A Good Presentation......or a Great Presentation?

The difference between a good sales presentation and a great one is that a good presentation will have a good response to every objection. A great presentation doesn't get objections.

Set the Stage and Qualify!

The way you set the stage and qualify before giving your presentation will determine the outcome.

Have a Good Presentation? That's Not Enough!

It's not enough to just have a good presentation--you have to know what to do with it.

What Sales Presentation?

The best sales presentation is one where the prospect doesn't know he's getting one.

Why Are You Where You Are Today?

We are where we are today as a result of the actions we took in our yesterdays.

How Many Are Actually Prospecting?

So few people are prospecting that it results in virtually no competition for those of us that are

Having Trouble Sleeping?

Health Tip of the Day


"Getting Fit. . . One Step at a Time"



If you are having trouble sleeping, before you try medication, be checked for underlying causes of sleeplessness such as prescription medication, depression, anxiety or obstructive sleep apnea.

What's the Difference Between a Good Sales Presentation and a Great One?

The difference between a good sales presentation and a great one is that a good presentation has a strong close. A great presentation doesn't need a close.

Great Presentation? You Only Need Leads!

If you have a great presentation, the only obstacle is lead generation.

A Formula for Success?

A formula for success:


1. Believe in your convictions.

2. Take a risk.

3. Be prepared to get up when you get down.

One of Those "Duh" Statements!

Anything that requires attention will improve with attention.

Have to Think About What to Say During Your Presentations? Read This!

You're not great at giving presentations until you don't have to think about it.

Know What You Can Accomplish?

You never know what you can accomplish until you get started.

John Lennon Quote!

John Lennon was once quoted as saying that life is what happens when you're busy making other plans.

Are You a Seller or an Order Taker?

Most people who think they know how to sell are nothing more than order takers and are amazed when an accomplished sales coach shows them how to give a professional sales presentation.

Communicate With Other Humans

Every time you communicate with another human being, you are to some degree, giving a presentation.

Practice? Good Plan!

The practice of giving the same presentation every day over a long period of time begins to take on a magic quality.

How To Get More Done?

Often you can get more done by thinking of ways to do less.

Be a Risk Taker.....A Calculated Risk Taker!

Risk taking for the sake of simply taking a risk is not very smart. Calculated risk taking along with organized planning is very smart.

Face to Face Wins the Race!

Presentations are five times more effective in person than over the telephone. E-mail? Direct mail? Not even close

Ask for Those Referrals!

Health Tip of the Day


"Getting Fit. . . One Step at a Time"



Mangoes are a good source of B vitamins, vitamin C, E, beta-carotene, copper, magnesium and potassium.

How Will You Spend Your Lifetime?

You can spend a lifetime learning how to do something wrong or you can master it in hours if you're willing to listen to the right mentor, study and practice.

Practice Makes Perfect

Practice your presentation every day for the rest of your life. You'll notice some improvement.

Have a Great Idea?

Have you ever been awakened in the middle of the night with a great idea? Did you capture it by writing it down? Great ideas can come to you when you least expect them. When they do, write them down immediately and act on them as soon as you can.

what's the Price for Success?

There is a price to pay for success. Sometimes it's before and sometimes it's after.

Law of Attraction

The Law of Attraction only works when you're in action.

Listen!

One of the trademarks of a good manager is the ability to listen to all sides of an issue or a dispute (no matter how heated it gets) before you make a decision.

Referrals Save Time!

You will spend half the time selling someone who was referred to you than the leads you bought or your company gave to you.

What To Do After Being Rejected?

Always make a successful call after being rejected.

Success!

Success is as simple as finding people to talk to and selling the ones you find.

Fear of Rejection?

Fear of rejection is the single greatest reason people don't make money in sales. By actually going out and inviting rejection, you overcome your fear in stages:
1. You get it and it bothers you.
2. You get it and it doesn't bother you.
3. You get it and turn it to your advantage.
4. You get it and you have fun with it.

Who To Keep In Your Company? Read This!

You can easily determine who to keep in your business by separating those who act on what they learn from those who don't.

Find a Mentor!

The best and fastest way to learn to do something well is not in reading books, listening to CDs or going to seminars. The best way is in finding someone who is already doing it well and then studying what they do inside and out.

Want to Make More Money? Give More Presentations!

The key to making more money is to give more presentations.

Don't Want to Hire Him/Her Because of a Big Ego? Think Again!

If you meet someone with a big ego, try to hire that person. All great salespeople have tremendous egos.

Are You Good at Selling, Marketing, Speaking or Coaching?

Ninety nine times out of a hundred, when someone tells you they're good at selling, marketing, speaking or coaching, they need training on how to do it.

Be On The Lookout for Those Who Ask Questions!

Be on the lookout for people who come to you often and ask how to do something better. You'll be looking at a potential superstar or great leader in the making

It's Rare to Find Someone Who is So Confident About Himself

It is extremely rare to find someone who is so confident about himself that he has no problem working for someone who used to work for him.

Make All the Money You Want......Then Go and Serve Someone!

The supreme joy of life, after you've made all of the money you want to make, is to be able to use all of your accumulated wisdom, knowledge and skills to serve other people.

Oh Dear! And I Thought MultiTasking Was My Strength!

The quality of work, especially creative work, is dramatically impaired when trying to multi task.

