Narrow It down!

The secret to success is not in doing lots of things fairly well. It's in doing one thing extremely well.

I Hate Selling!

I hate selling! I hate selling! I made a big sale! I love selling!

Is Selling Fun?

Selling is not fun until you make a sale.

Do You Question Whether Selling is the Right Business for You?

If you have to question if selling is the right business for you, you already know the answer.

The Difference?

The difference between a job being easy or hard lies in mastery...or the lack thereof.

Is Selling Hard? Nope!

It is a myth that selling is hard. What is hard is learning how to do it.

Open Mind?

If someone suggests that you keep an open mind about what they're going to tell you, it's time to close your mind.

Replace Yourself!

The easiest way for you to elevate yourself into a higher position is for you to replace yourself.

Do You Really Need 7 Tries to Close?

It's a myth that you need seven attempts to close the average sales prospect. If your presentation is good enough, you only need a single minor close at the end.

Know When to "Close 'em"!

The difference between an amateur salesperson and a professional salesperson is the professional knows when to close and when to back off.

Don't Turn Them Off!

The easiest way to turn off a sales prospect is to lead with benefits.

What's the Easiest Way to Get Referrals?

The easiest way to get referrals is to make your current buyer happy.

Pitfall of Having a Large Group or Organization!

Every large group, organization or business has a jerk with an ego so large it alienates just about everybody else.

Success?

Success is everything it's cracked up to be

How Are Business and Chess Related?

Business is like a chess game--you not only have to play your game well, you have to play your opponents game well too...and see the moves several steps ahead that are likely to come into play.

How to Accelerate Creativity!

Creativity is accelerated when you are stimulated, focused and free from distractions.

Are You in a Rut?

In most cases, a person is in a rut because that is where he really wants to be.

How to Determine the Value of Your Business!

The value of your business is not determined by whom you have working for you but by whom you refuse to have working for you.

Pssst...Here it Comes.....There it Goes!

Technology is moving so fast that by the time you read this, the device that brought it to you is probably obsolete.

Are You Staying in Sales for the Right Reason?

The reason people stay in a sales job when they are not earning money is because they otherwise have no life.

We All Have Only 24 Hours Each Day!

There is no extra time. We all have just 24 hours in a day.

Weak Leadership?

Weak leadership leads to a loss of leadership entirely.

What's Good Leadership?

Good leadership is when you can get others to do extremely well, what you can do reasonably well.

Don't Be a Leader Who Has to Be Pushed!

It's hard to follow a leader who has to be pushed.

You Decide!

One negative event can ruin your whole day... unless you decide to make it NOT so.

Hang Out With Those You Want to be Like!

You are a product of your environment. Therefore, you should only hang out with the kind of people you want to be like.

What's the Biggest Money Drain for a Business?

One of the biggest money drains of all time is...keeping bad employees.

Don't Give Good Leads to Incompetent Sales People!

Giving good leads to incompetent sales people is like throwing money down the drain.

The Greatest Inventions Have No Value Until Somebody Sells Them!

The greatest inventions in the world had no value until somebody sold them.

Choose the Thoughts!

We get to choose what to do with the thoughts we don't choose.

The Few Control the Many!

In business, politics and religion, the few control the many.

Win an Argument?

You cannot win an argument with facts and logic.

Work Ethics?

The best intentions and work ethics can be derailed by associating with negative and closed minded people.

Why Retire?

Why should you ever retire if you've made your business fun, balanced and profitable?

What's the Difference?

The only difference between you and the other guy who got rich in the same business is the other guy had a better presentation.

Older People are Happier!

Older people are happier than younger people because older people have learned what doesn't bring happiness.

Wisdom?

The greater the life experiences, the greater the wisdom.

Fire Them!

You need to fire any employee that brings his or her personal problems to the job.

Master a Good Presentation!

You master music by breaking it down note for note. You master a good presentation by breaking it down word for word.

How to Ruin a Sales Presentation?

Nothing ruins a sales presentation more than overselling and underqualifying.

Step Out! No Fear!

The offspring of fear is mediocrity.

What Pays the Bills?

Skills pay the bills.

What's Innovative?

The best, coolest and most innovative products in the world have no value until and unless someone figures out how to sell them.

Successful People Say the Right Thing at the Right Time!

Successful people know exactly what to say at just the right time.

Make Yourself Indispensable!

The easier it is for anyone to do your job, the easier it will be for your company to terminate you.

Write Down Your Goals?

Writing down goals causes many people to never act upon them.

How Far Have You Come?

Success and money come in proportion to what you become.

How Do You Lead?

You don't lead by simply telling others what to do. You lead by observing and correcting their mistakes.

Stay in Touch!

Come up with interesting and beneficial ways to stay in touch with the people you meet.

Do You Accept Testimonials and Endorsements as Always True?

Testimonials and endorsements can deceive and mislead.

If This, Then That? Nope!

Are most con men good salespeople? Yes. Are most salespeople con men? No.

If It's Perfect.....Something's Wrong With It!

If the deal sounds perfect, there's probably something wrong with it.

