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Articles on Success

A Great Selling Month Can Be a Matter of Perception

Read this article about Selling advice by Keith Rosen MCC
'....Ahh, the holidays. A time for festivities. A time for vacation. A time for family. A time to relax, enjoy and reflect upon the year and your accomplishments. It is also a ....'

Costly Assumptions

Read this article about Closing Sales by Keith Rosen MCC
'....When clients ask for help in closing more sales, I'd ask them to list the objections they are hearing that prevented the sale. It's when they start stumbling over their re....'

Dangerous Knowledge: What We Know Can Hurt Us

Read this article about selling by Keith Rosen MCC
'....I recently purchased some advertising space in a national magazine. I have been a subscriber for years and knew everything I needed to know to select them as an advertisin....'

It Ain't About You

Read this article about steps to making a sale by Keith Rosen MCC
'....On a very basic level, there are five ingredients needed to create a sale: 1. The salesperson. 2. The qualified prospect. 3. A need or want that the prospec....'

Just Follow Up!

Read this article about following up by Keith Rosen MCC
'....My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After call....'

Opening Closed Doors

Read this article about creating new sales by Keith Rosen MCC
'....You are ready for a spectacular year. The resolution has been made to strengthen your business relationships, attract more customers and advance your career. You began r....'

Are Your Collateral Materials Doing More Harm Than Good?

Read this article about prospecting and cold calling by Keith Rosen MCC
'....Marty was well into his conversation with a prospect that he cold called minutes ago. The conversation was going great and the prospect was responsive up until the point w....'

Getting To The Truth

Read this article about uncovering and defusing objections by Keith Rosen MCC
'....When talking with someone, did you ever get the feeling that they were not being 100 percent honest and upfront with you? While many people have felt this way, whether it's a ....'

The Secret to Overcoming Objections-Don't

Read this article about preventing and defusing objections that stall the sale. by Keith Rosen MCC
'.... ....'

The Top Costly Assumptions That Can Destroy a Selling Opportunity

Read this article about The Top Costly Assumptions That Can Destroy a Selling Opportunity by Keith Rosen MCC
'....The Top Costly Assumptions That Can Destroy a Selling Opportunity 1. When meeting with a prospect, do you assume the objective of the meeting is to get the sale (....'

10 Principles of Great Sales Leaders

Read this article about the the ten characteristics of great sales leaders by Keith Rosen MCC
'....10 Principles of Great Sales Leaders By Keith Rosen, MCC The 2005 Top 500 companies share its sales principles Congratulations to those companies list....'

Managing Customer Expectations

Read this article about managing customer expectations in order to overdeliver on value. by Keith Rosen MCC
'....I'm happily writing this article from my new office. Yes, my home is finally (well, almost) complete. Like many contractors who are looking to build their business, you....'

Quantify Your Selling and Prospecting Efforts - The Formula For Selling Success

Read this article about defining, measuring and managing the specific sales and new business development activities in order to reach your sales goals. by Keith Rosen MCC
'....Excerpt from "The Complete Idiot's Guide to Cold Calling" by Keith Rosen. ....'

The Seven Types of Prospectors

Read this article about determining the type of salesperson you are and your style of prospecting for new business. by Keith Rosen MCC
'....Excerpt from Keith's best selling book on prospecting endorsed by Ken Blanchard and Brian ....'

Developing Your MVP

Read this article about what you can do to develop your unique competitive edge that will distinguish you from the rest. by Keith Rosen MCC
'....Here's an interesting statistic. 99% of every person's DNA is exactly the same. Only 1% of our DNA makes us different and unique. Unfortunately, stating that you have a great ....'

Sell Them Where They Don't Want To Be

Read this article about selling advice and sales coaching by Keith Rosen MCC
'.... Sell Them Where They Don't Want To Be The Hard Cost of Complacency By Keith Rosen, MCC Excerpt from The Complete Idiot's Guide to Closing the Sale by Keith....'

The Objective of A Presentation

Read this article about selling advice and sales coaching by Keith Rosen MCC
'....The Objective of Delivering a Presentation By Keith Rosen, MCC Excerpt from The Complete Idiot's Guide to Closing the Sale by Keith Rosen. Reprinted with pe....'

Don't Sell Like You Buy

Read this article about selling, sales coaching, selling tips and thinking like a sales champion by Keith Rosen MCC
'.... Excerpt from The Complete Idiot's Guide to Closing the Sale by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc.. Visit www.gu....'

