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<title>Tom Richard - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Tom_Richard</link>
<pubDate>Tue, 14 Feb 2012 16:14:17 -0600</pubDate>
<image><title>Tom Richard - EzineArticles Expert Author</title>
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<copyright>Copyright 2012 EzineArticles.com - All Rights Reserved.</copyright>
<description><![CDATA[Tom Richard conducts seminars on sales and customer service topics nationwide. Tom is also the author of Smart Salespeople Don't Advertise: 10 Ways to Outsmart Your Competition With Guerilla Marketing, and publishes a free weekly ezine on selling skills titled Sales Muscle.]]></description>
<lastBuildDate>Tue, 22 Dec 2009 09:50:23 -0600</lastBuildDate>
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<title>Who Wants Socks For Christmas?</title>
<link>http://EzineArticles.com/3460957</link>
<guid>http://EzineArticles.com/3460957</guid>
<pubDate>Tue, 22 Dec 2009 09:50:23 -0600</pubDate>
<description><![CDATA[Children do not like receiving socks for Christmas, but children everywhere will wake up Christmas morning to find neatly wrapped pairs of socks waiting for them under the Christmas tree this year, next year, and for many years to come. They open up their gift and force a crooked, confused smile.]]></description>
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<item>
<title>Become a Master of the Toast</title>
<link>http://EzineArticles.com/3425141</link>
<guid>http://EzineArticles.com/3425141</guid>
<pubDate>Tue, 15 Dec 2009 08:40:06 -0600</pubDate>
<description><![CDATA[Practice. Practice. Practice! That's what you were told in grade school when it was time to recite the Pledge of Allegiance. But, the last thing you wanted to do as a child was to sit and memorize a thirty-one word sentence! ]]></description>
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<item>
<title>You Are Doing Better Than You Think</title>
<link>http://EzineArticles.com/3368934</link>
<guid>http://EzineArticles.com/3368934</guid>
<pubDate>Sun, 06 Dec 2009 12:04:07 -0600</pubDate>
<description><![CDATA[As our nation goes through difficult times, there is value in taking a moment to enjoy a breath of fresh air. Life is hard. Business is hard. Both are harder when you do not even try. Why is it that we look at something and decide right away whether or not we're going to be able to achieve it?]]></description>
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<item>
<title>Close Your Mouth - Your Secrets Are Showing</title>
<link>http://EzineArticles.com/2469742</link>
<guid>http://EzineArticles.com/2469742</guid>
<pubDate>Tue, 16 Jun 2009 08:17:02 -0500</pubDate>
<description><![CDATA[No matter how private you may think you are, there is no such thing as a private thought. We reveal ourselves to everyone around us through the words we speak and through the actions we take.  Our words, our actions, and the way we carry ourselves are mere effects caused by whatever we have going on inside of us. If we wish to change the effect, we must address the cause.]]></description>
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<item>
<title>Shine Your Light Into Their Eyes</title>
<link>http://EzineArticles.com/2469787</link>
<guid>http://EzineArticles.com/2469787</guid>
<pubDate>Mon, 15 Jun 2009 20:09:55 -0500</pubDate>
<description><![CDATA[As a boy, I used to bounce the sun off of my watch while in class and make the little disc of light dance on the wall behind the teacher. I remembered how funny it was as the light danced around the classroom; all of the kids laughed and I felt like the most popular kid in our class. Twenty years have passed and I felt like a boy again as I sat in a meeting doing the same after discovering sunlight reflecting off my watch.  However, instead of being amused by the dancing disc of light, it gave me pause as I realized something about my ability to focus, to learn new things and to control the awareness of the people around me. As I moved the reflection of the sunlight around the wall, I noticed how the eyes of everyone around the table would follow it. They would watch where the little, bouncing disc of light would go and what it was shining upon. It amazed me. It was just a reflection of the sun shining through the window. I wasn't creating the light; I was simply deciding where to shine it.]]></description>
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<item>
<title>Truth Telling - How Baring it All Can Grow Your Business</title>
<link>http://EzineArticles.com/2303244</link>
<guid>http://EzineArticles.com/2303244</guid>
<pubDate>Tue, 05 May 2009 15:07:13 -0500</pubDate>
<description><![CDATA[At the ripe young age of seven, I discovered there was no such thing as the Easter Bunny. As truth flooded my seven-year-old mind, skepticism was born. Our customers have every reason to have this same skepticism as they evaluate our fancy guarantees, promises, and unbelievable offers. By definition, an unbelievable offer is, well, unbelievable. If you understand that unbelievable offers are born out of the need to grab attention, then you can logically agree that the real way to grab attention is to do what others are not doing: telling the truth.]]></description>
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<title>To Play Catch With Your Prospects - Throw Out Your Elevator Pitch!</title>
<link>http://EzineArticles.com/2303224</link>
<guid>http://EzineArticles.com/2303224</guid>
<pubDate>Tue, 05 May 2009 15:06:39 -0500</pubDate>
<description><![CDATA[Baseball's opening day does more than draw thousands of fans to downtown Toledo; it brings out tired baseball analogies to conference tables all across the city. As you inaugurate your 2009 baseball-watching season, forget all of the over-used analogies and think like the guy who is next at bat when the bases are loaded. He is concentrating on knocking that ball out of the park, and the only way to do that is to connect with it.]]></description>
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<item>
<title>How to Make Your Clucking Marketing Work</title>
<link>http://EzineArticles.com/2303277</link>
<guid>http://EzineArticles.com/2303277</guid>
<pubDate>Tue, 05 May 2009 14:30:15 -0500</pubDate>
<description><![CDATA[Imagine this: You own a chicken shack, and you need to sell more of your ten piece buckets. You decide to come up with a flyer and you wonder, "Who should I target? Should I use the same piece for everybody or should I create different versions? Should I test them out somehow first? Is there even a way to find out which one works best before I spend a bucket load of my hard-earned profits?" The answer to all of your questions is "YES!" Now stop clucking around and get started!]]></description>
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<item>
<title>How to Lose a Customer in Ten Days Or Less</title>
<link>http://EzineArticles.com/2303254</link>
<guid>http://EzineArticles.com/2303254</guid>
<pubDate>Tue, 05 May 2009 14:27:11 -0500</pubDate>
<description><![CDATA[One would think that having the highest prices in town, not having all the answers to customers' questions, or telling the bold-faced truth would be reason enough for your customers to take their business elsewhere. No luck? I guarantee that, using these seven proven profit repellents, you'll successfully lose your pesky customers (and all of your profit) in ten days or less.]]></description>
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<item>
<title>How to Create Jaw-Dropping Moments of True Understanding</title>
<link>http://EzineArticles.com/2301499</link>
<guid>http://EzineArticles.com/2301499</guid>
<pubDate>Tue, 05 May 2009 11:23:39 -0500</pubDate>
<description><![CDATA[True understanding can strike a customer like a bolt from the blue; its an absolute jaw-dropping experience at which time a thorough understanding of your unique selling proposition floods their brain and fills their heart. Much like you need to see the hole before you whack the golf ball, you need to be able to see the target before you can create a marketing campaign. Your target is creating an experience that gives your prospects true understanding and sets you up for success.]]></description>
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<title>Locked Out? Get in and Get Customers, Today!</title>
