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Laura Posey Articles

Written by: Laura Posey

Watching Valentina - Click To Read Article
It has been a fun few weeks around my house. I’ve had two lovely visitors from Germany, my girlfriend Valentina and her mom, Barbara. Of course, we’ve had a blast traveling around and seeing the sights of Virginia and DC and blathering away in our own bizarre mix of English and German. What struck me, though, was how much I learned from watching Valentina.

The Orange Index Card Trick - Click To Read Article
I recently finished reading David Allen’s “Getting Things Done” and I have to say I found it very interesting. While I consider myself a very organized and productive person, I learned quite a few things from the book. The most powerful thing I learned was to put all of my thoughts of things to do in one single place. I’ve always been a list maker and have most of the items in my head on the list but I didn’t have them all until I read David’s book.

Three Phrases That Make or Break Your Sales (And Your Success) - Click To Read Article
One of the things I’ve noticed about salespeople is that they are sometimes surprised by the actions of their clients and prospects. They quite often feel fooled or misled and become disillusioned and disappointed when prospects don’t behave the way they expect them to. Not only are they surprised by the actions of others, they often are surprised or confused by their own behaviors as well. They set goals and become determined to achieve them, yet time and again fail to hit the targets they’ve set. How many of us have looked back on a month, a quarter or a year and wondered why we didn’t accomplish everything we wanted? The answer lies in our language.

You Don’t Always Have To Jump - Click To Read Article
As I climbed down the rickety metal ladder from the top of the Oribi gorge to the small ledge below, my heart was racing. Sure, I was secured in a study nylon harness, but my knees were shaking so hard I could barely walk. Adrenaline was coursing through my veins at breakneck speed. From the bottom of the ladder, I walked out to the edge of the cliff and looked over the edge down at the river and rocks 33-stories below.

Why Johnny Can’t Focus - Click To Read Article
In my roles as adviser, trainer and consultant I get to talk to a lot of people. Business owners, salespeople, other trainers, managers – you name it, I end up chatting with them. One of the questions I typically ask is “What is keeping you from living exactly the way you want?” and more often than not one of the answers is “I just can’t seem to stay focused on my goals.” Lack of focus seems like an American epidemic and I think I have the answer to the problem.

Why I Hate Asking For Referrals - Click To Read Article
I just read an article in Entrepreneur Magazine by one of the most respected marketing folks in the industry. Normally, I really like John Jantsch’s work but I have to disagree with him this time. John suggests that you should ask every customer for referrals to their friends. I think that is one of the worst mistakes a salesperson can make.

Why Tom Is Going Out Of Business - Click To Read Article
It happens the same way every time we talk. My friend, Tom, calls me up every so often to ask my advice about his business. Tom has been doing consulting for a little over two years now and his sales just aren’t where he wants them to be. He is barely making enough to take care of his family. Tom lives in constant fear that he won’t earn enough next month to make ends meet. Each time we talk, I ask him the same question…

What Can I Do? - Click To Read Article
I’m sitting in Barnes and Noble eavesdropping on the people around me. Yes, I do things like that because I learn a lot. Here is the conversation at the next table, Woman in green, in response to a comment about a boss: “So, what are you going to do?” Woman in red, sighing heavily: “I don’t know. What can I do? I’m stuck waiting for him to make a decision. I hope he does it soon. I wish there was something I could do.”

What I Bought WIth $81,000,000 - Click To Read Article
The other day I was driving 30 minutes to go to a client’s networking event and I saw a sign that pumped me up for the entire day. It was the lottery sign showing the jackpot at $81million. I started thinking about what I’d do with that much money

Why Bad News Sells - Click To Read Article
I was having a meeting with the director of a division of child services for Virginia the other day and we got on the subject of reports about foster parents. She told me how disheartened she was that stories of poor care make the front page but stories like the one about a man in the Northern Neck who fostered a teen with AIDS through his last year of life go unnoticed. A quick check of the headlines on any major news website confirmed her viewpoint. That got me thinking about why bad news sells.

What Is Under Your Covers? - Click To Read Article
My new client, Mark, just bought a new business. He was a homebuilder and since that industry wasn’t going too well lately, he decided to branch out into a line of kitchen renovation products. His reasoning was that since he was used to talking with people about building $300,000 homes that it should be easy to sell $2500 kitchen accessories.