Even Superman Wasn't Mild Mannered All the Time!

If you want to make sure people are paying attention to routine stuff, it's good to occasionally shock them with something bold, outrageous or controversial.

Start a Business the Same Way You Master Playing a Musical Instrument

If you want to master playing a musical instrument, it's best to master one small component at a time and then string them all together. The same is true of starting and running a business.

Plan Ahead!

A strong and favorable culture of any business venture is created in the very beginning, not after people have settled into their own habits and expectations.

Are You GOOD?

In selling, you not only have to be good at asking questions, you have to be good at what to say after your prospect answers your questions.

Sales People are Easy!

Salespeople are the easiest to sell.

Instead of "Selling", What Can You Do to Help?

Most small businesses are not making money. What can you do to help them?

Want to Be a Successful Coach?

All things being equal, if you want to be a successful coach, which do you think is more important: a certification certificate or a good coaching presentation?

Knock, Knock.....Who's There?

Go knock on the doors of your neighbors and you'll discover a goldmine.

Climb the Ladder to Meet the Nicest People!

The higher up you go in any organization, the nicer the people you'll meet.

Going to a Seminar? Great! But, Read This First!

Business seminars and conferences have little or no value without applying serious study to what you want to accomplish.

Be a "Show Me" Person When HIring a Success Coach!

Before hiring a success coach, make sure the coach gives you a coaching demonstration.

Give Value Before Trying to SELL!

Give value to the people who can make you successful before you approach them with your offer.

Circumstances Not In Your Favor?

When circumstances are not in your favor, create the circumstances you want.

Don't Want To Prospect? Check THis Out!

Business will come to those who don't prospect...but only the business left over by those who do.

Gotcha!

Knowing how to handle objections is not enough. You have to know how to handle them before the prospect thinks he's gotcha.

Want to Move Your Life and Career Forward? Here's How!

Baby steps lead to long strides.

Get Good!

Get good at selling, marketing, and coaching and your money troubles will be a thing of the past.

Don't Just Stand There! Do Something!

Start something. The answers will come to you in due course.

Are You Better Off Than Someone Who Doesn't Sell, Market or Motivate?

Someone who knows how to sell, market, or motivate people, but chooses not to do so, is no better off than the person who does not know how to sell, market, or motivate.

Think You're the Best? Oops! Look Out for That Person That Points Out How Little You Know!

Just when you thought you were the best, someone shows up and points out how little you know.

Want EXCITING?

Nothing excites the imagination like an idea that has begun to manifest into reality.

Who Do You Want to Be Like? Find Someone Like That to Hang Around!

We become like the people with whom we hang around.

Where Did That Idea Come From?

All great ideas were once invisible to everyone except the person who was thinking of them.

Want to do Something Great? Expect Pain and Suffering!

Throughout history, nothing great has ever been achieved without some sort of pain and suffering.

Incompetent Salesperson?

There is no such thing as an incompetent salesperson. There are only incompetent sales leaders.

Resume for Potential Employee? What You See is Not Always What You Get!

There is no such thing as a bad resume. When hiring or recruiting, you will actually discover what you really have by observing how that person conducts himself over the first 90 days of being under your supervision.

How Do You See Yourself? Check This Out!

Visualize successful things and successful things will be yours. See yourself as always riding in the front of an airplane and always in the back of a car.

Where Do I Start In Order to Achieve?

The starting point for all achievement begins in the mind. See yourself today doing the things you will be doing once you're successful.

What Experience has Taught!

Experience has taught me that when starting a new business or business project, the first 90 days will be the most difficult to make real progress. It will take a year before you really get a handle on it.

Slow Down....You Move Too Fast! (Sounds Like a Good Song Title!)

Slow down. Take some time and do something nice for yourself. An important part of a successful life is balance.

Did You Fall Down? Just Get Back Up!

In business, it's not the number of times you fall down that counts, it's the number of times you get up and keep on trying that counts.

How Do You Look at Rejection?

Learn to laugh at your setbacks. It's self defeating to look at rejection as forever being painful.

Are You Risking More or Less?

People in sales who risk getting more rejection by talking to more people make far more money than people who risk getting less rejection by talking to less people.

Is Your Presentation Great.....or Mediocre?

A presentation without heavy participation from your prospective client can be no better than mediocre.

Unsuccessful presentation?

A great way to look at an unsuccessful presentation is that you succeeded in knowing that you need more practice.

Are You Bummed by Failure on Your Journey to Success? Read This!

On the journey to success, the only way you can learn when to change direction is when you encounter failure.

What is Style?

Style is not something you're born with -- it's embedded in a process.

Are You Great? Wanna Be?

Often great artists and geniuses are great simply because they know how to orchestrate their own experiences for the benefit of others.

Get Into Action!

The best ideas are born from simply being in action.

If At First You Don't Succeed....Try, Try Again!

Biz Tip of the Day

In business you will not be judged by
how many times you failed but by how
many times you succeeded, and your
successes are in direct proportion
to the number of times you failed
and tried again.

Are You Procrastinating? Stop That!

Biz Tip of the Day

Procrastination never feels as good as making sales.

Do You Have a Good Sense of Humor?

Biz Tip of the Day

I've never met a great salesperson
who didn't have a good sense of humor.

Do You Put Up With The Fear of Failure Instead of Trying Something New?

