Bestselling author and businessman, Harvey Mackay, wrote an excellent column dealing with risk taking and regret. According to Mr. Mackay, people rarely regret taking risks; what they do regret is not taking them sooner or not taking them at all. He goes on to say, “Afraid to try something new? Most of us are. But…
You can read it in under an hour, but it will stick with you for the rest of your career. It’s loaded with all the nuts and bolts about how to be a successful boss. Rod Collins learned his lessons the hard way but passes them on to you the easy way in this great…
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Those who stand between you and success (or failure) are the people you need to take through all four steps of the PRAM Model. These are the people you need to have standing in line just waiting for the chance to do you a favor. Although the need for this activity might seem obvious, my…
This chapter introduces a model of the Win-Win Negotiation process. This is the same model featured in the book The Win-Win Negotiator, which I coauthored with Brian G. Long. After an explanation of the model, I will show how it applies directly to the selling process. As you look at the model on the next…
Whenever I mention that the ability to negotiate is critical to success as a salesperson, I am almost always met with raised eyebrows. And the reason for this is that negotiation is probably the most misunderstood concept in North America. Most people tend to view negotiation as some sort of semi-ethical process that is designed…
In order to give a customer those things that are going to motivate him to give you what you want in return, you have to know what his wants and needs are. Unfortunately, research shows that anticipating another person’s wants and needs is not something most of us do well. This is especially true when…
Once an agreement has been formed and both parties part company with a solid commitment to follow through, there is still much that needs to be done. As any successful salesperson will tell you, the sale really begins after the sale. The reason is that you want customers to come back, and you also want…