One of the greatest ways to sell, one of the greatest techniques, is your ability to tell a story. Everyone loves a good story that they can relate to. The story has to be told with feeling, enthusiasm, and good power words, so it has impact on the person on the receiving end. Great salesmen …
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Boy Scouts of America—Producing Leaders
“On my honor I will do my best to do my duty to God and my country, to obey the scout law, to help other people at all times, and to keep myself physically strong, mentally awake, and morally straight.” This is the Boy Scout oath. Weekly scout meetings are the only place in this …
Answer Your Phone
Getting a live person on the phone these days is an extraordinary amount of work. I am amazed at the number of people and BUSINESSES that hide behind ever-prevalent voice mail systems. Whether I call a business, cell number, or home, I seem to end up in voice mail. It’s ridiculous. People are screening like …
What are You REALLY Selling?
The concept came to me while I was driving one day, and so I made it the topic of my sales meeting that week. When my sales team gathered in the conference room, I entered and immediately began the training session by asking, “What do we sell?” Everyone started murmuring the names of our various …
Specialized Knowledge
Are you an expert in the product or service you sell? I think it’s important to understand that you constantly have to cultivate the specialized knowledge you possess. Make sure you become an authority in whatever it is that you sell. I used to read up on whatever I was selling all the time. One …
RIP Common Sense
Philip K. Howard’s early ‘90s book “The Death of Common Sense” sites numerous examples of irrational governmental behavior beginning with the story of Mother Theresa’s attempted conversion of a burned out building in the Bronx to a shelter for homeless men. New York City halted the rehab just before it began because the Missionaries of …
Seize The Moment
Are you burned out? This topic came to me a few weeks ago. At the time, I didn’t want to write about it but it reared its head again. So here it is. Burn-out affects all of us especially when we look at the fact that there is no down time in our lives… at …
Putting Thoughts Into Action
In a recent column I sang the praises of Napoleon Hill’s “Think and Grow Rich.” You may recall that I described the book as a solid foundation for self-edification. Now it’s time to advance to the next step, to take your thoughts and put them into action. Two books written by Og Mandino (right) will …
Growing a Sales Team
Several readers have asked me to elaborate on my “How to Hire a Salesman” column from last December. The feedback I received from that column had one glaring overtone: the revolving sales door repulses managers. Boy, can I empathize. How many times have you hired a sales person and trained and worked with them only …
Time Enough… Takes Help!
As I read my recent column, “The War Never Stops,” additional recommendations came to mind that I think will be helpful. Whether you’re a sole proprietor, a sales rep for a larger entity, or just looking to become more productive, you need to look beyond yourself for solutions. You need to step back and look …
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