<link>http://EzineArticles.com/2180100</link>
<guid>http://EzineArticles.com/2180100</guid>
<pubDate>Tue, 07 Apr 2009 09:53:58 -0500</pubDate>
<description><![CDATA[How does a grown man get locked out of his own house? That was my thought as I stood shaking my head on my front porch. In this economy, when many businesses are searching for new customers, there is a similar feeling of being locked out. Many individuals are finding themselves standing on the front porch wondering how to get into new businesses to present products and services. This can leave a feeling of loneliness, weakness, and wonder as to why, after all the years of success, there are no apparent options. But do not despair; you have many options!]]></description>
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<title>Avoiding Guessing Can Be Hard in Business - How Not to Hear &quot;Go Fish&quot;</title>
<link>http://EzineArticles.com/2151058</link>
<guid>http://EzineArticles.com/2151058</guid>
<pubDate>Tue, 31 Mar 2009 13:43:01 -0500</pubDate>
<description><![CDATA[As you look around the table of six, you rely on your intuition to help you decide the best target for your inquiry. You pick the person seated across from you who is avoiding eye contact: "Do you have a Jack?" He looks at his cards and gives a wry reply: "Go Fish!" Business success, much like a game of "Go Fish", relies on being able to make a match between what you are holding and what the person you are talking to is holding. So the first question is, what, exactly, are you holding?]]></description>
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<title>Earn &quot;Top-of-Mind&quot; by Reaching to the Bottom Drawer</title>
<link>http://EzineArticles.com/2120553</link>
<guid>http://EzineArticles.com/2120553</guid>
<pubDate>Thu, 26 Mar 2009 10:46:30 -0500</pubDate>
<description><![CDATA[Gifts, and the act of giving gifts to those who matter so much to us, remain one of the best ways to reach out to those who do business with us and to those who we want to do business with us.  This fact is undisputed, yet rarely practiced in the course of everyday business. Yes, there are ways to gift that will quickly and easily earn your customers' top-of-mind...and the simplicity of how will amaze you!]]></description>
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<title>Survivorman Meets the Business World</title>
<link>http://EzineArticles.com/2120409</link>
<guid>http://EzineArticles.com/2120409</guid>
<pubDate>Mon, 23 Mar 2009 07:43:43 -0500</pubDate>
<description><![CDATA[In what could only be a terrifying dream, you find yourself in a parked vehicle on the side of a deserted road in what appears to be in the middle of nowhere. When the reality of your dire situation sinks in, you find yourself asking, "What would The Discovery Channel's Survivorman do in this situation?" When starting a new job in sales, you are, essentially, in the exact same predicament not knowing where to begin, not knowing in which direction to head, and not knowing how to get to your final destination of business success. Now is the time to remember your dream. Reconsider your approach and recognize that this is a survival situation, and every move you make is crucial for success.]]></description>
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<title>What NOT to Learn From Super Bowl Commercials</title>
<link>http://EzineArticles.com/2093686</link>
<guid>http://EzineArticles.com/2093686</guid>
<pubDate>Mon, 16 Mar 2009 15:46:14 -0500</pubDate>
<description><![CDATA[Spending money on advertising can sometimes leave a strange feeling in your stomach. However, if you keep a few things in mind when choosing your advertising, you can relax, knowing that the money you spend on advertising is going to translate directly into new sales.]]></description>
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<title>Marketing Lessons From Lunatics</title>
<link>http://EzineArticles.com/1569271</link>
<guid>http://EzineArticles.com/1569271</guid>
<pubDate>Fri, 10 Oct 2008 11:47:24 -0500</pubDate>
<description><![CDATA[Every business in the world has something that provides help, answers, or solutions to the people they represent.  This will be your opportunity to stand on your overturned bucket and shout through a megaphone about your own.]]></description>
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<item>
<title>Recession is Only a State of Mind</title>
<link>http://EzineArticles.com/1545076</link>
<guid>http://EzineArticles.com/1545076</guid>
<pubDate>Mon, 06 Oct 2008 09:45:26 -0500</pubDate>
<description><![CDATA[Regardless of the state of the economy, you and your business still need to make sales. However, you cannot simply muscle your way through difficult times. No matter how hard you try, if you are giving off a vibe that things aren't well, people know it.  While they may not be able to readily put their finger on it, or they may not have the sharp intuitive senses that your spouse has, they still can feel it.]]></description>
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<title>Take a Well-Worn Path to Clean Communication</title>
<link>http://EzineArticles.com/1515773</link>
<guid>http://EzineArticles.com/1515773</guid>
<pubDate>Wed, 24 Sep 2008 11:50:15 -0500</pubDate>
<description><![CDATA[Too often we lead our customers down the path of "yes" when the right answer is actually "no."  We try so hard to close a sale that we fail to establish a clean understanding of the situation.  In the absence of this clean understanding we can drag out the sales process with no acceptable conclusion, or we convince our customer to take a path that is wholly inappropriate.  You may get a sale, but you will kill the long-term relationship as you and your customer tumble down in the wrong direction like a top-heavy ATV.]]></description>
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<title>Daily Optimism Leads to Clear-Headed Thinking</title>
<link>http://EzineArticles.com/1515767</link>
<guid>http://EzineArticles.com/1515767</guid>
<pubDate>Wed, 24 Sep 2008 11:49:49 -0500</pubDate>
<description><![CDATA[A clear head is a direct result of disciplined optimism, and it is only with a clear head that you are able to make the best decisions.  Only with a clear head can you realize that you have everything you need at this moment to get exactly that for which you are searching.]]></description>
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<title>Focus Now to Seize Moments Before You</title>
<link>http://EzineArticles.com/1514381</link>
<guid>http://EzineArticles.com/1514381</guid>
<pubDate>Wed, 24 Sep 2008 11:17:10 -0500</pubDate>
<description><![CDATA[There are some stories that are memorable enough to stick with you. My seventh grade math teacher's story about her bicycle accident is one of those stories that has stayed fresh in my mind since the day I heard it.    As she rode down the concrete bicycle path, she noticed that the path was built around a tree.]]></description>
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<title>Truly Listen by Silencing Thought Chatter</title>
<link>http://EzineArticles.com/1514379</link>
<guid>http://EzineArticles.com/1514379</guid>
<pubDate>Wed, 24 Sep 2008 11:17:00 -0500</pubDate>
<description><![CDATA[We are all trying to listen with other noises in the room, which makes it difficult to give our undivided attention to the person standing in front of us.  The noises we hear have been present for so long we don't even realize they are there.  They are the incessant voices of the thinking mind.]]></description>
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<title>Clean Palettes Paint Clear Pictures</title>
<link>http://EzineArticles.com/1514372</link>
<guid>http://EzineArticles.com/1514372</guid>
<pubDate>Wed, 24 Sep 2008 11:16:53 -0500</pubDate>
<description><![CDATA[The "numbers game" approach is so simple that even a two-year-old can master it. However, when you act like a two-year-old, you'll be treated like a two-year-old: you'll be told "no" more often than you'd like.  This ignorant approach may lead to the majority of the frustration and rejection that salespeople encounter on a daily basis.]]></description>
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<title>Stop Procrastination With Right Surroundings</title>
<link>http://EzineArticles.com/1514368</link>
