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Frustrated by MillenniaSpeak?

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The same problem seems to be repeating.  Perhaps it’s happening to you also.  It goes something like this:  Several of my associates are in a business meeting and George, who owns a Commercial Real Estate firm, unloads his frustration about working with younger people, especially Millennials: “Why ...
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If Sales is a Dirty Word, Let’s get them to Buy!

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There are over 79 million Millennials today and none of them believe they can be sold to. They’re now the largest generation, and one of their most commonly-held beliefs is a conviction that salespeople are the evil spawn of the earth.  They could never be persuaded into buying products they didn’t ...
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Never Enough Time ?

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Do any of these statements sound familiar to you?        “I couldn’t get the project done, there just wasn’t enough time”       “I’m so stressed out, too much  to do and not enough time”      “I’m going to have to work the weekend again, just to catch up”      “What happened to my DAY !!!%%$#!!!” I’...
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Vistage Executive Summit “Speak Up and Lead”

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I recently spoke to 700 business executives at the Anaheim Convention Center on the topic “Speak up and Lead.” It was quite an adventure, and I thought I’d share the video with you all. Click on https://youtu.be/mpqNR07lSng Enjoy!This entry was posted in Business Consultancy, Corporate Sales, OC ...
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Building Trust & Rapport

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The Missing First Step in Sales One of my most disliked words in the English language is the word “assume.” Whenever we ASSUME that we know something, it automatically prevents us from considering alternative possibilities. Whenever we ASSUME to know another person, we are practically always wrong. ...
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Coaching Notes #2: Emotions

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This week we focused on the Emotional Side of Selling. As we discussed, the vast majority of sales occur when the prospect makes an Emotional Commitment to you or your company, and then they proceed to find all the “logical” reasons to justify the decision they already made emotionally.   How many ...
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Coaching Notes #3: Turn it Over!

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Some great insights were shared today, and I appreciate the many positive comments.  Most of you are really improving, increasing your efficiency and effectiveness.  Look out world ! A good tip shared:  when calling to follow up with a customer, don’t make them “wrong” for not calling you back.  ...
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Coaching Notes

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Building trust and rapport in the first 30 seconds was a recurring theme for coaching today.  Personalize, make sure to ask about their geography, and find out why they’re doing the transaction. The critical first minute is when you assess their social style, entrain, build rapport and “make them ...
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Handing the Price Objection

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We’ve all been there.  After a series of meetings, presentations, phone calls and reviews, it comes down to the final  CLOSING meeting where you’ll  get the customer to agree to your solution/offer and give you a written PO or agreement to proceed.   It’s at this point that the prospect sometimes ...
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Fools — and Salespeople — Rush In

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We’ve all heard the maxim “There’s a proper time and place for everything,” but many of us don’t realize that this advice applies specifically to sales and marketing. When Salespeople rush into “selling mode” too quickly, they drive away their prospects and pretty much destroy any chance they have ...
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Why is it So Hard to Get New Appointments ?

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The Number One biggest challenge my clients are dealing with this year is how to get more appointments with quality prospects. It seems all these sales professionals are convinced that given the opportunity to present their service or product to an interested prospect, they have extremely high odds ...
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The Arrogant Presumption

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Many of us are afflicted with an automatic habit pattern that absolutely cripples our ability to engage with our prospects and to proceed with a normal sales call.    This pattern is based upon some very basic beliefs that we hold about our customers, and is ingrained in our sales training and our ...
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Are you Lucky?

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Some people lead charmed lives, or so it appears.  Have you ever met a person that attracts good fortune?  These folks always seem to be in the right place at the right time, they always get the best breaks, and their lives are filled with happiness and good fortune.   They always make the right ...
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Get out of Yourself !

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Get out of Yourself and into another There are currently about 7.5 Billion people living on planet Earth at this time in history, and this means there are 7.5 Billion individual viewpoints about “how things really are.”  One way of looking at this is to consider that each individual rules his/her ...
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The Why of Why

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Why do you do what you do? This little question, when seriously considered, can lead you into discovering some very important truths about your business, your sales style, and your career success. If your job is to motivate, to persuade or to inspire others to take action, then it is vitally ...
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Intention without Limit

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Thoughts become reality.  What we think about all the time becomes true.  The reality we are living in today is caused by the thoughts we are creating right now. Someone who is paranoid lives in a constant state of fear.  They are surrounded by imagined enemies who are doing everything possible to ...
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The Pygmalion Effect

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Do your employees perform according to your expectations? It has long been understood in the business world that people will perform according to the expectations that others have for them.  It’s a psychological fact that something called “The Pygmalion Effect” can account for huge differences in ...
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Thought Crimes

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In George Orwell’s science-fiction classic 1984, the fictitious world called Oceana was ruled by a secret group of Thought Police, who used psychology and technological surveillance of the citizens to determine who was guilty of “thoughtcrimes.”  Once detected, these hapless citizens were then ...
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The Biggest Time Wasters

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One of my most productive networking groups is an organization called ProGrowth.  During a recent breakfast meeting, we were led on a workshop discussion on “Busy vs. Productive.”  Here’s what we learned were the biggest Time Wasters (note: see if you’re guilty!)              — Unscheduled Email ...
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Levels of Awareness

