The Beginning and End of Our First Boat May 03, 2012 12:56:02 pm As boys we were always dreaming of owning our own boat. My two friends Terry, Melvin and I would spend hours drooling over the small the cabin cruisers and sailing boats that lay on the mud banks of the Rhymney River, which was a half a hours walk from our homes in Splott.
As a Leader You Must Have Influence March 24, 2011 05:05:28 am A leader must be able to make difficult decisions sometimes in the face of derision or opposition. He must accept responsibility for the actions of his followers. People lose faith in leaders who hesitate over tough decisions or who swerve from their objective at the first hurdle.
A Sales Leader Will Have Strength of Character January 19, 2011 03:34:20 am "I have found nothing more important than this Quality" said John C. Maxwell the author of "Leadership 101" and "Developing the Leaders around you." Another author D L Moody describes the same attribute as "Character is what you are in the Dark" meaning how you act when you are alone and unobserved, as opposed to the facade you may be presenting as you cover up the blemishes in your everyday performance.
The Best Way to Increase Your Life Insurance Sales Commissions November 25, 2010 08:55:08 am NLP as I have outlined in my earlier posts gives you choices in the outcomes you get from your daily actions when you learn to change some of your daily habits. You are different from every other salesperson that ever lived because you have unique abilities and individual strengths. The world\'s most successful salespeople in all walks of life and areas of specialised selling all use a sales system that is either fully structured especially for them ie; one which they have been trained in, or one that they have personally constructed from the constant refining of their prospecting, approach and presentation skills, as they go through their daily routine of successes and failures on the job.
Do You Know the Way to Find Happiness in Your Life? November 11, 2010 07:19:06 am These are my notes from a talk that I found greatly revealing on the topic of Leading a Centred Life. The speaker listed 4 elements as the framework for becoming centred. Radiance.
NLP - What Can It Do for You? November 03, 2010 09:31:55 am It will enable you to change your life because it will give you choices about the kind of life you want to lead in the future. Our current life and the way we live it is the result of our past experiences and how we have adapted to them. Those experiences, both good and bad have created the person who we think we are today.
How to Overcome Sales Objections November 01, 2010 10:04:24 am Every time you fail to answer objections you lose a valuable Business Opportunity! Therefore it is imperative that you learn every objection you are likely to encounter.
My First Lessons in Direct Sales Training June 30, 2010 06:27:58 am At the age of 32 I left the furniture industry, where I had spent 10 years working in a factory. My father was the general manager and he had designed a production line to produce upholstered furniture. I worked through the various departments until I finally became the assistant manager.
Insurance Sales Training Tips That Will Improve Your Performance April 08, 2010 08:01:15 am I believe that selling life insurance is a specialised skill which embraces all of the functions of every type of sale but with particular emphasis upon the emotional content of your presentation. You need to overcome not only the normal resistance that the prospect has to any attempt to part him from his money when being offered any product or service but there are two additional factors which the life insurance representative has to take into account and overcome.
Direct Sales Training in the 8 Basic Skills Will Increase Your Income March 31, 2010 06:08:14 am Having been successfully involved in Direct Sales Training in two industries over many years I know the need and importance of training salespeople. Training should be provided through inside training via classes and live calls in the field where the trainee is accompanied by a sales trainer or manager.
Account Management Training March 26, 2010 08:57:29 am In this period of economic downturn account management training is a resource that may well be the key to survival. Now more than ever, your client companies are aware of their own need to provide extra value to their customers and they also know your sales are shrinking.
Presentation Skill Training March 23, 2010 07:52:35 am This is such an important topic in sales representative training that a full presentation skill training course would not be unrealistic, however, the following list of subtopics will provide the salesperson with the essential elements of the preparation for and delivery of his/her product or service. In the remainder of this article the use of the word \'his\' will be synonymous with \'her\' for brevity.
Business Sales Training March 17, 2010 08:13:22 am Sales are the lifeblood of any product or service supplier. If you are in business as a retailer, a tradesman or you have set up an office to supply a professional service such as an accountant, estate agent, financial advisor, there are certain facts that are common to all these pursuits.
Insurance Sales Training - How to Make Your Fortune in Selling Insurance! March 18, 2010 08:32:27 am In approaching this topic I decided that the best way to illustrate a methodology for someone wishing to develop the skills needed for a successful career in insurance is to describe the ways in which I acquired the knowledge that enabled me to make my own financial independence. It may surprise you to know that the training that prepared me best was not anything to do with insurance, selling first and foremost is a communication skill so education in terms of command of a good vocabulary and the ability to express an idea is fundamental.