<guid>http://EzineArticles.com/1514368</guid>
<pubDate>Wed, 24 Sep 2008 11:16:48 -0500</pubDate>
<description><![CDATA[Every goal is accomplished one step at a time, and there is always a first step.  Make it count and create momentum towards the steps that must follow.]]></description>
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<title>Overcome Rejection With Passion, Confidence</title>
<link>http://EzineArticles.com/1514366</link>
<guid>http://EzineArticles.com/1514366</guid>
<pubDate>Wed, 24 Sep 2008 11:16:06 -0500</pubDate>
<description><![CDATA[The difference between toughness and intelligence is all in how you digest rejection.  You should use the rejection to make you tougher, letting it propel you toward intelligence.]]></description>
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<title>All Generalizations Are False</title>
<link>http://EzineArticles.com/1515765</link>
<guid>http://EzineArticles.com/1515765</guid>
<pubDate>Wed, 24 Sep 2008 10:31:23 -0500</pubDate>
<description><![CDATA[Regardless of whether you are trying to win a vote or a sale, everything always boils down to trust and likability. While the details of the policy or proposal may sound important, and may matter a great deal to you, everything begins with an emotional connection.]]></description>
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<title>Putting on Your Boss's Hat</title>
<link>http://EzineArticles.com/1515762</link>
<guid>http://EzineArticles.com/1515762</guid>
<pubDate>Wed, 24 Sep 2008 10:31:12 -0500</pubDate>
<description><![CDATA[It only makes sense that you can be your own best boss. Who could possibly know you better?  Who could better encourage and inspire you?  Begin each day by putting on your "boss's hat", and use the time to create your day as if you were instructing an employee.  You'll quickly find that the best boss to work under is yourself.]]></description>
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<title>Boost Productivity by Reducing Stress</title>
<link>http://EzineArticles.com/1515758</link>
<guid>http://EzineArticles.com/1515758</guid>
<pubDate>Wed, 24 Sep 2008 10:31:00 -0500</pubDate>
<description><![CDATA[If you have the power to feel stressed at work, then you also have the power to simply let it go and focus on what really matters. You have the power to focus on something positive.  You have the ability to focus on the moment you find yourself in, instead of worrying about something that may happen in the future or something that has happened in the past.]]></description>
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<title>Learn From Those With More Experience</title>
<link>http://EzineArticles.com/1515754</link>
<guid>http://EzineArticles.com/1515754</guid>
<pubDate>Wed, 24 Sep 2008 10:30:49 -0500</pubDate>
<description><![CDATA[Every day we are faced with situations with which we are not familiar.  As we navigate through these difficult decisions, we have many available resources.  It is our job to successfully combine and utilize all of these resources.  Unfortunately, many younger and less experienced business professionals place too much trust in "book knowledge" and "expert" opinions and do not place enough trust in the advice of those who have been working in the business world since their younger co-workers were in diapers.]]></description>
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<title>Try a New Seat to Gain a Fresh Perspective</title>
<link>http://EzineArticles.com/1515752</link>
<guid>http://EzineArticles.com/1515752</guid>
<pubDate>Wed, 24 Sep 2008 10:30:25 -0500</pubDate>
<description><![CDATA[There are always things sitting in the room that we don't notice because we grow accustomed to seeing things in a certain way.  While the obvious instances occur for the visual items, conversational objects can also hide just below our radar when we are talking to our customers.]]></description>
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<title>Use a Positive Spin to Net Business Wins</title>
<link>http://EzineArticles.com/1514451</link>
<guid>http://EzineArticles.com/1514451</guid>
<pubDate>Tue, 23 Sep 2008 15:03:32 -0500</pubDate>
<description><![CDATA[It may be natural to respond to a negative thought by thinking even more negative thoughts. But harboring these negative thoughts, let alone perpetuating them, serves no purpose.  If you are faced with a problem or are confronted with negative news, ask yourself what good it serves to allow the thought to sour your attitude.  What possible good outcome can come from being negative?  Unlike multiplication tables, in real life, two negatives do not make a positive.]]></description>
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<title>Bolster Strengths to Give Skills a Quick Fix</title>
<link>http://EzineArticles.com/1514450</link>
<guid>http://EzineArticles.com/1514450</guid>
<pubDate>Tue, 23 Sep 2008 15:03:18 -0500</pubDate>
<description><![CDATA[There are few people that are both confident with what they are good at and also willing to admit their weaknesses.  Those who are able to do this in the course of day-to-day business will often be the same people who are exceptionally talented at what they do.]]></description>
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<title>Feelings of Gratitude Lead to Wonderful Things</title>
<link>http://EzineArticles.com/1514445</link>
<guid>http://EzineArticles.com/1514445</guid>
<pubDate>Tue, 23 Sep 2008 15:02:53 -0500</pubDate>
<description><![CDATA[The ability to feel this gratitude for your customers on such a fundamental level causes you to do wonderful things.  Those who give you the honor of serving them cause you to complete sales in a way that gives birth to customer loyalty.  When you truly feel grateful for those with whom you do business, you become untouchable by your competition and by waning markets.  You are able to blur the line between customer and personal friend.]]></description>
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<title>Overcoming Life's Spin Cycle is a Choice</title>
<link>http://EzineArticles.com/1514438</link>
<guid>http://EzineArticles.com/1514438</guid>
<pubDate>Tue, 23 Sep 2008 15:02:39 -0500</pubDate>
<description><![CDATA[The fact is we're all going to be tossed around, put through spin cycles, and tumbled on high heat.  That is why people change throughout their lives.  Much like an oft-laundered shirt's composition changes, they change based upon the choices they make.]]></description>
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<title>Optimistic Thoughts Create Positive Change</title>
<link>http://EzineArticles.com/1514434</link>
<guid>http://EzineArticles.com/1514434</guid>
<pubDate>Tue, 23 Sep 2008 15:02:22 -0500</pubDate>
<description><![CDATA[Something as simple as telling a child not to forget his or her lunch or telling your spouse not to be late will only serve to increase the likelihood that the event will occur.  We have grown so accustomed to these words of negation that we hardly even notice them.  However, even though they may go unnoticed, their ability to create contradictory images remains strong.]]></description>
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<title>Control Your Mind to Act With Purpose</title>
<link>http://EzineArticles.com/1514430</link>
<guid>http://EzineArticles.com/1514430</guid>
<pubDate>Tue, 23 Sep 2008 15:02:13 -0500</pubDate>
<description><![CDATA[If we want to take control of our lives, we have to take control of our minds first.  For example, just as you should have a clear and deliberate expected outcome before you respond to a heated email, you should have the same deliberate focus when you get out of bed in the morning.  Ask yourself, "What do I want to happen today?  What is my plan to make things happen today?"  Then, make it so.]]></description>
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<title>Answers Come With Continued Curiosity</title>
<link>http://EzineArticles.com/1514426</link>
<guid>http://EzineArticles.com/1514426</guid>
<pubDate>Tue, 23 Sep 2008 14:58:55 -0500</pubDate>
<description><![CDATA[Why don't everyday people go after extraordinary things?  I'm not talking only about money, for we are only truly rich when we have perfect balance; I'm talking about going after the things that we want and deserve.  We share a common lack of willingness to drive toward obtaining those things.]]></description>
