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 […]
The Two Things Every Customer Wants From Us Read More »
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
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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 »
by Bruce R. Wares Have you noticed that some prospects are easy to approach, enjoyable to get to know, and can often become genuine, close friends? Have you also encountered prospects or clients who are difficult to get along with, very demanding, nearly impossible to satisfy — and if you never saw them again, you’d
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by Rick Phillips When my son first joined the local Little League team he had a big problem striking out. The fact is he couldn’t hit dirt with a shovel. He was among the smallest kids playing and I igured that the team baseball bats were just too big for him. So, we set
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