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Why do you go to work?
? Why do you go to work? Is it for the enjoyment, to keep busy or another specific reason? For years, I have been asking people why they go to work. Everywhere in the world I get the same answer. What do you think that answer is? If you said money, you are right. However, the answer is wrong, even though it reflects the belief of the rest of the world! The secret is no-one should ever accept their first answer or the first answer from anyone else. To the extent that you or they think they...

Selling for Results - Convince, Influence or Engage?
? Traditional sales training has led us to believe that we need to convince prospects to buy our products or services. They have also used the word influence prospects into buying. These two words are very negative and will bring you negative sales results. It is time for a non-traditional, results oriented, approach. That approach is engaging customers to buy. Think about it, do you like to be convinced or influenced? I suspect, neither. How do you feel after you have been convinced of a...

Employees Fears and their Motivation during Uncertain Times
Many people are living in fear during these uncertain times. They listen to all the negative media around them and become a product of the environment. In addition, the core of their internal self talk is brimming with negativity and overflows with tremendous fear. These individuals possess little or no motivation. They fear loosing their jobs and allow the economic downturn to profoundly impact their personal lives and dreams for the future. These employees suffer from lack of motivation....

The Foundation to Sales Success in Today's Economy
Selling in today's economy requires a strong foundation in order to succeed. Your attitude, which stems from your individual beliefs, is the foundation for productivity and sales. Do you believe in yourself? Do you have faith in your organization, the team, and the products and services that you sell? Do you trust there is a market out there for your goods and services? The answers to these questions will determine the sales results you achieve. Plainly, it is your beliefs that determine...

How To Increase Team Morale And Productivity During Times Of Change
During these changing times, everyone is concerned about tomorrow and many people are living in fear of the unknown. This fear is causing unreliable hearsay, low team morale and less productivity. However, there is a solution and it is centred on one word - attitude. Attitude originates from our beliefs. Whatever our beliefs are in ourselves, our organization, our team effectiveness and the general market place, ultimately they are reflected in our attitude. Thusly, our attitude...

Discipline is an Effective Habit
What is Discipline? Does discipline have anything to do with success or motivation? Does discipline have anything to do with your everyday life? Can discipline be an effective habit? Discipline is defined as a commitment to the most important person in the world - YOU. It means doing what you have to do, even when you don't want to do it. Discipline is an effective habit and effective habits lead to effective results. Conversely, ineffective habits produce ineffective results. Firstly,...

Self Help is more Important than dwelling on the Economic Crisis
Mary Kay said it best. "We spend more time planning our vacations than we do planning our lives." Let's change your perspective in 2009 as you realize, self help should be more important than dwelling on the economic crisis. Our current economy is not within your control. Too many people live according to external circumstances, and fall into that "sticky" trap of uncontrollable occurrences. When this happens, you become a victim and rather than finding a way to help yourself, you blame...

Sales Motivation in the 2009 Economy
Sales motivation in today's economy is more important than ever before. As the economy slows down, so do sales. Unfortunately, most sales people slow down too. Sales people, like the masses, become a product of the environment. Nonetheless, what do most organizations do when the economy heads south? They cut costs, typically in the wrong areas such as training, sales conferences, coaching and sale personnel. Sales motivation does not exist. They create an environment of uncertainty as...

8 Time-Lasting Tips On Sales Survival During The Economic Downturn
As sales decline, sales survival has become the topic of discussion in many corporate boardrooms during this economic downturn. However, there are things that sales organizations can do to take advantage of the downturn and position themselves for the future. 1) Don't panic. Easy to say but not so easy to do especially if you are the bread maker and others are depending on you. Nonetheless, you must remain calm knowing that recessions do occur; recessions are out of our control and "this too...

Lead The Way To Increased Sales In A Weak Economy
Are you and your sales team impacted by the current downturn in the economy? Congratulations to you if your organization's sales are still going strong because many are struggling today. The majority of business owners and sales people have already experienced some degree of reduced sales. No matter how the economy is affecting you and your team, it is your job as their manager, coach or leader to help them meet their targets and/or increase sales. What does it take to lead a sales team...

You are going to lose your Job! What does that do to your attitude?
? The news is out. Many people will be losing their jobs. Will you be one of them? What does that do to your attitude? To most, it will send them in a downward spiral of self pity, disappointment and negativity. They will become a victim and it will be reflected in their attitude. They will let the outside world enter and destroy their inside world. They will loose more than their job. They will lose their role in life, their self confidence, their self esteem and self respect. They will...

Job Losses Coming. Employees are Going. Is Your Attitude Coming or Going?
? With the current economy going in a downward spiral, many people are in fear of losing their jobs. The headlines state the job losses will be significant in all sectors. Is your attitude coming into line with the current situation or is your attitude going in the direction you want it to go? Will you be one of those people who might loose their job? If you are actually thinking in this manner, then chances are you will loose your job. The potential job loss is a reflection of your current...

