Articles for Sales Training
& Business Development

Celebrating 30+ years of sales and business knowledge!

What to Do After TOMA Ends

Wondering how you can continue to approach old potential customers that completed your TOMA campaign, but never responded? These ideas will help you stay in touch!

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Client Care Call with Alexis Gallati

Want to sign up for any of Chuck Bauer’s Sales Coaching or Business Development programs? Check out this 6-min excerpt of a client care call PERFECTLY EXECUTED by one of our CPA client firms from Knoxville, Tennessee.

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Results of Coaching Session with Thuy Nguyen

Thinking about signing up for any of Chuck Bauer’s Sales Coaching or Business Development programs? Check out this 11-min excerpt of a LIVE coaching session with one of our successful mid-size CPA client firms from Houston, Texas.

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Full Coaching Session with Thuy Nguyen

Thinking about signing up for any of Chuck Bauer’s Sales Coaching or Business Development programs? Check out this full-length recording of a LIVE coaching session with one of our successful mid-size CPA client firms from Houston, Texas.

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Sample Coaching Session with Thuy Nguyen

Thinking about signing up for any of Chuck Bauer’s Sales Coaching or Business Development programs? Check out this 25-min excerpt of a LIVE coaching session with one of our successful mid-size CPA client firms from Houston, Texas.

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Power of Listening

How well do you actually listen to your prospects and clients? Learn about the power of listening and become one of the greatest communicators you can be.

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What You Can Do to Have Yourself a Happy Holiday Sales Season

I hear the same thing every year:   the holiday season is a “challenging” time for salespeople to set up meetings or close a deal. Why do you think that is? Often, the culprits behind these excuses are the salespeople themselves. They’re always saying things like, “My industry takes the month of December off,” or “I don’t like being sold anything

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Work Sales Smart - Not Sales Hard

Work Sales Smart – Not Hard

I have been involved in the sales & marketing industry for more than twenty years. Even today, it continues to amaze me that most, and yes, I mean most, salespeople tend to work HARDER rather than work SMARTER. Have you ever heard of the 80/20 rule? It’s incorrect—it’s more like 90/10! What a mystery! There Are Three Types of Salespeople:

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Who Moved My Referrals?

Who Moved My Referrals?

Imagine for a moment: what if you placed the same emphasis on referrals as the other items in your sales process? Where could this take you? To help gain clients and sales, your sales marketing plans might already use some combination of advertising, seminars, lead generation, cold calls, and professional networking, etc. Salespeople rarely use their client referral network as

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chuck bauer blog

Recruiting Mastery: Interview Tactics

Let’s cut to the chase: a lot of you sales managers and sales executives have tons of experience, you know what you’re doing, you know what you’re looking for. But what I’d like to do is give you two very out of the box interview tactics that will help you and supplement what you are already doing to find the right candidates.

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chuck bauer unconscious competent

Becoming an Unconscious Competent

When I began my business career, little did I know that over a span of thirty years plus would I find myself writing a how-to article on the power of becoming an Unconscious Competent, a powerful methodology that when applied to both professional AND personal lives has the ability to give you increases never before imagined.

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chuck bauer blog

Monetizing the Value of Listening

Scientific studies have shown that 78% percent of our day is spent communicating. When you apply how we interact in today’s world – tactics like delayed send, repeatables, and others – that figure easily tops 100%. But studies also show we communicate at a 30% rate of efficiency, meaning seven out of every 10 messages are misunderstood, mistaken, missed or messed up… in other words – inefficient.

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video marketing chuck bauer blog

A New and Distinctive Tool For Your Sales Processes!

I have been waiting for new electronic sales tools to arrive and they have finally made their way to the marketplace: video email, live video broadcasting, and video training blogs! These sales tools work with all the following devices—and the number of compatible devices is growing by the day!

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chuck bauer focus success

Focus is the Driving Factor for All Successful People

What traits do all successful people have in common? They have all perfected the art of focus, time management, and motivation to become leaders in their field. Successful people recognize the need to stay on task to complete it quickly and efficiently while maintaining optimal quality of their work.

