Ian Keightley Sales Articles Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3199/Motivation-determines-the-Price.html http://www.evancarmichael.com/Sales/3199/Motivation-determines-the-Price.html Motivation determines the Price A quick overview on how values of the past no longer determine the price paid today. The Motivation of the seller and the buyer is the key to the price paid. http://www.evancarmichael.com/Sales/3199/Value-need-not-be-the-Transaction-point.html http://www.evancarmichael.com/Sales/3199/Value-need-not-be-the-Transaction-point.html Value need not be the Transaction point Everything has a value but the motivations of the Seller and the Buyer will decide the transaction point - the PRICE http://www.evancarmichael.com/Sales/3199/PASSION-to-do-it-will-show-through.html http://www.evancarmichael.com/Sales/3199/PASSION-to-do-it-will-show-through.html PASSION to do it will show through The passion to do anything will make you stand out from the crowd. http://www.evancarmichael.com/Sales/3199/Manage-Fear-of-Failure.html http://www.evancarmichael.com/Sales/3199/Manage-Fear-of-Failure.html Manage Fear of Failure Clues from past sucesses can help up beat fear of failure. http://www.evancarmichael.com/Sales/3199/Make-the-TIME.html http://www.evancarmichael.com/Sales/3199/Make-the-TIME.html Make the TIME It is not all WORK. Networks and relationships contribute to but they need TIME as well. http://www.evancarmichael.com/Sales/3199/Your-Initial-reaction--is-it-valid-or-fair.html http://www.evancarmichael.com/Sales/3199/Your-Initial-reaction--is-it-valid-or-fair.html Your Initial reaction - is it valid or fair Sometimes we react with a habitual response. In testing times this can be both unfair and/or invalid. Learn to test you reactions before you pass the messag on. http://www.evancarmichael.com/Sales/3199/It-just-didnt-matter.html http://www.evancarmichael.com/Sales/3199/It-just-didnt-matter.html It just didn't matter In negative times, not all you hear need matter but if you aren't careful you can let it matter when it needn't. http://www.evancarmichael.com/Sales/3199/Make-down-times-up-TIMES-by-investing-in-YOU.html http://www.evancarmichael.com/Sales/3199/Make-down-times-up-TIMES-by-investing-in-YOU.html Make down times up TIMES by investing in YOU Cutting costs is NOT always the solution. Sometimes we need more skiils, more training, a better environment or inspired leadership http://www.evancarmichael.com/Sales/3199/Tough-times-require-CORE-Tasks.html http://www.evancarmichael.com/Sales/3199/Tough-times-require-CORE-Tasks.html Tough times require CORE Tasks In tough times we need to be superb at the basics, engage in core tasks. http://www.evancarmichael.com/Sales/3199/You-always-need-to-ask-the-Question.html http://www.evancarmichael.com/Sales/3199/You-always-need-to-ask-the-Question.html You always need to ask the Question You can have all the tools, skills and marketing but you stil need to ask the question.