Have You Drifted Off the Presentation You Were Taught?

When a salesperson starts off well and them goes into a funk, it's usually because he has drifted off the presentation he was taught.

When is the Best Time to Hire a Good Employee?

The best time to hire a good employee is when no one else is hiring.

Be Irreplaceable!

Look at any business close enough and you will find problems that need solving.

So, become a problem solver and you will be irreplaceable!

Outsmart Your Competition!

The easiest way to outsmart your competition is to give a smarter presentation.

When it becomes fasshionable.....it's time to make a change!

When something becomes very fashionable, it's probably time to make a change.

Set a Small Goal and Take Baby Steps Towards It!

Setting and reaching a small goal is more motivating than setting a large distant goal.

Write a Good Sales Message!

If you want to write a good sales message, come up with a great headline and then make the message fit.

Don't Waste Time on Unqualified Prospects!

One of the most time-wasting, demoralizing and frustrating things in selling is trying to sell to an unqualified prospect.

What's the Most Important Part of a Presentation?

The most important part of a presentation is not the close. The most important part is uncovering needs.

Be Able to Prove It!

Whenever you tell people what your product or service will do, you must be able to prove it. The best way to do that is by getting other people to endorse it for you.

Good at Selling? What to do Next!

Once you're good at selling, think forward: Instead of selling, teach others to sell; Instead of teaching others to sell, teach others how to teach it.

Is Advertising an Effective Way to Market?

For most small businesses, advertising is the most attractive but least effective way to market.

Write Your Own Ticket in Business!

If you want to write your own ticket in business, make it almost impossible to replace you.

Be Real!

Trying to be clever or brilliant has ruined many business presentations.

Does Each Generation Become Smarter?

Each generation becomes smarter because we know what we know plus what we have learned from our predecessors.

Unemployed?

The most common thing unemployed people say they will not do is selling. That's why they're looking for a job.

Did a Prospect End Your Sales Presentation?

If a prospect ends your sales presentation before you're ready, you said something that turned him/ her off.

Who Is a Harder Sell?

The more money someone has, the harder it is to sell them.

Who To Focus On?

Only focus on the more difficult sales prospects when you've run out of the easy ones.

When Will They Show Up?

The things you'll need to know and the people you'll need to meet will begin to show up after you get started.

Greatest Marketing Ploy of all Time!

One of the greatest marketing ploys of all time is when the product is unavailable.

Top Producers? Be Glad You Have Them!

Top producers are often unruly, demanding and difficult to work with. Be glad that you have them.

When to Get Rid of Mediocre Employees?

A good time to get rid of mediocre employees is when the overall unemployment rate is high.

Go By the Rules?

A good rule to go by is to not always go by the rules.

Why Do Snall Businesses Fail?

Most small businesses fail because the owner never learned how to sell or market.

Don't Go Looking for a Job......Invent One!

It's better to invent a job then to find one.

Find Good People!

The problem in business is not in finding and hiring good people. The problem is in taking the time to search for good people.

 

Desire to be Good at Selling!

If you have no desire to be a good at selling, you're already at a major disadvantage.

A Good Leader

A good leader will help people set and reach small goals before filling their heads with outrageous and unrealistic ones.

Invite Those Objections!

Inviting your prospects to give you objections will reduce the chances you'll actually get them.

Avoid Arguments by Agreeing!

If you want to avoid an argument, agree with the disagreeing person.

Are You Resentful or Resourceful?

When people treat you badly, you have a choice: You can be resentful or you can be resourceful.

Just Ask!

Never spend a lot of time with a prospect without asking him upfront if he is ready to buy.

When You Get a Complaint......Think About It!

Be grateful for the complaints you get from your customers. Complaints help you make important adjustments.

Every Interaction With Others Has A Bit of Selling

It's impossible to interact with people without somebody doing a little bit of selling.

Looking for Great Employes?

Some of the best employees you'll ever find will come from your database of loyal customers.

A successful Business?

A successful business is not as much dependent on hiring great people as it is on firing the mediocre.

How Difficult Was It to Get There?

The value of an outcome is determined by the difficulty of the journey that preceded it.

Learn How to Sell!

You learn baseball by playing the game. You learn how to be a musician by playing a musical instrument. You learn selling by selling something.

Talent!

Talent is born the moment you take action on an idea.

Watch Your Mouth!

Don't tell another person your troubles unless you want their advice.

Measure Your Success!

You can measure how good you're doing by comparing how bad others are doing the same thing.

Recipe for Innovation?

The recipe for innovation is equal parts of education, experience and outside stimulation.

Can You Figure This Out?

No one has ever figured out how the brain thinks in abstract terms.

Education and Experience!

Education teaches the rules. Experience teaches the exceptions.

Phony Smile?

A phony smile or laugh can be spotted a mile away.

No New Leads? Follow Up on the Old Ones!

One of the benefits of not having enough new leads is being forced to follow up on old leads.

How to Get Rich?

 

Short of winning the lottery, there are only two ways of getting rich...you either have to get really, really good at doing something or receive an inheritance.   Hilton Johnson, CoachTrainer