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Other Authors
- Selling Means Maintaining an Open Communications Channel
None of us can be experts in everything. Customers appreciate being able to speak their language and having their audience understand it. In this manner, they feel confident that there is an open communication channel and their needs are clearly understood. What steps are you taking to ensure that you clearly understand your customer.
Date of Article: 12Jun2008
Category: Business - General
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- Are you Experiencing Sales Growth Despite the Economic Times?
The volatility of the present economic climate has left many people, including salespeople, in a state of fear and uncertainty. We now have the highest number job losses in five years as business are trimming both people and operations. How do you sell in this environment?
Date of Article: 22May2008
Category: Business - General
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- How to Sell Successfully in a Recession
Downward trends are indeed a stressful time posing numerous challenges, yet they do indeed present many opportunities. What is there to do when you are a salesperson needing to make a living in such a mess?
Date of Article: 16Apr2008
Category: Business - General
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- Sales and Life Baggage: 8 Step Strategy for Effective Dumping
Baggage is fine for carrying-on short flights and overnight car trips, but nagging personal baggage can paralyze your sales efforts. What do you carry around with you that is constantly weighing you down, limiting your flexibility and holding you back? Most of us carry the burden of something; usually more that we should. Why do we and how does this behavior impact our selling?
Date of Article: 28Mar2008
Category: Self-Improvement/Motivation
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- Is Your Sales Plan Viable This Year?
Seth proceeded to share a philosophy with them, one that I have been professing for a lifetime; that success follows the Pareto Principle in that 80% of your efforts must come from personal development and 20% from specific techniques. Godin fed his hungry and attentive audience a two-course meal, teaching that there are two things they needed to do immediately:
Date of Article: 18Mar2008
Category: Business - General
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- Viral Selling Through New Social Media Marketing
Sales strategies are becoming more conversational as social media marketing unfolds. Perhaps the marketing mainstream is finally grasping what he direct marketers have known for some time; that selling is most effective when it is made to be personal and conversational. Is that how you are selling?
Date of Article: 09Mar2008
Category: Business - General
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- Your Ideas Sell
Ideas need work. Whether your strategy for developing great ideas includes the development of mind-maps, the use of mastermind groups or simply dreaming, the creative process must prevail if you are to be successful in selling your ideas. Being intangible, your ideas come to fruition when they are painted and constructed in the mind's-eye of your customer. The successful sale of...
Date of Article: 24Feb2008
Category: Business - General
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- Superior Selling Provides Entrepreneurial Success Formula
Utilizing the same status-quo thinking and agenda that did not work for you in prior years will not work for you this new year either. You must change your approach and your methodology to discover remarkable sales success. What does sales success demand?
Date of Article: 13Feb2008
Category: Business - General
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- All Credit Applications Will Be Accepted
Deceit is not an acceptable business or sales practice. That is not the way to operate your business, especially in the long run. Be honest and up-front with prospects and customers. It's not only a sound business policy, but it allows you to also sleep better at night.
Date of Article: 05Feb2008
Category: Business - General
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- Closing The Sale is the Tipping Point
You will know when you achieve the rank of professional salesperson when you deeply understand this simple proclamation: Too many salespeople succumb to the complexity and awe associated with the "science of closing." Learn to think of the close as simply the "Tipping Point" in the selling process. Perhaps this idea will remove some of the pressure so many salespeople experience while considering closing.
Date of Article: 28Jan2008
Category: Business - General
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- Sales Lessons Learned From Watching The Apprentice
Watching the celebrity edition of the Apprentice on television proved to be far more than solely an entertaining experience. This reality show actually provided a healthy dose of business reality, demonstrating many valuable sales lessons that we can all benefit from.
Date of Article: 21Jan2008
Category: Business - General
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- 10 Activities Guaranteed To Prime The Sales Pump
We must develop and invest the proper skills, materials and time in order to reach a wellspring of selling rewards. Here are 10 proven activities to accelerate your success. Try engaging in all of these between now and the end of this year. You will find yourself leaping into the opportunities that 2008 will surely offer.
Date of Article: 09Jan2008
Category: Business - General
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- 3 Factors Determine an Entrepreneur's Sales Success
Many entrepreneurs view the task of selling their ideas, products and services as an undesirable necessity. Sales is neither a job that they typically enjoy nor one for which they are particularly skilled and well-prepared for. What is to be done? Who then is going to do the selling?