Getting To the Truth

Read this article about communicating with clients by Keith Rosen MCC
'....When talking with someone, did you ever get the feeling that they were not being 100 percent honest and upfront with you? While many people have felt this way, whether it'....'

Skills To Becoming The Most Effective Listener

Read this article about communication and listening by Keith Rosen MCC
'....Selling is the most advanced form of communication. It requires the utilization of all of our senses. Although you may feel the greatest barriers to your selling perfo....'

The Top Ten Questions to Ask Yourself about Your Communication

Read this article about communicating effectively by Keith Rosen MCC
'....

It's fascinating that the activity which occupies approximately 70% of our waking hours is what we have difficulty with most. The fact is, most of us were never tau....'

What Did You Say? Clearing the Lines of Communication

Read this article about clear communication by Keith Rosen MCC
'....If you can eliminate communication breakdowns between yourself and your clients, the result will be more sales with fewer headaches.

Breakdowns occur because no one took....'

And the Goal of Prospecting Is

Read this article about Cold calling advice by Keith Rosen MCC
'....Think about the intention or the end result of your prospecting efforts. It's probably not what you think. Lets refer back to the definition of prospecting. "P....'

Overcoming Cold Calling Reluctance

Read this article about cold calling communication by Keith Rosen MCC
'....If you’re like many salespeople, the idea of prospecting or cold calling to generate new business, although effective, may not be the primary revenue generating acti....'

The Six Laws of Effortless Networking

Read this article about networking and communication by Keith Rosen MCC
'....Ask yourself this question. Would you rather make a cold call or follow up with a qualified referral; that is, someone who has already expressed some level of interest in ....'

When Good Referrals Turn Bad

Read this article about networking and referrals by Keith Rosen MCC
'....With all of the effort you are putting forth to excel in your career, there's nothing worse than wasting a perfectly good referral that was hand delivered to you by a happ....'

While You Have Their Attention, Opt-In

Read this article about working with prospects by Keith Rosen MCC
'....Wouldn't it be great if every prospect became a new customer around our timeline? Now that I'm back down to reality, it's a safe bet that some of the prospects you call on....'

Why Should I Talk to You?

Read this article about selling by Keith Rosen MCC
'....Do you know exactly what to say to a prospect that captures their attention so succinctly and effectively that they are actually asking for more? If you are being honest wit....'

When and How to Ask for Referrals

Read this article about when and how to ask for referrals from clients or when networking by Keith Rosen MCC
'....Excerpt from "The Complete Idiot's Guide to Cold Calling" by Keith Rosen. Reprinte....'

Develop Your Laser Introduction

Read this article about getting people interested in hearing more about what you do. by Keith Rosen MCC
'....Develop an Unforgettable Laser Introduction By Keith Rosen, MCC "So, what do you do?" This question usually surfaces at some point during an initial convers....'

The Best Cold Calling Template Ever

Read this article about how to develop a compelling opening statement and cold calling template. by Keith Rosen MCC
'....This template is one that was published in the November, 2004 issue of Inc. Magazine. You can read the Inc. article here....'

Are You Selling The Wrong Product?

Read this article about the universal selling mistake most salespeople make. by Keith Rosen MCC
'....Here's the visual. You're in prospecting mode. Whether you're about to walk into a place of business looking for new clients or pick up the phone to make a cold call or even a....'

What Not To Do When Conducting An Intro Call With A Prospect

Read this article about coach the coaches, mentor coaching by Keith Rosen MCC
'....What follows is an email from one of my clients describing his experience when interviewing some of the "top coaching firms" out there. He wanted to share his experience with ....'

Tips For An Effective Conversation

Read this article about having the deepest and strongest impact during every conversation. by Keith Rosen MCC
'....Detach From The Outcome If you were ever in a situation where you've walked away from a conversation feeling drained or exhausted, chances are there was somethin....'


 



The New Normal

Read this article about adapting for todays lifestyle by Keith Rosen MCC
'....My wife and I planned a vacation in October 2001. The tragedy of 9-11 caused us to cancel those plans. Almost two years later we still have not taken that trip because she....'

Top Ten Steps To Effective Delegation

Read this article about effective management by Keith Rosen MCC
'....Executives and managers are often left feeling frustrated when their staff doesn't perform a task the way they expected. This can be eliminated by sharpening your c....'

