Stop Pre-Judging and Start Pre-Qualifying Your ProspectsAll About Selling, Books by Keith Rosen, Business Coaching, Clients are fun. Case Studies in Sales and Leaders..., Cold Calling Tips, Executive Coaching, Experiences in Marketing, How To Close The Sale, How to Manage Your Team, How To Sell and Sales Tips, Insights in Business, Leadership Academy, Life Coaching and Career Coaching, Live Responsibly: Life Tips, Great Living, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Management, Time Management Tips

by Keith Rosen on August 18, 2006 with 0 comment

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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Developing Your Next Big Idea

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Developing Your Next Big IdeaAll About Selling

by Keith Rosen on February 26, 2006 with 0 comment

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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Gurus Need to Walk Their Talk- And We Need To Be Challenging Them To Do So Even MoreAll About Selling, Clients are fun. Case Studies in Sales and Leaders..., Experiences in Marketing, Insights in Business, Leadership Academy, Live Responsibly: Life Tips, Great Living, Prospecting, Cold Calling and Networking

by Keith Rosen on January 20, 2006 with 0 comment

Any self proclaimed guru, if they were being truly honest, would admit that at some point in their career, in the spirit of lifelong development and continued evolution, (as well as walking your talk) they would reach out to someone else, another expert, a colleague in their respected field for assistance in an area of …

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Why I Never Have To Go Out And “Sell” Sales Coaching/Executive CoachingAll About Selling, Experiences in Marketing, Insights in Business, Prospecting, Cold Calling and Networking

by Keith Rosen on November 30, 2005 with 0 comment

It’s taken years to master but the formula is actually quite simple. It’s executing and acting on the formula that people struggle with most. drive/desire + competencies/mastery of skills needed (selling/leadership skills and characteristics, time management, etc.) + positive mindset/attitude/confidence + right product/service/audience + action plan (vision/goals) + resources (people/training) + ability + fearlessness = …

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When The Wrong Number Is The Right One

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When The Wrong Number Is The Right OneAll About Selling, Experiences in Marketing

by Keith Rosen on November 20, 2005 with 0 comment

Selling opportunities can present themselves in the most unexpected ways. One of my clients found me by calling my number by accident. Learn how professionalism and an open mind can lead to new business. I came into the office one morning and noticed the light on my telephone flashing. So, like any other day, I …

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Don’t Believe Everything You Tell Yourself

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Don’t Believe Everything You Tell YourselfAll About Selling

by Keith Rosen on October 22, 2005 with 0 comment

I remember years ago the experience that reinforced this lesson: How you think is what you get and don’t believe everything you hear and see. One of the businesses I used to own employed about 30 salespeople. I was in the process of recruiting two more salespeople to add to our team. During the initial training …

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