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<title>Ride Pendulum Back to Old-Fashioned Sales</title>
<link>http://EzineArticles.com/1514422</link>
<guid>http://EzineArticles.com/1514422</guid>
<pubDate>Tue, 23 Sep 2008 14:58:46 -0500</pubDate>
<description><![CDATA[Whether you are a baby-boomer or a millennial, understand that business is done when two people connect.  Life is simple.  We are born to communicate with one another.  The world has not grown larger, it has grown smaller and as things grow smaller, relationships grow stronger.  Embrace and enhance your ability to connect with other humans using whatever tools are available and sales will climb as you ride the pendulum back into good, dare I say, "old fashioned," relationship selling.]]></description>
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<item>
<title>Growing Profits in a Shrinking World</title>
<link>http://EzineArticles.com/1514418</link>
<guid>http://EzineArticles.com/1514418</guid>
<pubDate>Tue, 23 Sep 2008 14:58:38 -0500</pubDate>
<description><![CDATA[Those in business who are able to see the technological revolution as a way to connect with more people are the ones who are going to be able to recognize the advantages of our shrinking world.  Conversely, those who still refuse to accept that websites, telecommuting, and instant communication are now required tools of the trade will still argue that the internet is making business more difficult.]]></description>
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<item>
<title>A Little Research Goes a Long Way in Sales</title>
<link>http://EzineArticles.com/1514414</link>
<guid>http://EzineArticles.com/1514414</guid>
<pubDate>Tue, 23 Sep 2008 14:58:11 -0500</pubDate>
<description><![CDATA[Undoubtedly, you have heard the phrase, "There is no such thing as a stupid question," but that is dead wrong.  There are, indeed, stupid questions.  You'll know you have asked one when you feel like you've just been stung on the eyeball by a bee.]]></description>
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<item>
<title>Make Goals Known to Others to Reach Them</title>
<link>http://EzineArticles.com/1514408</link>
<guid>http://EzineArticles.com/1514408</guid>
<pubDate>Tue, 23 Sep 2008 14:58:02 -0500</pubDate>
<description><![CDATA[Maintaining a healthy weight has always been a struggle for me. Over the past ten years, my weight has risen and dropped drastically three times. I have learned every diet trick and exercise technique there is, but I have struggled with consistency and allowed the application of my knowledge to wax and wane.]]></description>
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<item>
<title>The Ability to Learn and Adapt Lies Within</title>
<link>http://EzineArticles.com/1514404</link>
<guid>http://EzineArticles.com/1514404</guid>
<pubDate>Tue, 23 Sep 2008 14:57:42 -0500</pubDate>
<description><![CDATA[Watching a mouse work its way through a maze to find cheese is extremely interesting when seen first hand. Ignoring the countless cliches and metaphors that have been developed from the old mouse-in-the-maze scenario, it is truly amazing to watch a small fury animal learn a complex maze and remember the easiest way to find its cheese.    The only thing more interesting than watching a mouse learn its way through the maze, is realizing that your colleagues are only a few evolutionary bumps away from the mouse in terms of how they learn and adapt to new situations.]]></description>
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<title>Ease Customers by Speaking Their Language</title>
<link>http://EzineArticles.com/1514402</link>
<guid>http://EzineArticles.com/1514402</guid>
<pubDate>Tue, 23 Sep 2008 14:57:30 -0500</pubDate>
<description><![CDATA[Just as I never picked up fluent Spanish, many business professionals never make the leap to speaking their customer's native language.  Instead of sustaining an intelligent, fluent conversation, their words come out sounding memorized and regurgitated. To the customer, these rehearsed and canned conversations sound just as foreign and hilarious as I would sound if I tried to speak fluent Spanish.]]></description>
</item>
<item>
<title>Know Your Role to Navigate Troubled Waters</title>
<link>http://EzineArticles.com/1514400</link>
<guid>http://EzineArticles.com/1514400</guid>
<pubDate>Tue, 23 Sep 2008 14:57:21 -0500</pubDate>
<description><![CDATA[When you are able to clearly understand the role that you play in your business's canoe, not only do you get where you are going with ease, but you enjoy the trip along the way.  Often we fail to understand what we are able to control and what our required role is as a member of our vessel's crew.]]></description>
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<item>
<title>Sell the Next Step to Improve Sales Pipeline</title>
<link>http://EzineArticles.com/1514396</link>
<guid>http://EzineArticles.com/1514396</guid>
<pubDate>Tue, 23 Sep 2008 14:57:12 -0500</pubDate>
<description><![CDATA[When our prospective customers run away, we do not have the good fortune of being able to follow their footprints in the snow to track them down.  Instead, we find ourselves on the back porch yelling for them to see if they respond.]]></description>
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<item>
<title>Create Experiences That Confirm Promises</title>
<link>http://EzineArticles.com/1514394</link>
<guid>http://EzineArticles.com/1514394</guid>
<pubDate>Tue, 23 Sep 2008 14:57:02 -0500</pubDate>
<description><![CDATA[As a child, I remember putting my hand on a hot stove and hearing my father laugh as he said, "Ha! I bet you won't do that again, will you?"     Apparently I didn't learn my lesson, and I'm reminded of this every time I go out to dinner and the waitress puts a hot plate in front of me.]]></description>
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<item>
<title>Slay Dragons by Giving Sales Team Freedom</title>
<link>http://EzineArticles.com/1514390</link>
<guid>http://EzineArticles.com/1514390</guid>
<pubDate>Tue, 23 Sep 2008 14:56:29 -0500</pubDate>
<description><![CDATA[Much like the cartographers of old, businesspeople today create the best ways to present a product, choose which customers to target, and dictate the best uses for your products.  Selling a product or service to a wide-open marketplace bears many similarities to sailing in open water, especially for those who are simply given a handful of business cards and sent out.]]></description>
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<item>
<title>Allow Customers to Discover Truths on Their Own</title>
<link>http://EzineArticles.com/1514386</link>
<guid>http://EzineArticles.com/1514386</guid>
<pubDate>Tue, 23 Sep 2008 14:56:04 -0500</pubDate>
<description><![CDATA[A day doesn't go by when a salesperson is faced with the need to point out a visible flaw to a potential client.  As a salesperson hears more about a business, they instantly recognize that the company has probably been paying too much for its current service, is using the wrong product for what it is trying to accomplish, or is not getting the service that it deserves.  Yet how can one point out these flaws with tact?]]></description>
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<item>
<title>Slow Down to Improve Personal Efficiency</title>
<link>http://EzineArticles.com/1514383</link>
<guid>http://EzineArticles.com/1514383</guid>
<pubDate>Tue, 23 Sep 2008 14:55:55 -0500</pubDate>
<description><![CDATA[Every single salesperson has a finite amount of energy, or fuel, to get them through the month.  Therefore, to consistently hit your monthly sales goals, you must improve your personal fuel economy.]]></description>
</item>
<item>
<title>You Are Smarter Than You Think You Are</title>
<link>http://EzineArticles.com/967680</link>
<guid>http://EzineArticles.com/967680</guid>
<pubDate>Wed, 06 Feb 2008 13:05:22 -0600</pubDate>
<description><![CDATA[There is a time to learn and a time to act.  Learning takes place before and after moments of action.  You will know you are not in a moment of action when that little voice in your head begins to talk to you.  This little voice helps you evaluate new material, contemplate important decisions, or absorb important lessons from past experiences.  The key to using this knowledge is to make sure that the little voice is not present when it is your moment to act.]]></description>
