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Lesson #4: Master the Art of the Sale
Johnson became a self-made media mogul, publisher, and entrepreneur, but the title he identified most with was that of salesman. In his best-selling autobiography, Succeeding Against the Odds, Johnson wrote a chapter entitled, “How to Sell Anybody Anything in Five Minutes or Less.” Here, he outlined his craft of salesmanship, which proved to be one of the key factors the propelled him to such great success.

Rick Rubin and Russell Simmons
One was a college dropout who began promoting local rap acts in the ghettos of New York; the other was an NYU student who spent more time playing in punk bands than he did in class. One knew nothing but hip hop; the other nothing but rock. Nevertheless, after a chance encounter at a New York club, Rick Rubin and Russell Simmons became fast friends. Together, they would go on to found the most influential hip hop label in the world, and change the face of American music forever.

Do Your Homework (Really)
Before I meet with any new prospect I've been thinking of introducing myself to, I make damn sure I do my homework. And when I say homework, I mean more than checking to see if the company has a website by typing www.amazon.com to do research on a marketing executive at Amazon. Sure, you should be up-to-date with the major news about the prospect's company. But what you really want to know is more personal. Think of it this way: A good salesperson does research on companies; a great salesperson does research on people.
How to Speak With a Business Underwriter?
When speaking to an underwriter do yourself a favor and make sure you are prepared. You should know your business better than anyone else. Be positive; believe in your own cause. If you do not believe in your business why then would an underwriter extend your business credit? Help the underwriter to see the “big picture” and why you are successful. Do not ramble on and on with no purpose. We are all busy. Keep it short and to the point.
Team Dysfunction? Perhaps, the Prescription is a PEP Pill!
If as a Team Manager or Human Resource Director, you find yourself shaking your head and saying "Why can't they all just get along?" Your Team might just need to take the PEP Pill! No fear, we're not talking about a "Red Bull Power Drink" for teams, rather a simple but effective employee education program developed by the Now to WOW! Faculty which fosters inter-department understanding, communications and improved customer service performance.
Job Interview Tips: How to Ace the Job Interview and Get Hired - Even in a Recession
Get hired faster even in a recession! Once You Get the Job Interview, Here Are Your Next Steps...
The Lost Art of Connecting
No doubt, we live in a mega-connected world. . Linked in, Face book, three email accounts, blogs galore, Blackberries, instant messaging, real-time stock updates, photo downloads from outer space. Most of us are so connected we couldn’t disconnect if we tried (lest we stare down the dark tunnel of technology withdrawals). But I am talking about connecting vs. being connected (read wired).

The perfect sales call
15 things to consider when making sales calls
You Like Me...You Really, Really Like Me
Sometimes in the rush to judgement we forget how important it is for our sales force to build rapport and gain the trust of their prospects. This is particularly true given the current business climate. People have become suspicious, cautious, and protective. Everyone is playing defense. Many salespeople I’ve come in contact with recently have been more assertive in qualifying and jump immediately into product presentations rather than spending quality time to get to know the personal side of their prospect or determine their specific needs. Let finance determine whether your potential customer can buy while you focus on their buying motives. You will be better equipped to match the specific attributes of your product to the specific needs of your customer.

Nuturing Employee Engagement in Flat Organizations
Established organizations continue to flatten the organizational pyramid through eliminating managerial layers and upping the subordinate/superior ratio from the classic 6:1 to 12:1 and higher. Newer companies stay flat from the get-go. One consequence is that a traditional workplace acknowledgement - the promotion - is becoming rarer as opportunities for internal upward mobility are reduced.
How to Establish & Exert Influence
Do you have an upcoming meeting where you need to convince your boss, spouse, or co-workers to make a change? Lay the groundwork for a successful encounter before the meeting starts.
5 Tips for Workplace Retention Across Generations
How to retain your best young talent
Graceful Networking
Networking meetings can be sheer torture! The room is chock full of pitfalls that can trip you up if you don't know how to extricate yourself from sticky situations.
9 Vital Principles of Communication
Communication is an extremely powerful tool for success which, when effectively engaged in, creates strong relationships, harmonious working conditions and allows us to share the best of ourselves with others.
The easy way to increase your sales
The sad fact is that most salespeople tend to forget to keep in contact with their customers once they have sold them their particular products/services. Shocking don't you think
Sales Coaching Tip: Change Your Role to Increase Sales
Is your role as seller keeping you from increasing sales?
Presenting the Solution
Know your audience. Tailor your presentation to your prospective customers. To do that, consider what they are likely to need from you. Use terminology they'll understand and make sure you are familiar with their business jargon. That will help you to establish common ground with them

