Tuesday, June 24, 2008
Sales Secrets - The Best Advice
The best advice I ever got was from my father. Growing up as a
kid, whenever I asked him, "What do you think I should do,"
he always responded with, "What do you think you should do?"
I guess the best advice wasn't really advice, more like a gift.
The gift of learning how to make my own decisions.
The following were excerpted from the May 12th issue of Fortune
Michael Bloomberg - Mayor of NYC. "The advice
was, first, always ask for the order, and second, when the customer
says yes, stop talking."
Mark Hurd - CEO Hewlett Packard. "An NCR
executive was giving a presentation. He had great slides and an
even better delivery. The CEO, Chuck Exley, listened to the entire
presentation. At the conclusion, he nodded and said something brief
but profound: "Good story, but it's hard to look smart with
Indra Nooyi - CEO Pepsico. "My father was
an absolutely wonderful human being. From him I learned to always
assume positive intent. Whatever anybody says or does, assume positive
intent. You will be amazed at how your whole approach to a person
or problem becomes very different."
Sam Palmisano - CEO IBM. "Some of the best
advice I ever received was unspoken. Over the course of my IBM career
I've observed many CEO's, heads of state, and others in positions
of great authority. I've noticed that some of the most effective
leaders don't make themselves the center of attention."
Thomas Murphy - CEO Capital Cities/ABC. "Doing
the wrong thing is not worth the loss of one good night's sleep."
Nelson Peltz - CEO Train Fund Management. "Get
sales up, and keep expenses down." Now that's a sales secret
Charlene Begley - CEO GE Enterprise Solutions.
"Jeff Immelt, before he became CEO, gave me this advice: spend
a ton of time with your customers."
Here's one more sales secret for you. Most advice is easy to give
and hard to take. But as you can see from the above, good advice
has life-long staying power.
Here's a sales secret you can take to the bank if you're willing
to accept it. Read. Read a lot. You are what you read.
If you out-read your competitors you will surely out-smart them.
Last Chance - "57 Ways To Reinvent And Distinguish
Yourself From Your Competition" Will Be Released Wednesday June 25th.
My New Sales Manual titled, "57 Ways To Reinvent And
Distinguish Yourself From Your Competition" will be
This Sales Manual, "57 Ways To Reinvent And Distinguish
Yourself From Your Competition" is also be available
as an eManual which means you'll save money on paper and shipping.
Don't let this down economy get you down. This is no time to give
up - it's time to get up and start doing more if you want to
start selling more today and everyday.
My 57 selling ideas will get you up and get you going in the right
Selling Tools to Help You Sell
More During Tough Times
I want you to invest in my books, CDs, and special reports because
great achievers are great students. "When the student is ready,
the teacher will appear." Are you ready to learn?
eBook - The 12 Best Questions To Ask Your Customers. These sales questions
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Paperback - How To Double Your Sales Without Quadrupling Your Effort. There
is a secret to doubling your sales - learn it here.
Audiobook - How To Get Surefire Selling Results During Tough Times. My Success
Pyramid has 13 critical elements. Employ them and you'll enjoy more selling success.
Special Report - The 10 Biggest Mistakes New Sales Reps Make. Why make them when
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Special Report - No-brainer Ways To Beat Your Competition At The Pricing Game. Learn how to neutralize the competitive pricing pressure in your sales territory.
Use this link to see which books I'm reading and recommending. These books will have a positive impact on your self-confidence in the art of selling.
Summer Sales Training
If you think your sales team needs sales training - they need sales
I'll help you design it and I'll deliver a 2-hour, 4-hour, or an
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excitement, and passion. It's contagious!
Consider sales training if you want the second half of 2008
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Call (800) 266-1268 to set it all up.
Links To Previous Newsletters
Start selling more today and everyday . . .
20 years . . .
512 customers . . .
83.3% repeat business
Monday, June 16, 2008
The Art Of Selling
The art of selling begins with the right attitude.
