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  • +5

    Expert Tips to Communicate Effectively

    Expert Tips to Communicate Effectively
    Active listening is a powerful way of listening and responding to customers, that improves mutual understanding. It is the foundation of effective communication and demonstrates real respect. According to Nancy Kline, author of the book "Time to Think," when you are listening to someone, much of the quality of what you are hearing is your effect on them. Giving good attention ...
    Rated: +5
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    The Best Steakhouses in the South West

    The Best Steakhouses in the South West
    h4. Arizona Phoenix Ruth's Chris Steak House; 2201 E. Camelback Road Suite 106-A Phoenix, AZ 85016 (602) 957-9600 h4. Utah Salt Lake City Spencer's Steaks & Chops; 255 S. West Temple Salt Lake City, UT 84101 (801) 238-4748 h4. Nevada Las Vegas SW Steakhouse; Wynn Las Vegas 3131 Las Vegas Blvd. S. Las Vegas, NV 89109 (702) 770-3325, 888-320-WYNN h4. ...
  • +12

    Since When Did I Become a Grumpy Old Man?

    Since When Did I Become a Grumpy Old Man?
    Something insidious seems to have happened as I have got older. The world as seen through the prism of popular culture continues to be dumbed down. Stupid seems to have become mainstream. This appears to have occurred both in general and business society. Now, it may well be that I am just becoming one of the grumpy old men from The ...
    Rated: +12
  • +1

    The Dreaded Cold Call Is a Must to Get New Business

    The Dreaded Cold Call Is a Must to Get New Business
    For some years now, there has been a debate among people in the office products industry over the precise meaning - and advisability - of the “cold call.” I’m a sales trainer, so the topic comes up a lot in my world. At my company, a cold call is the act of picking up the telephone in order to set an ...
    Rated: +1
  • +2

    Even for Small Teams, CRM Is Key

    Your business and your sales team can not be successful if you are not organized. Being organized does not mean having a spotless sanitized desk with a pen in every color to match your color coded file system. Nope. Being organized means having one place, one contact management system that you use everyday to manage all client files, your complete calendar, ...
    Rated: +2
  • +1

    Pareto's Principle in Sales

    Pareto's Principle in Sales
    Pareto's Principle shows brokers must learn to focus their efforts where they have the greatest effect It's not only in an economic downturn that we see business winners and losers, although both are more evident in trying times. The fact is that there are winners and losers in life generally. For example, look at any sales team and you will notice ...
    Rated: +1
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    The Best Steakhouses in the Midwest

    The Best Steakhouses in the Midwest
    h2. Michigan Detroit Big Rock Chophouse; 245 S. Eton St. Birmingham, MI 48009 (248) 647-7774 h2. Minnesota Minneapolis Murray's; 26 S Sixth St Minneapolis, MN 55402 Phone: (612) 339-0909 h2. Wisconsin Green Bay Prime Quarter Steak House; 2610 South Oneida Street Green Bay, WI 54304 (920) 498-8701 h2. Illinois Chicago Tramonto's Steak & Seafood; The Westin Chicago North Shore 601 ...
  • +6

    Cross-sell to Provide Service in the Hospitality Industry

    Cross-sell to Provide Service in the Hospitality Industry
    Guests of hotels and resorts at the top end of the hospitality range of properties are being under-serviced. The impact is felt directly on the top line of sales and potentially indirectly through return visits. The under-servicing is manifested at the organization level through low levels of up-selling and cross-selling. Most hospitality staff do not see the value in cross-selling and ...
    Rated: +6
  • +3

    The 5 Best Openings

    The 5 Best Openings
    “How are you today?" Nothing defines you as a telemarketer or salesperson more than that opening delivered in an obligatory, insincere way (the way 80% of your competition delivers it). If you want to separate yourself from your competition and actually connect to your prospect, then please use any of the following after you give your name and company name: *1. ...
    Rated: +3
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    8 Killer Steps to Propel Your Sales

    8 Killer Steps to Propel Your Sales
    No more recession talk. Economies go up. Economies go down. That’s how things work. So pull up our bootstraps and commit to thriving in any economic climate. Accelerate your sales, retain your loyal customers, and attract new business without increasing your cost of sales. Successful sales pros, business owners, and companies that take charge and compete will win. Traditional indicators have ...
  • +2

