Why Can't We Change

How Comfort Keeps Us From Success

It's November and soon Christmas, a New Year and everyone will be talking about resolutions, goals and how 2010 will be even better than ever.

All we have to do is set our specific goals, have a plan and execute!

Wait a minute! That is what was done last year and the year before!

My income is the same, my weight has gone up and I am more frustrated than ever! What is wrong here? Why no progress? I'm doing exactly what the Gurus tell me, and in detail.
Well, there is nothing wrong with the goal setting; it does work as long as the biggest barrier to success is not in the way!

Let's take a look at this "barrier" to success and how we might permanently overcome it…MORE....

Making your 2010 Goals Work

Overcoming the Avoidance Motivators

In the last article, the reason most goals do not work was uncovered. (Why We Can't Change)

This article will give you specific steps to overcome those barriers and accomplish more in 2010!
Interested? Read on…MORE....

Relationship Selling, So What Is A Relationship

It seems that anywhere I turn there is a conversation, blog, discussion or new book on Relationship Selling. You may also be seeing and hearing the banter.

I have no problem with the idea of "Relationship Selling", my only question is.

"What is this relationship?" can it be described or is it just another catch phrase to sell product and talk smart.

My belief is it can be defined, but many salespeople and managers may be avoiding the accountability that goes along with a clear definition. After all, a bit of gray area, some foggy ideas and generalized thinking can keep most inquisitive minds at bay.

Here are the key points I feel make up a strong sales relationship…MORE...

Walking on Thin Ice

Walking on Thin Ice, is Your Career Secure

The definition of security and thin ice

Earlier this morning I commented on a debating blog about true security. By the time I was done with my rant the realization was, here is an article with some punch.

Does life limit us? Do we limit us? Does positive or negative thinking limit us? Do others limit us?

When you think of security, be it financial, physical, emotional or other, what comes to mind?

What causes you to feel secure?

My take is __(MORE)

Body Language, How is Yours

The scenario: You have an appointment with a major client. The potential need is there and the match is right for your product.

As you walk into to meet the client for the first time, you're not sure you really like or even trust this person. The conversation continues and for some reason you keep feeling something is not right. This client does not seem to be engaging with you, the trust issue is still coming back to you and the idea of the client lying or being other than forthright is on your mind.

The conversation ends with no real result; both parties seem to be cautious about proceeding.

What is happening here? What strange secret is at work that we do not understand?

The answer is Body Language, yes, some 70-80% of our communications is through Body Language, yet some 60% of Body Language is misread or misunderstood!

With so much at stake in our sales and leadership encounters how is your Body Language and what is it saying?

Here are some quick tips to keep in mind. ...MORE...

Dealing with Risk Resistance to Close Sales

Overcoming Risk Aversion in SellingHelp clients move forward in the selling process
The deadline is approaching, your month is ending and the prospects that should be closing and going for it are not!

What is a salesperson to do! We done the discovery, asked the questions, provided the solution, yet we seem to get inaction from the client.

The issue might be RISK AVERSION and we may not have addressed it effectively. As a matter of fact we may have inadvertently reinforced our customers Risk Aversion, thus creating part of our challenge!

Here are some tools to help address this issue that everyone has when making choices and decisions. http://hgoergerassoc.com/articles/Overcoming-Risk-Aversion.html

Migrating from a Product Sales Person to a Solution Sales Person

Migrating from a Product Sales Person to a Solution Sales Person
Presented by Harlan Goerger

What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the web. They don't need a sales person for that.

Buyers expect sales people to formulate solutions to their problems, not push their wares. Yet, many sales people say they are solution sales people, but can only say the words. They still push product. Does this sound like you? If it does, you are probably not happy with your sales or your income. How do you change your approach, develop strong relationships with your clientele, and exponentially grow your income?

Harlan Goerger, international sales expert and author of "The Sales Gap," will teach you how do those three things. He teaches sales people how to make the change from the product pusher to the consultative, solution sales person. People buy from those they like and trust; and that's not the product pusher. Harlan helps you become the sales person from which prospects love to buy. You will leave this session being able to

Differentiate yourself from your competition using reverse engineering strategies
Create value with prospects so they only want to buy from you
Build relationship based on trust, not price
Compose questions for a powerful needs analysis discussion with your prospects

Enroll HERE: Date & Time:Wednesday, July 15, 200911:30 AM — 12:30 PMEASTERN TIME