What If You Could? - Click To Read Article
As a student of psychology, I’m often fascinated by what makes the most successful people in America different than the rest. It is interesting to note that the top 20% of our citizens control fully 94% of the country’s wealth. So what is it that makes them soar while the rest flounder near the ground? I think I might have an answer. I don’t think that millionaires are necessarily smarter or even more risk-tolerant than other people. I think they simply see more opportunities for wealth creation than the rest of us. They find more ways to win because they don’t worry about losing.

What Do You Do At 3:15am? - Click To Read Article
It is dark and rainy outside. I can hear the storm pounding the windows as I lie in bed unable to sleep. My dog is happily curled up next me and dreaming her doggie dreams of chasing (and catching) squirrels. But I’m wide awake.

Where Is Your Attention? - Click To Read Article
I’ve been doing a lot of studying lately. For me that means reading lots of books, listening to audios and watching webinars and movies. It also includes studying people to see if the things I read about hold true in reality. Here is one of the most important things I’ve learned in the past few months of study.

Who Is Your Proud Family? - Click To Read Article
Once again I was on the couch at 5am watching Disney cartoons. I like to get up early and get a bit of work done before I go for a run. While I’m cleaning out the last evening’s email, I watch a bit of children’s television to pick up a life lesson or two. This morning, I got a great business lesson from Lilo and Stich.

What Are You Asking For? - Click To Read Article
A friend stopped into my office today and suggested I read the book “Women Don’t Ask” by Linda Babcock. While I haven’t read the book yet, the conversation got me thinking about success (of course!).

Who Are You Talking To? - Click To Read Article
Twenty minutes after we boarded the plane, the pilot came on to tell us that there was a maintenance issue with the aircraft and we would be slightly delayed taking off. The red-eye from San Francisco to Charlotte ended up being over an hour late leaving the airport, meaning many passengers, including me, were going to miss their connection flights. As I had no particular place to be the next day, I settled in to for a nap.

What Is Your Word? - Click To Read Article
Every now and then I do something rare in my life. I step outside my tried and true shopping routines and I go someplace different for my supplies. This week it was time to venture beyond my trusted Ukrops and go to Walmart for groceries. Now, you have to understand, I have a philosophical dislike of Walmart and all it does to local communities and suppliers. I believe in capitalism and Walmart’s right to do business as they see fit but I also believe in my right to object to their business practices by spending dollars elsewhere.

The Three Second Miracle - Click To Read Article
Ever have those days when you are faced with a constant string of challenges, obstacles and set back on the path to your goals? Here’s a quick way to overcome every one of them in just three seconds (or less). When you’re faced with a roadblock you mind automatically goes into assessment mode. That is, it looks at the situation and says “I can’t get past this.”

Two More Hours In The Day - Click To Read Article
How many times have you heard someone (maybe yourself) say, “I wish I had more time to do all the things on my list - there just aren’t enough hours in the day!” While it is true that we all get the same 24 hours to spend each day, there are great differences in the way we spend those hours and how much we accomplish. Last week I talked about using Power Blocks to focus your energy into productive chunks of time. This week I want you to think about the hundreds of time wasters in your business that are keeping you from getting more done. Here are a few that might be killing your productivity.

Three Lessons - Click To Read Article
Do you ever have one of those days when you just hit a rut? It’s like you can’t seem to make progress on your goals. No matter what you do, it seems like you’re either standing still or moving backwards. I’ve had one of those weeks recently. All my goals seemed so far away and all I could see what how far short I’d fallen on some of them. Then three things happened which reminded me of just how far I’ve come.

The Three Second Miracle 2 - Click To Read Article
Ever have those days when you are faced with a constant string of challenges, obstacles and set back on the path to your goals? Here’s a quick way to overcome every one of them in just three seconds (or less). When you’re faced with a roadblock you mind automatically goes into assessment mode. That is, it looks at the situation and says “I can’t get past this.”

The Spirit Of Giving - Click To Read Article
The holiday season changes people. Normally easy-going folks turn into store-storming gift scavengers and tight-fisted Scrooges find their hearts melted by the spirit of the season. Even salespeople and business owners change their tune during the holidays. Rather than worrying about how much each piece of marketing will cost, they often dip generously into the company coffers and spend freely on fruit baskets and foil-laden cards.

