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what why how

What, Why and How

What, Why and How Your vision, your attitude and planning to succeed.   This chapter explores Goal setting and methods, or how to get what you want. Today we use the term “Mindset” for Attitude, whatever you call it, it is important.  So let’s jump into this very important area of- how

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Ethical sales training part 5

Handling objects and Closing.  This is step 4, Handling Objections.  We had “Contact”,  “Qualifying”,  “Presentation / Conviction”  stages.  This can be a somewhat tricky stage, particularly if you are an ethical person and are committed to doing what is best for the customer. On the other hand, if all the previous steps, particularly

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sales process

Ethical sales training part 4

Next up is “Presentation / Demonstration”  So here’s where you want to build conviction. Conviction  in them that they should go ahead with YOU. You show why your offering meets their needs. You use the effective targeted communication that we’ve talked about that provides the information they need to make the decision that’s going to be good

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big sale

Ethical sales training part 3.

FIVE STEPS PARTIAL,    CONTACT THROUGH QUALIFYING Five steps: ONE – CONTACT: So the first step is contact. This contact, first impression can mean a lot in the person-to-person face-to-face selling realm.  It can also mean a lot if the first impression is a website, a newsletter or a Facebook ad.   A lot of this

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Ethical sales training part 2.

The nuts and bolts, or how a sales presentation is put together.  You have to create a sales presentation BEFORE you meet with the prospective customer. Maybe this is obvious, and you already know this, but even if you do know this, you will probably learn some things about exactly how to

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Ethical sales training: part 1

So I’m going to start at the beginning, as they say, start with some definitions of what the sales process is, I’m starting at the beginning because if you can get the idea, get the view, actually really understand what’s taking place, I think it helps a lot  What you’re really trying to do, what it’s

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Small Business Checklist

Here are a few things that may seem simple but can easily get overlooked or pushed off, then pushed off AGAIN. And then again, and again. But missing any one of these simple and somewhat obvious steps can stop your business in the early stages, or maybe worse, slam you hard just

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Albert Einstein

Motivation, Mindset, Magical-Thinking and Mindset Coaching

This is a big topic. Very big, very important. Mindset Coaching is very popular these days for some reason. But the idea of “getting your mind right” has been important in business and in life since the beginning of humanity. At the highest levels, or maybe the most subtle levels, we have

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time management matrix

The time management matrix for success

The topic of managing time has been written about as much as anything we can think of. If you search the web you will find thousands of listings. But what it really comes down to is this. –Knowing what you want to accomplish–Doing the most important things first –Sticking to what you

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Totally Free Web Site

I can now recommend a free website for business by Groove

In this day and age, any business that wants to thrive must go online. With so many things going on worldwide and global changes that will forever impact the way people live and do business, going online is no longer just an option. Not only to maintain their success but even just

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A simple sales training intro

This page on sales training and introduction to ethical selling is now presented on this page, so click here to see it. Sales training for ethical selling, using time-tested and still up-to-date methods. Selling or commerce has been taking place for literally thousands of years. While we may think everything is

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Makng sales with Black magic (or white magic)

The art of selling It’s all MAGIC. WHITE MAGIC AND BLACK MAGIC.   Black Magic. Deception, manipulation, selling for the benefit of the sales person, little or no concern for the customer, short-term goals. White Magic.  Telling the truth, effective communication, selling for the benefit of the customer, serving the customer, long-term relationship

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You can please some of the people all of the time

The marketing “gurus”, experts, wanna-be experts, and so on all seem to agree that no matter what you do someone won’t like it. Some, many actually, advocate “being extreme”. In other words, really annoying some people but really pandering to another group. Obviously, CNN, Fox, MSNBC and many others have taken this

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Don’t burn the boats! Plan instead

Stop — Don’t burn the boats! The fallacy, misunderstanding or misuse of the instruction to “Burn the Boats” Don WinchellJust now·2 min read This is something you will hear a lot about on the get-rich-quick and even the get-rich-slower circuit. The basic storyline is attributed to everyone from Captain Hernán Cortés to

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