Date of Article: 01Jan2008
Category: Business - General
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- First Sales Contact: 8 Steps to Establishing Your Credibility
Our first contact with a prospective customer is our first impression. It is both our personal and company introduction. If handled well, our new customer will become a source of referrals, providing many additional first contact opportunities. If handled poorly, that same door may be closed forever.
Date of Article: 18Dec2007
Category: Business - General
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- The Obama and Oprah Selling Machine
Who is on your sales team? Often, success in the field is far from an individual effort. Even if you are a self-employed company of one who handles everything from sales to accounting, you too rely on vendors, FedEx, US Mail and reliable technology to ensure your sales success. You are indeed part of a team effort, albeit the focal member. So how do you maximize the impact of your team's effort?
Date of Article: 13Dec2007
Category: Business - General
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- 8 Habits of The Highly Successful Salespersons
There are numerous skills and traits that help define successful salespeople. These traits are beneficial regardless of whether you sell tangible products, services or your ideas. Developing these skills will benefit every entrepreneur and business owner who must daily interact with others to transact business.
Date of Article: 10Dec2007
Category: Business - General
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- The Answer Is Always NO Unless You Ask
Asking for the order seems like such a simple notion, so why do so many salespeople have difficulty with it? Asking is necessary. Asking is expected. Closing the sale is dependent upon it.
Date of Article: 04Dec2007
Category: Business - General
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- Seven Words You Cannot Say In Sales
Our word choices and uses are important. They often convey our level of intelligence and understanding to others. This is critically important, especially in selling, where perception often means everything. Clear word choices lead to clear communication which in turn leads to satisfying relationships and greater business opportunities.
Date of Article: 26Nov2007
Category: Business - General
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- Market Your Expertise By Writing About It
Article writing is a means to establish your credibility, by giving away a bit of your knowledge and skill in exchange for the opportunity to offer your prospects additional services. It is a wonderful win-win strategy for everyone. Your benefits are both short and long term. Few marketing tactics are as focused or cost-effective.
Date of Article: 19Nov2007
Category: Business - General
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- Fire Customers As Neeeded for Profitability
Weeding out undesirable and costly customers may be difficult for some entrepreneurs, yet a necessary decision towards ensuring our ongoing successful operations. Just how do you go about firing those customers?
Date of Article: 14Nov2007
Category: Business - General
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- Sell More by Expressing Gratitude
Once a sale is completed, salespeople have an unhealthy tendency of paying less attention to their customers. A follow up call or subsequent visit goes a long way toward guaranteeing customer satisfaction. It is via this attention to their overall satisfaction that we say thank you.
Date of Article: 06Nov2007
Category: Business - General
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- Customers Tend To Buy The Who, Not The What
Let's face it salespeople: Assuming that your customer knows what he needs, almost without exception, he can locate an alternate source for virtually any product that you sell, many times at a lesser price. The internet is loaded with sites ready to sell almost anything at unbelievably low prices. The question becomes "what are you going to do about it?"
Date of Article: 27Oct2007
Category: Business - General
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- Can You Hear Me Selling Now?
Your marketing message is tied directly to your brand, your identity. What are you doing each day to clarify your market position? Are you truly connecting with your marketplace?
Date of Article: 23Oct2007
Category: Business - General
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- The Role of Leadership in Selling
Leadership is a compelling intellectual or spiritual force that moves people to action. We must take charge and lead the selling conversation. We must demonstrate for our customer that we seek what is best for her as we work with others to provide a solution for her needs. Leadership requires leaders. Are you up to the task?
Date of Article: 19Oct2007
Category: Business - General
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- Would You Buy From You?
We usually have just one opportunity to establish ourselves with a new contact. In business, that perceived impression must be exactly what we intend it to be or we may not ever get in the door to sell anything. First impressions are that powerful. What is your first impression saying about you?
Date of Article: 15Oct2007
Category: Self-Improvement/Motivation
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- There is No More Job Security!
Job security? There is no more job security! How can any company be expected to provide such a thing? You've got to be kidding. Employers these days compete in a global economy, subject to worldwide market forces and far-reaching economic considerations. The best way for an individual to guarantee their financial security is...
