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THIS MONTH'S GREEN SALES SHEET Don't tell people what to do; tell them who they are.
by Michael Dalton Johnson

Leadership is a complex subject that has been the topic of countless books. Opinions vary widely on what it takes to lead. What I have learned about leadership is that the difference between building a career and running the rest of your life isn't all that big.

The most subtle and powerful rule you'll ever learn for motivating people is to tell them who they are rather than telling them what to do.

Example: You're at the DMV, and you approach the clerk with an exasperated expression. You sigh and say, "This form is confusing; I can't figure it out." The clerk looks at you disdainfully and advises you to read the instructions on the reverse of the form, looks past you, and says, "Next."

Now imagine approaching the same clerk with the same problem.

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Follow Up Calls That Close Sales
by Art Sobczak

As you scrolled through your follow-up files today, perhaps you ran across one or two prospects that you've called repeatedly and who continue putting you off. You feel there's some real potential there and you don't want to give up. Yet, it's grueling to come up with something more creative to say than, "Well, here I am again."

Or perhaps you have customers who currently buy from you, and your job description says you need to call them regularly, perhaps monthly, weekly, or more often. (I did a couple of training sessions at a national sales meeting for the Wholesale Florists & Florist Suppliers Association where I learned some wholesalers call retail florists every day!)

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Top Dog of the Week:
Art Sobczak

Tom Reilly"The not-so-secret to sales success is determining and understanding what someone wants, getting them thinking about it, excited about it, visualizing it... and then showing them how they can get it, or giving it to them. " —Art Sobczak

Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating "rejection." Visit his website here.

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Both-BooksSales Winner's Handbook gives you well researched and tested ways to make more sales. You'll quickly gain the professional inside sales skills to find and interest prospects and get them buying. This is the same sales tools developed, tested, and used by FORTUNE 500 organizations. Get them. Use them. Cash in with more sales.
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Break a Few Rules and Build the Career
of Your Dreams

Rules of the HuntThe problem with "conventional wisdom" is that it's not always wise. It's often off target, outdated, or just plain wrong. However, when you practice a little creative rule breaking good things start to happen.

The rules below are explained in Rules of the Hunt and brief case histories and examples are given.

"To say that Rules of the Hunt is one of the most unusual business books I've ever read or reviewed would be an understatement." - Ivana Taylor, Editor, Small Business Trends

  • Steal good ideas
  • Never pay full price.
  • Get off the phone.
  • Avoid meetings with more than three people in attendance.
  • Raise your prices and sell more.
  • Avoid writing memos.
  • Look at business as a form of playing.
  • Don't tell people what to do. (There is a much better way to get what you want.)
  • Turn down invitations to business lunches.
  • Drop in unexpectedly on your competitors.

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"One of these top dog secrets can earn you a fortune."
-Jeffrey Gitomer

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