The Zulu Salesman - Click To Read Article
In South Africa, we stayed at a wonderful game reserve called Zulu Nyala. Most of the workers there come from a local Zulu village and take incredibly good care of the guests at the lodge. One man, in particular, stands out because he was such a great salesman. “Mike” works in the gift shop and is single-handedly responsible for making sure guest go home with plenty of reminders of their stay in South Africa. Here is how Mike worked…

The Genius At Work - Click To Read Article
Ever wonder why 80% of businesses fail in the first five years? Many people would say it is because they are undercapitalized. Michael Gerber, the genius behind the best-selling “E-Myth” would argue otherwise. According to Michael all small businesses are failures and it is due to one, and only one thing.

The Five Why’s - Click To Read Article
So, did you hit all of your goals in 2008? If not you likely encountered some obstacles, either mental or environmental that stopped you. In order to overcome those obstacles it helps to understand where they come from. Asking yourself the question, “Why is that so?” can be really helpful in getting to the root cause of your challenges and help you find solutions to them.

The End of Buyer’s Remorse - Click To Read Article
I’ve been doing a lot of research lately in preparation for a new online training course I’m developing and I’ve come across some very interesting ideas that you might be able to use in your sales process. One of the most powerful is how buyer behavior has evolved over the past ten years and how you can adapt to and take advantage of those changes.

The Gift Of Receiving - Click To Read Article
Every family has one. That one person who shoulders all the family burdens, keeps the family secrets and cleans up the family messes. The one who is everyone’s sounding board and shoulder to cry on. The one who remembers all the holidays, birthdays and anniversaries. The one around whom the family always gathers. In my family, it’s my grandma. She has been the rock in my family for as long as anyone can remember.

Summer Is For...Prospecting? - Click To Read Article
Here we are at the beginning of summer, that traditional time when Americans leave their offices behind and head out to the beaches, mountains, amusement parks and other vacation hotspots, in search of a break from the 9-5 routine. As a salesperson, you might be tempted to slow down your prospecting activity because everyone seems to be on holiday. Instead, why not try these tried-and-true summer business builders.

Starting At Step 4 - Click To Read Article
It happened to me again. I was meeting with another small business owner with exactly the same problem as at least 1000 others I’d met with. In the course of our conversation, it became clear to me that she wanted to start at step 4.

Stop Networking! - Click To Read Article
Okay, I’ll admit, the headline is a little misleading, but I wanted to get your attention. What I meant to say was stop networking the wrong way and wasting time and money. If you’re like many salespeople you’ve been to networking events and had some success. But are you having as much success as you can? Let’s take a look these six quick and easy things you can do to make networking a sure-fire way to fill your pipeline.

Should You Spend Time Planning This Year? - Click To Read Article
That seems like a silly question perhaps, but so many business people don’t bother really planning their year (much less their entire business) that I have to ask. If you don’t have a plan yet, here a few of the best reasons to make time in the next two weeks to get one done.

Power Block Your Way To Focus - Click To Read Article
I recently sent out a survey to my clients asking them about their top issues in 2010 and an amazing 73% said that “lack of focus” was a major hurdle facing them. As an entrepreneur and self-diagnosed sufferer of “bright shiny object syndrome,” I completely understand. The inability to stay focused on my goals over the course of year has derailed my plans many a time.

Let The Trapeze Go - Click To Read Article
Well here we are; it’s June already. So what have you done with your first six months? Given vacations, holidays, heat waves and other days off, most people only actually work about 10 out of the 12 months of the year. That means you should be at 60% of your total sales goal by now. Are you at 60% and moving forward daily? Most salespeople I meet are already off target at this time of year. In fact, many of them have even started adjusting those lofty goals they set in January (remember those?) down a bit. Why does that happen to so many of us? And how do we change it? Let’s use a little analogy to clear things up.

Keeping Your New Year’s Resolutions - Click To Read Article
Oooh, I’m so excited! I love this time of year. The New Year brings with it the promise of new beginnings, new adventures and new opportunities. Are you pumped about your resolutions for this year? As you know, many folks struggle with keeping their New Year’s resolutions. It’s not that they are hard to set, but somehow hard to keep up with. One trip to the gym in January will tell you how many people have resolved to lose weight, yet another trip in March will show you how many have fallen off the wagon in just two months.

