Training on Demand

If you have read Tom Peters' latest book, Re-imagine!, you know minor improvements are not going to set your business apart in the future. In fact, if you don't get out on the edge, you might not even survive. Forget being 1 percent better than the competition at 100 different things - be great and unique to crush the competition.

Control of the High Seas

As you roam the High Seas you need to know who is in charge.

Sales Training for Freight Forwarders and LTL Shippers

For those in the business of freight they are indeed what makes the World go around and without them well not much would work in our civilization. There would be no food at the grocery stores to eat, nothing in the stores to buy and it would pretty much shut things down leaving people in a very serious place. Chaos would surely ensue.

The Number One Key To Long-Term Success In Sales

Sales people are always looking for the Holy Grail; that one tip that will catapult their selling careers into the Galaxy. The key to long-term sales success is something so simple! Yet many sales people fail to do it consistently. If you don't make the information in this article a part of your daily routine, my best advice to you is to forget sales as a career - you'll never make it. On the other hand, incorporate these suggestions into your selling and in time you can be number one!

Are There Any Sales Yet - It Takes More Than Making Calls And Giving Out Information

Running or owning a company is not an easy task. The pressure to perform is intense. Payrolls and profits have to be met and satisfied. People have to be hired and treated well. And an overall air of dynamic energy has to be created. For some folks the “running a business” learning curve can be quite emotional.

Supporting Your Most Important Investment

In sales, we often forget the pressures our new employees put on themselves. Managing these pressures while learning new products and adapting to the personalities and procedures of a new company can stymie growth and extend the learning curve required for sales success.

Unlearning Is Just As Important As Learning

Without a doubt learning new skills and developing the right attitudes in sales is vital. Without them it is impossible today to ensure your continued success. Whether these new insights come from a mentor or coach, reading, attending seminars, listening to CD’s or just talking with peers or your manager it is essential to continue to hone your abilities if you want to successfully compete in today’s changing world.

Better Results With Active Listening

We spend almost half of our time listening to other people, but how well do we hear what our friends, colleagues or customers are actually telling us? This article provides an overview of Active Listening and explains the benefits to you and your organization.

5 Easy Steps to Closing the Sale: Step I

This easy 5 step process was developed for those who have few sales skills, but need to learn the basics of the sales process. Marketing brings prospects to your door, but it's sales skills that makes them paying customers.

The Art of Listening

Listening is more than being quiet when the client is talking. That is just a start and anyone who makes it in sales can do that fairly well. Effective listening is what you do with what you hear

Verbal Software

Positioning is not about exaggeration or any type of misrepresentation, but about taking the opportunity to accentuate and leverage the positives in language that is clear and persuasive to the audience.

What's in an Introduction?

Most sales people have been on one course or another. But, how many actually use what they learn? The thing to remember is that maybe, just maybe, these trainers know what they are talking about.

5 Ways to Detect a Phony Ph.D.

I was sharing the regional Toastmaster’s International podium with a fine, enthusiastic speaker. He was fun, his stories were crisp, and the audience loved him. So, when one of my clients asked if I knew a speaker they could hire for an annual sales meeting in Palm Springs, I mentioned this guy. But as I did, I felt just a little uneasy about recommending him, so I decided to perform a little due diligence by researching his credentials. What really stood out for me was the fact that he called himself “Doctor.” In itself, this is no big deal, as my trade name is Dr. Gary S. Goodman, so who am I to take issue with this? If you have a Ph.D. or an M.D. or other “doctoral” credentials, you’ve earned the right to use them, especially in professional settings. Dr. Robert Schuller, for example, earned his degree in ministerial studies, so he is entitled to use it, and of course, he does. But I felt the speaker I was recommending wasn’t the real deal. So, I called him and asked where, when and in what subject area he earned his doctorate, and he mentioned a place I had never heard of before. I contacted the research librarian at USC, where I earned my Ph.D. from the Annenberg School for Communication, and I asked him to look into this obscure school. After a few hours, he phoned back as said, flatly: “It’s a degree mill!” Here are five ways to detect a phony before your hire him to speak before your next sales meeting or convention, according to an international speaker and consultant, best-selling author, and popular commentator on radio and TV.