Become Fully Accountable For Your Success

Read this article about breaking through the limiting behavior that we may be blind to. by Keith Rosen MCC
'....Expose Your Diversionary Tactics - Part 1 "Only 20% of employees working in large organizations feel their strengths are in play every day. In other words,....'

Expose Your Diversionary Tactics - Part 2

Read this article about identifying and removing the barriers that prevent peak performance. by Keith Rosen MCC
'....Become Fully Accountable For Your Success- Expose Your Diversionary Tactics - Part 2 In the last article, I introduced what a diversionary tactic i....'

Make Hiring a Choice, Not a Need

Read this article about hiring and retaining top talent. by Keith Rosen MCC
'....Make Hiring a Choice, Not a Need Even if you have all the ingredients to ensure a successful hire, the biggest mistake employers make is hiring from need rather than hi....'

Develop a Job Description and Performance Agreement

Read this article about maximizing the potential of your new hire. by Keith Rosen MCC
'....Now that you're ready to begin the recruiting process, make sure you take the time to develop a detailed job description and performance agreement for this position. The descr....'

Staff Evaluations: Too Often, Too Late- Avoid These Two Costly Management Mistakes

Read this article about how you can avoid two costly management mistakes. by Keith Rosen MCC
'....The captain of every ship needs to continually check their coordinates in relation to their final destination to ensure they are traveling on the safest and most effective pat....'

Develop Your Retention Strategy

Read this article about how to maximize the ROI from every new hire. by Keith Rosen MCC
'....Having a recruiting strategy and an initial training program in place is only half of the equation. The other essential component that completes this formula for making a succ....'

Questions to Lead By

Read this article about managing and motivating your team. by Keith Rosen MCC
'....Let your employees tell you how to motivate them Motivating employees is often exhausting and time consuming work. Managers provide incentives, set goals, acknowl....'

The Potential and Pitfalls of Technology in Selling

Read this article about executive coaching, leadership, sales coaching, management tips, training for managers by Keith Rosen MCC
'....For those of you who attended the first ever Sales 2.0 conference in San Francisco this past October, 2007, it's a testament to the new age of selling and the role technology ....'

Why Salespeople Fail and What Managers Can Do About It

Read this article about coaching your salespeople, managing your team, leadership, training for managers, executive coaching by Keith Rosen MCC
'...."Why do salespeople fail?" A question that managers, as well as their salespeople have asked for decades. And one contributing factor that keeps this question alive and in the....'

 

If It's Not Scheduled, Don't Do It

Read this article about time management by Keith Rosen MCC
'....When something new comes up, whether it's a request from someone or a new project or idea, before you say "Yes" to yourself or others, look at your schedule and ....'

Treat Everything As An Appointment

Read this article about managing your day by Keith Rosen MCC
'....Hard to complete your to-do list? Wondering why you just can't seem to "Get it all" done? If you've ever wondered why you are unable to get through all of your t....'

Schedule Time Blocks

Read this article about scheduling your days by Keith Rosen MCC
'....Time blocking is the art of allocating blocks of designated time for specific activities or tasks throughout the day that are aligned with your goals and the realistic num....'

Plan For The Unplanned

Read this article about planning for the unplanned activities throughout your day. by Keith Rosen MCC
'....There's essentially three reasons why we find it so challenging to adhere to our schedule or complete our to-do list:

1. Not being realistic with our timeline and as a ....'

 

Acknowledge Your Successes

Read this article about successful habits by Keith Rosen MCC
'....It's critical to recognize how productive you are or how much you are actually accomplishing each day. Honoring an effective routine is the greatest measurement for contin....'

Extreme Productivity

Read this article about How to increase productivity by Keith Rosen MCC
'.... Achieving Year End Goals Takes More Than Good Intentions Throughout my career as a business owner, a sales trainer and a business coach, I've noti....'

Priorities vs. Goals- What's the Difference?

Read this article about Prioriities and your goals. by Keith Rosen MCC
'....Definition: Priorities: What is most important and meaningful in your life today (activities, values, beliefs, lifestyle, principles, standards, hobbies, integrity, etc....'

The Top Ten Radical Resolutions To Create Your Best Year Yet!

Read this article about Resolutions for success! by Keith Rosen MCC
'....With the dramatic changes in our economy and in our society, it's no wonder that many of us are asking ourselves, "Now what do I do?" while looking for more orde....'