Is The Economy Good Or Bad? - Click To Read Article
There is a plethora of economic data pouring in from around the world. Oil is at an all time high, the mortgage crisis seems to be larger than initially expected and the government doesn’t seem quite sure how to handle it. So what is a business owner (or salesperson) supposed to do? In researching the Great Depression recently, I came across a statistic that said that more millionaires were made during that time than at any other time in history. Not flash-in-the-pan millionaires, but long-term successes. So what did they do that enabled them to flourish while others suffered greatly

Is Your Mouth Costing You Money? - Click To Read Article
I share an office with 7 other people, so you can imagine how much chatter, interaction and “sharing” goes on, whether I want to listen or not. Each day I hear what is happening in the other businesses through the walls and in the hallways. As I was listening to one co-worker share her most recent interaction with a client, it dawned on my how powerful the story you tell impacts your listeners (even those who just passively overhear you) and your income.

Is Your Job Title Holding You Back? - Click To Read Article
Take out your business card and look at your job title. If you are a typical salesperson, your title is likely something like “Account Manager” or “Sales Representative”. If you are a business owner, you’ll read “Owner” or “President” on your card.

Is It Okay To Aim Low? - Click To Read Article
This is a question I’ve been asking myself for a long time. Self-help gurus the world over preach the virtues of thinking big, reaching for the stars, aiming high and stretching your limits. But is that always the right thing to do?

If My Dog Could Talk - Click To Read Article
As I’m writing this article, my dog, Gracie, is curled up next to me on the couch, sleeping happily. So far, today, she has been on a long walk in the rain, chased squirrels in the alley, had a big breakfast, snoozed on the bed and had a few dog treats. Not a bad morning. Over the last 10 years that Gracie and I have been together I’ve learned a lot about sales and life from her. Here are a few of the things she has taught me.

I’d Like To But… - Click To Read Article
There is a little phrase that I hear everyday and I’ll bet you do too. Maybe you hear if from coworkers, clients or even your kids. Maybe you even hear it from yourself. Does it drive you as nuts as it drives me?

How Travel Helps Your Sales - Click To Read Article
It’s no secret that I’ve been traveling a lot lately. In the past 4 weeks I’ve been in 3 countries and countless cities. In addition to having a great time, I’ve discovered that being away from the office has actually increased my sales. Here’s why. Getting out of the office and recharging my batteries is, of course, a wonderful part of travel. A chance to get away and stop thinking about work is a terrific break for the brain.

I Can See Inside Your Head - Click To Read Article
There are tons of reasons why but one of them is my friend, Holly. She is an expert in marketing to women and one of the most well read people I know. When she and I get together, I learn so much, it boggles my mind. A few nights ago we were having dinner, and sharing stories. In the middle of one, she popped out with the most amazingly insightful, simple phrases I’ve heard in a long time.

How To Make Networking Pay Off - Click To Read Article
We’ve all heard that networking is a great way to generate business yet many salespeople don’t find it profitable. Why do some people make a great living through networking while others struggle to get even one sale from it? The answer is to understand the purpose of networking and use it to your advantage.

How To Go From Down To Up, Fast - Click To Read Article
Yesterday was not one of my better days. Despite starting off the year full of excitement and hope, yesterday I was really down in the dumps. For starters, I caught a cold and didn’t have much energy. Everything on my to do list looked like moving a mountain and I just wasn’t up to doing a thing. That useless feeling somehow went from being a momentary feeling to escalating into the entire year being a mess.

How To Make A Fortune With A Love Story - Click To Read Article
I’d like you to think about a company that you do business with that you absolutely love. Not one you just like, but one that you love to buy from. It could be a product supplier such as a clothing store or car dealer or a service provider like an insurance company or restaurant. Think of an interaction you’ve had with that company that stands out in your mind as a great customer experience. What did they do and say that made it so wonderful?

How Much Is Your Career Worth? - Click To Read Article
I’ve been doing a lot of research lately into between people who make success look easy and those who work like dogs just to keep up. Here are two of the things I’ve uncovered.

