Journey Within to Close More Sales

Almost from the moment of birth, Cheri has been concerned about helping others. A dedicated daughter, sister, wife, and mother, she always puts other people first. Her desire to serve is admirable, yet many times she felt that the people in her life took advantage of her kindness and generosity.…

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Get Untied to Make More Sales

Debbie was upset when her client canceled yet again. She had sent him the list of dates and times they mutually selected for their meetings. She even texted him the day before to confirm their appointment. Yet once more he backed out at the last minute. What more could she…

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Use Your Style to Close More Sales

Who is better in sales, Debby or Lester? Debby embraces every person she meets. She bestows this favor on family and friends as well as people she just meets. Happily, she rarely experiences any push-back because she knows and attracts her ideal clients. Debby fashioned her marketing strategy and materials…

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Failed to Get Leads

Figuring she would have little competition as a financial planner, Frances was clever enough to exhibit at the health expo. In fact, she was the only such representative among 200 vendors. The signage she displayed smartly tied into the health theme. Yet, at the weekend, despite over a thousand people…

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What Not to Do to Lose a Client

The prospect wanted results -- a reasonable request. Eileen endorsed his desire completely yet was smart enough to know that the specific outcome he craved was improbable. What should she do? Here she was in an initial, “free” consultation talking to this prospect who was not yet her client. He…

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Because You Can Close, Doesn’t Mean You Should

Gloria faced a major decision. Did she want his business or not? Financially the answer was “yes.” Emotionally the answer was “maybe not.” For the last several weeks she and the prospect had been exchanging emails in which he outlined the situation that needed legal attention. The case had merit,…

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Leaving Money on the Table

Wherever Missy went, she left money on the table. She did this unconsciously, not realizing the dollar bills that wished to follow her home. It wasn’t that she was careless with her resources or that she had no interest in material goods. She just never realized how much a customer…

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Being Present to Make More Sales

With law degree in hand and years of consuming information, Alex was ready to tackle the business seminar on marketing. Entering the registration area, he barely made eye contact but his vocal chords were fully engaged. His outfit consisted of items he found at thrift stores and he was delighted…

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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 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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