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Sales Stories & Insight
Learn How to Sell More

The Elevator Pitch and Winston Churchill
April 21 -- "If you want me to speak for two minutes, it will take me three weeks of preparation. If you want me to speak for thirty minutes, it will take me a week to prepare. If you want me to speak for an hour, I am ready now." – Winston Churchill.

Like many sage leaders, Winston Churchill knew a thing or two about the challenges of writing concisely and precisely. And he knew, as we do, that coming up with a 30-second elevator speech is no easy feat.

In fact, describing one’s company and what it has to offer in a brief, clear way that leaves a person with a positive impression can seem as difficult as quantum physics. An elevator pitch, therefore, takes serious preparation and, often, the help of an expert outsider who can see the forest for the trees.
read full story

The Number One Killer of Sales: Call Reluctance
June 27 -- Have you ever wondered why some seemingly "barely competent" people make a great living in sales while others who seem to be near genius level fall flat on their face? So many go into sales thinking, if this guy can do it, I can run circles around him. There are many relevant explanations for this phenomenon.

read full story at MortgageDaily.com

Treat Them Like Family
June 13, 2009 -- You can't go wrong by treating your customers like family (that you love, of course). When your customers know you care, they trust you. Trust is something you cannot buy, you have to earn it. Earning it takes time, so start by seeding with little visits that demonstrate your interest in the client -- not showing up just to sell a new product or service.
read full story at Basics of Sales

Multiple Options Sell
May 29, 2009 -- When giving your customers options, give them three. This is according to a new brain study that found it was easier for a person to make a decision between three items than it is for two. So, instead of offering a fixed rate or adjustable rate loan, add a balloon note to the mix. Or offer three different color choices.
read full story at Selling to Consumers

Nine Fatal Mistakes
May 29, 2009 -- When you know what not to do, you can concentrate on what you should do. There are certain mistakes poor salespeople (and I mean in the literal sense) repeat over and over again. Don't be that salesperson, learn from your mistakes.
read full story at The Coaches Blog


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