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7th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
Salespeople love to present options. It makes them feel like they have more chances to win the business. It's such a popular approach that it's one of the few parts of the sales process that is universally accepted and named. You know it as Good, Better and Best. Companies actually have alignment on Good, Better and Best, sometimes using it in their retail stores and catalogs to provide category options. How many times have salespeople presented you with 3 options? Just last week, I was presented with 3 options at the Lexus Dealer where I got my LS460.
Let your feelings lead you and others
The human being is rather a 'human feeling'.
Intuition: An Untapped Resource
What is intuition exactly? The Oxford Dictionary defines the term as “the ability to understand something instinctively, without the need for conscious reasoning.” It is a keen and quick insight, independent of any reasoning process. While intuition is important in all endeavors, it is particularly important for those in a leadership role.
Abraham Lincoln and the 10,000-Hour Rule
Thousands of hours of practice are required in order to become famous in any given field. This article applies this general principle to the career of Abraham Lincoln.

Attention Deficit Disorder ADD
AEA/ADD people can and do perform remarkable things, when they understand their advantages and utilize them, and understand the drawbacks and overcome them.
Imagine All the People
“Imagine all the people living life in peace” sang John Lennon in the 70’s and it’s still being played today. Well, imagine employees working everyday in harmony and peace and happily contributing to a healthy and highly profitable organization. Sounds like wishful idealistic thinking from the 70’s, right? But recent studies show that this is possible. The global consulting group Towers Perrin has published their annual global study of employee engagement, which shows just how motivated people are to perform at their best.
IMAGINE
The most valuable asset to any business is our associates and the people we work with. Read more about unlocking this highly valuable and underutilized resource.
IMAGINE
The most valuable asset to any business is our associates and the people we work with. Read more about unlocking this highly valuable and underutilized resource.
VISION
The one thing that makes the difference between a mediocre life and magnificent achievement, is vision.

Other john lennon Related Articles

Wikipedia for Patents
John Funk, an entrepreneur (I’m an investor in John’s newest company – Evergreen IP) and friend has a innovative proposal up concerning changing the rules on the current patent system. I’ve been on both sides of the patent aisle with John – we like to joke that early on in our relationship John’s company sued one of my companies (and then my company sued John’s company back) for patent infringement (the companies settled several years later for a cross license and $1 – much to the delight of the lawyers who got all the bucks.) Fortunately we got past all that crap and have developed a nice friendship.
Reservations and Low Expectations
John arrived at the hotel only to be told that he had a room with a twin bed. "I'm six foot four," John used as part of his argument. It didn't help. His confirming the day before didn't help, either. The clerk advised him to curl up in the twin bed.

Marketing Software
I have a friend named John who I met a few years back at a business convention. Due to our similar interest in startups, we hit if off right away. John was just working on getting his public relations company off the ground and running, and with the amount of passion he always had for this business, I had no doubt he would be able to do so. But, after having lunch with John the other week, I realized something; three years after I had first met him, John was still struggling to get his business off the ground. It wasn’t because he wasn’t dedicated. Rather, after talking to him, I realized he was missing out on having one big advantage: marketing software.

How to decide when you need a written agreement (and when you don’t)
“You have a deal!” said John as he reached over to shake Paul’s hand. Paul was elated. He knew the new business venture could reap rewards for both parties. However, Paul had been burnt before in a similar deal and knew he should have a written agreement with John. But, he wasn’t sure John would go for it – and he didn’t want to lose the deal.

Imagine All the People
“Imagine all the people living life in peace” sang John Lennon in the 70’s and it’s still being played today. Well, imagine employees working everyday in harmony and peace and happily contributing to a healthy and highly profitable organization. Sounds like wishful idealistic thinking from the 70’s, right? But recent studies show that this is possible. The global consulting group Towers Perrin has published their annual global study of employee engagement, which shows just how motivated people are to perform at their best.
Success Through A Positive Mentor
"Success Through A Positive Mentor" is John Paul Carinci's story of how a chance meeting with an Olympic champion at age 21 changed John forever. by John Paul Carinci: author of "The Power Of Being Different" (c- 1998 John Paul Carinci)
Why I Hate Asking For Referrals
I just read an article in Entrepreneur Magazine by one of the most respected marketing folks in the industry. Normally, I really like John Jantsch’s work but I have to disagree with him this time. John suggests that you should ask every customer for referrals to their friends. I think that is one of the worst mistakes a salesperson can make.
Negativity Has Left the Building: Focus on the Positive & Show Negativity the Door
John was at his wits end because his sales team had gone negative, they were selling less and he could see his ship had sprung a major leak and was going down. I gave John an exercise to do over the next 3 weeks to show negativity the door.

Give them wings and they will fly
To get the best out of your staff you really have to know them. If you are able to connect with your employees you are going a long way to being a successful manager. Take a typical supervisor, John, in an organisation. Could you answer the following questions about him? Why does John want to work for you? What has been his greatest achievement this year? Does he have a professional goal for 2010? How long has John been working for you? If you are unable to answer any of these questions about one of your own employees then you are probably out of touch with your staff, and out of touch with your business.

Wooden You Like To Be Successful?
John Wooden is known as one of the finest basketball coaches in America. He took his UCLA team to the NCAA playoffs 10 of 12 years and was named coach of the Century by ESPN. John Wooden was a great teacher and coach. The brilliance of his teaching is that he focused on the mental aspect of the game as well as the technical skills of basketball. John Wooden repeatedly told his team that controlling emotions was at the core of winning the game.

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