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Top articles
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To aspire...
Remember Michael J. Fox and Christopher Lloyd in Back To The Future : "Are you telling me that you built a time machine out of a DeLorean ?" "The way I see it, if you're going to build a time machine into a car, why not do it with some style?" Every one...
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Follow your intuition...
Bill Gates said: "Sometimes you just have to follow your intuition." If it is good enough for Bill Gates. I guess it ought to be good enough for the rest of us. deep down inside you know when you're right, and you know when you're wrong. Look at previous...
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Coach of the day... Mia Hamm !
Her bottom line is : " If I don't go into it every day consistently committed, I won't get results." To reach the top, Hamm set up a plan of action. she combined an intense focus ("Intensity is what sets winners appart," with a mental toughness, diligent...
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Do you have a question ?
If you were to ask me what I consider to be the single most important skill in mastering the art of professional selling, I would say it is the ability to ask the right questions. One time a sale man negotiate with me and said: "In order to save a lot...
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The selling point....
Every company has its strengths relative to the competition . The key to making the business-development cycle work for you is to have a good command of your company's unique selling points. Accordingly, you should become intimately familiar with them....
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Coach of the day... Caius Preposterus
""Caius Preposterus : "We must draw up a plan of campaign , decide on our strategy , set our sights on the right target ! Cesar : Campaign ? Strategy ? Target ? I'll give orders for the legions to prepare for battle! Caius Preposterus : No no, let me...
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Robert L. Johnson
"We look for strategic partners that can bring something to the equation. I believe that two plus two should equal five." Johnson is not a big fan of television, tuning in only to news, an occasional football game, and of course, his own programming....
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Killer headings and summaries
"Most people just look at the first couple of words and only read on if they are engaged by those words" according to Eyetrack III. It would appear that the first couple of words need to be real attention-grabbers if you want to capture eyes." Your heading...
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Your words are powerful things
If you have a flair for content, this is your time. The world's economy might run on oil, but also runs on content. Developping the skills of a web editor gives you a really bright future. Like all editors, you will focus first and foremost on knowing...
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80 / 20
Why is it that 80% of the sales and revenue in any company or industry is made by the Top 20% of the producers? And, more importantly, what you begin doing today to move into that elite group? Here are 5 key concepts and techniques you can begin using...
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Percy E. Sutton
I believe that you always have to stay in the race. The thing that I like most about myself is that I cans it at a table and gamble with $500, win $10000, get up, cash in my chips, and walk away. Even if I lose my original stake, there's never the thought...
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Don H. Barden
I always look for businesses that make money while I sleep. He uses whatever is at his disposal to get what he wants. He is the kind of guy who makes his own opportunities. Sometimes, they come by way of strategy, at other time, by fate. In 1963, he worked...
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The golden rules
The ten first words must be perfects ! Making a good first impression is important for building relationships with other people. In business, a positive first impression is crucial and very hard to change. It's quite easy to sell products. You've got...
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What is your potential?
This is the time to identify who you really are, not who you imagine yourself to be. Before making any radical changes to your life, you need to evaluate yourself as honestly as possible. What all of us had in common was that, for all our different temperaments...
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Mark...
Favorite sales training: Mark was a student in one of my sales seminars. When Mark entered the room the first day of sales training he stood out as different. I observed the following about him: English was not Mark’s native language and it was a little...
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Look ahead and stay ahead
"Perfect the art of mental rehearsal" Once you have the basics under control you can use your mind to increase your percentage of doing well. This is where visualization, or mental rehearsal is important. Simon Holmes concept: He asked us to lie down...
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Learn from the experts
Don't be afraid to learn and seek inspiration from others. Striving for a goal is like going into battle: expert knowledge is a crucial part of your armoury. Learn not just from other people's successes but also from their mistakes. Success doesn't just...
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The sales details
Details (yuck!) are the bane of a sales professional’s existence. None of us want to crunch puny little numbers throughout the day. Save that for the accountants who eat that stuff up. Let us be free to sell, sell, and sell some more. The only puny numbers...
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The apprentice_Task 1: The hard sell
Challenge: To earn the greatest profit by street-selling a perishable commodity. Aim: To buy cheap, sell high and maximyze profit. Business lesson : Street selling Understanding your market - To truly understand what the end costumer wants - To ensure...
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Coach of the day... Sir Alan!
I am looking for someone with an eye for profit, a mind for new ideas, a flexilbility of approach and a buzz of energy that means they are hungry and will have the determination to help me build a successful business. At heart I am a sales man, a sales...
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Sales training
It is an absolute pleasure to be here... My name is... Any good news? It's important to start with good news in order to be in a good mood. Job: ... All companies need to listen first to what their sales people say before employing market researchers....
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The Apprentice_ Task 10: Sales presentations
Challenge: To select a range of 'easy sell' products and pitch them to discovers via a TV selling channel. Aim: To sell as many units as possible and make the most profit in half an hour. Skills Tested: - Ability to hit sales targets - Evolving a sales...
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The Apprentice_ Task 11: Interviewing
Challenge: To be selected Aim: To survive intensive high pressure questioning. Skills Tested: - Intelligence - Ability to perform well at interwiews and to sell yourself - Coherence - Suitability to the company culture An interview is a two way process....
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86%
FACT: 86% of Salespeople Ask the Wrong Questions Q: Why is this? The Question is the number one tool the salesperson has for managing sales calls. It's surprising how many salespeople are poor performers when it comes to asking the right questions. The...
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95%
FACT: 95% of Salespeople Talk Too Much and Listen Too Little Q: Why is this? Many sales are lost due to the lack of a procedure for presenting product capability. The symptoms associated with poor sales presentation skills include: - Sales calls that...
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