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Sandy Schussel Articles

Written by: Sandy Schussel

Too Persistent? - Click To Read Article
Persistence is a good thing...until it becomes annoying.

Be Impressed, Grasshopper, Not Impressive - Click To Read Article
To have clients like you, you must be impressed, rather than impressive. But it's also more than being impressed. You must listen deeply and ask questions with Childlike Curiosity-not just about the problem you were trained to solve, but about his family, his hopes and his dreams.

Exercise Your Charisma Muscle - Click To Read Article
Charisma comes more easily to some than to others, but anyone who develops these skills can become more charismatic.

Don't Try to be Everything to Everyone . . . - Click To Read Article
Being a specialist not only attracts your ideal client, it actually attracts people from other walks of life, as well.

Yes, It Does Involve a "Secret" Victoria… - Click To Read Article
People don't know what you want until you tell them--and asking for what you want results in landing exactly the kind of client you are hoping to reach.

Why Should I Buy it From YOU - Click To Read Article
When you can tell people why they should hire you or use your services in a way that distinguishes you from the other sweet, juicy red apples, you'll get more business.

When is it okay to lie? - Click To Read Article
Tell your clients the truth so that they'll have a reason to trust you.

They’re All Tuned to WIIFM - Click To Read Article
Be Impressed, Not Impressive. Spend most of your time with someone making him or her feel that you're tuned into his or her station and you're bound to have better results.

Start "Branding" You - Click To Read Article
It's not simply about showing how you're different from your competitors. It's about having your prospects conclude that you’re the only solution for their problem.

Stop Selling Your Services - Click To Read Article
Stop selling---Start attracting business instead. It’s a different mindset—without the pressure on either party.

Stop “Handling” Objections - Click To Read Article
The key to getting more clients to say “yes” is to remove resistance or stress whenever you sense it’s there, and bending with objections works better than “handling” them.

Simple Pictures Are Best - Click To Read Article
The "simple pictures" rule tells us that if you have a business or practice and are looking to market it, the simplest marketing picture is probably the best.

Sales Skills For Service Professionals Part 1 - Click To Read Article
The first of three skills every professional or sales professional needs to hone is the ability to ask provocative questions.

Sales Skills For Service Professionals Part 2 - Click To Read Article
The second of three skills to successful sales is the ability to listen with total focus on the client.

Sales Skills For Service Professionals Part 3 - Click To Read Article
The third of three skills everyone who sells a service needs to develop is the ability to relate moving stories and metaphors.

More Questions, Better Questions - Click To Read Article
If you want more clients to say "yes," try asking more questions. Clients love to buy, they just hate to be sold.

It's Not a Secret - Click To Read Article
The secret of The Secret is that there is a natural “law” as fundamental as the law of gravity--the Law of Attraction.

It’s All In The Follow-up… - Click To Read Article
Create a mindset that follow-up contact is one of your most important jobs and you’ll grow your business faster.

If You Want More Clients...Do it on Purpose - Click To Read Article
Selling is not trying to persuade someone to change his mind, it’s asking appropriate questions so that the prospect sees for himself that he needs what you offer.

Help Your Clients Be Heroes - Click To Read Article
Don’t deprive your clients of the opportunity to be heroes. Ask them to introduce you to people you can help in the same way you’re helping them.

Here's What I Got... - Click To Read Article
The best professional sales are made not from talking about Advantages, but from talking about Benefits.

Gold Medals? Or Alligators? - Click To Read Article
Some clients want to buy what you offer to chase after gold medals. Others are running from alligators. Make sure you’re selling to both.

Focus On Where You Want To Go, Not The Wall! - Click To Read Article
While events beyond our control do throw roadblocks in our way, the people who continue to have success are the ones who focus on where they want to go, not on the mess they're hoping to avoid.

Even Engineers Sell - Click To Read Article
If you offer a professional service, you need to sell that service in order to grow. Change how you view selling and you’ll see immediate growth.

Don't Pursue Clients, ATTRACT Them - Click To Read Article
Attracting Clients is natural and comfortable. Pursuing them works, but it’s harder and less effective.

Dealing With the “S” Word - Click To Read Article
Selling is not trying to convince someone to buy. It’s asking appropriate questions so the buyer concludes for himself that he needs what you are offering.

Bring the Four Swordsmen of Client Service With You - Click To Read Article
Trust comes with the Four Swordsmen of Client Service: Respect, Empathy, Action and Communication.

Be the Red Crayon - Click To Read Article
If you’re just another white crayon in a box of white crayons, why will they buy from you? Eliminate the competition by simply having no competition.

And How Are You Today? - Yuck! - Click To Read Article
Make cold calling more fun for you and less painful for your prospective clients by aiming not for the appointment or sale, but to engage them in conversation.





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