Tag: salesman


24

Feb 2017

Just Exactly What is it You’re Afraid of?

Among the deadliest of selling’s human limitations is a salesman’s reluctance to act when it’s time to close a sale. The condition is unequivocally based on a single condition – fear. Not the kind of fear of something capable of causing bodily harm, but fear of non-physical imagined consequences. Acting on fear of something incapable of inflicting physical injury is self-destructive to selling, entirely irrational....

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10

Feb 2017

Great Selling Begins With a Grassroots Understanding Of the Qualities That Constitute a Superior salesman

Contrary to popular opinion, salesmen come in all types. Consistent with the stereotypical image of a salesman, top echelon salesmen can be the sort who gives the appearance of taking daily shots of testosterone – volatile and emotional, projecting a powerful presence. But a GameBreaker type—the individual who stands above the crowd, who always makes the sale— can just as well be straightforward, full of...

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27

Jan 2017

Selling… Job, or Fulfilling Career Choice!

Selling, like any occupation, can be simply a means of paying the bills. Or it can be something more— for the very serious-minded, much more—extending beyond simply a vocation, to an avocation. These high-powered individuals view selling the way a professional athlete sees his sport. To this select group selling is play—a game, complete with players, history, language, rules, controversies, and a certain rhythm. And,...

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16

Jan 2017

Do You Approach A Sale As Though the World Was Coming to An End?

Of Course You Do. And Why Wouldn’t You? Selling success is a derivation— from the same toughness of will that applies to succeeding at any competitive endeavor requiring overcoming obstacles to achieve an end-result. Selling is at the pinnacle of the business world’s most negative, consequently most challenging, occupations. Rejection, the order of every salesman’s day, attaches both extreme challenge and extreme satisfaction. Few professions...

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06

Jan 2017

Build Your Personal Brand—An Imposing, Edgy Style

When you make a sales call you’re selling two products: yourself – a personal brand you have so carefully cultivated – and the product you represent, and have determined fills the prospect’s need so well. Your personal brand makes you stand out from your competition – the others who are equally intent on making the same sale you are pursuing. Your personal brand is defined...

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30

Dec 2016

Words Are Your Paint – Be Selective In Your Use of Colors

Certain words or word combinations resonate, communicating strength; others appear weak. No apparent reason applies to why words spoken can have either effect any more than why musical notes in a particular combination are deeply stirring, while the same notes rearranged have the same effect as fingernails on a chalkboard. Words, particularly certain poetic words, can have a broad variety of meanings. As example, Spring...

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16

Dec 2016

Selling Skill Improvements Come Only Through Making Mistakes

The process of becoming a salesman is a condensed version of life; learning results from trial and error. When learning to walk you fell down, and when you did, you got back up; and you did the same for speaking, and social interactions. Mistakes made, followed by corrections, are the force behind acquiring most habits and behaviors associated with skill of any kind. Acquiring selling...

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09

Dec 2016

Just Exactly What Should a Salesman, and a Sales Personality, Look Like?

In most people’s image a salesman is alternately romanticized, and vilified, neither viewpoint entirely correct. Spontaneity, intense emotion, attractive appearance, outgoing personality, instant persuasion at the drop of a hat… All contribute to the positive view of a born salesman’s image. This “destined-to-be-a-salesman” type shares an image with politicians – substance not required – heavy emphasis on form. Form – composed of outgoing personality, and...

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17

Nov 2016

You are not unusual if a selling role is not an immediately comfortable fit.

Selling Skills Selling skills center about behaviors, with skills required of selling not perfected at once; they’re acquired through a process. One focused considerably on change in a few, probably comfortable, legacy behaviors. One such common behavior—when a tendency to avoid confrontation is a preference, you are not unusual. But a first change in selling behaviors is development of an assertive style. Assertiveness, not to...

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11

Oct 2016

GameBreaker Is Now Live!

Hello. This note is about my just-completed book – GameBreaker – dedicated to how to develop the selling skills attributed to world-class salesman. I’m excited about GameBreaker because GameBreaker’s specific purpose – how any individual – including those of only average looks and personality – can become a salesman of exceptional capability. GameBreaker has just become available through Amazon....

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