Mastering The Essentials of Sales 5 docx

... second on the number of carats, or the weight of the manager’s wisdom the more wisdom and insight the sales manager can offer, the higher the appraised value. Third comes the cut, the manager’s ability ... with dreams of becoming a writer. All these salespeople would MASTERING THE ESSENTIALS OF SALES 22 minds would only master 80 percent of their chosen fi...

Ngày tải lên: 21/06/2014, 13:20

... promises. Set stan- dards of profitability for every salesperson. MASTERING THE ESSENTIALS OF SALES 63 REMINDER In a tough economy 80 percent of all profits are the result of internal decisions, ... speak their customers’ language. MASTERING THE ESSENTIALS OF SALES 71 can’t answer the ques- tion “Why are we doing this?” you cannot expect them to get the job don...

Ngày tải lên: 21/06/2014, 13:20

... creation of a successful company—can truly light up the world. MASTERING THE ESSENTIALS OF SALES 91 107 T he dream of flight has captivated mankind for thou- sands of years. Likewise, the dream of ... that they can use to build positive and productive lives. But they can’t find it in their daily papers. MASTERING THE ESSENTIALS OF SALES 94 When people read a st...

Ngày tải lên: 21/06/2014, 13:20

... Loy- MASTERING THE ESSENTIALS OF SALES 86 When people read a story in The New York Times, they hardly think about what made it possible for the Times to publish 3 65 issues every year for the past ... time, the word Geist has two meanings: One is spirit, the other ghost. Loosely translated it could mean the “spirit of our time” or the “ghost of our time.” For exam...

Ngày tải lên: 21/06/2014, 10:20

... edge would fall off. People who lack cu- riosity never bother to expand their horizons. They will never know of the riches waiting for them if they only bother to move outside their comfort zone. ... test. 4. The space shuttle. In 1981, the first space shuttle skyrocketed into orbit. To take off, the shuttle’s 4 .5 million pounds has to defy the law of gravity. With the help...

Ngày tải lên: 21/06/2014, 10:20

... artifi- cial. When high achievers watch a sunset, they don’t see the end of the day—they imagine the sun rising on the other side of the planet. They know that there is a new dawn every second somewhere ... continue the climb and win. MASTERING THE ESSENTIALS OF SALES 161 out what influenced the company’s growth (or de- cline) during the past five years. 6. Check...

Ngày tải lên: 21/06/2014, 10:20

... second on the number of carats, or the weight of the manager’s wisdom the more wisdom and insight the sales manager can offer, the higher the appraised value. Third comes the cut, the manager’s ability ... from their point of view, and they can’t see new challenges. MASTERING THE ESSENTIALS OF SALES 34 SUCCESS PRINCIPLE Successful salespeople understand the...

Ngày tải lên: 21/06/2014, 10:20

... rate among officers. In corporate America, the best sales managers are not the ones who hide behind their desks, but those who go out to see the toughest cus- MASTERING THE ESSENTIALS OF SALES 54 ... the architect of a consistently success- ful life. Consistently successful people are at the MASTERING THE ESSENTIALS OF SALES 58 SUCCESS PRINCIPLE In the...

Ngày tải lên: 21/06/2014, 10:20

... watch him play. MASTERING THE ESSENTIALS OF SALES 197 path the ball will take from the putter to the hole be- fore they strike the ball. Likewise, top salespeople al- ways keep their eyes squarely ... partner, they don’t allow their emotions to override that process. They confidently focus on the process that results in their progress. MASTERING THE ESSENTIALS OF...

Ngày tải lên: 21/06/2014, 13:20

... publishes the “Sell- ing Power 50 0,” a listing of the 50 0 largest sales forces in America. The company publishes books, sales training posters, and audio and video products for the professional sales ... from the solution to the original problem. In- stead of proving to the customer that they don’t have the right solution, they lead their customers to care- fully...

Ngày tải lên: 21/06/2014, 13:20