How Openness Yields Results - Click To Read Article
As you know, I had the incredible honor of speaking at the National Speakers Association Convention this past week. My topic was creating a one-page strategic plan in just 20 minutes and on one sheet of paper. I speak on planning from a different perspective, that is, I talk about it from a right-brain or intuitive perspective, not the traditional “what I did last year plus 10%” route that many planning gurus take.

How Much Is Your Sanity Worth? - Click To Read Article
I’m a pretty good handywoman and I know my way around my power tools. I’ve got all the tools needed to complete some projects around my house but I’m not going to use them. Instead, I’m going to hire my friend, Pete, the handyman to tackle these little jobs for me. Here’s why…

How To Eliminate The Price Objection Forever - Click To Read Article
There are two ways to make money in sales. The first way is to be a low-cost provider and sell a high volume of your product or service. The second way is to be a high-cost provider with large margins and sell few items, but make more on each one.

How Much Does The Customer Experience Matter? - Click To Read Article
After watching Jeffrey Pine’s video on authenticity and the power of the experience, I decided to conduct my own personal experiment. My lab was the realm of beauty salons. For the last five years, I’ve gotten my hair cut at a local salon known for its fantastic client experience. Total cost of a haircut there is typically $60. Yesterday, I took my appearance in my hands and headed to the local discount haircut chain where I paid $5.99 (with a coupon) for a trim.

How Buyers Make Decisions (Part 1) - Click To Read Article
Have you ever sat across the table from a prospect and wondered what was going through his head? Or perhaps you were creating an ad or marketing campaign and you thought, “Will this really appeal to my buyers?” If so, you’re not alone.

How Buyers Make Decisions (Part 2) - Click To Read Article
In last week’s article, we discussed the importance of emotions in the buying decision. Remember, in order to make a sale you have to satisfy the buyer’s emotions. So, what kind of emotions do buyers have? That is, what are the ways in which you can emotionally satisfy them? In order to answer that question, you must understand human motivation.

How Buyers Make Decisions (Part 3) - Click To Read Article
In last week’s article we discussed the five basic human motivations and how to sell to an achievement-motivated buyer. This week we’ll take a look at recognition-motivated buyers and how they like to buy.

How Buyers Make Decisions (Part 4) - Click To Read Article
Over the last few weeks we’ve been talking about what motivates buyers and how you can help them make the best decision for themselves. Doing this allows you to make the sales you want in a honest, ethical manner and ensures that your clients are so happy they come back for more and refer you.

How Buyers Make Decisions (Part 5) - Click To Read Article
For the last few weeks, we’ve talked about how achievement, recognition, and affiliation-motivated buyers make decisions. That was the easy part. This week we’ll explore how control-motivated people decide what to buy. Read carefully - these are the tough ones.

Grandma’s Lesson - Click To Read Article
Thanksgiving this year was a fabulous family affair. We had the entire crew of aunts, uncles, cousins, grandparents, etc. including dogs and cats romping around my aunt Cherie’s house. My grandmother was there cooking up a storm despite having had brain surgery to remove a tumor just nice months before. What a woman.

Get The Best Out Of Your Business - Click To Read Article
Have you ever wondered why some weeks are just better than others? Did you ever think that maybe each one could be better than the last one, on and on, forever? Here’s a tool for making that happen. Get out a piece of paper and do the following:

Four Words Can Make You a Millionaire - Click To Read Article
When you walk into my office, you’ll notice a few things right away. I’ve got huge floor-to-ceiling bookcases filled with business books of all types. There is a beautiful painting done by one of my dear friends. Of course, there is an enormous collection of elephants in all shapes, sizes and colors. But there is one thing in my office that will make you more money than anything else. It’s just four simple words on my white board.

Elephant Sized Changes at Dancing Elephants! - Click To Read Article
2007 is here and with it has come a number of exciting changes at Dancing Elephants! We’ve changed physically and psychologically and we want you to be able to learn from our experience. It’s been an interesting few weeks around our office and we’re excited to share the changes with you.

Driving lessons - Click To Read Article
Thursday morning I hopped into a friend’s car at 5:30am Central European Time for the one-hour drive from Bocholt to Düsseldorf in order to attend a BNI meeting. Since I haven’t driven alone in a car in Germany for over 20 years, I was a bit apprehensive. The night before I carefully mapped out the directions on Google, but lacking a printer I had only a list of directions and no overview map.