Having the Right Attitude in Down Times
As 2008 comes to an end, the news describes a profound recession and suggests difficult times ahead at least for the immediate future. Are you mentally prepared for the New Year and the recession? It is most important to have the right attitude while moving forward during these difficult times. Keep in mind that your attitude and discipline are 100% within your control. You can maintain the right attitude with a little bit of discipline. In other words, embrace an attitude of discipline or...

Jump Start Your Day, The Attitude Of Discipline Way!
Each and every day can be a jump start towards getting everything you want out of life when you incorporate an attitude of discipline. An Attitude of Discipline is greeting each day with gratitude. When you wake up in the morning, you are granted another day closer to living your dreams. Simply waking up each day is a poignant reason to be grateful. So many people will not wake up today. An attitude of gratefulness is a daily discipline. Embrace an attitude of gratitude and notice how you...

Preserving And Growing Sales Profits In A Downturn
With the current downturn in the economy we need to preserve sales profits like never before. We also need to continue to grow our sales profits. So, what must we do? First and foremost we must identify the 20% of our existing clients that are giving us 80% of our revenue, or revenue. Then we need to put an aggressive retention strategy in place to keep these customers happy and loyal. The reason I say this is that these "A" customers are your best sales profit customers. They are...

Kick Start Your Day, The Disciplined Way!
Do you know who you are? Do you love what you are doing? Do you have what you want out of life? Do you know what you want out of life? Do you wake up and jump out of bed every morning eager to face the challenges of a new day? If not, then you need discipline in your life. Kick start your day, the disciplined way! Having invested over 30 years researching why some people are more successful than others, I have concluded that discipline is lacking in most people's lives. Discipline is the key...

How to Maintain Sales Motivation in an Uncertain Economy
Maintaining sales motivation in an uncertain economy is tough when we become a product of that environment. As the world is discussing the downturn in the economy more and more, we are also attracting a downturn in our behaviors. We spend less, do less and wait it out. That is the wrong thing to do! Wake up! Refuse to be part of any negative environment or uncertain economy. It will only bring you down. It will change your beliefs, your attitude, the way you feel, the actions you take and...

How to Maintain a Positive Attitude in Down Times
Maintaining a positive attitude in down times is the best thing you can do. You have a choice, maintain a positive attitude or go negative. The easy, and almost natural way for most people is to go negative. The best method for down times is to maintain a positive upbeat attitude, but it requires you to be disciplined and in control of your life. Maintaining a positive attitude requires you to first believe in you, the most important person in the world. If you believe in you, you will also...

Sales Training in Today's Uncertain Economy
Sales Training is one of the most effective ways of maintaining a motivated and results oriented team of sales professionals. However, sales professional training is also known to have an impact for only up to 90 days, or for one quarter of the year. For sales training to be effective, measurable against results, in today's economy, it has to be ongoing and consistently re-enforced. The more ongoing and consistent it is, the better the results and the better the return on training investment...

Sales Management Training; Is it Really Necessary?
? Sales Management training is not as common as it used to be, as more and more organizations think the sales management should already know it all. However, lack of training is the root to most companies' bottomline problems. Sales management training is just as important, if not more than, salespeople training. Top executive management are the leaders of the sales force and need to be constantly demonstrating the appropriate behaviours for their salespeople to follow. It is really a monkey...

How To Sell Anything, To Anybody, Anywhere At Any Price
How to sell anything, to anybody, anywhere at any price was the title of a talk given to me to deliver at the National Achievers conference in Kuala Lumpur and Singapore in 2001 in front of over 5,000 participants in each city. Although I was fortunate to share the stage with inspiring speakers like Robert Kiyosaki, I was the only speaker on sales. How to sell is one thing, but to how to sell anything, to anybody anywhere at any price is another. At least that is what I thought when the...

Attracting And Maintaining A Solid Sales Network
Attracting and maintaining a solid sales network today is the foundation to tomorrow's success. Your net worth is interdependent on your sales network. The more people you know, or who know you, the bigger and more solid your sales network will be. Because people buy from, and refer people to, people they know and they trust, you will find that your success will come from your sales network. So, what can you do to attract and maintain a solid sales network? To attract a sales network you...

Selling Skills For Today's Economy!
In today's economy sales professionals need to be equipped with the appropriate selling skills, following a proven selling system or sales process, in order to succeed and meet their sales targets. They can no longer afford to carry on with traditional selling skills of doing dog and pony shows, feature and benefit dumps, or hit and run closes. Today's economy demands engaging selling skills, not telling selling skills. Engaging selling skills attract and engage prospects into personal and...

Sales Prospecting in Down Economies
Sales prospecting in down economies is no different than sales prospecting in up economies. It is still a behaviour, a discipline - doing what we have to do, even when we do not want to do it. The only difference is that you may have to invest more time in sales prospecting in a down economy. Sales prospecting can be time consuming in itself, but in a down economy, it is even more time consuming as sales prospects seem to be harder to find. Therefore, more time invested in sales prospecting...

