Business Leadership Skills 01 (Jul 09 - Feb 13)

Re: Business Leadership Skills

Postby winston » Fri Dec 28, 2012 8:57 pm

"It's the little things that make the big things possible. Only close attention to the fine details of any operation makes the operation first class."

-- J. Willard Marriot
It's all about "how much you made when you were right" & "how little you lost when you were wrong"
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Success University 14 (Dec 12 - Jun 13)

Postby winston » Wed Jan 02, 2013 8:27 pm

The Importance of Mental Fitness in Selling by Brian Tracy

Did you know that the development of a positive mental attitude, is the indispensable requirement, for achieving great success in your field?

Everyone knows that selling is hard work. In fact, it is one of the most difficult jobs in our economy. As a salesperson, you face continual rejection, potential failure, persistent disappointment, setbacks, obstacles and difficulties not experienced by most people.

Selling is not easy and it has never been easy. Will it ever be easy? No, it will always be varying degrees of difficult, from hard to very hard, to very, very hard. And to be successful in selling you must be tough, as well.


Your Attitude Makes the Difference

In selling, your attitude is probably eighty percent of your success. Your attitude is the outward expression of everything that you are, and everything that you have become over the course of your lifetime.

Your attitude has the greatest single impact on the people that you deal with. The development of a positive mental attitude is the indispensable requirement for great success in your field.


Learn to Bounce Back

Psychologists have defined the "hardy personality" as the type of personality that is most suited to the rigors of the modern business world. The hardy personality, the personality you need to develop, is resilient, optimistic, tough, strong, and capable of bouncing back continually from temporary disappointments and defeats.
It's all about "how much you made when you were right" & "how little you lost when you were wrong"
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Re: Success University 14 (Dec 12 - Jun 13)

Postby winston » Wed Jan 02, 2013 8:31 pm

continue ...


Respond Constructively to Stress

A positive mental attitude is a constructive response to stress. It is a solution-oriented, objective approach to difficulties that you face every single day.

A positive mental attitude is expressed as a general optimism toward life and the inevitable challenges of earning a living.

A positive mental attitude is the most outwardly identifiable quality of a winning human being, and it is the characteristic most closely identified with success in selling of all kinds.


Practice Mental Fitness Every Day

To become and remain physically fit, you must engage continuously in physical exercise. To become mentally fit, to develop the kind of attitude that leads on to success and happiness, you must engage in continuous mental exercise.

It is a never ending process. Just as you do not achieve physical fitness and then discontinue physical exercise, you can not achieve mental fitness without working on it regularly, every day, like breathing in and breathing out.


Action Exercises

Here are two things you can do immediately to put these ideas into action:

First, decide in advance that, from now on, you are going to respond in a positive and constructive way , to each and every stress situation in your life. Be tough!

Second, practice mental fitness every day by forcing yourself to remain cheerful and optimistic, in the face of difficulties and disappointments.

Remember, you can do it if you decide to!


Source: Brian Tracy International
It's all about "how much you made when you were right" & "how little you lost when you were wrong"
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Re: Business Leadership Skills 01 (Jul 09 - Jan 13)

Postby winston » Thu Jan 03, 2013 9:12 pm

"The key is not to prioritize what is on the schedule, but to schedule your priorities."

-- Stephen Covey
It's all about "how much you made when you were right" & "how little you lost when you were wrong"
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Re: Business Leadership Skills 01 (Jul 09 - Jan 13)

Postby winston » Sat Jan 12, 2013 8:19 am

To really succeed in business you need to develop relationships.

A good relationship is based on seeing and understanding things, from the other person’s perspective.

- Barb Garza
It's all about "how much you made when you were right" & "how little you lost when you were wrong"
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Re: Business Leadership Skills 01 (Jul 09 - Jan 13)

Postby winston » Tue Jan 15, 2013 5:50 am

An individual’s greatest contribution to his company should not be based on self-accomplishment, but in what it has inspired others to accomplish under his leadership

- Brandt Luksan
It's all about "how much you made when you were right" & "how little you lost when you were wrong"
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Re: Business Leadership Skills 01 (Jul 09 - Jan 13)

Postby winston » Thu Jan 17, 2013 9:25 pm

"Who has not served, cannot command."

- John Florio
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Re: Business Leadership Skills 01 (Jul 09 - Jan 13)

Postby winston » Fri Jan 25, 2013 9:00 pm

The Invitational Close by Brian Tracy

Everyone knows that the Invitational Close is a simple, yet low-key, classy, and powerful way to conclude the transaction. But how do you do it well?

The Invitational Close is preceded by a Trial Close such as: "Mr. Prospect, do you have any questions or concerns that I haven't covered up to now?" Or, "Mr. Prospect, does this make sense to you, so far?"

Probe for Lingering Objections

You ask these questions to be doubly sure that the prospect has no final objections lurking in the back of his mind that would block the closing of the sales process.

You then invite the customer to make a buying decision by saying, "If you like what I've shown you, why don't you give it a try?"

Invite the Customer to Buy

Inviting the customer to buy is very powerful. This is a gentle way of nudging the customer into taking action. "Why don't you give it a try?" If you are selling services, you can ask, "Why don't you give us a try?" If you want to be more bold and direct, you can simply ask, "Why don't you take it?"

Change Your Wording

One of my seminar graduates doubled his sales by changing his words in the endgame of selling. After his sales presentation he would ask the prospect if he had any additional questions or concerns. If the prospect said "no," he would then ask, "Well, if you like it, why don't you take it?"

He was amazed to find that many prospects could not think of a good reason not to go ahead with his offering immediately. Both his closing ratio and his income soared.

Action Exercises

Here is something you can do immediately to put these ideas into action.

The next time you complete your sales presentation, simply issue an invitation to the customer to make a decision. "Why don't you give it a try?"


Source: Brian Tracy International
It's all about "how much you made when you were right" & "how little you lost when you were wrong"
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Re: Business Leadership Skills 01 (Jul 09 - Jan 13)

Postby winston » Tue Jan 29, 2013 8:58 pm

"If you don't drive your business, you will be driven out of business."

- B. C. Forbes, Founder of Forbes Magazine
It's all about "how much you made when you were right" & "how little you lost when you were wrong"
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Re: Business Leadership Skills 01 (Jul 09 - Jan 13)

Postby winston » Wed Jan 30, 2013 7:49 pm

"Productivity is never an accident. It is always the result of a commitment to excellence, intelligent planning, and focused effort."

- Paul J. Meyer
It's all about "how much you made when you were right" & "how little you lost when you were wrong"
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