Does Passion Have A Price? - Click To Read Article
If you’re like me, you’ve got a lot on your plate these days. We’ve recently added some new revenue streams to our business, I’m starting a non-profit organization to save homeless animals and I’ve begun dating someone who lives 4000 miles away. I’m also working on my golf game, walking my beloved dog and catching up with some very interesting brain research I’ve been studying. Oh yeah, and I’m learning Italian and German.

Competence Is In The Eye Of The Beholder - Click To Read Article
You’ve heard the old phrase, beauty is the eye of the beholder. Yesterday I got a reminder that competence, and other business success factors, are also determined by the customer. I got a great referral from my friend, Rick. I’ve known him for years and I think the world of the work he does. We share clients fairly frequently so I wasn’t surprised to get a call from one of his clients, asking to work with me.

Are You Limiting Your Income In 2010? - Click To Read Article
It is planning time again! This time of year many of us are looking back at the past year and deciding what we are going to do for the next year. It is a time of reflection as well as a time to get excited about what the future holds. I spend a lot of my time in December helping clients get strategic plans for the coming year in place. Each time I work with a new client, I am surprised at the way many of them have been to taught to plan and how those teachings keep them earning far less than they are capable. Here is one of mytop suggestions for planning for 2010.

Are You Folding Your Client’s Underwear? - Click To Read Article
I was having dinner the other night with my friend, Erin, who was complaining that she had to leave early so she could get home and finish doing the laundry. There was a pile of underwear sitting in a basket and it needed to be folded and put away. Erin really wanted to get it done before the next day when her husband and son would be using it. I asked Erin what her family would think if she didn’t fold their underwear and she said laughingly they wouldn’t even notice; they’d be just as happy living out of a laundry basket.

Are Your Arms Wide Open? - Click To Read Article
Do you ever have one of those weeks that just knock you for a loop? The kinds where it feels like you are a roller coaster? High as a kite on Monday, wondering where your next check is coming from Tuesday, feeling a little like you got kicked in the head by a mule on Wednesday, just doing your best to endure Thursday and then flying again on Friday?

An Open Hand - Click To Read Article
Inspiration comes to me from the strangest places. The other day I was watching “Clean House” a show I am addicted to. It is all about watching people let go of clutter and free themselves to function at a higher level. The hostes, Niecy Nash, is a very sassy woman who speaks real gems sometimes.

A Lesson From My Dog - Click To Read Article
Many of you know that I am the very proud owner of a wonderful 8-year old Ibizan Hound named Gracie. We’ve had our ups and downs over the years together and I’ll admit she’s taught me a lot about myself and others. This past Fourth of July she taught me a great lesson about selling and owning a business.

A Dream… A Vision… A Life - Click To Read Article
It’s that time of year when many of us are beginning to get really busy. Sales are picking up before the dog days of summer hit, kids are off on spring break and the longer days entice us to be more active. Since the weather is so beautiful this time of year, I have a task for you. But not just any task. This is one that will change your life forever if you do it right. Are you ready for the challenge?

A Fast And Easy Way To More Abundance - Click To Read Article
I listen to lots of books on tape and I read pretty voraciously too. Sure, I consume my fair share of murder mysteries and fiction but many of my favorite books have to do with developing one’s mind and deliberately creating one’s future. Recently I’ve been listening to a book called “Money and the Law of Attraction” by Esther Hicks. The very beginning of the book has two interesting questions; “Do you know what you want?” and “Are you vibrating at the right frequency to attract it?”

A Little Mistake That Could Cost You A Fortune - Click To Read Article
There you are, across the table from a prospect. It’s been a very good meeting so far and he seems to like you, your company and your product. You’ve asked some insightful questions and he’s given you frank answers. In response to his answers you’ve laid out an attractive solution to his problem and he seems interested. After you finish speaking, the prospect pauses a moment and then asks you the magic question. “So,” he says, “How much does the solution you’re proposing cost?”

15 Beads For Happiness - Click To Read Article
Thanksgiving is the American day to reflect on our blessings and gifts. It is a time for family and friends to gather together and name the things they are thankful for in their lives. What would happen if we did that more often? A few years ago when I was in Greece, I picked up a string of beautiful red and silver beads. There are 15 of them, strung on a lovely silver chain and tied off with a silver tassel. The Greeks use them as prayer beads but I’ve developed a new use for them.

