that are in my self-education  curriculum, and I promised to give you the names of 5 …

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Jan 27

5 Essential Books to Master Sales

I am often asked what books I read to help me with sales. And yesterday, during a Q & A session on Blab, the question came up again. So I thought I’d write this blog to answer that question. Sales is such a bigger conversation that just clever phrases and closing techniques. So here are …

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Jan 21

What Sales Masters do that You Might Not Be Doing

When I speak to an audience, I ask the question, “What do people think of when they think of a sales person?” Often the comments include, “pushy, liar, self-seeking.” Referring to telemarketers, someone will often say, “They don’t listen. It’s like they’re reading from a script.” Essentially, people feel that using a script lends to …

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Nov 11

How To Close Before You Ask for the Order! Tips from Ben Gay III

When you think of closing a sale, what comes to mind? Word battles? Mud wrestling? In the martial arts, Sparring matches are won within the first 30 seconds of the round. If you wait to the end to win, you usually lose.  In the same way, most sales are made or lost in the first …

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Sep 03

Closing Starts with Appointment Setting!

To close more sales, you need to set more appointments. It’s pretty simple. So if you are having difficulty setting more appointments, read on. The following tips are taken from an article written by Kathy Maixner, Chief Outcome Strategist for the Maixner Group. I found her tips helpful in my own appointment setting strategy. Always, …

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May 12

Invisible Selling

Storytelling acts as invisible selling.

If I could teach you about one technique that could help you get under the radar of your client, prepare them to enjoy the benefits of your service or product before you ask for the order, what would you say? Would that be worth a little time for you? In martial arts training, black belts …

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Apr 03

Courage In Numbers

You are the average of the five people you spend the most time with. Jim Rohn

“Whoever walks with the wise will become wise, but the companion of fools suffers harm.” Proverbs 13:20 Friend Power. The principle of how your friends influence you cannot be underestimated. When you decided to become a sales professional, who did you spend time with? Was it the guys around the water cooler, complaining about the …

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Mar 11

Master the Basics for Sales Success

Mastering the Basics. How many of you remember the movie, “The Karate Kid”? The famous quote, “Wax on, wax off” is heard often in Daniel San’s training. Mr. Miyagi has his young student practice basic maneuvers over and over again so that he can master the basics. The young student is frustrated because he just …

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