Become Process Driven

Read this article about the danger of becoming hooked on your goals. by Keith Rosen MCC
'....WARNING! Goals May Be Hazardous To Your Success. Are They Sabotaging Your Selling Efforts? By Keith Rosen, MCC Are you hitting your numbers? How many follow-up c....'

 

What Can I Do To Stop Being So Hard On Myself?

Read this article about questions to the coach by Keith Rosen MCC
'...."Do you have any tips for someone with a task-based personality (like me!) to stop stressing out about selling? Remember, this is my first sales job, and there are times....'

Become Fully Accountable For Your Success

Read this article about Taking charge of your life by Keith Rosen MCC
'....Have you ever done something that you know is not in your best interest? Have you ever avoided doing something that is in your best interest? In either of these scenarios ....'

Hooked On Chaos

Read this article about setting goals by Keith Rosen MCC
'....You may have a drug problem. Many people today are hooked on a commonly abused, yet elusive drug whose widespread use seems to be flying under our radar. That drug of choi....'

The Art of Letting Go

Read this article about life coaching and personal development by Keith Rosen MCC
'....A master coach telling you to quit? To give up? Read on…

"The most rain we've had in about 80 years!" That's what the news reported, fully expediting my lesson regardi....'

Become Fearless

Read this article about becoming fearless and making fear your ally by Keith Rosen MCC
'....The Nine Steps to Managing Fear and Making It Your Ally

Keith Rosen, MCC

Although we may want to better our lives and accelerate our productivity, many of o....'

The Secret to Building the Confidence of A Champion

Read this article about building confidence, healthy thinking, career coaching, life coaching, and thinking like a champion by Keith Rosen MCC
'....Excerpt from The Complete Idiot's Guide to Closing the Sale by Keith Rosen (http://www.guidetoclosingthesale.com.). Reprinted with permission by Alpha Books, a member of Pe....'

 

 

 

 

Yesaholics Anonymous

Read this article about getting comfortable with saying the word, "No." by Keith Rosen MCC
'....

My w....'

Your Only Real Competition Is...

Read this article about eliminating your greatest competitor. by Keith Rosen MCC
'....At some point, I hear from practically every person I've ever worked with about the competition in their market. Companies spend so much time trying to outsell, outwit and out....'

Before Hiring: Conduct an Efficiency Audit

Read this article about making the right hiring and staffing decisions. by Keith Rosen MCC
'....Are you getting the most out of the resources and the people you currently have in place? Look at the people who are responsible for your sales, lead generation, prospecting, ....'

Developing Your Recruiting Strategy

Read this article about choosing the right vehicle to attract new candidates. by Keith Rosen MCC
'....There are a variety of avenues you can travel down that would put you in front of viable candidates, such as newspaper ads, job fairs, local schools and universities, networki....'

Beyond Questions: The Interviewing Process

Read this article about how to conduct an effective interview by Keith Rosen MCC
'....If you are now at a point where you have identified some potential candidates, it's critical to develop an interviewing process that you are going to take each candidate throu....'

Knowledge Junkie? Expose The Perfectionist In You

Read this article about healthy thinking, think like a leader, executive coaching, career coaching by Keith Rosen MCC
'....Excerpt from The Complete Idiot's Guide to Closing the Sale by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc. Release Date, Jan....'

 

 




The Complete Idiot's Guide to Closing the Sale

Guide To Closing Sales Tap into this unique and proven, step by step approach that's going to give you the edge over your competition enabling you to align your selling approach with the prospect's preferred buying process and communication style without any pressure, manipulation, confrontation or having to use old school, gimmicky closing techniques. If you would like to receive notification and updates on Keith's upcoming book.


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Complete Idiot's Guide to Cold Calling

Guide To Cold Calling The Complete Idiot's Guide to Cold Calling is the closest thing to finding your "magic formula" for prospecting success. So, if you love to sell but hate to prospect, here's your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.


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Coaching Salespeople into Sales Champions

Guide To Closing Sales Winner of Five International Best Book Awards, the internationally acclaimed, Coaching Salespeople into Sales Champions is your answer to developing a coaching system any manager can use to enable your salespeople and managers to accelerate their performance-today. How many salespeople on your team are not realizing their full potential? Ineffective coaching and management of your A, B and especially your C underperforming players cost companies sales, time, turnover and money. When managers become better coaches, coaching becomes your competitive edge to foster long term, positive changes in behavior.


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