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Goals

Goals, Motivation, Professionalism, Respect, Sales, Training · September 9, 2011

Are you a sales professional, or a politician?

Empty Promises, Commitments, and Core Values   Watching the President last night speak to the joint session of Congress, kind of kicked off my mind in a direction that I didn’t expect. I started thinking about all the presentations I’ve made in front of prospective customers. I tried to put …

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Goals, Motivation, Planning, Preparation, Sales, Training · August 5, 2011

The end of the year is near .. are you frustrated yet?

Feeling Frustrated? Maybe it’s your Goal Setting …   I heard a great quote today that lead to this blog: “the task of setting unrealistic goals, are the seeds of frustration and depression” … Zig Ziglar If you are frustrated, you might be doing it to yourself! Are your goals set TOO HIGH? …

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Communication, Goals, Motivation, Professionalism, Sales, Training · July 29, 2011

Are you in control?

Control … One of the main things we learn in being a sales person is that we must ‘control’ the customer. As a sales person, we need to steer a buyer into making the proper decision. Of course that decision is to buy our product, or agree to a certain point in negotiations. Too often though, our …

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Communication, Goals, Motivation, Planning, Professionalism, Responsibility, Sales · July 19, 2011

Are we confusing our sales teams?

“Get more immediate sales!” “Why aren’t you visiting that prospect?” “What have you done for me lately?” “Why haven’t you followed up on that trade show lead?” I think it is fair to say that sales people are the easiest people to both motivate and frustrate. We give them a task and point them in …

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Goals, Professionalism, Sales · June 26, 2011

When is it time to FIRE a customer?

When is it time to fire a customer?   We all have been faced with a situation where we are dealing with a customer that we want to get rid of. Yes, I am talking about deliberately firing a customer for various reasons. Either they are slow pay (or no pay), have unreasonable service requests, …

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Goals, Leadership, Planning, Sales · April 3, 2011

Eating Elephants

How big are your goals? I listened to a great podcast this week from Zig Ziglar, the world famous sales trainer and motivator. The title of this one was “Happiness as a goal”, and it wasn’t about setting the specific goal of happiness, that was the outcome of the meeting a list of more manageable …

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