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chuck bauer sales coach

Top 5 Healthy Habits of Successful People

Have you ever walked into a meeting and the person looked like they couldn’t be bothered to be there? Heavy sighing, heavy hand motions, every sign that showed they were in no mood to give you a minute of their time? Would you work with them again? Chances are, you’d find someone with a better positive mental attitude and someone who actually enjoys what they’re doing. In other words, someone great at their job.

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Mastering Communication Boundaries

Every so often I come across a friend or business associate that is having communication challenges with a particular person or business associate. One suggestion that I offer is for them to understand and implement “Communication Boundaries.”

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open door policy chuck bauer sales coach

Have an “Open Door” Policy? Quick! Close it – NOW!

What increases productivity is the quality of your relationships with your staff and employees, rather than the quantity of time and familiarity with them. This one change — focusing on the quality of your business relationships, will boost your company and staff to the top in leadership skills.

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Achieve Your Goals!

Prepare for the New Year and beyond! This FREE goal planner contains everything you need to help you plan and achieve your goals! Download today and don’t forget to share this with family, friends, and colleagues!

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Employee Retention

How to Increase Employee Retention in Your Business

Hiring a new employee costs serious money. How much to be exact? One study estimates 6-9 months of an employee’s salary is spent on recruiting and training. With the time, energy, and costs devoted to hiring and training employees, you want to find a balance for each and avoid high turnover.

Read on to see what you can do to keep your top talent happy while fostering growth and retention in new employees.

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Suffering A Seasonal Sales Slump?

It’s that time of year again, when sales volume slumps during the holiday season. The CEOs and Sales Managers I work with have fits this time of year. Solve your seasonal sales slump with a holiday “Sharpen Your Sales” tune up!

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Don’t Be a Brochure Drop-Er-Off-Er!!!

Recently I was in Shreveport, Louisiana running live sales calls with a salesperson from one of one of our east coast states. I flew in the night before and met with her over dinner. We looked over the sales plan for the next day…

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...And You Think You Have Difficult Clients!

…And You Think You Have Difficult Clients!

This story comes directly from the experience of one of our sales training clients. Names have been withheld to protect the innocent… A very interesting client walked into our fitness club wearing diamonds, fur, and designer boots. After an uncomfortably long period of time, she removed her oversized sunglasses, turned up her nose, and, with the vernacular of Mrs. Thurston

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Join the Video Revolution! Be Sales Distinctive by Sending Video Emails Today!

Join The Video Revolution!

A New and Distinctive Tool For Your Sales Processes! I have been waiting for new electronic sales tools to arrive and they have finally made their way to the marketplace: video email, live video broadcasting, and video training blogs! These sales tools work with all the following devices—and the number of compatible devices is growing by the day! Best yet, I

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The Angry Gatekeeper - How To Know When You're Doing Sales Right

The Angry Gatekeeper

Think about the following sales situation for just a minute: You’re in pharmaceutical sales. You’re going into a medical facility. You know this medical facility has two gatekeepers. You also know that in the reception area…

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Creating The Perfect Sales Storm

The Perfect “Sales” Storm

Recently I received the following message from a student who is quick to implement what she has learned in her sales coaching sessions. The appointment that is described in this article is what happened in her words…

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Becoming an Unconscious Competent

When I began my business career, little did I know that over a span of thirty years plus would I find myself writing a how-to article on the power of becoming an Unconscious Competent, a powerful methodology that when applied…

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Achieving 100% Efficiency

We always need to be looking for ways to work better, faster, more efficiently. Every salesperson, every sales manager, every sales-related company is 70% inefficient unless they prove to me that they are not. So how do you achieve 100% efficiency?

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Build A Sustainable Referral Network

Steps To Referral Program Sustainability

Steps To Referral Program Sustainability With this and any referral program, what you need is a program that is so simple and systematic that when you set it in motion, it requires ZERO thought and only needs to be revisited once or twice a year for minor refinements! I received a question from a coaching student who is a CPA.