Telephone Sales Training March 16, 2010 08:36:41 am How telesales brought me success. I describe how the telesales skills I learned in the advertising industry enabled me to develop and multiply successful branches in the Insurance Broking business.
Sales Development Training March 16, 2010 10:02:32 am Sales development training is essential not only for people in direct sales and telephone sales but also for entrepreneurs who wish to sell their companies products or services either locally or globally. There are a multitude of books on the subject to be found on Amazon or at the leading bookstores.
How to Present and Win an Argument January 27, 2010 12:00:00 am When you know that your ideas for change are going to be seriously challenged, whether they be about change in business strategies or personal relationships, then you had better be prepared. What better way than to prepare your case in the same way a professional salesperson prepares to make a successful sales presentation. Here\'s how!
Set the Miracle of Your Mind to Work October 09, 2009 12:00:00 am The subconscious mind works with certainty to control all our natural functions and it is the storehouse of all our memories. It directs our thoughts, tastes and feelings. It enables us to accomplish tasks without us having to think about them.
Why and How Your Written Down Goals Give You the Power! October 05, 2009 12:00:00 am Your subconscious mind never rests or sleeps. It is the controller of your heart and all the bodily functions that are concerned with the restoration of your health and the preservation of your life.
Seven Steps to a Happy, Healthy and Wealthy Life September 17, 2009 12:00:00 am Having lived for over four score years in a state of good health and remained happy throughout the trials and tribulations of everyday life on this planet and achieved what most people would consider to be a state of financial independence or wealth, I offer you a synopsis of the important lessons I learned as I made my way through this life. I didn\'t learn these lessons in this order but I believe this is a logical approach to an overview of how to develop a happy, healthy and wealthy life.
How One Word Can Change Your Life! October 06, 2008 07:33:18 am Your happiness is more to do with how you think and see things rather than how much you own. Happiness is a state of mind not a state of ownership. All too often we vest our personal happiness in other people or the things we have or don\'t have. It helps if you can increase your own feeling of self-worth and reduce the dependency on other people or things for your happiness. Your attitude towards yourself is so important that it is worth spending time and effort to improve it because when you do have a good view of yourself you project this out into your world and the world will treat you differently through the Law of Cause and Effect, (the law of attraction).
Why 80% of Salespeople Fail and How to Make Sure You Don\'t September 24, 2008 05:54:36 am Most people do not realise that anyone selling anything successfully whether they know it or not, are in "the relationship business." I have to emphasise the word successfully because most people in sales are not as successful as they could be because they are not aware of this fact and therefore give little attention to the skills needed in the relationship business.
How to Get More of the Good Life August 25, 2008 10:58:42 am In order to create anything in this universe either good or bad it has to start with a thought and to fulfill that thought action is essential. Since all action starts in the mind it is obvious that the mind is the creative center for all actions. Knowledge of the principles that govern mind-action can be gained by degrees and applied as it is learned.
Get This Right and You Will Succeed! August 25, 2008 08:49:03 am Why not do a stock take of what you are bringing to the sale. The most important element in the sale other than your prospect is not your product or service, it is you. The prospect must buy you before you can expect him to buy anything else from you. So take stock of what it is about you that the prospect can benefit from? You are the added value to your product or service.
Don\'t Let Other People Control How You Feel About Yourself September 12, 2008 07:40:32 am We can go through life unwittingly being controlled by the influence of other people from the past or in our current environment. Learn how to identify and change how you feel about yourself and expand your opportunity for a more fulfilling life.
If You Have to Work This is the Way to Get the Most From It! September 12, 2008 11:22:07 am A man who does not work is no better than a man who cannot. A man who does not learn is no better than a man who cannot. The happiest of people are those who have learned what they love to do and have found the way to make their living from it.
Do You Really Like Being Miserable? September 12, 2008 05:31:15 am Did you know that you can control whether you feel happy or unhappy? Why be unhappy when you could choose to be happy? Happiness and unhappiness are both emotions arising out of the everyday events in our lives that we have chosen to accept. The feelings that arise from these events come from the way that we think about the events. We can learn to have more control of our thoughts and as our feelings arise from our thoughts we can learn to control our feelings.
The Six Rules That Will Help You Make More Sales August 25, 2008 06:50:00 am The six rules were set down by Carnegie in a bestseller he wrote on how to make people like you. Remember as a salesperson you are in the human relationship business and people will only buy from people they KNOW, LIKE and TRUST.