    Thrive in a Difficult Work Environment

    Thrive in a Difficult Work Environment
    Julie Jaqua has found herself in a rare situation: She and her coworkers love going to work each day at GCI Group, a public relations agency in Los Angeles. "The environment is warm and friendly, yet professional," she says. "Even as an intern, everyone treated me with tremendous respect. This creates such a wonderful environment that even with the stress and ...
    Rated: +2
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    The Best Steakhouses in the South

    The Best Steakhouses in the South
    h2. Texas Houston Pappas Bros. Steakhouse; 5839 Westheimer Rd. Houston, TX 77057 713-780-7352 h2. Louisiana New Orleans 716 Iberville St; New Orleans, LA 70130 (504) 522-2467 h2. Mississippi Jackson Penn's Santa Fe Steakhouse; 1550 Highway 35 S Forest, MS 39074 (601) 469-2536 h2. Alabama Birmingham Fleming's Prime Steakhouse; 103 Summit Boulevard, Birmingham, AL 35243 (205) 262-9463 h2. Tennessee Nashville Fleming's ...
  • +11

    Don’t Allow ‘Busy Work’ to Interfere with Selling

    Don’t Allow ‘Busy Work’ to Interfere with Selling
    Like many salespeople and small business owners, I find staying focused during prime selling hours to be difficult. As a sales trainer, coach, and consultant, my days are filled with activities that try to pull me away from selling. Yet, like every other company, selling is the life blood of my business—its what keeps the doors open and the company healthy ...
    Rated: +11
  • +14

    Seven Steps to Motivating People at Work

    Seven Steps to Motivating People at Work
    1. Ask Ask people questions. There are two goals of asking questions. To find out what people are passionate about and to make sure that they know you care about what they think. [widget:460] If you are at a loss as to what motivates people, their passions are a great start. Do not fall into the error of asking, "What are ...
    Rated: +14
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    Interesting Facts About Referral Selling

    Interesting Facts About Referral Selling
    You probably know that I am a vociferous evangelist for referral selling: I have written extensively about it; co-presented with two of the world’s leading authorities on the subject, Joanne Black and Paul McCord, and regularly lecture on it. Here are some interesting facts that may surprise you: 85% of all sales people do not generate enough quality referrals? Sales people ...
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    The Power of Attitude

    The Power of Attitude
    There is a scene in Ron Howard's film Backdraft that still inspires me. Kurt Russell (Bull) and William Baldwin (Brian) are talking. Bull lays out the facts about fire fighting with these words: "This isn't like selling log cabins in Aspen, Brian. If you have a bad day on this job, somebody dies." Firefighting was a profession to Bull. Selling isn't. ...
  • +7

    The Medium, the Message and the Financial Adviser

    The Medium, the Message and the Financial Adviser
    The typical financial adviser will spend over 650 hours a year studying their profession through reading professional books and publications, on-line classes, seminars, listening to CD’s, and other study methods. That’s almost 17, 40-hour weeks of study a year to become good at what they do. Broken into the equivalent of college courses, it equates to about three full semesters of ...
    Rated: +7
  • +5

    Seven Deadly Sins of Leadership

    Seven Deadly Sins of Leadership
    h4. 1. Passiveness Leaders cannot be passive. Direction must be given. The needs, wants, thoughts of the leader must be known and asserted. Leaders need not be aggressive. They must, however, have the full range of assertive skills, ranging from basic assertion of their needs through to consequence assertion when their needs are not being met. h4. 2. Unaccountability Leaders take ...
    Rated: +5
  • +4

    Negotiation Tips from a Professional Mediator

    Negotiation Tips from a Professional Mediator
    Good negotiation skills have a huge impact on your career -- whether you're a salesperson making deals or an entry-level employee trying to get good assignments or cube neighbors to quiet down. "Most people think of negotiation only when they need to get something more," says Tammy Lenski, a professional mediator who helps universities and businesses nationwide with conflict management. "The ...
    Rated: +4
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    Sociable! Integrating Social Media Into Your Sales Process

    Sociable! Integrating Social  Media Into Your Sales Process
    Today your front desk secretary who operates your customer service account on Twitter can have a larger positive impact on your brand than the transit ads you run, or the direct mail campaigns you execute. A junior executive who lands on a competitor’s blog and posts the wrong comments can undo your positive branding and marketing efforts in one click as ...