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<item>
<title>Dreamer by Day</title>
<link>http://EzineArticles.com/967676</link>
<guid>http://EzineArticles.com/967676</guid>
<pubDate>Wed, 06 Feb 2008 13:04:58 -0600</pubDate>
<description><![CDATA[With the truth that there is no such thing as a private thought, ask yourself one question-are you helping to clean this world by cleaning your inner space? Are you bold enough to take a risk in your business, in your life, or even in your dreams? Those who recognize, in the quiet spaces of their mind, that they could be doing more, I ask you to applaud and be inspired by those dreamers by day, for they have the courage to stand up and say, "Yes, I believe!"]]></description>
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<item>
<title>Show Gratitude For Everything You've Got</title>
<link>http://EzineArticles.com/967672</link>
<guid>http://EzineArticles.com/967672</guid>
<pubDate>Wed, 06 Feb 2008 13:04:09 -0600</pubDate>
<description><![CDATA[When we shift our thinking from "getting" to "thanking," we create a calming clarity and fulfillment in our professional and personal lives. As we show love and appreciation to those around us, we feel ourselves being recharged in every cell of our body. We become alive with a new energy as the weight on our shoulders lightens.]]></description>
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<item>
<title>Take the Turkey Out of Public Speaking</title>
<link>http://EzineArticles.com/967668</link>
<guid>http://EzineArticles.com/967668</guid>
<pubDate>Wed, 06 Feb 2008 13:03:52 -0600</pubDate>
<description><![CDATA[If you're like most people, just thinking of standing up in front of a room to give a speech can be enough to make your palms sweaty, your pulse race, and your stomach sink into your shoes.  Oftentimes, it doesn't even matter what the subject matter is.  The very act of having to perform in front of others can cause a great deal of debilitating anxiety.]]></description>
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<item>
<title>Make the Most of Every Moment With Confidence</title>
<link>http://EzineArticles.com/967667</link>
<guid>http://EzineArticles.com/967667</guid>
<pubDate>Wed, 06 Feb 2008 13:03:37 -0600</pubDate>
<description><![CDATA[Like puzzles, our days consist of tiny pieces of time.  Separately, they may seem meaningless, but when assembled together, they create the picture of a beautiful day.  The problem is that many people fail to realize the importance of every piece of their day.  They focus 100% of their energy on the slim 25% of their day that is made up of colorful and exciting events.]]></description>
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<item>
<title>Strengthening Communication and Beliefs Through Disagreement</title>
<link>http://EzineArticles.com/967666</link>
<guid>http://EzineArticles.com/967666</guid>
<pubDate>Wed, 06 Feb 2008 13:02:54 -0600</pubDate>
<description><![CDATA[The real beauty of disagreement is that it activates thought.  It means that you are thinking for yourself instead of relying on someone else to do it for you.  It challenges blind acceptance to what you are taught and opens your eyes to your unique thoughts and beliefs.  Whether you are in a church congregation or within a board room, disagreement can lead to a wonderfully enlightening experience.]]></description>
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<item>
<title>Lessons From the Wheel of Fortune</title>
<link>http://EzineArticles.com/967660</link>
<guid>http://EzineArticles.com/967660</guid>
<pubDate>Wed, 06 Feb 2008 13:02:32 -0600</pubDate>
<description><![CDATA[Picture yourself standing next to Pat Sajak. Now it's your turn to introduce yourself to the audience and the rest of America watching the show. How would you sum up who you are in the limited time you have? Would you rely on the same formula the previous contestants used or find a new way to share who you really are?]]></description>
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<item>
<title>There is Such a Thing As a Stupid Question</title>
<link>http://EzineArticles.com/967658</link>
<guid>http://EzineArticles.com/967658</guid>
<pubDate>Wed, 06 Feb 2008 13:01:26 -0600</pubDate>
<description><![CDATA[There is a natural tendency - rather, a natural need - for humans to make a connection at the start of conversation. It helps us feel comfortable enough with one another to share our thoughts and make engaging conversation.  The problem is that when left to our own devices, many of us don't know a successful way to make that important connection.]]></description>
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<item>
<title>Destined to Fail - The Truth Behind New Year's Resolutions</title>
<link>http://EzineArticles.com/967655</link>
<guid>http://EzineArticles.com/967655</guid>
<pubDate>Wed, 06 Feb 2008 13:01:08 -0600</pubDate>
<description><![CDATA[True change happens in the blink of an eye. It comes suddenly and without notice. It stems from an emotional trigger that speaks to you, stirs something within you and opens your eyes to recognize that something must change. In that very moment, you have the strength and desire to make that change immediately. If a resolution does not carry with it this immediacy of action, it is destined to fail.  Therefore, any resolution that can wait until the stroke of midnight on New Year's Eve lacks the emotional power to have any lasting effect on your life.]]></description>
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<item>
<title>Warm Up to Work When Business is Cold</title>
<link>http://EzineArticles.com/967653</link>
<guid>http://EzineArticles.com/967653</guid>
<pubDate>Wed, 06 Feb 2008 13:00:47 -0600</pubDate>
<description><![CDATA[So, what is the internal component responsible for our outer characteristics? What is it that some people have that determines their success in the business world? Love. Love for their products, love for their customers, love for doing what they do every single day. No amount of training, tools, incentives or scripts can produce the love that drives passion and brings success in business. In the absence of true love, there is little a company can do to have their employees warm up to their work and their customers.]]></description>
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<item>
<title>Business Welcomes the Individualization Revolution</title>
<link>http://EzineArticles.com/967649</link>
<guid>http://EzineArticles.com/967649</guid>
<pubDate>Wed, 06 Feb 2008 13:00:32 -0600</pubDate>
<description><![CDATA[The necessity of individualism within business boils down to one simple fact: a person's productivity is maximized through combined harmony and industry. That means that when an individual can recognize and celebrate their own style, and they have an attitude of wanting to be industrious, they are able to produce at the utmost level with the world's highest business performers.]]></description>
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<item>
<title>Using Empathy Creates the Perfect, Simple Sale</title>
<link>http://EzineArticles.com/967648</link>
<guid>http://EzineArticles.com/967648</guid>
<pubDate>Wed, 06 Feb 2008 13:00:15 -0600</pubDate>
<description><![CDATA[Intelligent empathy means putting yourself in your customer's shoes to understand their needs and better help them with a solution.  Without this important ingredient, you fall into the trap of oversimplifying your product knowledge or making it too complex for your customer.  To put it simply, the more you understand your customer, the easier it will be to use your knowledge to give them the best service possible.]]></description>
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<item>
<title>What's the Story Behind Your Customers' Questions?</title>
<link>http://EzineArticles.com/967644</link>
<guid>http://EzineArticles.com/967644</guid>
<pubDate>Wed, 06 Feb 2008 12:59:57 -0600</pubDate>
<description><![CDATA[Many times in business, we become so comfortable in our own world that we forget, or fail to pay attention to, the fact that our customers come from a different world. Each customer comes to us with their unique story, and perhaps their own preconceptions, reservations and fears. In order for them to approach us comfortably, they ask simple questions to get the ball rolling and offer an invitation for us to help them.]]></description>
