Salespeople consistently perform at a level equal to their belief in their self-worth and self-concept. Salespeople should work daily and diligently to preserve their dignity and self- worth so that they can be emboldened to do the tough tasks that are required of them. There are many elements that take a heavy toll on one’s…
DetailsHow do you measure up? Are you as good as you could be? Do you even know how good you could be? Here’s a way to find out. Research studies on self?monitoring show that people who monitor what they do often become better at it. I don’t know why it works, but research shows that…
DetailsDo you remember the last time you attended the initial meeting of a new task force or project team at work? No one could agree on the goals. A couple of people complained about all their other work demands. Someone was pushing a personal agenda to become the team “leader.” After a couple of hours…
DetailsUnless you’ve just crawled out from under a rock, you have most likely heard about the new free micro-blogging sensation www.twitter.com . Twitter is currently one of the fastest growing social network sites, just behind Facebook and MySpace with over 55 million visitors per month.
Think about a recent project, assignment or initiative you worked on over the past month. At some point you probably couldn’t find the information or resource you were looking for in the company knowledge database or on the internet so you picked up the phone, sent an email or got up and physically walked over…
DetailsRemember the old saying, Sell the sizzle, not the steak? Well, it’s still alive and well but not used by many salespeople. Most of them are still trying to only sell the steak. How boring! “Sell the sizzle” is just another way of suggesting you use a bit of showmanship in your selling. Mind you,…
DetailsIt’s a shame but a lot of salespeople are losing sales before they even have a chance to get them. That’s right, they’re reaching into their holsters, pulling out their pistols and shooting themselves in the foot before they even have a chance to talk to the prospect. Slow Off the Mark How? By being…
DetailsHere’s one of the great truths of selling — if prospects can’t tell the difference between your product or service and your competitor’s product or service, they’ll make their buying decision on price. Now, this isn’t the only reason for the price objection coming up but it’s a major one. It’s absolutely amazing how many…
DetailsWith our economy in a recession and unemployment at the highest rate it’s been in over 16 years, there is no hiding from the fallout…we’re all feeling it. However, there is a silver lining in this dark cloud we’re all sitting under. There has never been a better time to invest in growing your network…
DetailsWhat makes someone an effective leader? Take a moment and think of the person whom you have most admired/enjoyed having as a leader. Consider not only your work experience, but also your volunteer activities, religious affiliations, and recreational pursuits.
DetailsProspects today are busy, busy, busy and their voice mailboxes are constantly being filled with messages from people they don’t know, people who they don’t want to know, and people who give no reason to call them back. Don’t be one of those people. Avoiding Voice-mail Hell In the past, salespeople had to find a…
DetailsYou’re probably sitting there thinking, “Why would I want to be my own worst enemy?” And the answer, of course, is that you certainly don’t want to be. But it happens, and it could happen to you. I’ve seen salespeople with the potential to be top performers fall short because they either didn’t know what…
DetailsAs I have traveled around the country speaking to people about the power of netWORTHing™ one thing has become clear; people are looking for a change! People have a lot of pain around traditional self-serving networking. Everyone has been burned by someone who in the name of networking, is only pursuing their own selfish agenda.
Have you ever been a victim of a network drive-by? Or, have you ever been violated by people claiming to be networking but are just out for themselves and what you can do for them? If you’ve been left with a bad taste in your mouth for networking and think it’s just for blood sucking…
DetailsSince we all seem to be very preoccupied these days with conserving energy, focusing on recycling and using alternate resources, it seems fitting to remind you that creating goodwill within the relationships of your network, is never in limited supply.
