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    Getting Inside Buyer Motivation

    All meaningful actions are performed for some reason or purpose. This is commonly called “motivation”. Success in selling requires understanding these basics of motivation: • Your motivation both as a person and as a salesperson • The other person’s motivation both as a person and as a buyer The most important fact to remember in influencing the behaviour and decisions of ...
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    The Essence of Motivation

    The Essence of Motivation
    When Michael Jordan came out of retirement for the second time, he said he needed the competition - the chance to prove himself against younger players - more than the money. Many successful businesspeople who could afford to retire keep on working. Warren Buffett still picks stocks. Bill Gates's concession to success is to no longer work on Sundays. Successful people ...
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    A Little Passion Can Go a Long Way

    A Little Passion Can Go a Long Way
    Successful salespeople are involved with their products - and they show it. When I was in the radio business, my wife and I had an ongoing argument about commercials. We would be driving along in the car, listening to the radio like a normal couple. When the song ended and the commercial came on, I'd turn up the radio. "I was ...
    Rated: +4
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    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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    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. ...
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    Sell in the Zone

    Sell in the Zone
    What is selling like when you are at your very best? How do you feel? How do you behave? How do your customers react? I asked a group of high tech salespeople and field service engineers those questions at an Orlando seminar. Here are some of their replies: h4. When I'm at my best, I: • Feel connected with the ...
    Rated: +1
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    The Key to Staying Motivated

    The Key to Staying Motivated
    I get asked all the time what the key to getting or staying motivated is. We all know that getting a lot of no’s can be discouraging, and we also know how successful we are when we’re highly motivated – nothing can stop us! So what is the key to staying motivated? It all starts with asking yourself one question: “Are ...
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    TIPs for Conquering Your Failures

    TIPs for Conquering Your Failures
    How many times have you had a day that seems to go from bad to worse? First, you sit through a difficult sales meeting. Then you're on a sales call but can't get to the decision maker. Finally, you get an appointment but fail to make a positive impression. The unfortunate part is it's only 10 a.m. You cannot seem to ...
    Rated: +1
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    Is Positive Thinking Destroying America?

    Is Positive Thinking Destroying America?
    Over the past decade, we've seen positive thinking employed in various ways: to stir American nationalism during wartime, to perpetuate free market economies despite signs of an imminent market crash, to encourage people to reject victimhood in the face of staggering financial setbacks. In her latest book, "Bright-Sided: How the Relentless Promotion of Positive Thinking Has Undermined America" (Metropolitan Books, $23), ...
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    Do You Create or Control the Sale?

    Do You Create or Control the Sale?
    “It’s ironic,” I began. Denise and I were halfway through our weekly coaching call when the topic of controlling the sales process came up. “Salespeople echo all the time how they create solutions for their clients. Yet what they’re really attempting to do is control the sales process through the end, thinking this would move the sale forward. “Said another way, ...
    Rated: +5
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    Strategize and Win

    Strategize and Win
    Sometimes it's just plain tough to get sales. There could be a hundred valid reasons why it's happening - aggressive competitors, the economy, ornery customers. Or, the problem could be of your own making. It doesn't much matter though when your goals seem unreachable and you don't have a clue how to achieve them. Stuck is stuck. If you knew what ...
    Rated: +5
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    You Are Always Training

    You Are Always Training
    Musashi was said to be the greatest Samurai General in history. Musashi once said that in times of crisis, stress and turmoil that you never raise to your positive expectations, you raise or fall to your level of training. The same thing holds true in business. Our ability to perform successfully and consistently has a lot to do with our training, ...
    Rated: +16
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    Passion is No Ordinary Word

    Passion is No Ordinary Word
    As a sales trainer, I work with people from all walks of life who share a common goal—they want to learn how to emulate the success enjoyed by the top-ten percent of sales professionals in organizations both large and small. People have many reasons to be motivated to attain that kind of success and in my experience entrepreneurs are especially driven. ...
    Rated: +6
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    Science, Your Brain, Imagination, and Success and Failure

    Science, Your Brain, Imagination, and Success and Failure
    How often have you heard that what you think and what you believe is one of the most important factors in sales success? I imagine you’ve heard that preached so often you’ve almost become numb to it. It’s a theme preached by most sales trainers and managers. You find it in sales books, on training CD’s and DVD’s, you hear it ...
    Rated: +5
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    Work Less (It's Good for Business)

    Work Less (It's Good for Business)
    Brett Schklar was a fast-rising, burn-the-candle-at-both-ends kind of executive. So naturally, he was on a business trip the day of his 31st birthday. His career as a vice president at a promising tech company was flourishing, and if that came at the expense of time with his family, time spent taking care of himself, time to even pause to celebrate his ...
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    What Sales People Need in a Down Economy

    What Sales People Need in a Down Economy
    It takes something special to sell in a down economy. Unless sales people are properly equipped, it's easy for them to get discouraged and give up, perhaps before they even get started. When salespeople stop selling, falling revenues eventually cause pain for all employees and can threaten the very existence of the business. That's why it's in everybody's best interest to ...
    Rated: +1
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    Don’t Take it Personally!: How to Accept and Benefit From Criticism

    Don’t Take it Personally!:  How to Accept and Benefit From Criticism
    Nobody likes to be criticized. When the complaint is coming from a client or customer, however, criticisms can actually be your best friend. Whether they’re about you, your company or your product, constructive criticism can be a powerful opportunity for you to improve your sales technique, close more deals – and increase your revenues. The key is to not respond defensively ...
    Rated: +13
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    10 Ways to Stay Motivated

    Tip #1: Remember that motivation is internal. Many salespeople treat motivation as if it is something that happens to them. They allow themselves to be buffeted by difficult prospects, client challenges, lost sales and poor market conditions. This leaves them out of control of their personal motivation and out of control of their sales destiny. Motivation is something that you do ...
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    10 Ways to Stay Motivated

    10 Ways to Stay Motivated
    When I’m at parties and people find out that I am a motivational speaker and sales training expert they often say something like, “That’s fab, can you motivate me?” Flippant questions aside, motivation is a huge part of what I do when I am consulting with companies to increase sales results and is essential if you want to build a high ...
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    The Top 5% Players

    The Top 5% Players
    Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential achievement. Level One salespeople sell products and depend on having the right technical solution for the ...
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