Monthly Archives: October 2012

Think Tight, Play Loose

Author James Allen wrote, “Circumstances do not make the man, they reveal him;” although the essay was written in 1902, it remains a timeless proverb 110 years later. If circumstances could be grown in a garden, it would be harvested on the blacktop. In sales, we are inundated with circumstances-both personally and professionally, our situations […]

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What blueprints lack

Blueprints lack TBA’s, guesstimates, and areas of gray. If thoughts can’t be contextualized then they can’t be drawn; if they can’t be drawn, then it can’t be built. Buildings aren’t built by accident- neither is your success. If you want it, don’t try-the world is full of those trying. Be unique; be specific; blueprint it.

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As we approach an up, we’ve all had a customer tell us they were a year out from buying. Instead of addressing their objection, agree with it! As a salesperson you’ve got to first establish yourself-your like ability and your credibility. Try this when hit with the “Year out objection.” (Source: http://www.youtube.com/)

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3 Letters, 1″W”

In life, we all face adversity- some are life altering, others are mere potholes. Some of us explain our adversities with “Woe,” only to find ourselves still entrapped in our misery, years later; others of us ask “Why?” Asking “Why” did this happen can put you on track to your How; how can you learn […]

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Don’t Let Your X’s Lead To Oh’s

A salesperson’s favorite letter in the alphabet is the letter “X;” as a salesperson, there is nothing better than the ability to bark out a Hat Trick (3 sales) in a Monday morning sales meeting to the sneers, jeers, and claps of your fellow victim-laden salespeople. If the word confidence could be abbreviated with one […]

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