How to Earn More Dollars Per Hour - No Matter What You Do August 24, 2008 07:54:16 am Here are a couple of strategies to help you earn more and lead you to a more successful and contented life. How you use your time is the secret to more income and the level of success you achieve. We all have the same amount of time available to us each day. No one has any more or any less. It is how you use your time that will determine the outcome of your day or on a long term basis the outcome of your life. There are a number of strategies you can use to make better use of your time in terms of productivity, if you want to get more done in the day or happiness if you want a more pleasant day.
A Simple Test Will Increase Your Sales Income August 12, 2008 06:16:24 am Sometimes a simple strategy can help you increase your sales success. Here is a guide which will help you focus your mind on the skills you involve when you are selling and how to measure yourself as you are now and which skills to improve in order to multiply your income.
The Three Simple Words That Will Multiply Your Income August 12, 2008 06:00:53 am Henry Ford\'s three S\'s of mass production which I learned on my management degree course enabled me to turn PROSPECTING into a Process. This became the basis for my strategy for prospecting and other areas of my business. Learn how you can apply the principles of mass production to help you build your own Successful Business.
The Way to Avoid Redundancy in the Future and Guarantee Your Success! July 23, 2008 12:01:00 pm Your future is not based upon your job, your destiny is in your own hands. Read on to learn what the three elements are that will make you secure in your career and your life. Your security is vested in you, not in the job title you are currently holding. Invest in yourself; you are your own business enterprise. You have to do all the things every business has to do in order to succeed.
The Majority of People Fail Through Fear July 23, 2008 02:52:10 pm Nearly everyone would like to change their lives in some way but they don\'t. Their resistance to change is based on fear. Mostly it is fear of failure but sometimes it is through a fear of their own success.
So You Want to Sell Insurance? July 23, 2008 11:42:47 am An outline of the essential skills used by top sales producers which you will learn in this article. The first requirement in the pursuit of a happy and successful career in selling is your own belief in the value of the product or service that you are selling.
I Have Learned That Happiness is a State of Mind July 23, 2008 03:07:02 pm Your happiness is not dependent upon your possessions, lots of people are happy who have very few, it is a state of mind and the good thing is, one of the great discoveries of the last century is that people can change their minds. So if you are not currently very happy, accept your responsibility for this and change your mind.
Goal Setting Activities That Will Lead You to Success May 30, 2008 10:23:52 am When you first set out on the path of constructing a goal to change your life, it can seem like a daunting task. It is possible for anyone who knows the way, to achieve greatness, accumulate wealth, and also be happy, if they apply themselves to following the secret goal setting activity that I am about to reveal to you. This is the method that has been used by successful people, in all walks of life throughout the past century.
The Magic Word Is - Attitude May 22, 2008 11:08:54 am Our attitude towards life will determine what we get from life. Our attitude towards work and learning will determine what we can do well. William James a Harvard professor said "the greatest discovery of my generation is that human beings can alter their lives by altering their attitude of mind" First let\'s look at our attitude towards ourselves.
The Miracle of Your Mind May 22, 2008 09:32:07 am Our minds are like a computer which if only we could command it would produce from within us the ability to perform to a standard we now think unattainable All we ask it to do are only menial tasks, like tie my shoes, turn on the TV etc. We waste life\'s opportunities by closing the door on our own problem-solving, idea producing genie of imagination. We do this because we are afraid to take an independent path and because of what the rest of our friends will think of us.
You Will Sell More When You Know What Turns Your Prospects On! May 19, 2008 10:59:03 am Dr. Mazlow an eminent behavioral scientist has mapped out a pyramid of human needs and aspirations. It is very useful when you are selling to understand what drives people to do what they do in both their social and business lives. When you can identify whether the prospect responds more to boost to his self esteem or praise about his possessions, you will be in a better position to build a relationship with him.
How to Deal With Objections May 19, 2008 10:50:22 am The first thing to realise is that a customer is perfectly right in resisting your attempts to sell your product. This is because of the pressures he is subjected to from every direction to part him from his money. There is nothing immoral in him telling white lies in order to protect what he has. The onus is on you to placate his fears, remove these logical restraints, and to assure him that what you are offering will help him solve his problems.
The Value Of Questions In Selling May 19, 2008 10:38:03 am Asking questions in the course of a sale has been a concept for centuries but mainly for the wrong reason. In order get the customer to say yes, over a series of questions requiring "yes" answers, in order to build up to the "yes" close.
Do You Really Want Success? May 13, 2008 12:02:11 pm A guide to the practical requirements for success in life by visualizing your success in advance. Learn how experiencing the feeling of success will give you the motivation to make the changes you need to make in order to get you there. Plus a touch of reality, the grim facts of life you need to face in order to stimulate you to change your way of life.
