The Power of the Written Word/Shelley Kaehr, Ph.D.
by Shelley Kaehr, Ph.D. Today, I wanted to THANK YOU for something you’ve been teaching for years – the power of the Thank You note. You always said we should write notes – by hand – and send them out...
View ArticleIgnoring Clients = Lost Sales
The average business loses 15% of their clients on an annual basis. It’s safe to assume that some clients move away or sadly, pass away. If you sell to businesses, some of them may close. But, many...
View ArticleBecome a Valued Resource for Your Clients
As a sales professional, you encounter more people in different companies in a single month than the average employee at a single company does in a year. Think about what Company A is doing to survive...
View ArticleHandle Sales Challenges Promptly
Sales professionals handle challenges promptly. This includes returning calls as quickly as possible, researching the details of what caused the challenge and finding creative ideas for resolving them....
View ArticleWhat to Send During the Holidays
One of the biggest challenges faced at this time of year is what to send during the holidays. This is an area of business that can be quite touchy if mishandled. If you know for a fact which of the...
View ArticleSending Thank You Notes
I learned the value and power of sending thank you notes early in life. A Lesson from Mom When I was a young child, my parents occasionally went out with friends for dinner. Invariably, when my parents...
View ArticleHow often do you follow up?
Follow I’m often asked, “How often do you follow up with a potential client?” Or, “How much do you follow up on a lead?” Sales can be a frustrating business when potential clients don’t answer your...
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3 Ways to Put Potential Clients at Ease
To grow a successful business, it’s important to learn to put potential clients at ease. I’ve seen some salespeople in financial services so intent on controlling the sales process that they act like...
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How to Multiply Time
Time is as precious a commodity as money. Let’s explore how to multiply time so you can get more sales productivity out of the time you have to invest in your sales career. Everyone knows you can make...
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Four Time Traps that Kill Sales
Managing time really means, we manage ourselves. That includes avoiding the time traps that plague salespeople. Sadly, many of us are keeping ourselves from achieving the success of our dreams because...
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Working with Hostile Buyers
It’s inevitable that you’ll eventually find yourself working with hostile buyers. Confronted by a buyer who has suddenly turned hostile, average salespeople get anxious about their own dignity. If it...
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Setting Realistic, Achievable Goals
When it comes to setting realistic, achievable goals, there’s definitely a system involved. Once I gained a clear understanding of how goals should be set and what they could do for me, I studied...
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Stop Setting Goals for Number of Calls!
When setting calling goals, stop setting goals for the number of calls you’ll make when prospecting! If you write down this as a goal: “I will make fifteen prospecting calls starting at nine tomorrow...
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Podcast Interview
I did a podcast interview with Rod Khleif of Lifetime Cash Flow through Real Estate Investing. Rod has graciously agreed to allow me to post the link to the interview here. I hope you enjoy listening...
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When “No” Really Means No Sale
There will be times when “no” really means there’s no sale to be made. It’s just part of selling. As a sales champion, it’s important to recognize a true “non-selling” situation as early as possible...
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Tom Hopkins Sales Academy Dallas TX, September 2017
Join us September 15th & 16th, 2017 in Dallas TX Our next life-changing program is coming to the Hyatt North Dallas, Richardson TX. Details about the venue and how to get a special Sales Academy...
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Believing in Yourself as a Sales Professional
Believing in yourself is the first step to success in sales. A lack of self-confidence will be evident to others and cause them to hesitate doing business with you. On a scale of 1 to 10 (with 10 being...
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How to Guarantee You’ll Never Meet Your Quota
Let me show you how to guarantee you’ll never meet your quota. It’s really easy. When you organize yourself to just meet it, you’re not very likely to achieve it. By operating that way you’re setting...
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Tom Hopkins Sales Training Special Offer
Tom Hopkins’ Proven Closes that Make Potential Clients Say, “Yes!” More Often! How is it that in a world of sales professionals with similar training, motivation and initiative, only a select few sell...
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How to Multiply Time
Time is as precious a commodity as money. Let’s explore how to multiply time so you can get more sales productivity out of the time you have to invest in your sales career. Everyone knows you can make...
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