When you combine the right attitude with sharpened selling skills
you can achieve everything you want in sales.
There's a lesson from golf I'd like to share with you that may
impact your attitude - at least I hope it does.
If you know anything about golf, you know that the U.S. Open was
played this past weekend.
It came down to the last hole and the last putt. It was 12 feet
long. Sink the putt and you're going to the 18-hole playoff on Monday.
Tiger Woods sank the putt and would meet Rocco Mediate on Monday
I was fortunate enough to play with Rocco 20 years ago in a Ronald
McDonald Charity event at the famed Oakmont Country Club.
Rocco has never won a major golf tournament. Tiger Woods has won
So I'm cheering for both guys to win for different reasons.
It got me thinking about inspiration. It doesn't matter if you're
a professional golfer or a professional sales representative. We
all need to be inspired.
In 1969 Tony Jacklin won the British Open.
In 1970 Tony Jacklin won the U.S. Open.
Several weeks ago he was asked where he got his inspiration from
throughout his golfing career.
He said he was inspired by a poem. This poem that inspired Tony
Jacklin was written by his caddie John Elnor.
Here's the poem:
If you think you are beaten, you are.
If you think you dare not, you don't.
If you would like to win but think you can't, it's almost certain
If you think you'll lose, you've lost.
For out in the world, you'll find, success begins in the fellow's
will. It's all in a state of mind.
Think big and your deeds will grow.
Think small and you'll fall behind.
Think that you can and you will.
It's all in a state of mind.
Life's battles won't always go to the strong or fast at hand, but
sooner or later, the man who wins is the man who thinks he can.
I think it's a terrific poem with a dynamic message for entrepreneurs
Why not read this poem everyday before you make a first sales call.
One of the cornerstones to the art of selling is your attitude.
If you think you can you will. If you think you can't you won't.
Why would you ever imagine and think you can't when all it takes
is imagining and thinking you can?
Final Update - 57 Ways To Reinvent And Distinguish
Yourself From Your Competition
It's almost finished.
My New Special Selling Report titled, "57 Ways To
Reinvent And Distinguish Yourself From Your Competition"
will go to the printer at the end of the week.
Here's a look at just a few more ideas you'll find in my new
=> The most powerful word in sales . . .
=> The second most powerful word in sales . . .
=> Christmas cards that work . . .
=> Hail to the chief . . .
=> Great big attention getters . . .
=> Say thank you with bread gifts . . .
My special report, "57 Ways To Reinvent And Distinguish
Yourself From Your Competition" will also be available
as an eBook which means you'll save money on paper and shipping.
The prepublication price of the e-book is $19.97 and the regular
price will be $47 as soon as the book is released next week.
The pre-publication special price of The paperback is $29.97 is
good until the Report is printed. The new price will be $57.
This Special Report will show you 57 ways you can stand-out
and distinguish yourself from the mediocre majority.
Successful people have big libraries. Very successful people have
very big libraries. Do you think there's any correlation here?
Use this link to see which books I'm reading and recommending.
How To Sell During Tough Times
When the economy is down is no time to cut back on sales training.
In fact street smart sales executives know the best time to invest
in sales training is when your competitors are not.
Your salespeople don't know what they don't know. Ignorance isn't
Links To Previous Newsletters
Tuesday, June 10, 2008
A Sales Dilemma - Risks Aren't Scary Once You Take Them
A sales dilemma salespeople face sooner or later is taking risks.
This isn't theory - I know this firsthand.
You see, I spent 19 years working for other companies when I returned
13 of these 19 years were with American Hospital Supply Corp. which
was acquired by Baxter in 1985. I had all the jobs I ever dreamed
about including sales representative, regional sales manager, director
of marketing, vice president of sales, vice president of marketing,
and finally vice president of sales and marketing.
Back then I was never a big risk taker - I usually played it safe. My biggest sales dilemma was that I never took big risks when I
In 1985 I started thinking about going into business for myself. The emphasis was on the keyword thinking.