Biz Tip of the Day

It's easier to put up with the fear of
failure than to try something productive we have never tried before.

Rejection.....A Good Thing?

Biz Tip of the Day

The "Law of Opposites" says that all things in life have both a positive and negative meaning. Could it be that rejection is actually a good thing?

Are You Hearing Lots of No's? Rejoice!

Biz Tip of the Day

Hearing lots of people tell you "no" means you're making money. That's because the more times you hear "no", the closer you are to hearing "yes."

Is It Really How Many Sales.....Or How Many Calls?

Biz Tip of the Day

As soon as you fully understand how many calls or approaches you have to make to get one sale (your sales ratio), you'll understand that in reality, you're not paid on the number of sales made but instead on the number of calls or approaches made.

Achieve Self-Acceptance, Recognition, Security and Happiness!

Biz Tip of the Day

You will never achieve self-acceptance, recognition, security and happiness owning your own business until you start making some money.

Are You Frustrated or Under Pressure?

Biz Tip of the Day

Every time someone in business tells me he or she is "frustrated" or "under pressure", I know they don't know what they're doing.

Hear Someone Complain About the Business They're In?

Biz Tip of the Day

When you hear someone complain about
the business they're in, you can be
sure they're not making money.

Wonder Why You Refuse To Make Prospecting Calls?

Biz Tip of the Day

It's easier to refuse making prospecting calls than it is to put up with the fear of the unknown.

Rejection? Think of This!

Biz Tip of the Day

The more times you get rejection, the
closer you are to overcoming it.

Do You Resist Change?

Biz Tip of the Day

Why do we resist change? Because
change represents giving up part
of our old selves and allowing
something unknown to emerge.

Keep on Practicing!

Biz Tip of the Day

The first time I ever gave a presentation to a cold prospect, it turned out to be a disaster.
The second one was terrible. The third time was yuk. The fourth time, my prospect smiled a little.
The fifth time, I made the sale. A few years later, I was awarded the highest sales award my company offered.

Overcome Your Fear! Just Do It Anyway!

Biz Tip of the Day

If you cannot overcome your fear of doing things that other people will not do, you're one of those other people who allows fear to control them.

Think about it.

Practice Makes It Easier!

Biz Tip of the Day

Things that are difficult to do today
will be easier to do tomorrow if you do them today.

Guranteed Formula!

Biz Tip of the Day

Here is a guaranteed formula for
failing at prospecting, delivering
powerful presentations or closing
deals: never prospect, never give
presentations and never try to
close a deal.

What Do You Value?

Biz Tip of the Day

All things of value, including personal relationships, worldly possessions and business skills, require some degree of attention - or you will lose them.

Want Your Future to be Better Than Your Past or Present?

Biz Tip of the Day

If you want your future to be better than the present, you have to give up some of what you presently have in order to make room for the future. This applies to personal matters as well as business matters.

Are You Confident?

Biz Tip of the Day

You cannot be more confident than
your skills and abilities will allow.

Keep an Open Mind?

Biz Tip of the Day

Groucho Marx was quoted as saying: "Keep an open mind...but not so open that your brain falls out."

Who Are You Becoming Like?

Biz Tip of the Day

You become like the people you associate with and what all of you think about.

Think about it.

Who Do You Seek Acceptance From?

Biz Tip of the Day

If you seek acceptance from someone who will be threatened by your success, your efforts will be seriously impaired.

Watch Those Two Motivators!

Biz Tip of the Day

The two motivators, avoiding pain and
seeking pleasure, will drown us if we
leave them untamed. Harnessed, they can give us unlimited energy.

Why do People Fail at Business?

Biz Tip of the Day

One of the reasons people fail in business is because they demand far greater results than they can immediately obtain. Avoid this mistake by taking small incremental steps towards what you ultimately want to achieve.

What's the Price of Peer Acceptance?

Biz Tip of the Day

The price of peer acceptance
is to accept being average.

People Are Quick!

Biz Tip of the Day

People are quick to tell you that
selling is bad. They are the same
people who have never given proven
sales concepts and behaviors a fair
chance.

Are You a Great Leader?

Biz Tip of the Day

Great leaders know that recognition is
a great motivator. Every person craves
recognition whether it's a child showing off with a cartwheel or an adult winning an award.

Motivate Yourself!

Biz Tip of the Day

Lack of knowledge about how to work your business is not a problem. The main problem is motivating yourself to do the things you already know how to do.

What Do You Deserve?

Biz Tip of the Day

People who achieve nothing are, in reality, achieving what they think they deserve: nothing.

Use the Senses!

Biz Tip of the Day

The more senses you can get your
prospects to utilize during your
presentation, the better the odds
of you doing business with them.
If you are just talking, talking,
talking, how many senses are involved?
Only one, hearing.

Are You in the People Business? If So, Be Careful What You Say!

Biz Tip of the Day

If you don't believe that every
single word you use creates mental
images, arouses emotions and causes
people to take action or not to take
action, you need to get out of the
people business.

Need Multiple Streams of Income? Here are Some Ideas!

Biz Tip of the Day

Look around you. There are endless ways for you to create multiple income streams that are related to the business you're already in: training, speaking, coaching, organizing events, selling training material, joint ventures, referrals, affiliate fees, designing websites, creating newsletters, CD duplication, etc., etc.

Watch Your Language!

