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Sales Management Is All About Motivating (Popularity:  )
http://www.jonathanfarrington.com
Resolve now – right now – that you will give motivation priority. Don’t be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their job. You must:
• Recognise that active motivation is necessary
• Resolve to spend regular time on it
• Not chase after magic formulae that will make it easy (there are none)
• Give attention to the detail
• Remember that you succeed ...
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The Role Of Communication In Sales Management (Popularity: )
http://www.jonathanfarrington.com
In my mailbox this week was a message from a young guy in Australia who has just taken his first step up into management: His question was quite simply – “What is the most important management trait I should consider developing first?”
Very interesting question, because there are several essential traits that need to be developed as early as possible, but choosing just one - the most important, was a “no-brainer” ...
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Simple Pay Plans Can Make Sales Explode! (Popularity: )
I just finished reading an article by Jack Trout at Forbes.com.
He is the pioneer of the concept of “positioning,” and author of at least a few books.
Recently, he discovered a book dating back to around 1916 that offers certain business secrets, and one of them boils down to seeking simplicity in your sales and marketing program.
If your approach is too clever, as Peter F. Drucker once characterized many modern contrivances, ...
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Presupposition: Assuming the Sale (Popularity: )
Expectations create immediate reactions so the subject doesn't even have to think--they just perform the action. Discounts, closeouts, going out of business sales, and coupons are used to draw traffic to stores. Consumers assume they will receive a reduced purchase price by presenting the coupon or by going to a "going out of business sale." One tire company made an error in printing their coupon and the misprinted coupon offered ...
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High Expectations Lead to Great Results (Popularity: )
The expectations we create for others often become reality. This can have interesting effects when applied out in the real world. Expectations have changed the lives and persuaded the behavior of other individuals.
Under the umbrella of expectations, teachers can be the greatest asset or the greatest negative influence in a child's life. We know what happens when a teacher labels a student a "troublemaker" because it creates certain expectations for ...
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Expect with Confidence (Popularity: )
Often our expectations are based on the assumptions we have about people or groups of people. The same is true of us. Have you ever noticed how your expectations become reality in your personal life? Expectation is literally a self-fulfilling prophecy. We do this consciously and subconsciously. Remember the kid in grade school who was always really rowdy and disruptive? Sometimes if people already assume they are perceived a certain ...
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Pacing and Leading (Popularity: )
Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a person's thoughts so they tend to move in your direction.
When you pace, you validate your prospects either verbally or nonverbally; that is, you are in agreement or rapport with your prospects. As a result, they feel comfortable and congruent with you. Pacing ...
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Environmental Expectations (Popularity: )
Your environment and the expectations of that environment should be persuasive. In a theory they call the Broken Window Theory, James Wilson and George Kelling suggest that a building full of broken windows will cause people to assume that no one cares for the building or its appearance. This in turn will spur more vandalism. In other words, the environment's condition gives suggestions that lead people to hold certain assumptions, ...
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Creating Personal Expectations (Popularity: )
http://www.PreWealth.com
Many people don't like the idea of goal setting; in fact, just the mere mention of the words makes them cringe. However, there is no doubt that goal setting works. The problem is that most people aren't doing it the right way. I am not going to spend time talking about the many aspects of goal setting--the bottom line is that goal setting works and is an important aspect of ...
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Communicating to the Subconscious Mind (Popularity: )
An embedded command is a technique used to communicate to the conscious mind while also sending a message to the subconscious mind. The idea is to actually bypass the conscious mind and communicate directly to the subconscious mind. Embedded commands are commonly used in marketing and advertising. Embedded commands are hidden suggestions within written or spoken language. The conscious mind is unaware of their existence.
Embedded commands create expectations without creating ...
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