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Finish First In Sales

Four elements help you close the sale: Recently I listened to one of my CEO clients give a sales meeting pep talk. His theme was the psychology of the sale—perhaps the most important factor in moving toward the close. Unfortunately, many salespeople overlook the psychology behind the sale and instead repeat the same mistakes and get the same result:  no

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Improve Sales Conversion Rates
Through Voice Quality!

Listening to thousands of in-person presentations and phone calls since the mid-1990s has taught me that voice inflection is not something that salespeople get trained on, despite its importance. Neither sales managers nor salespeople pay attention to it. Yet it is extremely important in the sales communication process, particularly in building intimacy with people, regardless of phone calls, face-to-face meetings,

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When Should I Make That First Sales Phone Call?

Today’s question is from a sales manager, who writes “When should my salesperson start calling for an appointment? After the first two mail pieces? How often should she call? Do you have a rule of thumb on this?” Make That First Sales Phone Call NOW! In sales, we work in imperfect worlds. We can’t always try to make everything perfect

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The Importance Of The 1st Monday In October

What Makes The First Monday of October Important? The first Monday of October is the day that all of our business students, sales students, and C-Level executives start placing significant importance on starting to develop their professional and personal development goals for the coming year. Nobody else does this! This distinctive planning tactic will help you get ahead of your

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7 Steps To Overcoming Challenging Attitudes

WORK on your personal foundation: the Five Pillars of Attraction. (F.R.E.S.H.) F: Finances R: Relationships E: Environment S: Spirituality H: Health Right now, write down one task for each of the Five Pillars that you can improve on immediately. STOP listening to that little negative voice. Counter-punch the negative self-talk with positivity. LOOK for alternative explanations. In many cases, there could

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44 Minutes On Hold!

Here is an interesting sales challenge I encountered while coaching a sales tune up in a Florida-based outbound/inbound call center. I am assigned to a specific salesperson for a 2 hour block of time to coach on sales calls. I walk into his office and observe on the salesperson’s phone that he has been on hold for 22 minutes. The

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Is .25% Really An Enticement?

A sales challenge just in from one of our clients… I have a PROSPECT that is close to closing the deal with me. They have around $3 million and as an enticement to come over to me I offered to give them a savings account rate of .75% for their savings.  That is well above our bank rate sheet(.50%). We

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Strategize w/ Chuck BEFORE Clicking Send!

Prospects ignoring your requests for follow-up appointments? If you are having trouble getting prospects or existing clients to respond to your requests for follow-up appointments, you need to take a different approach. Strategize with this helpful form letter from Sales Coach Chuck Bauer before sending your next email request. Good Morning <Insert Prospect’s Name>, The reason for this email is regarding

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Lost Deal Due to Small Team Size

An interesting sales challenge from one of our clients… I have lost in the finals on 3 consecutive retirement plans —$12 million 401k, $5 million 401k plan, $10 million Defined benefit Plan. Each CFO/HR VP said essentially the same thing: They loved my fiduciary notebook. They thought that I could best communicate to their employees about saving for retirement and had adequate

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A Never-Ending Sales Cycle!

This prospect came to me in the fall of 2010 looking for advice on his 401k and his wife’s 403b. His brother, who is a client, referred him. He called me. Husband is 55 and was a welder with a local company. Wife is also 55 and is a RN. They both had recently switched jobs. She switched to a

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Recruiting Mastery: Know The Game You’re In

As I travel across three different countries working with sales managers, executives, business owners, and their sales forces, I find that sales managers and C-Level executives are very ill-equipped to recruit the type of salespeople they need to generate revenue and grow their business. Recruiting comes down to some very basic principles that I will cover in the next sequence

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Recruiting Mastery: Have A Plan

In my extensive travels in three different countries working with sales executives, I find that many don’t have a plan. When you don’t have a plan, you are subjected to taking the path of least resistance. In recruiting salespeople, taking the path of least resistance typically means that you know somebody who knows somebody… and they refer that somebody to

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Recruiting Mastery: Interview Tactics

Let’s cut to the chase: a lot of you sales managers and sales executives have tons of experience, you know what you’re doing, you know what you’re looking for. But what I’d like to do is give you two very out of the box interview tactics…

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Recruiting Mastery: McQuaig Assessment

We have our recruiting flyer. We have our career package. We’ve done all the right things. We’ve gone through thirty resumes. We’ve done phone interviews with the top ten candidates. We’ve identified the three people to interview. We’ve done the interviews. And we now believe we have found the one person. But there’s one more thing that must be done.

