Harlan Goerger
Free
Selling Strategies for the 21st Century Expert
Harlan Goerger Quick Facts
- Main Areas
- Selling & Leadership Skills with the use of Ethical Persuasion
- Best Sellers
- The Selling Gap, Bypassing No In Business, Business Experts Guide to Business Success
- Career Focus
- Author, Speaker, Business Owner, Coach, Consultant
- Affiliation
- Business Architects, Sales & Marketing Executives
Harlan brings you experience that only 30 plus years of business and sales training can bring you. Having conducted over 300 hands on training and coaching programs with some 10,000 business professionals, he has found what works and what doesn't.
His book "The Selling Gap" gives you the experience of these 30 years! The book includes several new concepts that have never been in print before. All of these concepts have been developed by Harlan to help his training participants get more results faster!
His latest books are "Bypassing NO in Business" the use of body language and influence language to positively influence others quickly and thus bypass the no and obtain more Yes's! This is science based yet put into everyday language for all to understand.
The collaborative effort of 21 contributors in "The Business Expert Guide to Business Success" provides anyone in business a guide from A-Z on how to operate a profitable business. People issues, pricing, marketing, leadership, sales, focus, taxes, insurance, finance, it's all there in one guide.
Harlan's personal selling experience includes the insurance, advertising, building, automotive, industrial equipment, services, agricultural and training business.
He has worked with hi tech, heavy equipment, office services, professional services and just about any type of industry one can think of. The size of business he has assisted vary from the Mom & Pop to Fortune 100 companies.
On a personal note, Harlan has been a widowed single parent of 3 and the grandfather of 7. Loves kids and new ideas.
His web sites are www.AskHG.com www.TheSellingGap.com
blog: www.AskHG.com/blog/
Free Articles & Book Excerpts
Free Audio & Video Samples
Harlan Goerger Books
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
Walking on Thin Ice, is Your Career Secure
Earlier this morning I commented on a debating blog about true security. By the time I was done with my rant the realization was, here is an article with some punch. Does life limit us? Do we limit us? Does positive or negative thinking limit us? Do others limit us? When you think of security, be it financial, physical, emotional or other, what comes to mind?
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Relationship Selling, So What Is A Relationship
It seems that anywhere I turn there is a conversation, blog, discussion or new book on Relationship Selling. You may also be seeing and hearing the banter. I have no problem with the idea of "Relationship Selling", my only question is. "What is this relationship?" can it be described or is it just another catch phrase to sell product and talk smart. My belief is it can be defined, but many salespeople and managers may be avoiding the accountability that goes along with a clear definition.
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Why Can't We Change, How Comfort Keeps Us From Success
It's November and soo Christmas, a New Year and everyone will be talking about resolutions, goals and how 2010 will be even better than ever. All we have to do is set our specific goals, have a plan and execute! Wait a minute! That is what was done last year and the year before! My income is the same, my weight has gone up and I am more frustrated than ever! What is wrong here? Why no progress? I'm doing exactly what the Gurus tell me, and in detail. Well, there is nothing wrong with the goal setting; it does work as long as the biggest barrier to success is not in the way!
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Making your 2010 Goals Work
Overcoming the Avoidance Motivators In the last article, the reason most goals do not work was uncovered. (Why We Can't Change) This article will give you specific steps to overcome those barriers and accomplish more in 2010! Interested? Read on… People motivation is complicated and complex, yet if we can focus on basic truths progress can be astounding. The simplified view is we either move toward "gain" in some form, or move away from or avoid "pain" in some way. The first step to making you goals for 2010 is to understand which moves you forward and which holds you back.
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Do This and Lose Sales
Do This and Lose Salesr Focus on products lose sales, solutions make sales The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the slick and hard packed snow. Monday morning, the first priority is to have the car be mobile and a set of snow-oriented tires becomes necessary. Four phone calls are made to local tire suppliers with one getting the sale.
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Michael, Farrah, Ed and Your Sales
The passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others? I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount of coverage for Jackson versus Fawcett. While both were famous stars and both had provided a great deal to the entertainment business, it was a 5:1 ratio in favor of Jackson! While Farrah was ill and her death not unexpected, Jackson's was sudden and unexpected.
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Turn Fear of Risk into Sales
Overcoming Risk Aversion in Sellingr Help clients move forward in the selling process The deadline is approaching, your month is ending and the prospects that should be closing and going for it are not! What is a salesperson to do! We done the discovery, asked the questions, provided the solution, yet we seem to get inaction from the client. The issue might be RISK ADVERSION and we may not have addressed it effectively. As a matter of fact we may have inadvertently reinforced our customers Risk Aversion, thus creating part of our challenge!
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Flood, Fear and Prospects: How Our Emotions Affect Our Decisions
It's a record at 40 feet, it may go to 41 or 42 and at 43 we're screwed! That's the jist of many conversations here in the Red River Valley as our quiet Red River swells to 3-4 times its size. Observing how people react in such situations can give us some good insight into how they make ...
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The Creative Executive: What the CEO Can Learn from a 10-year Old
We're at 30,000 feet and heading South to Florida for some R&R as well as business. The young lady next to me has a very interesting book that many CEO's might benefit from. One page has a listing of words while the next page starts a story and leaves blank spaces for her to fill in. She can ...
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Exceeding Customer Expectations Works
How what you do during and after the sale makes the difference Most of us have experienced the barley acceptable services while traveling. At most your expectations are guarded optimism as to how things will go. Those who travel on a daily basis have developed their own ways of coping with the ...
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Article
Five Keys to Controlling Time
Yep, its 11pm and your still working on the stuff you brought home. The kids are in bed and so is the spouse. By the way, the spouse is not happy about this either. This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the ...
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Article
Using Sales Resistance to Sell
Now you’re talking with a potential customer and looking for the closing opportunity. You have used the same approach many times and sometimes it’s an automatic “yes” and other times it’s a stall. You may have asked at the “no” end of the oscillation rather than the “yes”.nn nn· Unless ...
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Websites & resources
SelfGrowth-published websites, downloads, and contributor profile websites connected to this expert.
Favorite Quotes & Thoughts from Harlan Goerger
Key to Persuasion: It's not about you, it is about them!
Excuse: The skin of reason stuffed with a lie, usually to yourself!
We cannot solve problems by using the same kind of thinking we used in creating them. Albert Einstein
Contacting Harlan Goerger
How to get started
To learn more about Harlan and his concepts of selling, leadership and communications, go to the web sites at www.AskHG.comand view the programs he has developed.
Then go to www.TheSellingGap.com and get his new book and discover the concepts that have helped others to change their lives and performance.
Want Harlan to work with your business or do personal coaching? Contact him directly by email at HG@AskHG.com or drop a note to...
Harlan Goerger
PO Box 10266
Fargo, ND 58106-0266
Other highlights
Our full develpment programs are designed to make measurable changes. You can look them over by viewing an overview of them at this link....