Biz Tip of the Day

Every time you pit your sales skills
with a prospect's sales resistance,
you will lose. You must be careful
not to overuse any sales language
or sales technique to the extent
that it becomes obvious.

Peopl Don't Want to be SOLD By You!

Biz Tip of the Day

People don't want to be sold by you.
They don't even want to buy from you.
What do they want? To own. Speak in
terms of them owning what you have
and leave buying and selling out of
your vocabulary.

Think The Price of Your Product is Too High? Think Again!

Biz Tip of the Day

If you think the prices of your products or services are too high, you need to add more value to what you're offering...or change your way of thinking.

How To Master a Good Presentation?

Biz Tip of the Day

You master a good presentation by replaying it in your mind, after going through it with a prospect.

What is the Success Formula for Prospecting?

Biz Tip of the Day

Here's a prospecting success formula you might want to remember:
Commitment + Action + Focus + Discipline + Routine = Success

How Good Are Your Leadership Skills?

Biz Tip of the Day

The better your leadership
(coaching) skills, the less
prospecting you have to do.

Avoid Rejection........Watch Your Words!

Biz Tip of the Day

Any word you say that reminds a
prospect that you are trying to
sell her will cause rejection.

Avoid Arousing Fear, Anger or Distrust in Your Propsects!

Biz Tip of the Day

If you arouse fear, anger or distrust
by coming on too strong or insincerely
in a prospecting call or presentation,
it will be almost impossible to repair
the damage - no matter how long the
prospects stays.

What Images Do Your Words Create in Your Prospects' Minds?

Biz Tip of the Day

Our words create images in
the minds of our prospects
and those images either hurt
or help our chances of getting
those prospects to do business
with us.

Want to Learn Something?

Biz Tip of the Day

The first step to learning something
is to be aware that you don't know it.

How Do People Buy--Logically or Emotionally?

Biz Tip of the Day

People almost never buy logically.
They buy emotionally.

How To Give a Presentation to a Married Couple?

Biz Tip of the Day

When giving a presentation to a married couple, your job is to find out who the real decision-maker is and to get that person to say yes to your proposal without inciting the spouse to say no.

Know What Your Prospect Wants From Your Presentation

Biz Tip of the Day

Never give a presentation to
a prospect until you know in
advance what the prospect wants
from it.

Are You An Amateur?

Biz Tip of the Day

When a salesperson tells me I should
buy a particular product because it's
the one they would buy, I know I am
speaking with an amateur.

Talk About What Your PROSPECTS Think is Important!

Biz Tip of the Day

When talking with prospects, do not talk about what you think is important. Talk about what THEY think is important.

Why Do People Buy Products?

Biz Tip of the Day

People don't buy products because they want to own them. They want the benefits they expect to get. What's the point? Focus on what your product or service will DO for your prospects.

Are You Good At Selling? Find Out Here!

Biz Tip of the Day

You know you're getting good at
selling when you eagerly seek out
objections instead of trying to
avoid them.

Got a Problem? Rejoice!

Biz Tip of the Day

If you don't have problems, you have a problem.

Go Back to the Beginning!

Biz Tip of the Day

When learning to master a presentation, it's easy to drift away from what you learned. Every so often go back and review your material and get back on track.

Got a Small Problem? Nip it in the Bud!

Biz Tip of the Day

In business, small problems become big problems fast unless you address them immediately and effectively.

How Many Coaches Do You Have?

Biz Tip of the Day

Having too many trainers or coaches can be worse than having none at all
as it will lead to you becoming confused.
Find one trainer or coach that you consider the best, hire him or her and avoid all others.

How to Get People to Take Action?

Biz Tip of the Day

Questions can arouse emotion.
Emotion causes people to take
action.

How to Begin Your Presentation? Here's an Idea!

Biz Tip of the Day

Ask broad questions in the beginning of a presentation. Then ask more questions that zero in on the hot buttons of your prospect.
End your presentation with a question or two that will close the deal

Do You Have a Profesisonal Presentation?

Biz Tip of the Day

The bedrock foundation of a professional presentation is being able to ask the kind of questions that will cause your prospects to say the things about your products or business opportunity that you'd like to say about them yourself.

Are You a Great Leader?

Biz Tip of the Day

Great leaders don't push people into buying things. They lead

Experience is Where It's At!

Biz Tip of the Day

Nothing can take the place of experience. If reading a book, going to a seminar or listening to a CD was all that was needed to be successful, the pay would be less than what a dishwasher could earn.

Be A Pro!

Biz Tip of the Day

If you want to be a real pro, learn a
powerful presentation and then
write your own language around it that
incorporates your products, your business and your own personality.

Great Idea!

Biz Tip of the Day

When you know my presentation plus your presentation, your presentation will be better than mine.

Subordinates Have Problems?

Biz Tip of the Day

Don't allow yourself to get hooked on a subordinate's problems. When they hand them to you, hand them right back with a question like: "It sounds like you have a real challenge. What are you going to do about it?"

Does the Bag Boy at the Supermarket Make More Money Than You Do?

Biz Tip of the Day

Does the bag boy at the supermarket make more money than you do? If so, you need to finally learn what to do and start doing it or give up your dreams and all of the benefits of owning your own business.

Get Up With Determination!

"You've got to get up every morning with determination if you're going to go to bed with satisfaction. -George Lorimer"

Don't Ask Yes or No Questions Until You Think Their Answer Will Be YES!

