Monthly Archives: June 2010

Better Informed, Better Sales

“In a highly competitive crowded marketplace, all other things being equal, the one with the most information about the prospect and market, who knows how to turn it into solutions, will win the sale.” ~ Bill Brooks Bill Brooks was a great sales person I had the opportunity to get to know, before he passed […]
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How to Build a Network – fast!

When I began my coaching, speaking and writing business, we had just moved to Charlotte, North Carolina from Los Angeles. We knew only five people in Charlotte and two were the realtors, the builder,  his rep, and the lawyer who closed the deal. We moved 2500 miles from our network of friends and associates and […]
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Positioning and Preparing for Effective Selling

One of the first steps to effective selling is getting clear about how you position yourself and your business. I like to tell the story about my friend Jim, who was looking for more clients for his law practice. One night at our networking group he said, “A good referral for me is someone who […]
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Selling is Not an Accident: 4 Keys to Plan for Success

The problem with most sales books is that they focus solely on what to say once you are in front of the prospect. That’s not half as important as what goes on before you even set up the meeting.  Planning is probably just as important,  if not more, because there’s a way to set yourself […]
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What’s Your #1 Business Success Skill?

If you’re a business owner, executive, entreprenuer or other high level professional, sooner or later you realize that your success in business is not about how good you are at doing what you do. Your success depends on how good you are at marketing and selling what you do. You may have known that all […]
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The Role of Emotions in Leadership Decisions

“Anyone can become angry – that is easy. But to become angry with the right person, to the right degree, at the right time, for the right purpose, and in the right way – that is not easy.” Aristotle, The Nicomachean Ethics, 330 BC Aristotle was a student of Plato, and his primary disagreement with […]
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More Brain “Flaws” in Making Decisions

This is a really good book if you’ve got the same interest as I in how the brain works to make decisions: How We Decide by Jonah Lehrer (Houghton Mifflin Harcourt, 2009). Here’s what I’m learning about the duel between the rational brain and the emotional brain, and how it might apply to sales, business […]
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Conscious Selling to the Unconscious Brain

To sell something to somebody, you have to persuade them. You have to influence their decision-making. But don’t make the mistake of thinking the best way to persuade is to make a logical presentation. Scientists are now discovering how so much of what we think is a conscious decision has in fact been made out […]
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Dangerous Brain Flaws

Given the exorbitant interest rates charged by most credit card companies – like 25 percent or more – it’s surprising more people haven’t cut up their cards. And yet, in 2006, consumers spent more than seventeen billion dollars in penalty fees alone on their credit cards. Since 2002, Americans have had a negative savings rate, […]
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