What’s In It For Me, WIIFM, the basic biological fundamental radio station that most of us humans are tuned into throughtout the day. We hear Bryan Tracy, Zig, and Tony Robbins talk about how that is what our customers and prospects are thinking throughout our sales presentations and that we must tailor our talks to accomodate their needs. This seems to be true, at least in my experience, and today I was reminded of this principle in a big way.

I was having a conversation with a client about referrals. He had been having a terrible slump with getting referrals for the past 5 or 6 weeks. He had been asking most of the right questions, at pretty much the right times, and we were trying to dissect if maybe there Read More...

Referrals, referrals, referrals.  Every business professional knows how important referrals are.  With them you can work smarter, make more money and grow your business faster than any other method.

In today’s economy, referrals are vital to keep business rolling. 

For today’s Top 10 Tips Tuesday, we are going to focus on how to generate referrals.  What you should know and how to professionally cultivate more. 

 1. Ask for them outright. Explain what you do and say you’d like referrals.
The #1 reason people don’t get Read More...

A few months ago, I was catching some waves in the wave pool at the Mandalay Bay Hotel in Las Vegas when I met an interesting guy who was doing the same.  We were kicking back, catching some waves, and learning the best way to catch the waves so you could ride them all the way into the beach.

As we talked, we realize that we were both from the Midwest and have many things in common.  In particular our laid back attitude and approach to life was similar and, In short, a friendship was born.  This friendship has gone on to become an awesome business relationship as well.

Why is it that so many of the best business deals are forged on the golf course or at the ball game? It is because it is Read More...

I was driving around last week listening to a guy named Andy Andrews in my car, and he said something that hit me right between the eyes.  Mr. Andrews (author of the book The Traveler’s Gift) was saying that if he was allowed only 1 minute on stage and one thing to say that would change someone’s life, it would be an easy decision for Read More...

Most sales slumps have as much to do with your mental, emotional, and spiritual state as they do with the technical aspects of your work. So, in this post, let’s look at your internal life and what action steps you can take to improve it.

There is a direct and powerful connection between the state of your emotions, your thoughts and your actions. Scientific studies have shown that your mental state changes your body. Additional studies show that these changes are perceptible by other people on a very subtle, but very powerful, level. Your thoughts and emotions are a huge piece of the performance puzzle.

Watch your Mental Diet
My colleague, Read More...

by Chris Lytle from Monster Career Advice

Sales pros aren’t the only ones who can offer valuable lessons in the art of persuasion. I saw a great sales job in the Tampa airport by a person who probably didn’t even see himself in sales. It was an airport security person who did a masterful job of crowd control.

We had an 8 a.m. flight from Tampa to Toronto. That meant a 5:45 a.m. taxi to an already crowded Tampa airport. We checked our luggage at the ticket counter, boarded the shuttle and rode to the terminal Read More...

In Eric Haney’s book, Inside Delta Force, the author relates a story about how the simplest solution is often the best. The Unit had been given a mission to retrieve a valuable object from a hostile country. The plan involved high altitude parachute Read More...

Dr. Robert Ciadini’s book, Influence: The Psychology of Persuasion is an enjoyable read with colorful examples throughout.  The book focuses on six “Weapons of Influence.”

The first, Read More...

Jay Abraham is a world renowned sales guru…some might even refer to him as a selling god.  His program, 93 Extraordinary Referral Systems is a must have sales training program for any sales person, sales manager or marketer.

In this program you will discover the ease of selling to referred customers.  It is considered to be the most important weapon in any marketing arsenal. Why work hard when you Read More...

The last two days we have been talking about the system to answering objections. First you validate the objection, and then you clarify the objection. Before we continue with the third step, which is isolating the primary objection, it is very important to understand a principle that applies to any system.

Whether you are using a system to answer objection or to remember names, you need to follow the steps of the system much like following a recipe to bake a pie. When you have recipe, it gives you specific instructions on how to prepare specific ingredients to get a desired result. If you begin to modify the instructions or the ingredients or the amount it changes the results.

Sometimes Read More...