Biz Tip of the Day

In the beginning of a presentation,
it's easier and safer for a prospect
to say no than yes to your questions.
Don't ask yes or no questions until
you're pretty sure you have some
momentum.

Duh!

Biz Tip of the Day

It's almost impossible to make
the large sale without first
getting an appointment.

What's the Final Outcome of Your Presentation?

Biz Tip of the Day

The final outcome of your presentation
depends on how many times you got your
prospect to agree with you as you pointed out the benefits.

Have You REALLY Mastered Your Sales Technique?

Biz Tip of the Day

You'll know you've mastered a sales
behavior when it becomes a natural,
effortless part of your speaking.

Think About It!

Biz Tip of the Day

Unless you're making a small retail sale, you'll need to ask lots of questions very well and respond very well to lots of objections to call yourself a real professional.

Think about it.

Master the Work of Those You Admire!

Biz Tip of the Day

If you want to be creative, master
the work of other people you admire.

Subordinates Have Problems? Here's What To Do!

Biz Tip of the Day

Don't allow yourself to get hooked
on a subordinate's problems. When
they hand them to you, hand them
right back with a question like:
"It sounds like you have a real
challenge. What are you going to
do about it?"

Hilton Johnson,
CoachTrainer

Fear? No!

Biz Tip of the Day

Why should you fear bothering prospects when your main concern should be to sell your products or service to them so they can enjoy the benefits of what you have?

Hilton Johnson,
CoachTrainer

Don't Ask Yes or No Questions!

Biz Tip of the Day

In the beginning of a presentation,
it's easier and safer for a prospect
to say no than yes to your questions.
Don't ask yes or no questions until
you're pretty sure you have some sales
momentum.

Hilton Johnson,
CoachTrainer

What's the Final Outcome?

Biz Tip of the Day

The final outcome of your presentation
depends on how many times you got your
prospect to agree with you as you pointed out the benefits.

Hilton Johnson,
CoachTrainer

Does Your Prospect See the Truth in What You Are Saying?

Biz Tip of the Day

If your prospect sees the truth in what you are saying and she agrees with it, the closer she is to buying into your program.

Have You Mastered Sales Behavior?

Biz Tip of the Day

You'll know you've mastered a sales behavior when it becomes a natural, effortless part of your speaking.

Good Presentation? What's Better?

Biz Tip of the Day

It's not enough to have a good presentation.
You need to know exactly what questions your prospects will ask, what objections they will raise, and what you will say in response.

Don't Like To Prospect? How Are Your Marketing Skills?

Biz Tip of the Day

The better your marketing skills,
the less prospecting you have to
do.

Prospecting is the First Responsiblity in Sales

Biz Tip of the Day

Your first responsibility in sales
is to be successful at prospecting
and giving face-to-face presentations.

Better Your Sales Skills....Lessen Your Need for Prospecting!

Biz Tip of the Day

The better your sales skills, the
less prospecting you have to do.

What's The Hardest Sell? Friends and Relatives!

Biz Tip of the Day

Your friends and relatives
are the hardest to sell.

Be A Superstar!

Biz Tip of the Day

To be a superstar, it's not enough to
know what to say when prospecting and
presenting. You have to know what your
prospects will say too.

Hilton Johnson,
CoachTrainer

Prospecting Scripts? Might Not Work in the Real World.

Biz Tip of the Day

Prospecting scripts that look good
on paper don't always work well in
the real world.

It's Not What You Say!

Biz Tip of the Day

It's not only what you say,
but what you say in time.

Hilton Johnson,
CoachTrainer

Have Fun!

Biz Tip of the Day

Great producers have lots of fun anticipating objections they might get from prospects by discussing and thinking of ways to handle them before they come up.

Are You Fast & Brilliant?

Biz Tip of the Day

Fast and brilliant responses to a
prospect's questions and objections
are critical. If you try to wing it,
you simply won't be able to keep up.

Preparation Almost Always Guarantees Success!

Biz Tip of the Day

In sports, politics, music, or anywhere else, superior preparation will almost always guarantee outstanding success.

Don't Let Your Power Fade!

Biz Tip of the Day

If you tell jokes, casually talk about sports, the weather, or tell personal stories while giving a presentation, the business power of your interview will fade very, very fast.

Do You Know What to do or Say BEFORE You Talk With a Prospect?

Biz Tip of the Day

If you don't know what to do or say
before you talk with a prospect, it's
too late to try to wing it.

Hilton Johnson,
CoachTrainer

Want to be Good? Read This!

Biz Tip of the Day

Understand that in anything you do,
you will only be as good as the amount
of study and practice, you put into it
and how you implement it.

Hilton Johnson,
CoachTrainer

Think BIG and UNSELFISH! It's Good for You!

Biz Tip of the Day

Do not think about how much money you
can make but instead think of how much
good you can do with it.

Great in Sales?

Biz Tip of the Day

No one ever became great in sales without first becoming great at giving presentations and handling objections.

Slow Down!

Biz Tip of the Day

Slow down. If you really want to
get good at something, go slowly,
ponder, study, and implement gradually.

Good Leadership!

Biz Tip of the Day

Good leadership is when you don't
have to prospect anymore but you
do it anyway so you can stay on
top of what's going on in your
world.

Want to be a Really Good Google Marketer? Read This!