If Only I Had Told Him Sooner! April 24, 2008 07:34:49 am I met John by appointment in his office just before the Christmas holiday some years ago while I was still an Independent Financial advisor. The appointment had been made for me by my staff so I had no prior contact with him. The meeting was arranged on the basis that I would show him how to reduce his company tax by deflecting profits into his own account, in other words I was there to sell him a company pension scheme.
The Paper Work Will Kill Your Business - Don\'t Let It February 29, 2008 03:54:33 am As you are selling and building up your client bank over the years, you will become enmeshed in a growing mountain of paperwork and servicing and unless you take steps to prevent this you will end up with little or no time to increase your income and eventually you will run out of steam. Learn from the way Frank Sinatra dealt with this problem.
How Come You Are Like You Are? February 29, 2008 05:44:26 am We are first conditioned by our parents, relatives and other well meaning people. A lot of these suggestions are beneficial to us, such as stay away from that, it is hot; do not eat that it will make you sick; or you may want to do that differently. Good advice and many helpful ideas.
Creative Visualization March 05, 2008 03:41:57 pm If you wish to bring about change in your life creative visualisation is the most valuable tool that you can use, it costs nothing to use and is so easy to accomplish that you may be tempted to dismiss the idea. But it is acknowledged as one of the most valuable tools in Hypnotherapy and Neuro-linguistic programming in bringing about life changing attitudes and behaviour.
Don\'t You Think a Plan Would Increase Your Sales? February 29, 2008 06:01:42 am Remember that the only time you make money is when you are face to face with a client or prospect. The essence of selling is making the calls and seeing the people. At the end of each week take time to plan your next week\'s selling schedule, on a day by day basis. This will enable you to save travelling time by grouping your appointments into more logical areas.
Increase Your Influence By Using Compliments February 29, 2008 04:08:05 am There are three essentials for a compliment to become catalysts in persuasion and selling. The first is it has to be sincere. You should always be able to find a genuine reason to compliment someone.
The Law of Success in Business and Life - Learn, Apply it and Grow Rich! February 28, 2008 11:29:42 am You may have heard the saying "Beware of what you wish for, it may come true." This is derived from the law of cause and effect, except that it has to be more than a wish, it has to be turned into a goal to become true. The age old saying "As you sow, so shall you reap", also illustrates the same law.
How to Increase Your Income No Matter What You Do! February 28, 2008 11:19:16 am There is a test you should apply which will alter the rest of your life. It was taught by an eminent Venetian named Snr Pareto. Now you may well ask who is Snr Pareto and why should I care about what he has to say? Well you will once you understand what he can teach you.
You Are 2 Minutes Away From Learning a Valuable Secret! February 28, 2008 11:11:02 am The 20,000 Dollar Idea That Will Increase Your Profits - A lot of time is lost through confusion of the mind. You sometimes feel as if you are running around like a headless chicken. There is a way out of this.
So You Want to Be a Salesperson? December 28, 2006 06:38:24 am The first requirement in the pursuit of a happy and successful career in selling is your own belief in the value of the product or service that you are selling. This is an ethics issue. If you are not totally convinced that what you are offering represents good value then the chances are you will not sell it successfully.
How to Construct Presentations that Sell! December 27, 2006 11:45:19 am The dramatization, or showmanship, in your sales presentation allows you to appeal to as many of the client\'s senses as possible. The more of his senses you can involve the more impact your product will have. Ask him to handle it, feel it, use it, if appropriate taste it, smell it or listen to it.
Living and Working With Stress December 27, 2006 09:25:27 am Selling can be very stressful. In my early years in the insurance industry I worked a very tight schedule of 4 appointments each day. These were with the Managing Directors of medium sized companies scattered around my territory.
Motivate Your Prospects to Buy December 27, 2006 09:20:55 am To motivate a prospect to buy a product or an idea, the first thing you have to do is disturb the prospect,(Make them unhappy with their current situation) Then introduce your product to relieve their dissonance (or discomfort). Next prove that your product is the "ideal solution" for their problem. Then involve the client in action that will bring him back to equilibrium or his status quo.
Pump Up Your Self-Esteem - It\'s Easy December 23, 2006 12:53:13 pm Your self-esteem is critical to your success and happiness in life.
Read how to change your self image with simple and easy to practice techniques.
Wouldn\'t It Be Great If You Never Had To Prospect Again November 29, 2006 05:31:21 pm How to create a system to produce an endless stream of appointments that will guarantee your Success. A guide from a successful practitioner in the Insurance sales field, on how to prospect and gain all the appointments you need with small to medium sized businesses.