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ARTArticleClosing and the Circle of FearWe always try to talk to or interview individual sales people before we deliver in house sales training. As part of this discussion the salesperson is asked about the areas of their selling that they feel they need help with. At this stage we must have talked to nearly one thousand salespeople ...ARTArticleCollective Intelligence and Collective Wisdom“Change” has been the big topic of conversation for some time now. For the most part, the change that everyone writes about and talks about is economic change. There has been much written about the change from a manufacturing economy to a service economy and there has been much written about the ...ARTArticleCommon Marketing Myths for Authors, Speakers, Experts & EntrepreneursI am often asked, “What are some of the Common Marketing Myths you’ve seen in this business of niche marketing?” n
Well let’s start with marketing a book, since this is often the first info-product people create and it is one that illustrates a valuable lesson.
You may have heard the ...ARTArticleConflict ResolutionI once read “Virtually every true conversation (the honest exchange of thought) can lead to conflict!” At first I took exception to this statement; however I have come to believe that the words are right on target.
Carl Rogers said: "Our first reaction to most statements is an ...ARTArticleConsider A Career In NursingIf you are thinking about what you want to do for a career, there are a number of reasons why you would choose one within the medical profession. After all, working in the medical field provides you with the ability to find a job in almost any location and regardless of what the economy happens to be doing. In addition, it gives you the opportunity to work with people on a one-to-one basis and to help those that really need your assistance. Out of all of the jobs that are available within the medical profession, however, none offer you the abilities that you will have if you become a nurse.ARTArticleCreate Fireworks for Your Business SuccessThe Fourth of July or Independence Day, is a federal holiday that celebrates the adoption of the Declaration of the Independence on July 4th, 1776.
Consider:
2.5 million
In July 1776, the estimated number of people living in the newly independent nation.
Source: Historical Statistics of the United States: Colonial Times to 1970
313.9 million
The nation's estimated population on this July Fourth.
Are you reaching them? Keep reading…ARTArticleCreating Value and Confidence Leads to Customer AmazementDo you truly believe in the product or service that you offer? Do you offer a money-back guarantee? To what lengths will you go to ensure your customer walks away satisfied?rARTArticleCustomer Recovery: Guarantees and CommunicationI recently received a glimpse into one company’s amazing handling of a customer complaint. Jeff Frank of Simplicity Sofas, an online furniture retailer, shared with me an email exchange that occurred when a customer had a problem with her sofa. A bit of background first – Simplicity Sofas uses its website as a showroom, and its customers are, as a rule, so pleased that they act as evangelists for the company, giving it some of the best word-of-mouth advertising ever. Read the following letter and you’ll understand why:
Hi Mary,ARTArticleCustomer Satisfaction as a Management ToolIn business, we generally measure customer satisfaction by our sales or market share. It seems fairly obvious that if a customer doesn’t like what we have to offer, why would they buy our product or service?
In a sense, hospitals are in the same boat. If a patient isn’t happy with how they ...ARTArticleDealing With A Sales SlumpWe all know about the deadly grip of selling slumps: you have a series of bad days and missed sa1es; you aren’t coming close to your potential; and you can’t stop worrying about it. In this issue of Sa1esWise we are going to explore the slump cycle and what you can do to interrupt it.
What is a ...ARTArticleDealing With Regal PeoplePeople behave in predictable ways. If you study your co-workers for several years, you will begin to notice patterns in their behaviors.
You will find that your co-workers are either:
1. Mostly conce
ed about procedures
2. Mostly conce
ed about people, or
3. Mostly conce
ed about ...ARTArticleDeciding What You Want To Be When You Grow UpMany of us spend our early years trying to figure out what we are going to be when we grow up. Unfortunately, that decision is not one that is easily made and there are some individuals who may even have a difficult time figuring it out in later years as well. There are some things that you can do, however, which will assist you in choosing a career that is going to fit well for you. Using these tips will not only help you to be happy with the career that you choose, it will also give you the opportunity to choose something that will provide well for you and your family.ARTArticleDecision-Making is a Serious and Growing ProblemDecision-making is an age old problem. Eve took advice from a snake. Julius Ceasar took advice from a council of advisors even though they later stabbed him in the back. Kings, presidents and leaders of all types struggle with making good decisions.
The 2004-2005 Teradata Report on Enterprise ...ARTArticleDecision-Making Rule #1As I have studied a number of books on decision-making, it has been encouraging to find that academicians have validated my own experiences. One example goes back to a time, when I was working in a company that had an incredible product but some problems with delivering products on time. It was ...ARTArticleDevelop A Strong Marketing VisionHopefully you already have a vision for your company.
