Posts from — September 2007

What are you afraid of?

If you are like most of the people I encounter in my sales training programs, you likely have some type of fear relating to the sales process.

When I pose this question to people in my workshops, the fear of rejection is usually the top concern participants express.

For me, it is cold calling. Prospecting via the telephone has never been a big part of my lead-generation process and it’s not something I do with much consistency.  Read more...

Perception Is Everything…
There are four “Ps” that will enhance your ability to persuade others in both your work and personal life. They are power, positioning, performance, and politeness. And they are all based on perception.

Develop Personal Power…
The first “P” is power. The more power and influence that a person perceives that you have, whether real or not, the more likely it is that that person will be persuaded by you to do the things you want them to do.  Read more...

Overcome A Major Fear…
A major source of stress in your life is the “fear of rejection” or “fear of criticism.” This fear of rejection manifests itself in an over-concern for the approval or disapproval of your boss or other people.

The fear of rejection is often learned in early childhood as the result of a parent giving the child what psychologists call “conditional love.”

Rise Above the Need For Approval…
Many parents made the mistake of giving love and approval to their children only when their children did something that they wanted them to do.  Read more...

Who was the third person to fly solo across the Atlantic Ocean?

Most of us can name the first person, Charles Lindbergh. Very few of us can name the second, Bert Hinkler. Most of us have no idea who was third. Or do we?

The third person to fly solo over the Atlantic Ocean was Amelia Earhart. But is she known as the third person to fly over the Atlantic Ocean solo? Or is she better known as the first woman to do so?  Read more...

After you ask the final closing question, you wrap up the sale in one of two ways: with a signature on your paperwork or with an exchange of money.

When your business involves filling out paperwork, an agreement or order form to close a sale, you must be careful to do so smoothly.

Simply make notes of all the details of what has been agreed to, ask reflex questions such as the correct spelling of a name or a billing address.  Read more...