24 Words That Will Change Your Business - Click To Read Article
Chicago in 1932 was a mess. The Great Depression had a firm grip on the city. Businesses failed one after the other and people lined up outside missions to get bread or soup as their only meal of the day. At the Club Aluminum Products Company, things were dire. The seller of a new and expensive line of cookware, the company had seen its high pressure, door-to-door sales pitches declining in effectiveness.

3 Easy Ways: Drive More Traffic To Your Site - Click To Read Article
Do you want to increase traffic to your website? Would you like to create a site that others seek out? The good news is that you can build your ranking in the search engines and elevate your status as a trusted resource simultaneously. That’s because you can build traffic by using articles you write (or are ghost written for you). Here are three ways you can use your articles to drive traffic to your website:

10 Key Points: Writing E-mails That Sell - Click To Read Article
Do you want to sell through an e-mail solicitation? Here are 10 things you need to do when writing your e-mail to improve your sales results: 1. Focus on value. Make sure the e-mail offers a very clear benefit to the customer. 2. ...

Why Salespeople Aren't Professionals - Click To Read Article
For the last few months I’ve discussed some of the things that keep salespeople from becoming really successful. We’ve talked about why salespeople fail, why they don’t achieve their goals and why the traditional sales process is fundamentally flawed. But the problem goes deeper than that. The problem is that most salespeople aren’t professionals.

Sales Lessons From The Business Page - Click To Read Article
What can reading the financial section of the newspaper teach you selling?

Sales Lessons Learned At The Dinner Table - Click To Read Article
At dinner with friends one night, I learned a most valuable sales lesson

Networking Rules - Click To Read Article
Everyone knows networking is a great prospecting tool but few people do it well. Here's how to really make money networking.

Life Lessons From The Airport - Click To Read Article
After a whirlwind business trip, I learned several lessons about how selling and travel are similar.

Is It Time For A Revolution? - Click To Read Article
Change is hard but a necessary part of growing and succeeding. Find out in this article how much change is enough to get what you want in life.

If I Were A Rich Man - Click To Read Article
I’ve been interviewing our students lately to find out why their sales results are exploding. In a recent class, three students in widely varying industries reported sales increases of 88%, 92% and 200% respectively over the past year. Read on to find out what they told me were the secret to their success.

Get Off The Wheel - Click To Read Article
Do you ever feel trapped like a hamster on a wheel, going round and round in your career without making any progress. Here are a few quick tips to get you off the wheel and back on the ground running.

Focus, Focus, Focus - Click To Read Article
Everyone knows that being more focused will help you sell more and make more money but that is often easier said than done. Here is are four quick tips to help you focus better than ever.

Excuses, Excuses - Click To Read Article
As salespeople we often make excuses for why our sales aren't as high as we'd like them to be. Here's why and how to use a clever tool to fix the problem once and for all!

Cold Calls Anyone? - Click To Read Article
Does cold calling work anymore? If so, when and how should you do it? If it doesn't what should you do instead?

Blackjack or Roulette? - Click To Read Article
Are you gambling with your sales career? Are you a blackjack salesperson or a roulette salesperson. Find out which one makes the most money and why.

Are You Average? - Click To Read Article
Learn why average just won't cut it sales anymore and what it takes to get beyond the rest of the pack.

A Most Telling Sign - Click To Read Article
Body language is a hot topic these days with everyone wondering what a prospect means by every little gesture he makes. Yet many people turn off prospects with one little gesture in the first 30 seconds of the meeting. Do you know what it is?

A Minute A Day… - Click To Read Article
It’s that time of year again - time to set our goals. For some reason we all think that January is the time to start fresh, to once and for all be the things we want to be and achieve all the things we want to have. We make our New Year’s resolutions, we promise to do things better, to turn over a new leaf. The winter air carries countless promises of losing weight, making money and being better friends/parents/spouses. It all sounds so good. So why are we so bad at making it happen? Let’s face it- by the end of January most of us have already abandoned our goals as mere pipe dreams and we shrug them off with a mental note to do better next year.

A Dream, A Life, A Vision - Click To Read Article
Life is too short to let it slip by without getting everything you want out of it. Here's how to do that.





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