Using Keywords When Prospecting

Products Services keyboardWe use keywords when prospecting on social media sites and when searching for information on potential clients. When we go online to search for anything, we ask questions of our favorite search engines. The search engine uses the words in our requests to search out those same words on websites so we can be properly directed.

A keyword is defined as: an informative word used in an information retrieval system to indicate the content of a document.

I think it’s time we adopt a keyword approach to prospecting…only with the words we hear people speak. We use them effectively when searching for leads online. Why not use the same strategy during conversations? [Continue reading]

Building Trust in Sales Presentations

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Building trust is THE key element in all sales contacts, but especially so for presentations. Rarely will people buy from someone they don't trust. However, as important as it is that buyers trust you, they need to trust the product as well. It's … [Continue reading]

Poor Time Management Is a Career Killer

I'm sure you realize that poor time management is a career killer. Click the following link to watch a special video message and learn how you can manage your time more effectively: Poor Time Management in Sales You see, we all have 86,400 seconds … [Continue reading]

2 Key Skills for Selling Financial Services

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Many key skills are necessary to be successful in selling financial services. Let's go over just two that can make or break your career. MEMORY Names, places, dates, facts and figures are important. So are the attitudes and beliefs of our … [Continue reading]

Self-Discipline, the Foundation of Self-Improvement

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What is the one thing you must have in order to succeed? It’s a little thing called self-discipline—something that’s little only in the sense that it’s yours any time you choose to employ it. In its effect on your life, having self-discipline makes a … [Continue reading]

Beating Stress for Sales Success

As a salesperson, there are many skills that give you the edge for beating stress: Persistence Sales prowess Finding out and meeting your customer’s wants and needs Looking the part and Being organized These skills are all important … [Continue reading]

How I Built Rapport with Members of Hell’s Angels

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I think most salespeople will agree that building rapport is one of the most critical skills a sales pro can develop. Since we work with many different types of clients, we have to think on the run, including the time I built rapport with members of … [Continue reading]

How to Be Ready When It’s Time to Close

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The actual closing of the sale is by far the most important step in the selling process. That's why it's critical that you know how to be ready when it's time to close. Without that final commitment, you haven’t sold anything, have you? When you're a … [Continue reading]

The Five Skills Every Sales Person Needs

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While the business of selling requires many skills, there are five skills every sales person needs. And, most of us will need to develop these on our own. You see, one of the most important lessons I’ve learned in life is that no one else is going … [Continue reading]

Conflict is Inevitable by Dave Horsager

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Most conflict occurs because of a lack of clarity in communication, so I feel it is important to address here.Expect conflict. Learn to deal with it. Anytime there’s more than one person, you’re bound to find conflict. It’s only natural. We all have … [Continue reading]