by Doug Doolin (Sales Associate at Lincoln/Mercury of Olympia) This is what I say when cold calling orphan customers. Please know that I have taken bits and pieces from others and developed a word track that I am comfortable with. Hello, is this Mr. Customer (use the customer’s name here)? This is Joe Sellsalot […]
Orphan Customer Prospecting Made Easy Read More »
by Michael Hargrove Tweet At the beginning of most of the workshops I do around the country, I have found it very effective to first help my clients understand how it is that we all learn, or how we effect a lasting change in our behavior. For this purpose, I like to use The Model
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by Michael Hargrove Tweet What is it that each and every customer wants from us? And no…it’s not $100 over invoice! Since the dominant buying motive differs from customer to customer, what could the common need be? It’s this: Two of the most basic of all human needs are to be valued and
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by Michael Hargrove Tweet Would you like to know how to control most any argument? Here’s how and it’s simple: First and foremost, we have to understand that two of the most basic of all human needs are to be valued and understood. Virtually every one of us has these needs in common. Then we
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by Michael Hargrove Tweet This is just one element of what is commonly referred to as state management skills or managing our emotional state. We manage our emotional state primarily in three ways: With our self talk, With our focus, With our physiology. In this article, we will examine self talk. The next statement
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by Michael D. Hargrove Tweet I want to take a couple of minutes to discuss with you the phenomenon affectionately known as “The 90 Day Wonder.” For those of us unfamiliar with this phenomenon, let me ‘splain it to you. The 90 day wonder is the sales associate, brand new to the business, who starts
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by Jeffrey Gitomer We are each responsible for our own success (or failure). Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying, I’m not cut out for sales, I’m not
19.5 Characteristics Of Sales Career Failures Read More »
by Jeffrey Gitomer Is your sales income what it should be? Want to double it? Take 30 minutes and read something about the Crusades. They were much more than a religious war. The Crusades were about people passionately going after what they believed in. They did it despite the hardship and risk. Do you? Are
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by Jeffrey Gitomer Do you have a positive attitude? Everyone will say yes, But less than one in one hundred actually do! One percent! Are you really in the one percentile? All you have to do is pass this simple test. No Yes ___ ___ I watch the news for about 1 hour per day.
Why Do Salespeople Fail – Because They Think They Will! Read More »
by Jeffrey Gitomer Ask anyone in sales if they consider themselves a professional and the response is an immediate YES. But let me challenge you . . . if you were in court, in front of a judge, could you produce the evidence to prove you’re a professional salesperson? Being in sales and being a
If You Think Youre A Professional Salesperson, Could You Prove It To A Judge? Read More »