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Sales Jeopardy

Every day across the world, there are hundreds of situations in sales known as sales jeopardy. Sales jeopardy is that moment in time, whether you’re face-to-face or on the phone, when you have made the presentation and are not getting a yes or a no.

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Social Media 102

Turn Social Media Into Social SALES Media! Traditional marketing yields traditional results. Untraditional marketing yields untraditional results. Think about this for a minute. Century 21 used traditional methods for decades. But recently they’ve made a change. They went untraditional. They took their big advertising budget and transferred it to their social media campaign. Within twelve months, they increased their leads

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Social Media 101

When it comes to social media, you have to be involved. We know this: 62% of men and women between the ages of 25 and 54 are using social media every single day. That’s huge for marketing potential. Social media must be a part of your marketing campaign. Let’s look at Google. Google is the number one search engine. Do

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Social Media—Stay on Top of Your Sales Game

Social Media can be sales media and it is here to stay! In addition to creating believability, social media gives clients and prospects the opportunity to stay in touch with your company or brand—and it provides them an easy-to-use venue to promote and refer to your products and services to their friends. Watch this short series of videos from Sales

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Time Producers – Time Wasters

START today by getting your “stuff” together, STOP wasting time and take control of your sales destiny by increasing your personal sales production! Today, more than ever in the sales industry, using time to be more productive is an alarm being sounded around the country in our industry. Because of the “perceived” economic slowdown, companies are asking sales forces to

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"I HAVE To Buy A Set Of Tires!"

You may be thinking “How weird!” about the title of this article. But you know what? It has a lot to do with many things we have to do in the sales industry. Find out how motivation can be the key to making or breaking your daily sales goals. What’s different about today? You know, I really love what I

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The Top Secret Sales Question

Every salesperson out there can change their sales revenue dramatically by using the “Top Secret Sales Question.” This question, could result in an immediate 10% to 15% annual revenue increase if used properly! Here is the Top Secret Sales Question: “TELL ME ABOUT YOU” Can you believe how simple that is? Four words. That’s correct: only four words. One of

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State of Sales Address

This is Sales Coach Chuck with the “State of Sales Address” and tonight I’m glad we’re all here by virtue of internet communication in an effort to bring the sales nation together for some extremely important information as it relates to the state of sales. The sales world is changing. I am hearing from everyone—from sales owners, executives, managers—how new

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Are We Going To Be THROWN OUT?

Imagine this for a moment: your sales coach, instead of holding the usual meeting at his office or yours, picks you up and takes you to Barnes & Noble and once there, tells you something that prompts you to ask “Are we going to be thrown out?”

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Make More Money: It’s As Easy As 1, 2, 3!

Because I work in the sales industry, I coach salespeople on their accomplishments as well as work with them on some of the difficult challenges that we all face in our daily sales lives. One of the challenges is salespeople’s inability to get their clients to believe what they say. And, even more so, an inability to speak the truth.

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Are You Being Sales Distinctive?

Sales Distinction! This is going to be quick and easy. If you truly want to make more money in your sales career, if you really desire to close more sales and grow to be the sales leader you have always wanted to be, then you must become sales distinctive! Before we begin you will need a swinging watch because I

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How Are Your Sales Efficiencies?