I talked myself out of it every six months for three years.
It was a scary thing I was thinking about doing.
- Giving up and risking a six-figure income.
- Giving up and risking stock options.
- Giving up and risking a company car.
- Giving up and risking a corner office.
- Giving up and risking a phenomenal benefits package.
I was so scared I became paralyzed in my thinking.
This was risky business and I wasn't sure if I was up to the challenge.
Finally, I stopped thinking.
I made a decision that would change my sales career forever.
I established a written goal with a specific date. Here's what
my written goal said on a sheet of paper from a yellow legal pad.
"On February 5, 1988 I will resign my position to start my
sales training company."
I then signed it because it was a contract with myself.
The whole idea of doing this was still scary up until February
5th - the day I resigned.
What was once scary now became exciting and exhilarating to me.
The fear and concerns were replaced with new ideas, specific action
steps, and incredible focus.
If you're sitting on a big risk today, add up the advantages and
disadvantages. If the advantages outweigh the disadvantages - go
for it. Take the chance.
Your life will be better for it.
It's one less regret you'll have during your lifetime.
Don't fill your life with regrets when you can become the person
you dream about becoming.
He These words are especially appropriate whenever you face a major sales dilemma: "If it is to be, it is up to me!"
Update - 57 Ways To Reinvent And Distinguish
Yourself From Your Competition
I'm making good progress on my New Special Selling Report titled,
"57 Ways To Reinvent And Distinguish Yourself From
The words are flowing like lava from an active volcano. Now you'll
be able to deal with any sales dilemma you face.
Here's a sneak peek at just a few of the ideas you'll find in my
new Special Report.
=> The bowtie guy
=> Three-step follow-up
=> Focus on the "Odds"
=> It makes perfect "Cents"
=> "To Do" and "Not to do" lists
=> How to turn cold calling into warm calling
I just spent a couple days with my speaking and writing buddies.
Told them about my new Special Report, "57 Ways To
Reinvent And Distinguish Yourself From Your Competition."
They asked me about the pricing I told them I was offering (Still
am) a prepublication special price of $29.97. I told them the
price will be $39.97 as soon as the report is released.
These are friends who call it the way they see it and they said
I was practically giving away this product and encouraged me to
raise my price.
I capitulated. When you think about it, it's 57 selling ideas you
can use to grow your business, become more productive,
outfox your competition, impress your customers and
no doubt enable you to earn more money.
You with you you can So here's what I decided. The pre-publication special price of
$29.97 is good until the Report is printed. The new price will be
57 creative selling ideas for 57 bucks.
Don't blend in with your competition. This Special Report will
show you how to stand out and distinguish yourself from the mediocre
As the title implies this special report will give you 57 ideas
on how you can stand-out from the competition. The printed version
of the Report will be available in 2 weeks - so I'm offering a pre-publication
special price for all orders received before then.
If you order today you can save $27.03. Regular price is
Pre-publication special price is $29.97.
Reserve your copy here and your competitors won't know what hit 'em.
Go here to see 8 selling tips submitted by experts
and sales professionals around the world.
Use this link to see these selling tips and to add your
own selling tips and success stories.
Motivate Your Sales Reps To
Sell During Tough Times
What's the biggest sales dilemma your sales team faces? If your salespeople are down because the economy is down, my sales training is designed to pick them back up.
Your salespeople can drink all the Starbucks coffee they want (loaded
with caffeine) and that won't have any impact on sales. On the other
hand, if they're drinking the coffee during my sales training -
Tough times require tough salespeople. My Knockout Sales Training
builds winning teams?
Links To Previous Newsletters
Jim Meisenheimer is the author of "The 12 Best Questions To Ask Customers." His primary focus is on Knockout Selling Skills which helps salespeople win bigger sales, earn more money, and KO their competitors. Use this link to get more information about Jim's products and services: http://www.meisenheimer.com You can reach Jim Meisenheimer ar (800) 266-1268 or via e-mail: email@example.com
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