Date of Article: 07Oct2007
Category: Self-Improvement/Motivation
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- Selling is All About Relationships
Selling is all about relationships. It demands honesty and integrity and a perception of caring. Success in life is truly a matter of developing and maintaining relationships with others. Sales emulates life.
Date of Article: 03Oct2007
Category: Business - General
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- Sales Commissions Earned
As a career salesperson, I have strong feelings about commissions and an important message to all business owners who utilize salespeople to penetrate new markets and grow the customer base. Here is my recipe for a win-win pay-plan that works well for both the business owner and salesperson alike.
Date of Article: 26Sep2007
Category: Business - General
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- Selling is an Effective Conversation
Today, information that may alter the face of an industry is available instantaneously; at least for those who are paying attention. Marketers can survey an entire market segment by monitoring applicable blogs and pod-casts in their industries. Companies now have the ability to adapt and tailor their marketing, sales strategies and tactics on the fly.
Date of Article: 24Sep2007
Category: Business - General
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- Selling Through Entrepreneurial and Social Networks
The remarkable principle of Six Degrees of Separation states that we are all related somehow within six iterations. Since that is true, our very relationships will eventually provide the exposure we desire. It's not so much who you know directly, but rather who you know who knows who you need to know! The resources you need are there, you simply need to connect the dots.
Date of Article: 19Sep2007
Category: Business - General
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- Calculating the Value of Your Precious Selling Time
Most self-employed people are acutely aware that their time investment must produce immediate income. Most generate income in proportion to the amount of hours spent working each day. All activity, however relevant to the business, does not directly produce income, yet remains important to the overall business operation. How do we determine the best use of our limited time?
Date of Article: 15Sep2007
Category: Business - General
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- Learning an Exponential Entrepreneurial Mindset
Leveraging our assets, especially our time, must become an exponential process rather than the familiar linear method of exchanging our time for income. We must learn to think differently, adopting a new paradigm. Leverage is what gives the successful entrepreneur his competitive edge in the marketplace.
Date of Article: 12Sep2007
Category: Business - General
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- Cold Calling For New Sales
In the world of sales, few tasks will turn the stomach of an entrepreneur as much as the thought of cold calling. It is often perceived as the the most difficult, most feared activity in their day. Cold calling can be an exciting adventure yielding great results and experiences or one that leads you to the medicine cabinet for some antacid tablets. It actually is your choice. Either way, it may make or break your business.
Date of Article: 31Aug2007
Category: Business - General
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- Champions Never Quit, Never Surrender
There will always be that quiet temptation to quit, to find a job and escape, but the serious entrepreneur realizes that during those disconcerting moments, success is often waiting, just ahead, obscured by the next curve in the road. Though currently unseen, triumph awaits beyond the coming dip.
Date of Article: 30Jul2007
Category: Self-Improvement/Motivation
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- Designed in America, Manufactured in Korea
The backbone and the financial strength of our country has traditionally been our innovation and manufacturing prowess. We have previously been the envy of the world. Now, our textile and consumer products industries are all but gone and our American automobile industry has been surpassed for the first time. What is next? Where is this all going?
Date of Article: 09Jul2007
Category: Business - General
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- Once-Daily Pill for Natural Sales Enhancement
My experience among entrepreneurs has demonstrated to me an overall sense of fear or hesitation when it comes to sales. Some business owners dread the subject. Some hope that marketing alone will sell their products, alleviating them of the perceived selling chore. The fact remains, that an integral component to success in most business endeavors is the sales function. So what is the entrepreneur to do?
Date of Article: 02Jul2007
Category: Business - General
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- 17 Sure Ways To Increase Your Blog Traffic
All of these suggestions take little time or effort, and will make a huge, positive difference to others. That alone is worth the small price you will pay. There is, in fact, another huge bonus: All of these suggestions will benefit you as well, perhaps even more than the one you are helping. You will learn much in the process, and learning is often considered the primer step to earning.
Date of Article: 28May2007
Category: Internet Marketing/Online Business
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- Selling To The Opposite Sex
Effective communication is critical to any business relationship, especially those involving a mix of the sexes. Simply being mindful of the fact that the opposite sex processes information differently may keep you way ahead of the curve and generally more able to build a successful, empathetic relationship.