Chuck’s All New Daily PMS Efficiency Chart Many of you are already familiar with my Weekly Sales PMS Chart- CLICK HERE to read Chuck’s article, Having Sales PMS? The main purpose of the PMS Chart is for sales people/managers to “time log” their activities each week while at the same time track their forecast and actual numbers of their own

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Become A Better Communicator

When we communicate with others, there is a preferred speed at which people who are listening have the highest amount of connectability—the ability to hear, comprehend, and understand our words. By communicating confidently, we build an intimate connection with our clients, prospects, and audiences. Listenable Rate Of Speech: 160 Words Per Minute The one-hundred-sixty word rate adds an element of

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Words That Sell

As many of you know, I encourage all salespeople to have a plethora of sales tools at their disposal. From structured sales infrastructures, to personal websites, Fast Facts Profiles, Main Point Cards, Referral Response Cards, and using video e-mail, there is a broad range of tools to use in all phases of a sale process. On my TOP TEN LIST

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Get Sales Mileage from Your Holiday Cards

‘Tis The Season To Be Sales Smart . . . Every fall at this time of the year I get astonished looks from my audiences when I tell them to STOP sending holiday cards to their clients. That’s right! STOP sending holiday cards! Instead, supercharge your holiday sales and START sending very personalized holiday cards that utilize TOMA (Top Of

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Want To Close More Sales? LISTEN UP!

One of the very best closing tools that you all have in your back pocket is the ability to REALLY listen to a client or a prospect. That’s correct: really listening to a client or a prospect will move you closer to closing the deal. Why? The answer is very simple. When we REALLY listen to a client, when they

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Take This Sales “POP QUIZ” Now!

Welcome back to school… when, every so often, to everyone’s dismay, your teacher would stop right in the middle of class and deliver a POP QUIZ! Understanding the results of this pop quiz could add hundreds, if not thousands, of dollars to your weekly and monthly income. OK, ready for the POP QUIZ? Here it is: Consider these five words/phrases

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Goals: Ready, Aim, Fire

The Purpose Of Goals Is To Focus Our Attention. The mind will not reach toward achievement until it has clear objectives. The magic begins when we set goals. It is then that the switch is turned on, the current begins to flow, and the power to accomplish becomes a reality. Recently a major company that I train for announced plans

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You Didn’t Explain it Correctly

Three Reasons Why We Are Given a “NO!” Whether it’s making a sales presentation to a client, having a discussion with a loved one, attempting to get a point across to a young child, or speaking to an audience, communication can be like a complicated puzzle with no solution in sight. Variables such as different behavioral styles, left-brain/right-brain processing, and the

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Get Set Sales Processes Now

Where are Your Sales Efficiencies? Set Sales Processes . . . 95% of salespeople don’t have them or don’t understand the power of having them in place. 95% of Sales Managers . . . don’t enforce them, because they never used them when they were on the front line. SET sales processes, become precision-based on follow-ups, and gain a few

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Increase Sales Belief—Increase Sales Revenue!

Did you see the UPSETS in college football a few years ago? It all started with Appalachian State UPSETTING Michigan 34 – 32. Then . . . look what followed: Stanford UPSETS USC 24 – 23 Oregon State UPSETS California 31 – 28 Kentucky UPSETS LSU 43 – 37 Personally, I am amused by the hoopla created by the media and pollsters as

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I’ll Call You Back In A Few Weeks . . .

What Causes a Client to Say “NO.” Lucky. Yes, lucky. I am lucky that on a regular basis, I get to hear various communications between salespeople and their clients. I remain amazed at how as salespeople we sometimes do not realize how our actions affect the client-salesperson relationship, especially in moving us towards or away from closure. I walk by

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Is There Anything I Can Do For You?

A Powerful Way To End Phone Calls and Meetings I am asked many times during speaking engagements on what I do when I conclude a call with a client. Additionally, I do many “live chair-sides” where I am either listening to the sales pitch over a phone call and many times I do live one-on-ones with my students and THEIR

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Visual Impressions Advance Sales

What Will Inspire You To Advance Your Sales? Just as you should use sales tools to make a visual impression on prospects and clients, you should use tools to make a visual impression on yourself to motivate you to make sales! If others make negative comments about this process, it simply means they’re envious. Don’t let them change your practices

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Utilizing a Prospect Follow-Up Chart

You must follow up! If you don’t, your prospects will think you have ghosted them—to use current parlance—and they will never see a reason to get back to you! One way to help you follow up—and keep on track!—is a Prospect Follow Up Chart. Many people I have met on my business travels do not practice precision-based selling. They don’t have

