You may not realize how your behavior and attitude affects your bottom line. But, we know that “kvetching” behavior will hinder your business every time. Read here to learn some simple techniques that can turn this behavior around and increase sales.

In this day and age, it’s simply not enough to call on someone and make a presentation. If you don’t follow up at least 7 times, you are wasting your time, as well as theirs. The more time you put into getting to know your potential customers, the better your relationship will be.

Exponential success is the mathematical process of multiplying numbers. Remember your math days and the different calculations you used. Remember that 4+4=8 and 4X4 is 16 but 4 to the 4th power is 256. Same numbers still math, same amount of effort of do the math on a calculator but look at the difference in results. This process yields greater numbers than any other mathematical process. Some people are satisfied with minor success throughout their lives, adding to their liv…

The ability to gain and keep trust is a vital factor in being able to influence others. Research has shown, time and time again, that trust is always a contributing factor in the ability to influence others. When a person trusts you, trust alone can cause them to accept your message. On the flip side, if people don’t trust you, all the evidence, reasoning, facts, or figures in the world won’t get them to budge.

Trust can be an ambiguous concept, but certain things are quit…

Everyone has great ideas, goals, un-started business concepts, dreams and unwritten books inside of them. You have to realize that your mind, skills and talents are not limited natural resources. Don’t be denied of your dreams and what you are supposed to accomplish. Remember that you are responsible for fulfilling your dreams.

THERE ARE FOUR TYPES OF PEOPLE

Take a look at those around you and reflect on those who have influenced your life the most. What are they doing …

Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a person’s thoughts so they tend to move in your direction.

When you pace, you validate your prospects either verbally or nonverbally; that is, you are in agreement or rapport with your prospects. As a result, they feel comfortable and congruent with you. Pacing entails using stateme…

You can’t change a habit unless you replace it with another one. The same is true of motivation. You can’t change how someone is motivated unless you replace the undesirable motivation with a desirable one. Hence, you have to understand whether your prospect’s motivation is a positive one or a destructive one .

Once inspiration is identified, you must build on that inspiration until you create an intense hunger in your prospects. This means that you get them to take respo…

What might work wonderfully in one negotiation situation will not always be appropriate in another. The instant someone feels cheated, misled or taken advantage of, your opportunity to negotiate with her/him is over. Negotiation hazards tend to occur when you are taking a particular strategy too far.

Many rookie negotiators have a tendency to push the envelope a little too far. Their ambition as beginners is understandable, but it will rarely result in a win win situation….

One of the largest obstacles to selling is that the sales person is not living congruently with their cognitions. I have noticed many attributes that contribute to a successful sales person. I will outline good attributes to have and common areas that will cause you to lose the deal.

Powerful closers do all of the following:

-Accepts 100% responsibility for their results. They realize the importance of ownership.
-High levels of empathy and they really care about their…

Often our expectations are based on the assumptions we have about people or groups of people. The same is true of us. Have you ever noticed how your expectations become reality in your personal life? Expectation is literally a self-fulfilling prophecy. We do this consciously and subconsciously. Remember the kid in grade school who was always really rowdy and disruptive? Sometimes if people already assume they are perceived a certain way, then that is indeed exactly how they w…