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, January, 2007. Visit www.guidetoclosingthesale.com. To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone such as a prospect. If …
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When it comes to making a purchase, people do what makes them comfortable, rather than what makes the salesperson comfortable. It’s necessary to know that simply because prospects are doing what makes them feel comfortable, doesn’t mean they are comfortable with the solution or even want to spend the money and make the purchase. Just …
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Do you remember what it was like to dream and create with such intensity and frequency as a child? Take a moment to explore the creativity of childhood. Bravely tap into your imagination. You and your customers will be glad you did. It is three p.m. in the afternoon on a lovely fall day. You …
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You must be familiar with the bumper sticker I’m referring to. You know, the one that reads: God Is My Co-Pilot Now, there’s certainly nothing wrong with this statement. I can see the value behind the words clearly and it’s all good. Having God as your wingman would be a strong choice as …
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Oh yes! Just finished putting the final touches on my last chapter that will be turned over to my publisher today. And two weeks before the deadline to boot! So, about 5 weeks, 15 chapters and 300 manuscript pages later, I’m happy to inform you that: The Complete Idiot’s Guide to Closing The Sale will …
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Got the contract in the mail the other day. My publisher was very happy with the results of the first book and wanted to do a follow up on it. The Only thing; Next Book Deadline June 23. Ouch. Hmm, what gets put on hold for the next several weeks? More to come as things …
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Leaving your business out in the open makes it easy for competitors to steal your ideas. Sometimes it’s wise to make certain strategies top secret. I was talking to Jan, a client of mine about building her practice through more referral business. We worked on building her referral engine developing an approach that she was comfortable …
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I’m often asked “What do you when you have all these great ideas? Which one do you grab and act on first?” Here’s how I reply. My response is: Years of creation! The hardest part is getting it all out of your head and documented immediately; following through and then filing each thought, idea or …
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