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Proposals That Wow Prospects
By Tom Sant

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How To Stay In Control Of The Sale
By Steve Kraner

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Stop Wasting Time On Prospects Who Won't Buy
By Alan Rigg

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Staying Motivated In Challenging Times
By Dave Kahle

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Where Does the Time Go?
By: Tom Reilly

Salespeople spend most of their time on non-revenue producing activities. Really?

A recent study found that salespeople spend more than 70% of their time doing things other than selling. Our research found that salespeople spend, at most, 30% of their time in face-to-face selling. The rest of the time is spent handling administrative tasks, making collections calls, resolving logistics issues, attending meetings, and filling out reports.

How can we call these folks "salespeople" anymore when less than half of their time is spent selling? Maybe we should call them "support account administrators who occasionally sell." Who is at fault--salespeople or management?

Read Full Article Here



Bonus Article: Words are powerful and magical things.
By: Michael Dalton Johnson

Words create impressions, images, and expectations. They build psychological connections. They influence how we think. Since thoughts determine actions, there's a powerful connection between the words we use and the results we get. —Nan S. Russell, founder and president of Mountain Works Communications

Most successful sales people and entrepreneurs understand that they can engage and motivate others by using positive words or powerful imagery. Simply changing or adding a few words to a statement can make it far more compelling.

"You will get a full 30 percent discount," blows away, "We are offering a 30 percent discount." However, it is far better to give an amount of money that will be saved. A percentage is an abstraction. Dollars buy lunch.

Read Full Article Here



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Business and Career Accelerating Books



both books   Rules
     
A Pair to Draw To   Things They Don't Teach in Business School On Sales, Marketing, and Life.

These classic books feature the advice of America's leading sales and business experts. Comes with bonuses worth $107. FREE Shipping.
Softcover $24.95 for one, $39.90 for both

 

"This is a great book, full of ideas, examples, stories and rules for increased business success and profitability."
- Brian Tracy, author of Million Dollar Habits
Hardcover $18.31, Kindle $14.04

Amazon  5 stars

     
body_language   wendy-weiss
     
Board Room or Dinner Table, You Need This Book   High Call Volume Does Not Equal More Sales

The definitive guide to reading body language. Great in sales situations or at the dinner table.
eBook $9.95

 

The best investment you can make today for your career. Comes with scripts, words, and phrases that will help you sell more today.
Hardcopy, $32 off the regular price.

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Quotes to Sell By

"Our business is infested with idiots who try to impress by using pretentious jargon."
-David Ogilvy

"Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time."
-Thomas A. Edison

"Don't judge each day by the harvest you reap, but by the seeds you plant."
-Robert Louis Stevenson

""I am not the product of circumstances. I am a product of my decisions."
-Stephen Covey

"Either you run the day, or the day runs you."
-Jim Rohn

"I attribute my success to this: I never gave or took any excuse."
-Florence Nightingale

See More Here