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Taxing Social Media, and Why Pay Toilets No Longer Exist (Part 2)
In Part 1 of this post titled "WHO IS TO PAY FOR BROADCASTING AND HOW? A Contest Opened by RADIO BROADCAST in which a prize of $500 is offered," I had cited an article from 1924 requesting ideas on how the new medium of radio could be monetized.

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Sales Training London: Can You Make It Last Longer Than 3 Minutes
What do you do in the first 3 minutes of a call to eliminate TIOs? How do you eliminate stalls, objections and put-offs? Many salespeople are dead on their feet but don't know it within 3 minutes of meeting a prospect. What can you do stop yourself being another notch on your prospect's six-gun?
Self Employment Marketing Plan 4 Tips to FineTune Your Niche Marketing
A little fine-tuning of your marketing plan can make the difference between a solo business that lurches and stalls, and a business that runs smoothly and is fun to operate.

Cutting Through Stalls and Objections
There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:

Why Salespeople Have Trouble Closing
I've been speaking about what makes salespeople tick for about 15 years. From the beginning I've been telling audiences that there is a 100% correlation between how salespeople make a major purchase and the behavior (stalls, put-offs, excuses, sob stories) they will tolerate from their prospects.

Most Frequently Requested Help
What do you think is the most frequently requested plea for help? Overcoming Objections? Handling Stalls and Put-Offs? Closing? Getting Appointments? It's getting calls returned.
Writing a Book and Feeling Stuck? How to Break Through Three Common Challenges
It may come before you even write a word, or it may come well into your draft, but when it does, your progress completely stalls. Many aspiring authors have felt stuck at one point or another. And this feeling can prevent even the most motivated writer from completing their work-in-progress. The good news is there are ways around this terrible stuck feeling.
Which Salespeople Use Bad Judgement and Burn Bridges?
You want your salespeople to get decisions instead of taking stalls, put-offs and objections. Some of your salespeople are better at this than others. I've written extensively about the difference between the required skills versus the strengths that support closing, as well as recognizing and dealing with put-offs. Today, I will discuss the difference between not getting the desired reaction or behavior, not getting a decision and burning a bridge.
How to Close the Deal Your Salespeople Can't Close
Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn't close. This is followed by, well, follow up, leading to more put-offs. There are many reasons why this happens but for the purpose of this article, let's simply assume that the prospect has every reason to buy and the salesperson did not do anything glaringly wrong along the way. Simply a closable opportunity that hasn't closed yet. In situations like this, there are usually two things going on:
Leadership Lessons: What is Success at Work
There is a play that made the rounds decades ago called "How to Succeed in Business without Really Trying" in which the hero knew he had "made it" when he got the key to the executive washroom. The young hero was naive on his journey to the top. Yet the pattern handed to him from prior generations is that money is the key to success. Then decades later there is the film "Wall Street" where money is still the key to success. Yet now the hero is not naive, merely ruthless. It doesn't matter how you get it, so long as you get it. Ethics be damned. Lie, cheat, marry the bosses daughter, marry the boss, just get the money. It seems as a culture this pattern of money as the measure of success continues to be handed from generation to generation with little discussion or redefinition.

Close More Sales
As sales people, we would all like to close more business, more quickly, at higher margins. Unfortunately, we often do our closing activities at the final presentation and are met with put-offs or think-it-overs. If we find that we are running into stalls and objections after we’ve presented, we must recognize that we have laid inadequate ground work. In other words, it’s not the closing that is the problem. It is the opening and the process that followed.
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