Here are the elements, totally based on authority, that give real leaders the...
If you liked this post, say thanks by sharing it: Respect. If respect for the leader is lost, the power of influence AND authority are weak at the foundation of any mission. Leaders make the mistake of...
View ArticleA goal is a dream with a plan. And other fairy tales.
If you liked this post, say thanks by sharing it: Here are the elements that I believe define and comprise the dream, goal, and achievement process: Thinking. Ideas pop into your head. Write them...
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What makes referrals happen? Your actions, NOT your ask!
I’m angry about the (mis)information offered by “experts” about referrals. I’m not angry that the majority of their information is totally off base and bogus, I’m angry you might believe it, take it...
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How to REALLY make sales
Everyone in sales wants to learn how to sell their product or service better. And everyone is wrong. Oh sure, selling skills are an integral part of the selling process, and occasionally have to be...
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Happy Birthday, Gitomer Certified Advisor Program!
One year ago, I could not have imagined the wonderful people I would meet as a result of the Gitomer Certified Advisor Program. At our first workshop, representatives from 10 different countries...
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A personal “thank you” letter
Today I’d like to share a personal “thank you” letter that I received from my friends at Carthage College following a Skype call with with their Personal Selling and Sales Management Class. It was a...
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What do you do when workplace “change” happens?
For most people, “change” is a mixture of what was, what used to be, what is present, what I’m being faced with now, what I believe the future holds, and what I have to change to face that future. In...
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Are you the “Toast” of your meetings?
I’m gave a 10-minute talk at Toastmasters in NYC last month. Subject? Humor – what it is, how to create it, and how to use it. I was challenged to help the club members (who all have humor as the...
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Guest blog: 8 Questions with New York Times Bestseller Joe Sweeney
Check out this week’s guest post from my good friend, Brandon Steiner. In this post, Brandon shares details from his interview with bestselling author, Joe Sweeney, including the inspiration behind his...
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In My Own Words, and Their Own Words
I have always been an avid, rabid, passionate, loyal Philadelphia sports fan. MEMORY: On May 19th 1974, The Philadelphia Flyers played The Boston Bruins in game six of the Stanley Cup. The Flyers were...
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The Opportunity of Business Social Media
Social media has become a phenomenon beyond words. Hundreds of millions of people all over the world have joined the party. In a millisecond, millions of people can know everything about everything...
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Show Me the Value, or I’ll Show You the Door.
How do you make a sales presentation? No I don’t mean warm up, probe, present, over come objections, close. I mean what’s the big picture of your sales presentation? What’s the content of your sales...
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Dream your way to sales success… all day long.
Daydream is the BEGINNING of a journey, an act, a goal, a fantasy. The most important part of daydream is to do it. And take note of it. Not just as whimsical, but as a possibility of what might be....
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Time is on Your Side, as Long as you Understand it.
“Time is money.” You’ve heard that expression a thousand times or more. And as many times as you’ve heard it, you have universally ignored it. Every year I get hundreds of requests for a course in...
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Uncovering your own secret of selling…Why YOU buy!
Think about the last few things you purchased. They hold the secrets to increasing your sales. Giving a seminar, I was in a stream-of-conscience talking about buying motives and why people buy. As...
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Sales Strategy? Yes! Sales Approach? Yes! Sales System? NO!
I’m against all systems of selling. So are all salespeople. Oh, sales systems are taught all the time. In fact, almost every salesperson has learned one along the way. I ask every audience I’m in...
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This Place Couldn’t Survive Without Me… Not.
When I was 19, my dad made me production manager of his 75 employee kitchen cabinet manufacturing factory. Before I officially took the job I worked in the shop at each job, and set production...
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What Drives You Into the Sale? And Drives You Out with the Order?
Got a company mission statement? “Yes, Jeffrey. We do.” Really? Can you recite two words of it? “Uh, no.” How come? Dude, it’s your MISSION. It’s what is supposed to drive you into the sale — and,...
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