There are no rules!

There are no rules! There are no rules in business today. People want results and they are impatient about getting them. I read Randy Gage’s new book called Risky is the New Safe. It is a good book (and I highly recommend it.)  When I finished I realized there are no rules anymore and can create our own rules.  Because change happens so fast today and change is way of life, people do not know who to trust. I could support this with a million facts but I won’t insult your intelligence by telling you about Facebook, Linkedin, Internet commerce,
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Are you are asking the wrong question?

Are you are asking the wrong question? Many times when things do not go right or we desire different results, we ask a question of this type, “What can I do better?” or “What can I do different?” I would suggest they are not the best questions to ask. Let’s use a real life example. If we are looking to grow your customer base we might ask, “How can I get more customers?” I would suggest a better question is, “How can I add more value?” When you add more value it would make sense that you can get more
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Fifteen things I wish Mom would have told me about Selling

Fifteen things I wish Mom would have told me about Selling Here are fifteen things I wish Mom (or someone) told me about selling. Instead I figured them out myself. I thought I would share them so you can see sales as the proud and noble profession that it is. People are not born being good at sales. Selling is just a skill that anyone can learn. Stop making excuses.  It is not the economy; it is you, your skills, your attitude, your perception that makes all the difference. Selling is not manipulation, it is influence. It is not about
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How to Alienate Your Referral Partners

How to Alienate Your Referral Partners I belong to a business referral group. A referral group is a group of business people who learn about each other businesses so we can identify potential sales opportunity for each other and refer business. One member of the group is doing an event and instead of inviting his referral partners to the event to learn about his business he announced that “you can come only if you bring some I can do business with.” He was very specific in that the people he wanted to do business with be business owners with between
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Selling is an inside job

Selling is an inside job Imagine I have two violins. When I play a note on one of them, the same strings on the other violin vibrate as well. This is called the law of sympathetic resonance.  The idea that whenever two objects are tuned to the same frequency, the energy from one is automatically transferred to the other. How does this concept apply to sales? If you are not confidence in a sales call the prospect will resonate with your lack of confidence. They will sense it and they will know. If you do not believe in what you
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It is Just Feedback!

I learn by reading. I learn by sharing what I learned. I know if I can teach it and make it easy to understand, I know the material. I love it when I get a call or an email that says, “I tried what you suggested and it worked!” It is important to me to know I am making a difference in the lives of the people who touch my life everyday: people who are in my coaching program, others who participate in my sales training, members of the referral groups I participate in and individuals who read and follow
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Do you want to know how to sell more?

Do you want to know how to sell more? We all know that people buy from people they know, like and trust. So the question becomes: how do you quickly get to know them and them you, so you can quickly move to the next step in the sales process? It is called Building Rapport. In a recent study, (NLP REVISITED: NONVERBAL COMMUNICATIONS AND SIGNALS OF TRUSTWORTHINESS John Andy Wood,) the effectiveness of rapport building techniques was tested and measured. Here is what they found. Building rapport works.
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