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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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When you are in the business of sales, among the... Read More
For the past months, maybe a year, I've been hearing... Read More
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
Most people who consider trade show planning think of it... Read More
I can remember the first time that I had to... Read More
My new job was to sell Commercial Service Agreements. It... Read More
Can you say who you are and what you do... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
"I am Sam. Sam I am. Do you like green... Read More
Use Bundling To Increase Your Profits And Sales An effective... Read More
At 21 years, just out of Business College, I went... Read More
For two winters I heated my house with an old... Read More
When I first started out as a loan officer, one... Read More
As a result of providing marketing consulting, training and coaching... Read More
There are many fund raising ideas on the market today... Read More
Selling is a tough job, and sometimes you may need... Read More
Britney Spears has recently caused controversy with suggestions that the... Read More
You arrived on time and completed your calculations. You worked... Read More
Cold calling can be a great way to generate quality... Read More
I've been training in countries outside the U.S. recently, and... Read More
If Chicken Little were alive today he wouldn't be running... Read More
By a show of hands, how many of you grew... Read More
Selling is not talking. It's listening. You may have heard... Read More
An area that can become profitable for many businesses in... Read More
A reader recently asked me the following: "I enjoyed the... Read More
No matter how big or small your business is and... Read More
While living in the technology age where everything is computerized,... Read More
Selling your services to corporations is an attractive proposition. The... Read More
Make sure you target women. It's true for almost anything... Read More
There are hundreds of books available to teach you how... Read More
How many of you made as much money as you... Read More
Any company in today's global economy must eventually face the... Read More
Have you wasted valuable time and money on promotion that... Read More
Why should you describe your business to others in 5... Read More
Knowing what to do when meeting a prospective client forlunch,... Read More
The March, 2004, issue of Psychology Today reports on an... Read More
Hello everyone, hope your day is going well! I know... Read More
Do you know your conversion rates? Conversion rate is the... Read More
There are many tactics and techniques that go into converting... Read More
The time comes for all mortgage brokers and loan officers... Read More
A closing question asks for a final decision. A trial-closing... Read More
Many companies are looking to improve upon the speed, security,... Read More
Let me tell you about my friend Peter who has... Read More
The largest sale that I ever closed was negotiated over... Read More
Want to build a relationship -- sell yourself for a... Read More
To be more effective at developing relationships, one should always... Read More
As a professional service provider you face special challenges promoting... Read More
You have all seen them,the sales letters that never ends.... Read More
Myth 1: Sales People are all Shady!In the Broadway play... Read More
Would you pay $12,500 to discover the keys to great... Read More
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