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"You are your greatest asset. Put your time, effort and money into training, grooming, and encouraging your greatest asset."

~ Tom Hopkins

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Catch up on some interesting reading from past issues of our Newsletter by clicking the article titles, below.

Keeping the Business You Have
How to Make Positive Changes
Closing Sales in Today's Economy
Qualify All the Time to Make More Sales
Generate Business Through Social Media

Never miss a great article again! Add your name and email address where indicated on the top right corner of this page, and we'll send you Tom's newsletter every month.

Your Clients Hold the Power!

Just because February is the shortest month of the year, doesn't mean it should be your least productive month. People who work on monthly schedules (such as those who make purchasing decisions) are well aware of the impact of fewer days in the month to get work done. They get the "week before vacation" syndrome — they tend to be more focused the week before a vacation because they want to leave with peace of mind. No one wants to end February with a couple of days of work to complete!

These articles will help you polish your selling skills. Click any title below for quality tips and advice on handling common situations.

How to Handle an Angry Client

Is Your Vocabulary Costing You Money?

The Most Important Skill to Develop

Getting Past Gate Keepers

The 'Alternate of Choice' Close

The Alternate of Choice question is usually used to get a date or time commitment to visit with a future client. It can also become the most simple close you have ever used. The Alternate of Choice is a question with two answers — either answer is an agreement. The key is to give two solutions that both lead toward the sale.

Phraseology: "John, you're really a whiz on that new copier today. Would you prefer to train your staff yourself, or shall we provide the training?"

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