I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS. It's been said that fully 85% of your success in life is directly related to your ability to effectively work... Read More
Selling With Purpose What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively? Define Your Fear. What is it... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and more confident when they can use their 'abilities' to convince the customer to make a buying decision. But what happens when the customer still doesn't... Read More
In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. In this article I want to discuss... Read More
Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times. Here is a quick list of items toremember: 1. Be in the present moment with whoever you are with.Limit glancing around the room. It's a sign that... Read More
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of people hear this word, a negative thought pops up in their minds. Typically, most people think of a habit being negative. The secret to your future lies in your daily habits so ask yourself right now, "Are my habits today... Read More
John Di Lemme on "Miracles are your responsibility"Miracles are your responsibility! What does that mean? Simple...You have a responsibility to create miracles in your own life. The responsibility lies on your shoulders. You cannot blame anyone else, and you can't look outside of yourself for someone else to create the... Read More
JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain. Let's start with a question. How many times have you heard that you need to have a "long term" goal and be focused for the... Read More
"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" That's a question I'm often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive... Read More
? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many... Read More
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"How do you create a perceived value to differentiate yourself... Read More
Sales is a critical part of any business, including non-profits.... Read More
The fastest way to get a decision made is to... Read More
It's early January 2004. The Green Bay Packers are just... Read More
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
First, recognize that motivation is an inside job. The word... Read More
After careful consideration, we have chosen our vendor, and it's... Read More
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Manufacturers and distributors are rolling out more sales incentive programs... Read More
ReferralsA substantial part of your business can come from referrals.... Read More
Being a good listener requires more than just keeping quiet... Read More
Who likes cold calling? Most salespeople don't like cold calling,... Read More
We use only 5% of God's given potential, 95% of... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
The time comes for all mortgage brokers and loan officers... Read More
Selling your products at shows can be difficult when you... Read More
Have you ever sat through a movie and got to... Read More
Your prospect is in the market for a widget, just... Read More
Hi, I'd like to discuss the most powerful words you... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
Writing good sales copy is not an art, it is... Read More
If you were selling a mansion, and you were selling... Read More
* Are you sending e-mails to prospects instead of calling... Read More
Who among us is not already up to here with... Read More
Lead Generation is vital to all businesses. All companies try... Read More
Have you ever run DOWN an escalator that was going... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
The question: "When should a growing company slow down its... Read More
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
We use only 5% of God's given potential, 95% of... Read More
"How do you create a perceived value to differentiate yourself... Read More
Awhile back you had a great idea. An idea that... Read More
Sales is all about negotiating. You are negotiating from the... Read More
A completed communication consists of a sender and a receiver.... Read More
Article I of a two-part series.No matter what customers say... Read More
If Chicken Little were alive today he wouldn't be running... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
Its official. The news just came out. Yes, we are... Read More
Most people who consider trade show planning think of it... Read More
When I ask salespeople to define what a gatekeeper is,... Read More
Many times in the process of making a sales presentation... Read More
So the other day I'm watching the movie The Matrix,... Read More
It is a basic tenet of behavioral psychology that people... Read More
The success of a small business depends upon a steady... Read More
My new job was to sell Commercial Service Agreements. It... Read More
What methods can we use to install confidence into your... Read More
Having good telephone skills is crucial as the call may... Read More
If you went to see your doctor, and he mentioned... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
Have you ever stepped your way through the sales process... Read More
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