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The key to your success is the ability to influence others to accept your ideas, requests, etc. The good news is everyone has the capacity to influence others. All you have to do to harness the capacity is remove three self imposed obstacles that usually get in your way. First obstacle is your belief that…
If companies are to survive today, they must convince customers and prospects that their products/services are not just nice to have, but are a “must have.” That’s the position Karen Cone found herself in at the beginning of the Great Recession when she was President and CEO of TowerGroup, the leading research and advisory services…
Video Interview on how a senior executive turned his sales team around and forced his competitor out of a market
In April of 2008, Steve Keating, Manager of Selling Skills at the Toro Company, heard me speak about using social media to build one’s sales. Already involved with Twitter, Steve had at the time a few hundred followers. After hearing the presentation, he decided to make it a key strategy in building both his personal…
Retailers like Sam’s Club and CVS have figured out that huge profits come from customization. Using discounts to track results, Sam’s Club achieved a 1-2 percent acceptance of generic discounted offers. Realizing it had a trove of information regarding buying habits and the purchasing history of each customer, it developed a new program called eValues.…
Something happened this weekend that reminds us all that we should not only appreciate the ultimate sacrifices made by our brave men and women fighting for our freedom, but also take time to thank the living and show our appreciation for all that they have done to help us achieve our successes. The incident I…
In the gym of my daughter’s high school (Northern Valley Old Tappan-NVOT), there is a banner that reads- Welcome to NVOT-Where sportsmanship is an expectation. So please let the players play. Let the coaches coach. Let the officials officiate. Let the spectators be positive. This sign caught my eye because all too often I see…
There are three Strategies you can start to employ today that will generate a significant increase in sales revenues in a very short period of time. Some of these strategies you will intellectually understand and know already. The key is to go beyond your intellectual comprehension and identify whether or not your tactics are in…
Why did Steve Teel of Teel’s Baseball (academy softball and baseball) bring me in to speak with their coaches on sales skills? The answer is simple. Coaches need to know how to communicate to all of the buying influences if they are going to grow their business. Steve Teel is a smart business owner. He…
A new show, Undercover Boss, premieres tonight on CBS right after the Super Bowl. Larry O’Donnell, President and Chief Operating Officer of Waste Management Corp, goes undercover as a regular worker to better understand what his employees go through. From this experience, Larry has developed a better appreciation for all that his employees do. He…
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In most companies, if a customer has a problem, the business will do what it takes to make that customer happy. That’s a good thing, right? But there is one thing they don’t do. In this video, Ultimate Customer Experience Expert® Scott McKain reveals why not being willing to be negative enough can hurt your business. …
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In a perfect world, everyone would be scrambling to buy your product or service. However, while targeting a broader audience may sound like more potential customers, in reality, that’s not the case. In this video, my guest and New York Times bestselling author Jay Baer explains why from an audience perspective, you’ve got to think…
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Happy and satisfied clients or customers that’ll stick with you over the long term are the ultimate goal for any business. The tricky part, however, is that customer needs and expectations have evolved over time. In fact, in a survey by Salesforce, 76% of customers said “it’s easier than ever to take their business elsewhere—switching from brand…
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Creating and providing value for customers is the key to growing any business. Without value, there is no demand. But how do you define value? And how do you create it for your customers? Find out in this video training with Bob Burg, co-author of the international bestseller, The Go-Giver. #VelocityMindset #GoGiver #leadership #value #sales
Read MoreHave you been rejected by someone when you asked them to do something, buy your product or accept your idea? If you are human, then you have been rejected more times than you probably care to remember. How do you turn that rejection into a yes? …
Read MoreLearn how to dramatically grow your market share and sales through powerful alliances. This video blog will show you the alliances you need to cultivate and how to do so. Ron Karr shares a real life case story on how he was able to rally the troops, both internal and external, in order to save…
Read MoreGetting people to accept your point of view or proposals depends on how well you portray confidence to the person that you are trying to influence. To close more deals and get people to do what you are asking, learn the mindsets from which you need to operate!
Read MoreWant to Increase Your Level of Influence in All Areas of Your Life? Watch this video and avoid common catch phrases that will demotivate people from acting on your ideas. Please leave comments on the phrases you hear that just irritate you.
Read MoreThe secret to you closing more business lies in your energy and thoughts! Last week I had to call back a senior executive of a client who hired me to speak to his team last September. The speaking engagement went very well and he wanted to talk to me about a bigger project. On the…
Read MoreTim Seale, president of Timber Trading had built a successful wholesale lumber business. However, he realized there was going to be a limited premium that customers would be willing to pay to a middleman to facilitate deals between lumber yards and mills. The only way he would remain profitable was to add value to the…
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