Want To Increase Sales By Another 100% And Equal 200% Increased Sales?
? Do you want to increase your sales by 200%? With the right attitude and discipline you can increase sales by over 200%. Do you have the correct attitude to increase sales? Does your attitude exhibit effective disciplines to increase sales? In the previous article we discussed how a healthier attitude can help you increase sales by 100%. In this article, we are exploring how discipline will increase sales by another 100%. Refining your attitude and discipline equals 200% increased sales....

Want to Increase Sales by 100% or how about 200%?
? Do you want to increase sales by 100% or 200%? You can improve your sales by over 200% with the correct attitude and discipline. Do you have the precise attitude to increase your sales? Does your attitude demonstrate effective discipline to do that? In this article, we'll focus on increasing sales by 100%. The next article discusses the effect discipline has on increasing sales by another 100%. You can and will increase sales by 200% with a positive attitude and a powerful discipline....

Self Esteem + Self Confidence + Self Respect = Self Worth! Self = Net Worth. What Are You Worth?
Self Esteem + Self Confidence + Self Respect = Self Worth! Self = Net Worth. What Are You Worth? Self esteem is an internal sense of worth. It reflects an inner confidence and self-respect and it shines outwardly by the actions one takes. The self esteem which evolves on the inside is usually reflected on the outside. Your internal self worth which consists of your self-esteem, self confidence and self respect will become your external net worth. It is a matter of pride in who you are and...

The Most Important Discipline of Employee Motivation
Employee motivation can be an easy task especially when the team leader demonstrates the appropriate disciplines. The simple disciplines encourage employee motivation to happen naturally. The wonders of "monkey see, monkey do" approach. Motivation, whether it is self motivation or employee motivation, is the trigger to act. The factors involved to personally motivate and to inspire are not necessarily the factors that motivate all individuals or that lead to overall employee motivation. No...

Team Building Disciplines: To Inspire Motivated and Results Oriented Teams
As a team leader, are you inspiring, motivated and results oriented? Maybe you are because you love what you are doing because you are doing what you want to be doing - Team Building. Somewhere along the way you made a decision, you took control of the things under your control, got to know yourself, your dreams and desires and you paid the price to make your dream a reality by mastering self-discipline and personal leadership. That is what a leader needs to build effective team. Are you a...

Turning Down Time into Peak Performance Gold
Every business has it's highs - peak performance times, and lows - low performance time, it's ups, and downs and it's ins and outs. To succeed in business, you need to know when it is peak performance time - the highs and the ups and when it is low performance time - the lows and the downs. Then, and only then, can you strategize to turn down time into peak performance gold. Let's start with the highs, peak performance activities. The most obvious high, or peak performance activity in my...

Time Management Tips to Being Action Oriented
With an action-oriented, do-it-now attitude, supported by effective time management tips / disciplines, you get more out of your day. When you complete the unpleasant or hard jobs first and act on the big tasks, little bites at a time, you trim anxiety and stress while gaining self esteem, self respect and self confidence. After you exert this type of time management discipline long enough, you will establish a routine and make a new habit. Behavioral studies suggest that if you do something...

Five Time Management tips to help you get the most out of life.
That's right, time is the most important four letter word when it comes to managing life! It's all up to you whether you start using time management tips properly today or face the consequences for the rest of your life. How manage your limited time today, may well shape your future-either positively or negatively. You may not realize it today, but in actuality, if you do not manage your time properly today, you will have nothing to rely on (both materially and non-materially) tomorrow....

Time Management - It's Your Life
It's your life and how you manage your time here is your decision. First of all understand that you cannot control time, but what you do with your time is under your control. Your time is ticking away. Is effective time management something you would like your life to benefit from? Let's start with you, the most important person in the world, by first taking the time to define your life, and what you want to be, do or have. That alone will start to help you with instilling effective time...

Do You Have An Employee Retention Strategy That Also Increases Employee Motivation?
? These were the questions posed to Business owners in a workshop at an Annual Conference at Disney's Coronado Springs Resort earlier this year. Thanks to their contributions, this article became possible as an employee retention and employee motivation learning tool for you. Teams were created to brainstorm answers to each of these questions. It wasn't long before everyone started to see a common element in all three areas. The common element was people and how management relates to employee...

Employee Motivation - Does it improve performance, productivity, keep them motivated and loyal?
? Employee motivation is not always the easiest of tasks, but it does pay off for you, your customers and the employee. Recognition is ranked the number one motivating factor when it comes to employee motivation in the workplace. If you want to maintain motivated employees, and encourage others to do better, recognizing them publicly may save yourself the time and money of having to find and re-train new staff. One of the best techniques to build and maintain employee motivation is to make it...

Stop Selling! Learn How To Ask For Sales Referrals.
Sales professionals work too hard. Stop selling! Let your customers sell for you through sales referrals. But first you need to learn how and when to ask. With a referral, there is instant trust and your selling cycle time is reduced. The time it takes the referral to buy is usually much less than any other lead source. What this really means is less hassle and more sales. You can ask anyone for a sales referral. In the Business to Business world, that usually means clients and prospects....

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