Does Your Company Suffer from Cross-Generational Crankiness?
Boomers vs. Millennials: No it isn't a promo for Wrestlemania - it's a real and growing problem in the halls of commerce, large and small. Millennials, those children of the youngest (what I call "junior") Boomers, were given the moniker because they entered the workforce around the beginning of the millennium, and brought with them a whole new world of career demands and workplace expectations that, to put it kindly, is met unenthusiastically by the middle and senior Boomers still running the show. And if you're thinking "Who cares?" you aren't seeing the huge productivity-busting implications of a "generation battle" that saps morale, impedes the kind of seamless communication on which great customer service is built, and dissipates company loyalty. So, how do you prevent this melt-down, or undo the damage if it's already happening?
Presenting the Sales Solution
A good sales presentation has four main sections; each section is described in this article.Tailor your presentation to your prospective customers.. Be sure to play up your strengths
Who Is Your Audience
What is the age level and what kind of knowledge does your audience have? A layman might linger around a general site on gardening, but a professional botanist might turn his nose at the very same site. Similarly, a regular person will leave a site filled with astronomy abstracts but a well educated university graduate will find that site interesting.

Tactics to increase your sales conversion rates
In golf, your perfect downswing and backswing will end in a mis-hit if you don't have a proper follow-through. Likewise, in marketing, your marvellous ad and outstanding product launch will net you no sales if you don't have a great follow-up plan. Marketing experts will tell you that it takes more than one encounter to convince customers to buy. Thus, you should make not only a good first impression but also a lasting one. Here are a few tips to accomplish this:

Landing That First Franchisee
For businesses wanting to get into franchising, finding the right first franchisee can feel like getting married. You've got to make sure your goals are compatible and that you like and respect each other. There are several other things that you should look for as well to make sure that you're in a long-term relationship
Garber Rant: The future of World Communications
Who's your daddy? Not local telcoms, that's a sure bet!

Other common ground Related Articles

Courage in the face of fear
Great leaders often must stand their ground under fire. So how do you know when you are standing your ground for the right reasons and not just stubbornly waging an ego battle?
Presenting the Solution
Know your audience. Tailor your presentation to your prospective customers. To do that, consider what they are likely to need from you. Use terminology they'll understand and make sure you are familiar with their business jargon. That will help you to establish common ground with them

Marketing – my three start up priorities
Are you considering establishing your own small business, or perhaps you are currently operating a business that you bought or started yourself? If you are, then we have found common ground. My name is Jo Macdermott and I am writing this article about my own marketing journey in creating a business that does just that: Marketing.
Swine Flu Impacts More than Your Health
Up until today, you may have thought that the current economy was the major factor affecting income earned. It turns out that Swine Flu can also impact daily business. Both the stay at home mom and the work outside the home mom have much common ground.

How to become a “roving sales leader”
Management By Walking Around (MBWA) took the management world by storm in the 80’s. The author of this ground-breaking management theory was Tom Peters. He was immediately hailed as a “leadership genius” and touted as “one of the top management gurus to come along in over a century”. It really wasn’t that big of a deal. MBWA is really just common sense…

When Did You Last Put Your Ear To The Ground?
Adept trackers, Native Americans used to put their ears to the ground to hear horses' hoofs miles away. The ground carried the sound. Later, the train tracks did the same thing if you put your ear to the track, you could hear the train coming from miles away. When Did You Last Put Your Ear To The Ground? Explore these simple ways to "tighten" your marketing tactics from face-to-face to voice mail. Start measuring how you connect with your prospects and make it matter.
Your Reputation: A Dozen Ways to Protect It
Preserving our reputation ought to be a top priority for all professionals. We unwittingly do things on occasion that damage our precious reputation. The rules for enhancing reputation are all common sense, unfortunately they are not always common practice. I have developed a dozen things to remember about preserving your reputation, and I would be delighted to have suggestions of things to add to the list. What would you add? 1. Follow the Golden Rule 2. Be positive 3. Do more than your fair share 4. Admit mistakes 5. Be kind 6. Listen more than you talk 7. Be humble 8. Be reliable 9. Read Body language 10. Offer and ask for assistance 11. Operate from a sense of values 12. Keep your ear to the ground.

Colors: A Primer for Color Psychology
Art and advertising share a great deal of common ground. There are the psychological impacts of colors, how the eye is drawn from one place to another, and the emotions of the shapes. This is a highly simplified explanation of how to use these design elements in web design. With these simple concepts, you can increase the recognition of you website.
Stuck In a Rut? - Action is The Key That Will Set You Free!
Do you feel like you are trapped inside your own personal Ground Hog day movie? In the movie Ground Hog Day, Bill Murray plays a TV reporter that is forced to relive the same day (Ground Hog day) over and over and over again. No matter what happens, every time that he goes to sleep he wakes up and it's Ground Hog day again.

When it Comes to Compensation Sales is NOT like Baseball
So, the Red Sox have made some big moves in the past week, culminating with the monster signing of Carl Crawford for $142 million. The comparison between baseball and sales is the basis of my Baseline Selling method, but when it comes to compensation the two honestly don't have a lot of common ground.

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