Biz Tip of the Day

If you want to get really good at
marketing with Google, read:
"Winning Clients in a Wired World"
by Kip Greggory.

Leaders Collect Objections

Biz Tip of the Day

Leaders collect objections and practice to see how fast they can handle them effectively when and if they come up.

What You Think IS Important!

Health Tip of the Day
"Getting Fit. . . One Step at a Time"

Smoking contributes to developing cancer, heart disease, stroke, high blood pressure, emphysema and premature death.

Are You Open to Training and Coaching?

Biz Tip of the Day

The people who are the most receptive
to buying good training material or good coaching are the ones who don't really need it.

Money Well-Spent?

Biz Tip of the Day

I once met a man who had spent $50,000
on training materials and he knew nothing.

Hilton Johnson,
CoachTrainer

Not Getting Referrals?

Biz Tip of the Day

If you are not getting referrals in
your business, you are not giving enough care to the people who can give you the referrals.

Have You Arrived?

Biz Tip of the Day

You know you have arrived when a
prospect who buys from you tells
you she wasn't planning on buying
from you.

Are You Talking to Enough People?

Biz Tip of the Day

If everybody you talk with buys your
product or joins your business, you're
not talking to enough people.

How to Tell a Winner?

Biz Tip of the Day

You can always tell a winner by the
way he or she acts when things are
not going well.

How to Measure Your Desire to Succeed in Sales?

Biz Tip of the Day

Here's how to measure how much desire you have to succeed in sales. Ask yourself how much pain you're willing to put up with before you quit.

Do You Radiate Confidence?

iz Tip of the Day

Successful business people radiate a
confidence that only comes after they
overcome their fears.

Most People Never Make it in Sales

Biz Tip of the Day

Most people never make it in sales.
That makes it a great business for
you and me.

Is Selling Easy for Everyone?

Biz Tip of the Day

If selling was easy and everybody
was successful, nobody would be
making any money.

Quit Bragging!

Biz Tip of the Day

People that brag about how much money
they make usually don't make very much.

Will He Lie?

Biz Tip of the Day

If someone tells you he's in business
only so he can help people, he will lie about other things too.

Don't Worry, Be Realistic!

Biz Tip of the Day

Most of the things you worry about in
prospecting never happen.

Huh?

Biz Tip of the Day

Over time, a difficult activity becomes easier and more pleasurable. . . but then it becomes less pleasurable until it's made more difficult.

Sink or Swim!

Biz Tip of the Day

When hiring salespeople, you'll never know what you really have until you throw them in deep water and see if they will sink or swim.

Watch Your Thoughts During Presenations!

Biz Tip of the Day

If you are thinking about the money you are going to make during a presentation, your prospect will sense it and begin to feel manipulated.

Create the Need.....THEN Try to Sell to Fill That Need!

Biz Tip of the Day

When you try to sell something
before creating an interest in
what you have, it makes you come
across as being desperate.

How to Tell a Successful Person?

Biz Tip of the Day

You can always tell when a successful person enters the room. He projects a powerful energy regardless of how he is dressed, what he says, or what he does.

Read....Read.....Read!

Biz Tip of the Day

Read a good self-help book and you will be inspired. Read it over and over, take it apart, study it and master it, and you will be a highly paid professional teaching others your own version of the same material.

How to Remember?

Biz Tip of the Day

You will more easily remember the details of anything you find fascinating. Look for presentation skills you find interesting and fascinating.

How To Make Something a Part of Your Thinking? Read This!

Biz Tip of the Day

Repeat anything often enough and
it will become a part of your way
of thinking.

Solve A Problem for Your Prospect!

Biz Tip of the Day

If you cannot solve a problem for your
prospect, then there is no basis for him to do business with

Best Way to Sell?

Biz Tip of the Day

The best way to sell is not to sell.
Believe it or not, this is hard to do.

Why Ask Questions?

Biz Tip of the Day

The purpose of asking questions in a
presentation is to uncover needs and
then to elevate those needs to larger
problems that you can help solve.

Who Do I Sell?

Biz Tip of the Day

You cannot sell you.

What is Leadership?

Biz Tip of the Day

Leadership is the ability to get people doing what you want done and having them enjoy the process.

Lack of Confidence? NAH!

Biz Tip of the Day

Saying lack of confidence is what keeps you from making prospecting calls is a cop-out. You develop confidence by making the calls

How to Build a Successful Business?

Biz Tip of the Day

You learn how to play baseball by
playing the game--not by simply
going to a seminar. Guess how you
learn to build a successful business?

Strong Posture?

Biz Tip of the Day

Put a person who pretends to have a
strong posture in a room with someone
who does have a strong posture and
the former will be eaten alive.

Identify a Qualified Prospect!

Biz Tip of the Day

The first sign of identifying a qualified prospect is when he gives an indication of discontent or dissatisfaction about his life, business, health, etc.

Want to be a Great Sales Professional? Try this!

Biz Tip of the Day

To be a great sales professional, you
must use specific language for your
presentations, make that language a
part of you, and then say it with
conviction.

Want to be Successful? Just Do The Basics!

Biz Tip of the Day

The truth about what makes a great
salesperson (just like a great athlete) is simply doing the basics very well.

Boy, I'm great!