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<item>
<title>Straight Talk on Direct Response Marketing</title>
<link>http://EzineArticles.com/967638</link>
<guid>http://EzineArticles.com/967638</guid>
<pubDate>Wed, 06 Feb 2008 12:59:21 -0600</pubDate>
<description><![CDATA[Free went the way of the disco, so stop with the free offers.  Even if you are truly giving something away for free, the chance that your customers will believe you is slim to none.  So, when constructing your offer, stay honest, stay true, and stay believable.]]></description>
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<item>
<title>Today's Advances Create a New Technical Difficulty</title>
<link>http://EzineArticles.com/787204</link>
<guid>http://EzineArticles.com/787204</guid>
<pubDate>Thu, 18 Oct 2007 10:40:26 -0500</pubDate>
<description><![CDATA[In this technologically advanced business world, we have allowed our gadgets and gizmos impair us.  We are lazy and impersonal, automating everything simply because we can.  No matter how technologically advanced we become, nothing will ever replace the power of simple human exchanges.  Learn how to let technology help you make the personal connections that are the heart of all business.]]></description>
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<item>
<title>Keep Your Head in the Game With Consistent Coaching</title>
<link>http://EzineArticles.com/775740</link>
<guid>http://EzineArticles.com/775740</guid>
<pubDate>Thu, 11 Oct 2007 11:03:23 -0500</pubDate>
<description><![CDATA[In business, true champions discipline themselves by making the most of the present moment.  They take one thought at a time, one action at a time, and do, in this moment, what is necessary to be ready for the next customer, next sale, or next presentation.  Those who embody this great leadership quality understand that great achievements come not by focusing on more things, but by focusing intensely on only one thing - the present moment.]]></description>
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<item>
<title>True Connections Come With Understanding</title>
<link>http://EzineArticles.com/759422</link>
<guid>http://EzineArticles.com/759422</guid>
<pubDate>Tue, 02 Oct 2007 14:30:50 -0500</pubDate>
<description><![CDATA[As adults, there is an unnecessary layer between ourselves and others when we network.  We often forget that real communication comes through understanding, not just hearing and responding. If we can change the way we listen to one another, we can instantly change how effectively we connect with one another, and also how we work with one another.]]></description>
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<item>
<title>The Sticky Truth About What Customers Really Want</title>
<link>http://EzineArticles.com/759436</link>
<guid>http://EzineArticles.com/759436</guid>
<pubDate>Tue, 02 Oct 2007 14:23:58 -0500</pubDate>
<description><![CDATA[Customers may not know the right questions to ask to get what they want or know enough about your product to know what to ask.  Although they mean well, their innocent questions may lead both of you into a sticky mess of insignificant details.  By helping the customer refocus on what is really important, you will both be able to wash your hands of the sap and get back to what really matters to the customer.]]></description>
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<item>
<title>Investing in Your Business Now Has Long-Term Benefits</title>
<link>http://EzineArticles.com/759417</link>
<guid>http://EzineArticles.com/759417</guid>
<pubDate>Tue, 02 Oct 2007 14:19:46 -0500</pubDate>
<description><![CDATA[In your business, every phone call, networking function, and extra hour put in is an investment.  Like the stock market, this activity can fluctuate, and these ups and downs may trick you into making immediate and drastic changes.  However, you must remember that your business, despite its current state, relies on your continuous investment for your desired long-term plan.]]></description>
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<item>
<title>A Good Mood Leads to Good Fortune</title>
<link>http://EzineArticles.com/738870</link>
<guid>http://EzineArticles.com/738870</guid>
<pubDate>Thu, 20 Sep 2007 13:39:58 -0500</pubDate>
<description><![CDATA[The truth is that there is no such thing as a private thought or feeling.  Just because we may not share them verbally does not mean that they are hidden or incapable of being passed to another person.  Your thoughts and feelings have the ability to not just determine how you experience the world, but also how others experience the world as well.]]></description>
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<item>
<title>Make Success Your Only Option</title>
<link>http://EzineArticles.com/708626</link>
<guid>http://EzineArticles.com/708626</guid>
<pubDate>Thu, 30 Aug 2007 15:57:31 -0500</pubDate>
<description><![CDATA[Many say that people have a fear of failure, when, in fact, the exact opposite is true.  Too many people have a fear of success.  People are afraid to test what others call impossible or are ashamed to look ridiculous chasing after success and pounding on its door until it gives in.  Yet, success takes relentless determination, and a strong resolution that failure is not, and never will be, an option.]]></description>
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<item>
<title>Price Doesn't Always Match Your Customers' Real Needs</title>
<link>http://EzineArticles.com/697420</link>
<guid>http://EzineArticles.com/697420</guid>
<pubDate>Thu, 23 Aug 2007 16:47:26 -0500</pubDate>
<description><![CDATA[Customers are not obsessed with price, they are simply looking to fill a need. It is the salesperson who is insecure about price that forces it onto their customers, bringing unneeded attention to an overrated issue.  Learn how to focus on what really matters to the customer, and you'll discover what motivates them to buy.]]></description>
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<item>
<title>Do Your Emails Send the Right Message?</title>
<link>http://EzineArticles.com/687725</link>
<guid>http://EzineArticles.com/687725</guid>
<pubDate>Thu, 16 Aug 2007 14:07:21 -0500</pubDate>
<description><![CDATA[Because of its rapid growth and frequent use, email is often overlooked as a true form of business communication, and is deprived of the guidelines and standards we adhere to elsewhere. In reality, email should be treated the same way as a printed letter.  If you wouldn't print it out and put a stamp on it, then you shouldn't be typing it out and pressing "send."  Mix technological advancements like email with the solid standards of an old-fashioned letter and you will create a strong and effective form of business communication.]]></description>
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<item>
<title>Get the Business You Wish For by Standing Out</title>
<link>http://EzineArticles.com/680152</link>
<guid>http://EzineArticles.com/680152</guid>
<pubDate>Fri, 10 Aug 2007 15:20:40 -0500</pubDate>
<description><![CDATA[Standing out is more than having the best service, the best product and a fair price.  It requires getting noticed, immediately and easily. Every single piece of communication you have says something about you and your company. Freshen the visual appeal of your company's business communications by being creative with every interaction you have with your customers.]]></description>
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<item>
<title>The Mistake of Multitasking</title>
<link>http://EzineArticles.com/668530</link>
<guid>http://EzineArticles.com/668530</guid>
<pubDate>Thu, 02 Aug 2007 14:55:47 -0500</pubDate>
<description><![CDATA[The biggest obstacle in business today is being present with each and every task that is in thrown our way.  We find ourselves multitasking to a point of watered-down effectiveness, doing multiple things poorly instead of one thing with solid efficiency. Learn how to give each job your undivided attention, and you will make the most of every moment.]]></description>
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<item>