It might be to be the biggest, the best or the brightest in your industry. It might be to deliver a certain experience or level of service to your customers. It might be to take over the world and travel to the moon.
Whatever it is ...ARTArticleDevelop Your Reputation CapitalYour reputation capital is the brand your name carries – the sum total of your good name, good works, and your history. As an individual, your reputation and the image it carries are important. With every move you make, you are validating in the eyes of your family, friends, neighbors and ...ARTArticleDifferent Open Source CMS Used for CustomizationNowadays, open source softwares are largely used to design, develop and maintain websites. Among the various types of open source softwares, the content management systems(CMS) are the most widely used ones, especially those written in PHP. These open source, PHP writte
CMS platforms have become extremely popular as they serve users with several benefits. They enable users to modify, publish and edit the content of the website. Owing to the popularity of these systems, many companies now provide open source customization services in which they provide open source web design.ARTArticleDisability Savings Grant for CanadiansWhat is Canada Disability Savings Grants (CDSGs)?
Whenever I meet a family with disability, there's always the question: "What is the difference from putting our money into regular saving account verus into a RDSP?" The major advantage is that the Government of Canada will provide the Canada Disability Savings Grant (CDSGs) and the Canada Disability Savings Bonds (CDSBs). We first go through the CDSGs for now and discuss the CDSB at a later date.ARTArticleDiscovering Your Dream Career Is Like Playing A Former TV Game ShowDid you ever see the TV game show, Concentration? It was a show that came out in the 1950s. Basically it was a combination of a children’s match game and solving of a puzzle. The puzzle was a rebus puzzle, which is made up of a combination of pictures, words and numbers that when taken together ...ARTArticleDo You Inspire or Incinerate?Throughout my career, I have asked managers what they look for in hiring new employees. The single most sought after characteristic is a positive attitude. Knowledge can be learned but a positive attitude cannot be taught and is recognized as being critical for success. Yet, if attitude is so ...ARTArticleDo You Wish You Could Make A Web Site?Since the dawn of time, setting up a viable business has never been easier. Through the Internet, you can now tap the world’s marketplace from your living room. But here’s the problem: you don't know how to make a Web site!
Access to the world's marketplace isn't the only big change. ...ARTArticleDon’t Answer Objections, Isolate Them!Don’t Answer Objections, Isolate Them!
By Mike Brooks, Mr. Inside Sales
Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar?
When sales reps ask me how they ...ARTArticleDon’t Answer Objections, Isolate Them!Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar?
When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them ...ARTArticleEasier Ways To Bigger SalesMost salespeople don’t grow up wanting to be salespeople. They grow up thinking that they’re going to become doctors, lawyers, or businessmen and women that leave the “unpleasant” task of selling to someone else. Well guess what, that unpleasant task is now the way you make your living and ...ARTArticleEffective Article Writing for Successful SEOArticle writing has become an important part of Internet Marketing and Search Engine Optimisation over recent years, long gone are the days when you could merely use the keyword meta tag and stuff your website with the same keywords to get an excellent ranking, search engine algorithms are more intelligent these days and the main search engines don't even take a blind bit of notice of the Keyword tag, even link building is becoming unproductive since the last few Google updates, I'm not saying that it's a waste of time but the search engines, Google especially ,now focus on quality over quantARTArticleEffective Managers Stand Up And Go FirstI recently conducted an ad hoc survey in which I asked a number of salespeople what they thought about the managers in their company. While many said they like their immediate manager, and other managers in the firm, they reported that, in general, all managers are too busy doing other things ...ARTArticleEmbracing Social Networking In The World Of Web 2.0In January’s news article I spoke about New Media and the importance of using various pathways to educate current and potential customers and provide access to products and services. This month I felt that it was important to talk about Social Networking. What is Social Networking? “Social ...ARTArticleFeels So GoodHow do your buyers feel when they've read your booklet or other information product? It may be something you've never actually considered until thisnmoment. If so, you're not alone. After all, you've labored to getnall that wisdom whittled down to a booklet, feeling like you'venleft out tons of ...ARTArticleFive Levels of SellingThis past week, my wife inadvertently drop kicked our toaster oven and caused it to experience a catastrophic failure. The toaster oven, the microwave and my grill are necessary to sustain life at our house if I have to fix any food. The toaster oven is great because it works well for just the ...ARTArticleFive Pathways To Publishing Your BookYou want to be a published author, of course. You've got five choices about how to do that. Here's a brief overview of the five major methods, outlining the advantages/disadvantages of each. Some can even be combined—for example, you can easily create an e-book and a self-published printed book from the same digital file.
1. Publish With a Traditional Publisherr