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Why the Relationship is So Important to the Sales Outcome
Many people have written extensively on the topic of relationships and selling. One common topic is that people only buy from people they like and the other is how to develop strong relationships. There is nothing wrong with either of those topics but they surely miss the mark in two important areas.
The Importance of Pride, Self Esteem and Confidence in Selling
My guest on this week's edition of Meet the Sales Experts was Bob Sinton and we talked a lot about the importance of pride, business self-esteem and two levels of confidence:
Let’s throw away $10,000 through fear
The fear of change can be so great that people will throw money away rather than make a small change. How do you deal with this and get them moving forward.

The REAL 'Secret to Success'
If you want serenity, seek humility. Seek it in the eyes, the words and the deeds of those around you. Because, once you've found it and embraced it, you'll discover that you've found integrity and courage as well.
Contractor vs. Consultant
Consultant, Contractor… is there a difference? Sometimes there isn’t, sometimes the same person can be both, even on the same engagement. However, I define the difference this way:
Have You Got The Symptoms?
International author David Oliver defines some of the symptoms of stress
Focus Your Sales Process on Your Sales Behaviors and Sales Skills, Not Your Prospect’s Behaviors
Would you agree that most sales processes be them 3 step, 5 step, 7 step or even 12 step focus on the prospect or what I prefer to call the potential customer? Given that everybody is focusing on the potential customer and that probably 50% to 80% of all sales targets and goals are not met, would that not suggest a different focus is required?
Topgrading Pros, Cons, and Sales Assessments
Somehow, I got thrown into the middle of an internet disagreement between Brad Smart, author of Topgrading, and Bob Corlett, a blogger who calls himself The Staffing Adviser.
How to Make Getting Sales Success Easier
Man, sometimes it feels like everything depends on you. If you let up for one second you’re falling behind. Can you keep up the pace?

Non-Disclosure and Confidentiality
Suppose you are just getting to bed. All the day’s activities and tomorrow’s plans have finally managed to settle down to the point where you are almost able to fall asleep. Then it suddenly hits you: The single greatest idea since the invention of ideas! You get that flash of inspiration you know will turn your life on its ear and revolutionise the world. Congratulations! But now what? If your idea is half as great as you believe it is, how can you talk about it to someone and be sure they are not going to steal it for themselves? The answer is simple: you need a Confidentiality Agreement.
Questions to ask before Writing a Proposal
A lot of time gets wasted on proposal-writing. Before we invest this effort, there are some basic questions worth asking. Not only do these questions filter out time-wasters, they actually enhance our chances of winning the bid.For example, most professionals are aware of the risk when our entire relationship with the client organisation hinges on one person. But do we consistently translate this into a strategy to build relationships with other key decision-influencers? A question such as “Who else has a key stake in the success of this?” can open some significant doors for the future.Learning to ask the right questions not only saves wasted time and effort, it enhances our credibility as potential suppliers. And it dramatically cuts down that awful task of chasing a proposal on which we have heard nothing since we sent it in.

6 Questions You Need To Ask Before Investing In Home Based Business Opportunities
Before investing any time or money in a specific business opportunity online, there are some questions you should consider to ask first. Understanding what to watch for in this line of business will put you ahead of the pack.

Other adviser Related Articles

Suze Orman is Wrong
Suze Orman is wrong and I want to correct her folly. In her recent book, Women and Money, Orman starts from the premise that women are less than smart when it comes to managing money. By inference, this concept extends to women professionals as well. As a female who was a financial adviser, and also a board certified neurologist and psychiatrist, I understand money and the way women think. Over my investment and scientific careers, I’ve learned that women have just the right mix of caution, willingness to learn, intuition and appreciation of their innermost needs and desires to invest money well. They are smart about money, not dumb as Orman suggests. This is why.

Topgrading Pros, Cons, and Sales Assessments
Somehow, I got thrown into the middle of an internet disagreement between Brad Smart, author of Topgrading, and Bob Corlett, a blogger who calls himself The Staffing Adviser.
Opportunities in Retirement
Financial education is one of the great opportunities in retirement to take control of your own financial future. What excuse do you have? You have more time to devote to growing your own nest egg than any financial adviser is likely to have. If you’re saying that you know nothing about investments or managing your own money, then this is a great opportunity to start.

Why Johnny Can’t Focus
In my roles as adviser, trainer and consultant I get to talk to a lot of people. Business owners, salespeople, other trainers, managers – you name it, I end up chatting with them. One of the questions I typically ask is “What is keeping you from living exactly the way you want?” and more often than not one of the answers is “I just can’t seem to stay focused on my goals.” Lack of focus seems like an American epidemic and I think I have the answer to the problem.

The Magic of Measuring
When you hear the word magic, what's the 1st thing you think of? Peter Pan? Harry Potter? For me, magic immediately evokes something so powerful that even I can't screw it up. And that's exactly how magic numbers and measuring work. My goal with this article is to help you get a perspective quite different and apart from what your accountant or financial adviser may suggest. And it's probably the best thing you could ever do for your business - making it fool-proof. Even better, it's MAGIC!
8 Tips to Tune Up Your Business
A business service adviser can help your business run smooth and avoid future breakdowns. Whether it's preventive maintenance or a major repair, get an expert to fix it right the first time. Here are 8 tips to perform a business tune up.
How To Protect Your Wealth
The traditional way of saving for retirement for the common working person and trying to find a genuine adviser in helping generating a diversified portfolio of mutual funds for the future is long gone. Dead. Extinct. In ruins. Adios.
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