<title>The Smallest Exchange Leads to Bigger Opportunity</title>
<link>http://EzineArticles.com/658714</link>
<guid>http://EzineArticles.com/658714</guid>
<pubDate>Thu, 26 Jul 2007 11:26:06 -0500</pubDate>
<description><![CDATA[In business, and especially in sales, everything is about momentum and getting things off to a good start.  The offer and acceptance of a beverage at the start of an appointment, meeting, or while waiting in a lobby is the simplest form of establishing a relationship of mutual giving and accepting.  With this simple exchange, the distance between the two parties is shortened, even before any business has started, making a friendship and sale easier to establish.]]></description>
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<item>
<title>The Golden Rule of Sales</title>
<link>http://EzineArticles.com/653935</link>
<guid>http://EzineArticles.com/653935</guid>
<pubDate>Mon, 23 Jul 2007 09:43:25 -0500</pubDate>
<description><![CDATA[True selling comes by understanding who you are as a salesperson and, more importantly, as a customer. The golden rule of selling is not "Sell to others as you think they want to be sold." It's, "Sell to others as you would like to be sold." By discovering how you like to be sold and why, you will unlock a natural and successful style of selling.]]></description>
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<item>
<title>Making Sales is More Than Taking Orders</title>
<link>http://EzineArticles.com/644284</link>
<guid>http://EzineArticles.com/644284</guid>
<pubDate>Mon, 16 Jul 2007 13:11:33 -0500</pubDate>
<description><![CDATA[Salespeople today have lost the art of the personal sale.  They have become nothing more than order takers.  The results are confused and unhappy customers and, of course, lost sales.  By speaking with customers in simpler and more personal terms, you can make their decision an easy and enjoyable one, while you enjoy the rewards of many successful sales.]]></description>
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<item>
<title>Avoiding Holiday Sales Slack</title>
<link>http://EzineArticles.com/629585</link>
<guid>http://EzineArticles.com/629585</guid>
<pubDate>Thu, 05 Jul 2007 11:32:20 -0500</pubDate>
<description><![CDATA[For salespeople, consistency can be hard to maintain, especially during a holiday week.  Our own inability to stay focused and disciplined through constant, predictable daily activity leads us through our own tumultuous ups and downs in sales.  To keep sales at a consistent speed, you need do nothing more than have the discipline to maintain regular activity doing what you do best - talking to people who have the ability to say "yes" to you. This shouldn't change the week before or after major holidays - it only changes because you allow it to.]]></description>
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<item>
<title>Discover Solutions With Your Subconscious</title>
<link>http://EzineArticles.com/623619</link>
<guid>http://EzineArticles.com/623619</guid>
<pubDate>Thu, 28 Jun 2007 12:52:26 -0500</pubDate>
<description><![CDATA[Do the old-fashioned methods you use to problem solve leave you nothing but a thought-tangled mess and the same regurgitated answers you've always had?  This is because these methods make you rely on the weak conscious mind instead of the bigger, more competent subconscious mind.  When you learn how to tap into the power of the subconscious, you'll find you have the creative power to find the perfect solution to any problem.]]></description>
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<item>
<title>A Different Kind of Deference</title>
<link>http://EzineArticles.com/617511</link>
<guid>http://EzineArticles.com/617511</guid>
<pubDate>Fri, 22 Jun 2007 16:51:18 -0500</pubDate>
<description><![CDATA[High level business executives put their pants on one leg at a time, just like everybody else.  So, why do we insist on using false formalities that only distances ourselves from them as business partners?  The only way to give others the respect they deserve is by giving yourself the respect they deserve and treating them as you would anybody else.]]></description>
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<item>
<title>Positive Thoughts Lead to Sweet Success</title>
<link>http://EzineArticles.com/605792</link>
<guid>http://EzineArticles.com/605792</guid>
<pubDate>Fri, 15 Jun 2007 08:28:51 -0500</pubDate>
<description><![CDATA[Goals can only be achieved by first taking control of your thoughts.  All of them.   Positive thoughts backed with worry and fear will not bring the positive results you desire.  The only way of creating the world you desire is by filling your mind with right thoughts and simply leaving no room for wrong ones. Celebrate your goals and grab them fully, without any negative thoughts to weigh them down. When you stop thinking about the bitter, you'll only taste the sweet.]]></description>
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<item>
<title>Dare to Dream by Day</title>
<link>http://EzineArticles.com/605794</link>
<guid>http://EzineArticles.com/605794</guid>
<pubDate>Fri, 15 Jun 2007 08:02:53 -0500</pubDate>
<description><![CDATA[How could this salesman possibly win such a large account with so much ease?  Was it his flawless performance?  Was it his point-by-point presentation?  No.  The truth is that our young salesman belongs to an exclusive club.  It is a club made up of those who have a definite purpose in life - those who are not afraid to dream by day.]]></description>
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<item>
<title>The Power of Laughter in Sales</title>
<link>http://EzineArticles.com/586175</link>
<guid>http://EzineArticles.com/586175</guid>
<pubDate>Thu, 31 May 2007 11:58:05 -0500</pubDate>
<description><![CDATA[The Denver Convention Center took this concept one step further and was using the same type of laugh track to lift people's spirits before entering trade shows and spending money.  I have to admit, it worked on me.  By the time I reached the top of the escalator, I was in a better mood, and was busy having pleasant conversations with everyone around me.]]></description>
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<item>
<title>Are You There When the Sale is Ready?</title>
<link>http://EzineArticles.com/586171</link>
<guid>http://EzineArticles.com/586171</guid>
<pubDate>Thu, 31 May 2007 11:29:04 -0500</pubDate>
<description><![CDATA[Bruce wasn't sure why he did what he did, but it certainly seemed like the right thing to do. Something came over him as he reached for the phone with one hand, and his credit card with the other.]]></description>
</item>
<item>
<title>Thinking Positive is a Choice</title>
<link>http://EzineArticles.com/586170</link>
<guid>http://EzineArticles.com/586170</guid>
<pubDate>Thu, 31 May 2007 11:09:04 -0500</pubDate>
<description><![CDATA[While browsing through a bookstore, I overhead a conversation between a ten-year-old child and his parents.  He was holding a book in his hand and carried an expression that led me to believe he had just asked if he could buy it.  The insidiously sharp rebuke that followed drew my attention instantly.]]></description>
</item>
<item>
<title>Make Impressions Last With a Memory Hook</title>
<link>http://EzineArticles.com/586168</link>
<guid>http://EzineArticles.com/586168</guid>
<pubDate>Thu, 31 May 2007 11:00:03 -0500</pubDate>
<description><![CDATA[Being unique and memorable should not be by pure happenstance.  It is your choice.  With a memory hook, you can help create unforgettable relationships at networking functions and even create a notable reputation.]]></description>
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<item>
<title>Smart Questions Eliminate Objections</title>
<link>http://EzineArticles.com/586165</link>
<guid>http://EzineArticles.com/586165</guid>
<pubDate>Thu, 31 May 2007 10:15:59 -0500</pubDate>
<description><![CDATA[Customers do not know how to ask smart questions.  That is your job.  While giving the customer exactly what they are asking for may seem like the right thing to do, if you want to truly match your customer with the best product, service, or experience for them, you're obligated to take a few additional steps.]]></description>
</item>
<item>
<title>There is No Experience Like Snow Experience</title>