Date of Article: 07May2007
Category: Business - General
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- Selling : Getting Your Prospect’s Attention
It is up to us as professional salespersons to offer significant value to our prospects, providing both substantive and compelling reasons for allowing us access to them and their precious time. When we get that open window of opportunity, we must be fully prepared to promptly get their attention and fulfill their needs if we are to count them among our customers.
Date of Article: 28Apr2007
Category: Business - General
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- What Influences and Sells You?
We each are a product of those influences that have the greatest and most consistent access to us. Today, the relevance and potential impact of these influencers is far greater than at any other time in history.
Date of Article: 26Mar2007
Category: Self-Improvement/Motivation
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- How to Say "NO" Graciously
What do you say when asked to do something or take responsibility for a new work project, or sit on another school or church committee or become a scout leader or bake cookies for the local fund-raiser or anything that will require more time than you realistically have available? How do you learn to say no when asked?
Date of Article: 06Mar2007
Category: Home & Family
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- Learn to Deal with Busy-Ness
As the distance to the world market is shrinking, opportunities have grown at a record pace and the speed required to act upon new information is unprecedented. Today and tomorrow, "He who hesitates truly loses." Opportunity waits for no one and richly rewards the decisive.
Date of Article: 20Feb2007
Category: Business - General
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- Learn to Sell Only to Deserving Customers
I have several ex-customers and prospective accounts that I choose not to do business with. That’s right… I choose. While the reasons vary, the common thread is that pursuing their business is not a wise use of my time or company resources.
Date of Article: 08Feb2007
Category: Business - General
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- Mistakes To Sell By
Problems are often our best friends as they allow us to gather insights into our customer's needs and providing additional opportunities. Yes, problems are actually exciting opportunities in disguise, but only if handled properly.
Date of Article: 01Jan2007
Category: Business - General
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- Sales 101: Beware the Dreaded Cell Phone Ringer
Some time ago, I stopped bringing my cell phone into presentations and sales calls. I want my customer or prospect to know that our meeting is the sole purpose for my visit and that his business is important to me. At that moment in time, his business is my only concern. My focus and attention are directed at him. This practice non-verbally states that I value and respect his time, conscious of the importance of our relationship
Date of Article: 29Nov2006
Category: Business - General
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- What Are You Waiting For?
Whatever your age, or position on your life’s storyboard, there are seldom enough years. We always want more time. The paradox is that we also believe that we have more than enough time to tackle things later. You simply do not have enough time to keep saying "someday I will." Someday must become today.
Date of Article: 26Oct2006
Category: Self-Improvement/Motivation
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- Your 8-Step Strategy For Success
Can you imagine finding success in every venture that you pursue? You can, and you will! Granted, it is seldom easy, but it is simple. Almost any pursuit can be mastered by utilizing the following simple, eight-step process.
Date of Article: 15Oct2006
Category: Self-Improvement/Motivation
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- Sales Success: Nowhere to Go Today?
While opening your calendar to view your agenda for the coming week, disclosing little but white space, you are definitely going to experience “too much time on your hands” with ”nowhere to go and all day to get there.” This is neither a desirable nor profitable position to find yourself in.
Date of Article: 24Sep2006
Category: Business - General
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- Challenging Conventional Wisdom
How few of us are willing to risk moving out of our comfort zone, learning to push conventional wisdom aside and grow. Why is it called conventional wisdom anyway? Why; Perhaps, because the very idea of it is associated with being safe and secure. Is that where we really want to be?
Date of Article: 18Sep2006
Category: Business - General
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- Distance Yourself from Your Competition
The time and effort invested in developing a solid customer relationship will always pay dividends in the long run. The steps you take to differentiate yourself from your competition are your only real hedge against the continuous onslaught of your competition’s marketing and selling efforts.
Date of Article: 29Aug2006
Category: Business - General
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- Integrity and Prosperity
The word “integrity” is passed around a lot. Many people use it without proper reflection upon what it encompasses. It is bantered about as a much more casual word might be. Why is that? Could it be that it’s far easier to use the word that it is to live by it?
Date of Article: 23Aug2006
Category: Business - General
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- Sales Success… Who Do You Really Work For?
Regardless of the source of your paycheck, who is it that you actually work for? Many will answer that they work for their sales manager, vice president of sales or the company owner. I submit that regardless of who signs your paycheck, in reality, you actually work for yourself. Surprised?
