the phrase that pays

HELP This is Part 4 in our Phrase That Pays series and the word from the phrase How Can I Help You for today is Help. The Beatles said it best. Help. I need somebody’s help. Not just anybody help. Helping is what sales is all about. Your potential client has a problem. They believe…

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the phrase that pays

I Here is the third article in our series The Phrase That Pays – “How Can I Help You?” The word I. Boy, has as my mentor Jeffrey Gitomer schooled me on this one. Please allow me to share his wisdom. Who is the most important person in the sales process? Is it you or…

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CAN We are on the second installment of our Phrase That Pays. We’re looking at the CAN of How CAN I Help You? What can you do in your business? That’s another layer of what this series is really all about. Again, the “How Can I Help You?” phrase gets bandied about often, but the…

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in order to lead you must first be led

Some people would look at this as a controversial statement. You may think “I don’t have to be led to lead I can just get up and lead.” You are led. Every leader was led in some way shape or form. Let’s look at a recent event if you will and how that has transpired…

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4 ways to build trust

In this article, we are going to explore four ways to build trust. The first way is straight from my book “SALES 4 Event Pros” and that is Share Your Story First. There are lots of reasons why to share your story first. The first one is to allow your clients to get acclimated to…

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build rapport

A past salesperson friend of mine used to talk about rapport but he pronounced it as “rappert”, which is kinda funny with today’s lexicon. This article is about finding different ways to build rapport for effective communication. Rapport happens when you are creating something personal with someone else. You create a personal connection when you…

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6 ways to create buying atmosphere

One of my favorite Jeffrey Gitomer quotes is “People don’t like to be sold but they love to buy.” If that’s true, then we need to study specifically how to help your customers buy from you. Let’s dive right in and give you six ways to do just that.  Use verbiage that is conversational. Just…

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3 focuses to make thousands vs hundreds

Do you want to just make a sale and earn a commission? Or do you want to know how to make a relationship and actually earn a fortune? That’s the difference. Too often we’re focused on that one time sale. You know the deal. I got to book this next one. I’ve got a book…

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two concepts to serve your clients better

The S3 Strategy. This is the formula for success in business and in life, and it’s kind of my combined take of two different concepts that I’ve learned over the years, one that was graciously given to me by a past client of mine and one that I learned from the book “The Closers” by…

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product solution focus

Windstar Cruising. It was absolutely was one of the best vacation experiences of my life. My wife and I went on a ship that was literally one-tenth the size of a ship that I used to work on, it was a yacht. The larger ships have everyone lining up in different places, except for a…

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