Powerful Questions Lead to Better Results

“May I help you?” When was the last time you were approached by a clerk in the store with this message? Chances are good that you politely answered, ”Just looking.” People like to buy but they don’t like to be sold. How can you alter this simple question to get…

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Too Smart to Buy

Sadly, Turek is struggling to make it financially in his new occupation as a financial planner. He’s reached out to his warm market and garnered as many opportunities as he could. Now he must cultivate the cold market and he’s floundering. During lunch, he tries to meet people at the…

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Diagnosis Prospects to Make More Sales

Margaret met Frank at the Chamber event. As expected, he popped the magic question, ”What do you do?” Margaret was ready with a short answer. Actually, she had prepared 4 different responses, one for each personality style, and used them appropriately throughout the event. Being intrigued with her reply, Frank…

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Pay Me to Do Something!

“All employees are motivated by money.” Bryan made this bold statement confident that he knew how to reward his staff for good performance. He supported his notion by referencing a time when, as an employee, the owner organized a lavish banquet complete with an awards ceremony to celebrate a banner…

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How NOT to Lose Business

At their first face-to-face meeting, Stella felt an immediate rapport with Donald. Her skill set and business acumen seemed in perfect alignment with his stated desire to grow his organization. The more she probed about his work and heard his answers, the more she felt the synergy between his goals…

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How to Keep Business

Instantly they clicked. As CEO for a large, national chain of stores, Harold saw how her knowledge and skills could benefit his people. In talking with Gaylin, he got excited about the possibility of her visiting a few of his locations and providing feedback on their operation. Although she had…

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Action Plus Tea: Are You a Multiple Personality?

With her father just having suffered a massive stroke that required long-term rehabilitation, Gwen was anxious to find a facility that met his needs. Quickly she did an on-line search and began calling nursing homes within an hour’s drive of her residence. Although life had spiraled out of control, now…

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Watch for Flip-Flops to Make More Money

Bob and Irene are married and started a boutique law firm. He is strong in planning, organizing, managing, and budgeting. She’s a super sales star, great at schmoozing, negotiating, and closing the deal. They compliment each other well and make an outstanding team that has attracted many clients and junior…

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Focus on Follow UP

According to Jim Rohn, sales trainer and motivational speaker, "The fortune is in the follow up." Although this is a well-recited truth, professionals in private practice and salespeople struggle with following up. The phone seems to weigh 100 pounds. The emails go directly to spam. The once excited prospect never…

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