Date of Article: 31Jul2006
Category: Business - General
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- My Plumber. . . What a Salesman!
Sales skills and professionalism transverse many fields and areas of expertise. Standouts in their field are often easy to identify regarless of their profession.
Date of Article: 28Jul2006
Category: Business - General
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- Set Yourself Up For Success . . . Uploading in a Download World
In the early days of the internet, various “Electronic Bulletin Boards” required you to upload so many files in proportion to the number of downloads you grabbed? In fact, if you didn’t adhere to this policy, you may have been barred from downloading altogether. Unlike these Bulletin Boards, our society fosters an attitude of taking rather than giving. Giving however, when done in the right spirit, is actually an investment in ourselves.
Date of Article: 24Jul2006
Category: Self-Improvement/Motivation
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- Simply Do What You Resolve To Do
It's that time again, when we all are trying to decide upon those New Year resolutions that we intend to institute and commit to. We are already well into January 2006; Have you started your New Year yet? Have you already decided upon your resolution? Will you continue or have you already conceded failure? Will you try again? Why is it so difficult to do this one simple thing?
Date of Article: 07Jan2006
Category: Self-Improvement/Motivation
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- Closing the Sale Opens the Door
Closing the sale, that mystical, elusive, magical moment when your sales presentation climaxes and the "Tipping Point" is reached, is really just the beginning. Your relationship with your new customer will grow from here. Or will it? That, my friend, is up to you.
Date of Article: 15Dec2005
Category: Business - General
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- Success: The Slight-Edge Formula
Many times, we set out on a self-improvement course of action with literally no idea of how to proceed, with only a loose idea of what we really want to accomplish. Basically, at this point, it’s just a dream of a better day. Most people never actually begin. They may talk a big talk, but they fail to act. What about you?
Date of Article: 08Dec2005
Category: Self-Improvement/Motivation
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- Learn the Secret to Achieving Maximum Productivity
Some people do more work than five others, without a sense or overload and overwhelm. For example, two employees in the same department work side-by-side, but one is five times as productive. and earns considerably more money than the other. How does she achieve this?
Date of Article: 18Nov2005
Category: Self-Improvement/Motivation
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- Perception is Real; Reality is Not
Perception of an issue by the customer is often a very different matter than the actual circumstances might describe. Awareness of the facts is necessary but sensitivity to customer perception is critical.
Date of Article: 15Nov2005
Category: Business - General
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- Learn How to Relax, Then Do It
Today, prescriptions for dealing with depression, anxiety, stress and other similar ailments are at record highs. The need for these medicines did not even exist just a short while ago. What has happened to us? When our operating pace begins to infringe on our health, we should learn how to step back and evaluate the road we are on before it is too late.
Date of Article: 08Nov2005
Category: Self-Improvement/Motivation
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- Sales 101: Learn How to Collect Your Money
Getting paid. Isn't that the ultimate goal from each and every sale? It had better be, or you are in the wrong business! Although there is no absolute guarantee, there is one technique that will certainly reduce or eliminate the incidence of non-payment and no commissions.
Date of Article: 29Oct2005
Category: Business - General
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- Learning Superior Customer Service Skills
Is customer service an empty shell, long on rhetoric but short on delivery? Does the term customer service actually mean anything, or is it a leftover expression from an era of days gone by?
Date of Article: 26Oct2005
Category: Business - General
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- Success and Your Self-Esteem
Success has been defined in many ways by dozens of people over the years. I prefer to view success as a worthwhile journey whose reward is evident as the result of embarking on, staying the course, and completing that journey. Self-esteem, the manner in which one feels about herself at the deepest level, influences virtually every aspect of our lives, hence whether we are successful or not. Self-esteem is enhanced by this very pursuit.
Date of Article: 22Oct2005
Category: Self-Improvement/Motivation
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- Accelerated Learning and Webucation
Many people have previously referred to any form of continuing education via the web as e-education or education (eed u k' shun), however, the new term webucation just might catch on. Regardless of what you call it, accelerated learning and continuing education via the scope of the internet makes good sense for a great many people.
Date of Article: 08Oct2005
Category: Self-Improvement/Motivation
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- Sales 201: Learning Tools of Your Trade
Superior salespeople are always interested in maximizing their time and effectiveness in front of their customers. Superior salespersons will develop tools and systems that will aid them in their time management and sales effectiveness. What tools are available to help these salespeople achieve their success?
