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Video

Prospecting is More Than Getting the Appointment – Sales Prospecting #12

Getting the appointment isn’t enough.  This week, Warren talks about the things you need to do after the appointment is set in order to insure a successful conclusion.

If you want to learn how to get in the door and close more business, attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..

Click here for more webinar information, or:

Blog

Tuesday Quick Tip – Control the Conversation

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

TIP

When asking for the appointment on the phone, I believe in giving the prospect one choice; ie, “Can we get together next Tuesday at 3,” rather the more traditional two choices (“Would Tuesday at 3 or Wednesday at 4 be better for you?”).  My reasoning being twofold: 1. Giving the prospect only one choice creates a perception of a very busy salesperson.  Believe me, nobody wants to deal with a salesperson who has time on his hands: Do you?  And 2, should the prospect say “No,” to Tuesday at 3, I still have Wednesday at 4 up my sleeve.  Why reveal all your choices if you don’t have to.

If you’re interested in learning how to control the conversation and increase your chances of getting the appointment, attend my 90 minute webinar: Prospecting Skills to Increase Your Sales, on Thursday, August 18th at 12 Noon Eastern Time.  For more information and to sign up CLICK HERE.

Video

The Illusion of Selling – Sales Prospecting #11

This week Warren discusses a dangerous sales habit: the ability to do sales-like activities where you don’t actually ask someone to buy, thereby avoiding rejection.

If you want to learn how to eliminate the fear that stops you from making calls , attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..

Click here for more webinar information, or:

Video

Nothing Takes The Place of Personal Contact – Sales Prospecting #10

Warren thinks email and social media are great, but will show you how personal contact will always increase your odds of closing the sale.

If you want to know how to eliminate the fear that stops you from making calls, attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..

Click here for more webinar information, or:



Blog

Tuesday Quick Tip – Building Self-Esteem

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

TIP

Self-esteem comes from doing and accomplishing.  It doesn’t come from empty praise.  The key is to create winning streaks for your people.  If you want to build the self-esteem of your employees, and your children for that matter, start them off with tasks to do where they couldn’t possibly fail.  As they accomplish those easier tasks, their confidence will build.  Now, start slowly increasing the difficulty of the tasks.  As they start to accomplish the more difficult tasks, their confidence will go through the roof; their self-esteem will skyrocket and they’ll start believing they can accomplish anything: which they probably can.

If you’re interested in learning more about employee motivation, attend my 90 minute webinar for managers, executives and business owners:  “Leadership Skills: Creating Self-Motivated Staff,” on Thursday July 21st at 12 noon Eastern Time.  For more information and to sign up, CLICK HERE.