Biz Tip of the Day

Which would you prefer? To have a coaching session with your coach and say, "Boy, he's great!" or to have a coaching session with your coach and say, "Boy, I'm great!"?

Four Things That Make People With Dreams Successful!

Biz Tip of the Day

Four things that make people with
dreams successful:

1. Focus
2. Action
3. Discipline
4. Innovation

Hire a Coach!

Biz Tip of the Day

If you have a car but not a
business coach, sell the car
and hire the coach. . . you'll
go further.

Use the Same Presentation in Order to Help Your Sales!

Biz Tip of the Day

When you make prospecting calls
using the same presentation over
and over, questions and objections
become predictable. When your prospects become predictable, you can sell them.

Action is What Counts!

Biz Tip of the Day

Ideas are cheap. Action is worth millions.

What To Do When You're In a Slump? Try This!

Biz Tip of the Day

When you are in a slump and can't seem to get motivated, ask someone who is not in a slump to take you with them on a sales call. You will be rejuvenated whether they make the sale or not.

What Does Your Prospect Say?

Biz Tip of the Day

Not all prospect's commitments to your
questions are equal. If a prospect says, "maybe", "perhaps", or "possibly", it's not as good as, "yes", "absolutely", or "certainly".

Keep Your Marketing Campaigns Fresh!

Biz Tip of the Day

Any marketing campaign you do over and over to the same market will diminish in value because people will know, "you always offer it".

Keep On Top of Things!

Biz Tip of the Day

Most sales people will slip into a
funk without constant supervision.

Avoid Talking Too Much During a Presentation! Here's How!

Biz Tip of the Day

Be aware of how much you talk
during a presentation, especially
in the beginning. To avoid talking
too much, open your presentation
up with an open-ended question.

Poor Presentation? Don't Despair!

Biz Tip of the Day

Nobody has ever failed in sales because of a poor presentation. Millions have failed because of not prospecting.

Make It Easy for Your Prospects!

Biz Tip of the Day

Make it easy for prospects to do
business with you. When emailing
or faxing a contract, make sure
all the information is already
filled out.

Prepare Yourself Mentally!

Biz Tip of the Day

Before going on a presentation, mentally prepare yourself by role-playing in your head the possible outcomes and how you will handle each of them.

They're Not Obstacles.....but Opportunities!

Biz Tip of the Day

Don't think of your objections as obstacles.
They are opportunities to explain the benefits that will separate you from your competitors.

Best Presentation? You WIN!

Biz Tip of the Day

He who has the best presentation wins.
That's true for politicians, religious
leaders, advertising agencies, scientists, teachers, corporations, and of course sales people.

Help Your Prospects Develop a Desire for Your Product!

Biz Tip of the Day

It's impossible to desire something
you don't know exists.

Be Proud of What You Do!

Biz Tip of the Day

Nobody in sales has ever been ashamed
of telling people exactly what they do
for a living when they are making money.

Qualify....Qualify....Qualify! q

Biz Tip of the Day

Qualifying is the key to good time
management in prospecting.

Make Just One Prospecting Call a Day to Increase Presentations!

Biz Tip of the Day

A single prospecting call a day, five
days a week, adds up to 250 presentations a year.

Plan Your Time for Your Presentation!

Biz Tip of the Day

A small product sale may only take a single presentation while a larger sale may take several presentations over a longer period of time.

Eliminate Objections by Addressing Them Before They Come Up!

Biz Tip of the Day

You can eliminate over 50% of all objections if you focus on preventing them before they come up.

If Your Prospect Says Yes, Ask Him/Her Why?

Biz Tip of the Day

When a prospect commits with a "yes" to your questions, get her to commit further by asking why she said yes. That way her commitment becomes stronger.

Competition? What Competition?

Biz Tip of the Day

There is no real competition in business because most people are playing a game called, "follow the follower".

The More You Know About Your Prospect!

Biz Tip of the Day

The more you know about your prospect before you give your presentation, the better the odds you will close the deal.

three Tips for Becoming a Master At Prospecting!

Biz Tip of the Day

Here are the three steps to becoming a master at prospecting:

1. Know the language, the questions, and the structure of your presentation.

2. Know how to listen and react to what the prospect says.

3. Know how to use your intuition to perfect your timing of the two.

Motiviate? A Group is Easier Than An Individual!

Biz Tip of the Day

It's easier to motivate a group than a
single individual.

Turn These Bix Tips Into Training Classes!

Biz Tip of the Day

Every single one of my "Biz Tips of the Day"
can be developed into a full-fledged training session. Why not give training classes using the ones you like?

Hilton Johnson,
CoachTrainer

Prospects Don't Care What YOU Would Like to do!

Biz Tip of the Day

Prospects don't care what YOU would like to do. Never tell a prospect you'd like to make an appointment or give them a presentation. Instead, make a request or ask permission to do so and they will be more receptive.

Think Like An Attorney or Doctor!

Biz Tip of the Day

Think and operate your business like
a doctor or attorney. You never know
it all; it's always changing; you need
flexibility--hey, it's a practice.

Direct Marketing is the Key!

Biz Tip of the Day

Become a student of direct marketing.
If you get good at direct marketing,
you won't have to do much selling.
Good direct marketing will cause
your prospects to come to you
already pre-sold.

Got a Prospect Who Asks Rapid Fire Questions?

Biz Tip of the Day

Prospects that ask a lot of rapid-fire questions are not usually good prospects. Don't spend too much time with them.