Date of Article: 03Oct2005
Category: Business - General
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- You Choose to React or Respond
Each day, we choose how we will be affected by both everyday occurrences and those that are much more extraordinary. Whether consciously or unconsciously, we choose to either react or respond. These are not the same, for one is negative and one is positive. Which we choose may have a significant impact on our life and possibly those close to us.
Date of Article: 27Sep2005
Category: Self-Improvement/Motivation
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- The High Cost of Doing Nothing
Inactivity, or the lack of a decision, is actually a decision made, although one seldom made in our best interests. There are often unusually high costs associated with doing nothing.
Date of Article: 16Sep2005
Category: Self-Improvement/Motivation
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- Accelerated Learning is Profitable
Accelerated learning is not only practical, it is profitable. Acquiring the ability to learn new skills faster is undoubtedly the most direct path and fastest means possible to enhance your earning power and hence, your income.
Date of Article: 24Aug2005
Category: Self-Improvement/Motivation
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- Sales 101: Handling the Angry Customer
No one enjoys being yelled out, cursed at, bullied or manhandled in any form, whether physically or verbally. It does however, happen at times. What options do you have to diffuse the situation? Can you separate yourself from the abusive behavior being directed at you before you lose your cool and strike back? How can you keep your emotions in check so that you might still accomplish your task?
Date of Article: 18Aug2005
Category: Business - General
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- Sales 101: Learning about Price vs. Cost
Ask almost any average salesperson what his greatest problem or objection is and more than likely you will hear the word price. "My prices are higher than my competitors" or "Our prices are too high" are often the excuse for lackluster sales. Ask a superior salesperson however, and I suspect that you will find, in reality, she has learned that price is seldom the real issue.
Date of Article: 05Aug2005
Category: Business - General
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- Real Charisma, Clinton Style
A great example of a well known charismatic person is former president Bill Clinton. Whether or not you agree with his politics or antics, most people would agree that he might arguably be one of the most charismatic leaders of our time. Why?
Date of Article: 01Aug2005
Category: Self-Improvement/Motivation
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- Branding: You are the Brand
As an entrepreneur, a small businessperson, you have to be ever so keenly aware of every minute detail and opportunity to brand yourself. You need to be the expert. Your product must solve the problem, and the world needs to know about it. Branding therefore, may be the most important marketing challenge you face as your business plan unfolds.
Date of Article: 25Jul2005
Category: Business - General
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- Small Business 101: Deadly Ignorance
Too many people leap prematurely into business only to fail because of poor planning and insufficient financial resources. Do not get caught in this trap. Don't quit your day job until you have enough cash on hand to pay the bills for at least a year into your new venture. Become aware of and develop the resources available to you. You want everything possible going for you as you make this leap of faith into the entrepreneurial world.
Date of Article: 12Jul2005
Category: Business - General
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- Expect the Best and Get It
Do you expect the best each day, or do you simply go with the flow? Do you expect to close each sale or are you simply busy with activity? Are you actively working a daily plan to achieve your goals or are you simply wandering around hoping to make your quota? None of these are acceptable for the professional salesperson. Positive expectancy is the only attitude to have. Why else would we make a sales call unless we expect the sale?
Date of Article: 06Jul2005
Category: Business - General
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- Sales Training from the Ghostbusters
The Ghostbusters, are involved in a heated meeting with the Mayor and the Head of the local environmental agency. The city is in shambles because a legion of evil spirits has invaded and is currently wreaking havoc throughout the land.
Murray’s character then delivers the most incredible presentation and closing statement, one that should be a pivotal component in the curriculum at every sales training facility and secondary school.
Date of Article: 25Jun2005
Category: Business - General
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- Learn Faster, Change is Coming
Profit from every learning opportunity, for therein lies your ability to earn more income! If you want to earn more money, you first have to learn additional skills to enable you. Maximize your return on your study and learning efforts by learning faster than ever before.
Learning For Profit is a must-read for anyone desiring to get ahead. It's the "users-manual" you need to learn anything faster, in a simple, focused, step-by-step manner.
Date of Article: 23Jun2005
Category: Self-Improvement/Motivation
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