<link>http://EzineArticles.com/530617</link>
<guid>http://EzineArticles.com/530617</guid>
<pubDate>Wed, 18 Apr 2007 05:56:47 -0500</pubDate>
<description><![CDATA[When your customer has a real and personal connection with your product, they will see the real and personal benefits of buying it. Having it in their hands will help them envision owning the product and using it in their daily lives.  Once they gain a true understanding of what you have to offer, the product will sell itself.]]></description>
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<title>Silence is a Sale's Best Friend</title>
<link>http://EzineArticles.com/530627</link>
<guid>http://EzineArticles.com/530627</guid>
<pubDate>Wed, 18 Apr 2007 05:55:50 -0500</pubDate>
<description><![CDATA[Salespeople, too, are often guilty of giving into the pressure of silence.  They mistakenly interpret silence as an objection.  Having a propensity to assume the objection is price-related, salespeople automatically sweeten the deal with free product, better terms or a lower price.]]></description>
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<title>Overcoming the Reputation of a Salesperson</title>
<link>http://EzineArticles.com/530624</link>
<guid>http://EzineArticles.com/530624</guid>
<pubDate>Wed, 18 Apr 2007 05:40:49 -0500</pubDate>
<description><![CDATA[Every salesperson has experienced the fallout from working in a profession with a bad reputation.  Regardless of whether they sell cars, insurance, or cute, cuddly puppies, people seem to turn their nose with just the thought of talking to a salesperson.]]></description>
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<title>Selling With a Picture Perfect Memory</title>
<link>http://EzineArticles.com/530630</link>
<guid>http://EzineArticles.com/530630</guid>
<pubDate>Wed, 18 Apr 2007 05:21:51 -0500</pubDate>
<description><![CDATA[Opening night for the Toledo Mud Hens is like a grownup's Halloween. Like children, you put on your chosen outfit and eagerly await the evening. As the stadium fills and the sun goes down, you rush from face to face, getting as many handshakes, business cards and appointments as you can before your time is up.]]></description>
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<title>Learning to Speak the Customer's Language</title>
<link>http://EzineArticles.com/530623</link>
<guid>http://EzineArticles.com/530623</guid>
<pubDate>Wed, 18 Apr 2007 05:20:49 -0500</pubDate>
<description><![CDATA[It may be easy to subconsciously lump customers who sound alike into similar categories, assuming they all need the same thing.  Realize that each customer is unique and try to understand the distinctive concerns and needs of that customer.]]></description>
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<title>Serving Customers a Side of Personality</title>
<link>http://EzineArticles.com/486535</link>
<guid>http://EzineArticles.com/486535</guid>
<pubDate>Tue, 13 Mar 2007 10:57:48 -0500</pubDate>
<description><![CDATA[Right now, you may be so busy creating a method on paper to make your customers like you that you are missing the opportunity to make it happen.  Stop worrying so much about finding new customers, overcoming price objections and explaining the advantages you have over the competition.  Spend less time in your office meetings and more time with your customers.]]></description>
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<title>Nice Guys Finish First</title>
<link>http://EzineArticles.com/486537</link>
<guid>http://EzineArticles.com/486537</guid>
<pubDate>Tue, 13 Mar 2007 10:20:50 -0500</pubDate>
<description><![CDATA[Whoever said "Nice guys finish last" was likely one of these one-hit-wonders who is so focused on crossing the finish line that he steps on every person who gets in his way.  Ironically, people like this also make claims that their company has a 97% satisfaction rate and their customer service is the best in the industry.  Little do they realize that every action they make and every word they speak directly contradicts these hollow statements.]]></description>
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<title>Love the Customers Who Love You Back</title>
<link>http://EzineArticles.com/469843</link>
<guid>http://EzineArticles.com/469843</guid>
<pubDate>Tue, 27 Feb 2007 11:57:09 -0600</pubDate>
<description><![CDATA[Giving your immediate full attention to a customer with a problem comes naturally.  While these types of calls certainly require your time, don't let yourself be consumed by them.  Instead of spending all your time putting out fires, dedicate a fraction of your week to make a phone call, a visit or a lunch appointment with one of your satisfied customers.]]></description>
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<title>Opportunities Don't Knock on Closed Doors</title>
<link>http://EzineArticles.com/469840</link>
<guid>http://EzineArticles.com/469840</guid>
<pubDate>Tue, 27 Feb 2007 11:25:09 -0600</pubDate>
<description><![CDATA[Forget about building power teams, master alliances, and ideal referral partners.  It's not about finding people just like you or only making deals with those who can do something for you.  Just focus on meeting people, making friendships, and opening up as many doors as you can.]]></description>
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<title>Free Offer Rejection</title>
<link>http://EzineArticles.com/469845</link>
<guid>http://EzineArticles.com/469845</guid>
<pubDate>Tue, 27 Feb 2007 11:14:10 -0600</pubDate>
<description><![CDATA[Take a good look at your free offer.  Does it require that you or your employees enter the home of your customer?  Does it require your customer to purchase something or give you unnecessary personal information?  A "yes" to any of these questions will lower your customer's comfort level and push them farther from you and your product.]]></description>
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<title>Are Your Communication Skills Sickening?</title>
<link>http://EzineArticles.com/444281</link>
<guid>http://EzineArticles.com/444281</guid>
<pubDate>Tue, 06 Feb 2007 12:25:02 -0600</pubDate>
<description><![CDATA[All over the country salespeople are suffering from a verbal virus.  It strikes at any time and often without warning.  Those who are afflicted say it happens most when talking with prospective customers.]]></description>
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<title>A Sale So Simple, A Child Could Do It</title>
<link>http://EzineArticles.com/444278</link>
<guid>http://EzineArticles.com/444278</guid>
<pubDate>Tue, 06 Feb 2007 12:03:00 -0600</pubDate>
<description><![CDATA[Closing a sale isn't as complicated as many professionals make it seem.  Let the innocence and sincerity of a four-year old inspire you to simplify your sales approach.  Don't be afraid of your potential customers or what they may say.  Be fearlessly persistent, and one day you'll be sitting in the "big boy" seat.]]></description>
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<title>Sales Presentations With Love</title>
<link>http://EzineArticles.com/444277</link>
<guid>http://EzineArticles.com/444277</guid>
<pubDate>Tue, 06 Feb 2007 11:54:58 -0600</pubDate>
<description><![CDATA[A unique sales presentation is the best way to spark curiosity and engage customers.  Don't resort to brochures, comparison charts or the dreaded power point presentation.  Be bold.  Be different.]]></description>
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<item>
<title>Selling While Shackled by Professionalism</title>
<link>http://EzineArticles.com/416235</link>
<guid>http://EzineArticles.com/416235</guid>
<pubDate>Fri, 12 Jan 2007 14:40:19 -0600</pubDate>
<description><![CDATA[During a sales presentation, the room is often stuffy, filled with the awkward tension and discomfort of trying to relate with a complete stranger.  You pull out your dry power point presentation and informational packets to outline the return on investment and prove the difference between you and you competition.  Then you ask for a large sum of money based on your promise to deliver results.  When you're so busy perfecting your dry presentation and looking great in your smart suit, you forget what true professionalism really is.]]></description>
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