Bring Up The Price of Your Product!

Biz Tip of the Day

Bring up price early in your prospecting call or presentation. If you bring it up before your prospect does, it will not be perceived as much of a negative. Even better, bring price up as a benefit.

Multiple Streams of Income!

Biz Tip of the Day

If you want to get rich in business, think "Multiple Streams of Income."

Interchange the Skills of Selling and Coaching!

Biz Tip of the Day

Did you know that the skills of selling and coaching, are closely related? If you can do one, you can do the other.

What to Take to Presentations?

Biz Tip of the Day

When going on a face-to-face presentation, do you know what to take with you? The answer is everything. Take your visuals, testimonials, samples, notebook computer, flip charts, whatever.

You never know when you might need one or more of them.

Want To Be An Extraordinary Personal Coach or Salesperson? Social Intelligence is the Key!

Biz Tip of the Day

Do you have "Social Intelligence"?

Social Intelligence is the ability to sense another person's feelings and/or perceptions. If you have it, you can be an extraordinary salesperson, or personal coach.

Need More Business? Build a Referral Business!

Biz Tip of the Day

It would be wise for you to make a policy of never making cold calls again. Instead, make the commitment that you are going to build a referral only business.

People Want What They Cannot Have

Biz Tip of the Day

People want things they cannot have. Make it difficult for people to qualify for your time, knowledge, and business. If you do, they will be more attracted to you and your offers.

Rule Number 1 in Prospecting? Read This!

Biz Tip of the Day

Rule number one in prospecting is to get an appointment to do a presentation.

Rule number two is to make sure the prospect is qualified before giving the presentation.

Rule number three is to know what to say so you can effectively do number one and number two.

Get Started Before You're Read? Yep!

Biz Tip of the Day

Get started before you're ready. If you stick with it, what you need will appear before you when the universe knows you are ready.

Overcome Objections Before They Are Brought Up By the Prospect!

Biz Tip of the Day

If you think a prospect can object to a part of your presentation, you bring the objection up before he does and present it as a benefit.

Get Your Prospects Involved!

Biz Tip of the Day

When giving a presentation, try and get your prospects to participate. Get them touching the product, turning pages with you, drawing circles, making name lists, and taking notes.

Be An Expert At Giving Presentations!

Biz Tip of the Day

You are an expert at giving presentations when you can say and do things throughout your presentation that you know will make your close easier at the end.

Duplicate Your Business! Get Good at it First!

Biz Tip of the Day

Any business can be duplicated. You simply get good at what you do and then you train someone else to do it the same way. Do that over and over and you have an organization.
Did I say you had to be good at it first?

Carve Out a Territory Close to Where You Live!

Biz Tip of the Day

There are a lot more people who you
don't know than who you do know. Carve
out a territory close to where you live and make sure you know everybody.

Great Speakers! No Formal Training!

Biz Tip of the Day

Some of the greatest speakers in the
world never had any formal speaking
training.

Get Mad! Then Use That Energy!

Biz Tip of the Day

If your friends are giving you a hard
time about your choice to be in sales,
get mad. . . and use that energy to be
more productive.

Study Your Ratios!

Biz Tip of the Day

Wanna know how fast or slow your business is growing? Study your ratios. Add up the amount of people you talk to over time and simply divide that number by the deals you've done.

Are You Asking for Referrals?

Biz Tip of the Day

The ideal business is a 100% referral business.
If you're not on your way there, look at the way you're cultivating relationships and examine how often you ask people for referrals.

Prospect, Prosepct, Prosepct!

Biz Tip of the Day

If you are spending more time each
day thinking and organizing than on
prospecting, you have your priorities
backwards.

No Prospecting? No Sales!

Biz Tip of the Day

Show me someone who does not prospect
on a regular basis and I'll show you
someone who doesn't belong in sales.

You Can Do It Even Without Fancy Software!

Biz Tip of the Day

You don't need fancy software or sophisticated equipment to make money. You can do extremely well with a legal pad, some 3x5 cards, and a telephone.

Be What You Need to Be!

Biz Tip of the Day

Management is about balance. Sometimes
you have to be firm and sometimes you have to brighten up.

Negative Situation? Make Lemonade Out of Lemons!

Biz Tip of the Day

Every negative situation has an equal positive benefit. Failure is not failure. Look for the benefits and you'll see them.

Learn to Love NO!

Biz Tip of the Day

Learn to love no. You're going to get it more times than you're going to get yes.

Keep a Journal!

Biz Tip of the Day

Keep a journal. It not only helps you see what's working and what's not working, it's one of the valuable things you'll leave behind when you're gone.

Do You Just Know or Are You Doing?

Biz Tip of the Day

Often times we know what we should be doing, but knowing and doing are two different things.
A good business coach might be able to help you with the doing part.

Create Emotion in Your Prospective Clients!

Biz Tip of the Day

Emotion is a powerful motivator. Create emotion by getting your prospects to picture in their minds how they will see, feel, taste, smell, and hear after they buy your product or service.

Choose Your Boss Carefully

Biz Tip of the Day

Never work for somebody who is dumber than you are.

Find That Person Who Wants to Work With You!

Biz Tip of the Day

Somewhere, somehow, right now, there is someone who wants to work with someone like you and will make you a lot of money if you can find him or her.