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I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS. It's been said that fully 85% of your success in life is directly related to your ability to effectively work... Read More
Selling With Purpose What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively? Define Your Fear. What is it... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and more confident when they can use their 'abilities' to convince the customer to make a buying decision. But what happens when the customer still doesn't... Read More
In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. In this article I want to discuss... Read More
Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times. Here is a quick list of items toremember: 1. Be in the present moment with whoever you are with.Limit glancing around the room. It's a sign that... Read More
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of people hear this word, a negative thought pops up in their minds. Typically, most people think of a habit being negative. The secret to your future lies in your daily habits so ask yourself right now, "Are my habits today... Read More
John Di Lemme on "Miracles are your responsibility"Miracles are your responsibility! What does that mean? Simple...You have a responsibility to create miracles in your own life. The responsibility lies on your shoulders. You cannot blame anyone else, and you can't look outside of yourself for someone else to create the... Read More
JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain. Let's start with a question. How many times have you heard that you need to have a "long term" goal and be focused for the... Read More
"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" That's a question I'm often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive... Read More
? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many... Read More
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You are the productWe're all in the selling business whether... Read More
There are many tactics and techniques that go into converting... Read More
The headline that appears over the salutation in a fundraising... Read More
Along with having an innovative supply chain, there's another reason... Read More
A closing question asks for a final decision. A trial-closing... Read More
It may sound funny, but honestly, if you're opening up... Read More
You have all seen them,the sales letters that never ends.... Read More
Always give a reason for the sale for credibility. 1.... Read More
Can you close a sale in just seven seconds? If... Read More
There are several ways to get your information into the... Read More
Over the years, I have been amazed at... Read More
The Technical Revolution has done a lot for us --... Read More
It is important that organizations find other companies to do... Read More
Why do we get into sales? Typically it is two... Read More
We are complex. We confidently assert that we are independent... Read More
So the other day I'm watching the movie The Matrix,... Read More
Wherever you turn these days you'll find articles covering every... Read More
"Value-added." That word is used so much it has become... Read More
We all have people whom we find difficult. We don't... Read More
Have you ever run DOWN an escalator that was going... Read More
Have you ever gotten frustrated when you realize that your... Read More
1. Make your reader visualize they have already bought your... Read More
You can always tell a good salesperson, they are always... Read More
I've been using a technique that has helped me to... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
Where many marketing conversations get off-track are the ones you... Read More
Female mannequins are very common in clothing stores. They are... Read More
Have you ever asked yourself, now how did I let... Read More
Barter is becoming an increasingly popular method of commerce. The... Read More
Why do we get into sales? Typically it is two... Read More
I learned something very interesting this week. Thankfully, what I... Read More
A key method of our survival in the business and... Read More
Once you have added a new customer to your book... Read More
What comes to mind when you think of networking --... Read More
Several years ago I worked with a CPA who wanted... Read More
So, you are taking your products and heading to a... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
1. Animate your window display.How often do you change your... Read More
When you are in sales and you come across a... Read More
At 21 years, just out of Business College, I went... Read More
"I'd love to work with you, but?"How many times have... Read More
The March, 2004, issue of Psychology Today reports on an... Read More
The time comes for all mortgage brokers and loan officers... Read More
With the dot.com revolution crushing once solid business models on... Read More
A closing question asks for a final decision. A trial-closing... Read More
A completed communication consists of a sender and a receiver.... Read More
Imagine you just met someone new. The formalities of names,... Read More
Picture this scene from the 1984 smash comedy movie from... Read More
Recently, I wrote about about creating specific, compelling goals that... Read More
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More
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