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I SEE and I Understand – I HEAR and I forget

Using visual sales tools to forward your precision-based communication. 3rd Party – More Persuasiveness – Utilize the Believability Scale Brian Tracy “97% of Americans are motivated by visual effects first.” Rules of Engagement It is a fact that people remember: 10% of what they read 20% of what they hear 30% of what they see 50% of what they see

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Thank Yous Advance Intimacy

One way to consistently “attract” business is through passive-aggressive communication techniques. Using these skills further advances intimacy with your clients and keeps you in touch with them. More importantly, you separate yourself from the masses of salespeople who do not use these types of skills. This module assists you and your team in mastering the art of using “Thank You”

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Having Sales PMS?

Yes, that’s right PMS! Actually I’m quite fond of PMS. In reality, I have PMS all over the place: in the air, when I fly my airplane; in the gym when I workout; in the wide open spaces while mountain biking for a long ride. I have PMS for my sales training company. PMS keeps me safe and proficient when flying

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T.I.P.S. – To Insure Prompt Sales

Among the most valuable business tips I ever received from motivational speaker Jim Rohn was the counter-intuitive “Tip in advance.” When we hear the word “tip,” we think of the money we leave on the table at after a meal when the waitstaff has served us well or gone beyond ordinary efficiency. But tip in advance? Here’s Jim Rohn’s definition:

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Don't Let Your Phone Run Your Life

Don’t Let Your Phone Run Your Life

Our phones certainly seem to run our lives! You know what I am talking about. You’re speaking to a friend and all of a sudden their cell phone rings; your friend makes you wait as they answer the call. Or, as I am in touch with the sales industry, I’ll call a salesperson and when he or she answers, I

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Say What? Pay a Buck!

Say What? Pay A Buck!

For four years, I served as a vice president for a Dallas based marketing and advertising firm. One of my responsibilities was to teach monthly sales training classes with up to 50 students at a time. Our product was very, very expensive, and by no means an easy sale. The clients were very particular, as they were owners of large

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It’s What THEY Remember That Counts

Communicating confidently is a challenge that we all face at different times in our lives. Whether it’s making a sales presentation to a client, conversing with a loved one, or speaking to an audience, communicating can be like a puzzle…

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Questions To Ask When Closing A Sale

Closing Questions or Statements

Many of us at the time of closing a sale or asking for the order have a difficult time finding what to say. The following is a list of questions and statements that will assist you in getting the application and order complete and will help you close more sales. One of the challenges that we have as salespeople is that

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Overcoming Negative Attitudes in Sales and Business

Overcoming Negative Attitudes

My years of consulting with major companies have led me down interesting paths and into many fascinating experiences. Part of that fascination comes from watching individuals make career or business choices. Those choices have always fallen into two simple categories: positive or negative. In most cases, people usually choose negative choices over positive ones. Why? It can be explained by

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Jim Rohn

Tribute to Jim Rohn

Many years ago, I was a very new student in the personal development arena. I really did not know much about the field; many of the popular, well-known names were completely unfamiliar. The only seminar I had attended was one where the person in front of the audience was pounding on his chest and doing all these moves that would

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Chuck Sr. and Chuck Jr. - Father's Day Tribute

A Special Tribute to My Dad

My dad. What an extraordinary individual! A human being; a man of compassion; yet all the brawn a person could muster. He was born and raised in Santa Monica, California, 1920. That’s correct, NINETEEN TWENTY. 80 years young—and still going strong . . . Let’s take a trip back in time: Santa Monica, 1920. Not many people in Southern California.

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We Have a Long Way To Go - We Will Never Forget September 11

We Have a Long Way To Go

It’s 1:00 P.M., Central Time; Monday, September 17, 2001. Just six short days since the tragic events that occurred in New York and Washington, D.C. I think about the heroes that stepped up last Tuesday, September 11, 2001—the rescuers, firemen, policemen, pilots, flight attendants, public servants, public officials, and what they are calling the “victims.” Yet, each victim was a

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