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In our main topic of Listening, we’ve been discussing the concept of “mindfulness”, which is a very ancient concept stemming all the way back to Buddhism.  To exist in a complete state of Mindfulness, we are required to become fully aware, so we’ll now explore this topic.   The word itself means “...
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How you Lose Sales by not Paying Attention

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In my most recent newsletter (http://connexiagroup.com/files/newsletters/107_Mindfulness.pdf), I discussed two important principles:              1.  Listening to the Now             2.  Mindfulness vs. Mindlessness Many of you are probably wondering what this has got to do with improving my sales ...
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The Vital Skill of Listening

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Aloha!   While vacationing on the Big Island of Hawaii, I had the time to recharge my batteries, calm the inner voice, listen to the silence, and appreciate the sheer beauty of this island paradise.  I also learned the Hawaiians have a term which perfectly describes the skill of Listening ...
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Humans are wired to Fail as Listeners

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I’m convinced that human beings were designed poorly from the start. Everyone knows that we are endowed with two ears, two eyes and just one mouth.  This is supposed to teach us that listening and watching are more important than talking, right?  Since our ears and our eyes outnumber our mouth by a ...
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The Active Listener Series

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For the past year, I’ve been planning to write my 3rd book, and I have been busily collecting information, writing outlines, copying valuable quotes and information and building several files (paper based as well as electronic) on my topic.  Many of you have already read and used the advice I wrote ...
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Shut Up and Listen!

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Blogger’s Note:  This is a BONUS Posting, excerpted from my first book:  Precision Selling: 21 Winning Strategies to Achieve Peak Performance, Chapter Nine. This is also the first article in my new Series entitled: Peak Performance Listening Shut Up and Listen   “The most important thing in ...
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3 Keys to Maximum Brain Power: Part III

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Our third and final vital skill has to do with LOVE. About 90% of us suffer from one of the most common of human maladies.  We are almost exclusively thinking about, dreaming about, talking to, looking at, wondering about, admiring, hating, loving, or rejecting one single person in our world… ...
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3 Keys to Maximum Brain Power–Part II

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Our next vital trait has to do with STARVATION. Most everyone in the world is Starved for Attention.  No one pays us enough attention, we can’t get enough of it.  No one listens, no one cares, we’re all alone!  Or so we feel.  The next time you are in a crowd of people, practice watching what the ...
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3 Keys to Maximum Brain Power

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Most of us have heard, pretty much our entire lives, that we only use about 10% of our brain and that if we could ever use ALL of our brain, the results would be miraculous! Sorry to say, this is an urban myth.  Although hundreds of famous people have stated these exact words, or words quite ...
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The $$Million Dollar 5 Step Objection Handling System

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In last month’s newsletter, “Deliver your Offer and Close,” we reviewed the critical elements that need to be included in your sales presentation, especially The Offer, and we reviewed some of my favorite closing techniques. Wouldn’t it be great if every one of your prospects simply said “Great, ...
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Deliver your Offer and Close!

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Last month, we discussed how your attitude when closing was absolutely critical to your success. A bad attitude equals no sale, and a good attitude equals a high probability of making a sale. We continued the dialogue by analyzing the key elements of your Sales Presentation. We also pointed out ...
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Are you Hypnotized?

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The popular view of hypnosis, often portrayed in television and motion pictures, is that of unconscious or semi-conscious subjects that quack like ducks or moo like cows, often to a highly-amused audience. Under the direction of mesmerizing hypnotists, these hapless victims can be made to do or say ...
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Clarity of Vision

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One of the Sales Axioms which I’ve always taught is the following:“A confused person will never buy” Yet, time after time, I witness sales reps who manage to garble, obfuscate, and alter their key sales messages to such an extent that potential buyers stay away in droves! Despite their best efforts,...
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The Attractive Salesperson

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Are you attractive? Of course you are, but we’re talking about a different type of attraction — not just physical. Why is it that some salespeople seem naturally “lucky?” How can some people always be in the right place at the right time? Why does most of the business naturally “flow” to certain ...
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Peak Performance at the Olympics

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The Winter Olympics are now entering their second week and, like many of you, I’ve been staying up late at night to catch all of the action and excitement.   It is amazing to watch these peak performing athletes from around the world, and to witness their spectacular accomplishments on a worldwide ...
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Gratitude

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As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them.  ~John Fitzgerald Kennedy   The Thanksgiving holiday is celebrated this week, and millions of Americans will gather with their families and friends to commemorate the original ...
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The Beingness of Sales

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We all know that attitude is important in sales (and in life.)  How you feel about what you’re doing is critical to whether you’ll succeed or not. However, your Beingness is quite different, something more. Think of it as your personality, your consciousness, your essence.  It’s who you really are ...
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Mastering the Close — Part II

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“The Close is the logical conclusion to a well-delivered sales presentation.”                         Eric Lofholm, master sales trainer     A well-delivered sales presentation is a sequence of selling points, each with its own unique value proposition and it’s own mini-close.  To sell any product ...
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Mastering the Close

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The difference between an Outstanding Sales Person and an Ordinary Sales Person can be reduced to one essential determinant:  their ability to close business deals. In sales, you are rewarded or punished entirely for your ability to win new clients, close new business, and new orders signed.   You ...
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