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Start Selling More

Jim Meisenheimer is former US Army Officer, a Vice President of Sales and Marketing for Baxter International, the creator of No-brainer Selling Skills and the publisher of The Start Selling More Newsletter. He's been nominated to the Speaker Hall Of Fame

Updated: 2009-06-05T12:09:17.267-05:00


Never Give Up


Being knocked down doesn't mean you're knocked out.

The quickest way to recover is to set clearly defined
goals for yourself.

Goals give you purpose. When you add passion to your purpose
you can expect great things to happen.

Not many people achieve success without experiencing failure.

The difference between Can and Can't is the letter "T" for trying.

Never give up - just keep trying . . .

Telephone Tips
You Don't Want To Miss


Learn how to do better telephone selling.
This guy (Art Sobczak) is good!

Here's the link to learn more:

A Great Question To Ask Sales Prospects and Customers


Here's the sales question.

Who's the most memorable sales rep you ever met and why?

Wouldn't you just love to know the answer to this question?

Just ask the question to find out!

7 Things You Must Do . . .


7 Things You Must Do To Prepare For Your First Sales Call to a new sales prospect.

See the list here:

57 Sales Tips To Reinvent And Distinguish Yourself From Your Competition


I'm getting a lot of orders and positive feedback about my newest Sales Manual - "57 Sales Tips To Reinvent And Distinguish Yourself From Your Competition."

It's now available in 3-versions: print, eBook, 2-CDs.

I've got an idea for you. Buy a composition notebook. Every time you come across a sales tip you can use, make note of it. How long do you think it will take you to collect 57 sales tips?

No need to do it that way!

I've done all the work for you.

Learn more here:



Get a free e-book "How To Pick A Shopping Cart System That Makes You Money."

I've been using this shopping cart for 9 years.

Here's the link:

Thinking about a new website


Thinking about building a new website - SBI is the place to go. Check it out here:

Becoming A Selling Machine


Check out my article "Becoming A Selling Machine."

Use this link:

Sales Secrets - The Best Advice


The best advice I ever got was from my father. Growing up as akid, whenever I asked him, "What do you think I should do,"he always responded with, "What do you think you should do?"I guess the best advice wasn't really advice, more like a gift.The gift of learning how to make my own decisions.The following were excerpted from the May 12th issue of FortuneMagazine.Michael Bloomberg - Mayor of NYC. "The advicewas, first, always ask for the order, and second, when the customersays yes, stop talking."Mark Hurd - CEO Hewlett Packard. "An NCRexecutive was giving a presentation. He had great slides and aneven better delivery. The CEO, Chuck Exley, listened to the entirepresentation. At the conclusion, he nodded and said something briefbut profound: "Good story, but it's hard to look smart withbad numbers."Indra Nooyi - CEO Pepsico. "My father wasan absolutely wonderful human being. From him I learned to alwaysassume positive intent. Whatever anybody says or does, assume positiveintent. You will be amazed at how your whole approach to a personor problem becomes very different."Sam Palmisano - CEO IBM. "Some of the bestadvice I ever received was unspoken. Over the course of my IBM careerI've observed many CEO's, heads of state, and others in positionsof great authority. I've noticed that some of the most effectiveleaders don't make themselves the center of attention."Thomas Murphy - CEO Capital Cities/ABC. "Doingthe wrong thing is not worth the loss of one good night's sleep."Nelson Peltz - CEO Train Fund Management. "Getsales up, and keep expenses down." Now that's a sales secretworth noting!Charlene Begley - CEO GE Enterprise Solutions."Jeff Immelt, before he became CEO, gave me this advice: spenda ton of time with your customers."Here's one more sales secret for you. Most advice is easy to giveand hard to take. But as you can see from the above, good advicehas life-long staying power.Here's a sales secret you can take to the bank if you're willingto accept it. Read. Read a lot. You are what you read.If you out-read your competitors you will surely out-smart them.Last Chance - "57 Ways To Reinvent And DistinguishYourself From Your Competition" Will Be Released Wednesday June 25th.My New Sales Manual titled, "57 Ways To Reinvent AndDistinguish Yourself From Your Competition" will bereleased tomorrow.Order your copy right now.This Sales Manual, "57 Ways To Reinvent And DistinguishYourself From Your Competition" is also be availableas an eManual which means you'll save money on paper and shipping.Use this link to reserve your copy of the eManual.Don't let this down economy get you down. This is no time to giveup - it's time to get up and start doing more if you want tostart selling more today and everyday.My 57 selling ideas will get you up and get you going in the rightdirection.Get your copy here!Selling Tools to Help You SellMore During Tough TimesI want you to invest in my books, CDs, and special reports becausegreat achievers are great students. "When the student is ready,the teacher will appear." Are you ready to learn?eBook - The 12 Best Questions To Ask Your Customers. These sales questionsturn sales prospects into lifetime customers.Paperback - How To Double Your Sales Without Quadrupling Your Effort. Thereis a secret to doubling your sales - learn it here. Audiobook - How To Get Surefire Selling Results During Tough Times. My SuccessPyramid has 13 critical elements. Employ them and you'll enjoy more selling success.Special Report - The 10 Biggest Mistakes New Sales Reps Make. Why make them whenyou can avoid them.Special Report - No-brainer Ways To Beat Your Competition At The Pricing Game. Learn how to neutralize the competitive pricing pressure in your sales territory.Use this link to see which books I'm reading and recommending. These books will have a positive impact on your self-confidence in the art o[...]

The Art Of Selling


The art of selling begins with the right attitude.When you combine the right attitude with sharpened selling skillsyou can achieve everything you want in sales.There's a lesson from golf I'd like to share with you that mayimpact your attitude - at least I hope it does.If you know anything about golf, you know that the U.S. Open wasplayed this past weekend.It came down to the last hole and the last putt. It was 12 feetlong. Sink the putt and you're going to the 18-hole playoff on Monday.Tiger Woods sank the putt and would meet Rocco Mediate on Monday18-hole playoff.I was fortunate enough to play with Rocco 20 years ago in a RonaldMcDonald Charity event at the famed Oakmont Country Club.Rocco has never won a major golf tournament. Tiger Woods has won14.So I'm cheering for both guys to win for different reasons.It got me thinking about inspiration. It doesn't matter if you'rea professional golfer or a professional sales representative. Weall need to be inspired.In 1969 Tony Jacklin won the British Open.In 1970 Tony Jacklin won the U.S. Open.Several weeks ago he was asked where he got his inspiration fromthroughout his golfing career. He said he was inspired by a poem. This poem that inspired TonyJacklin was written by his caddie John Elnor.Here's the poem:If you think you are beaten, you are. If you think you dare not, you don't. If you would like to win but think you can't, it's almost certainyou won't. If you think you'll lose, you've lost. For out in the world, you'll find, success begins in the fellow'swill. It's all in a state of mind. Think big and your deeds will grow. Think small and you'll fall behind.Think that you can and you will. It's all in a state of mind. Life's battles won't always go to the strong or fast at hand, butsooner or later, the man who wins is the man who thinks he can.I think it's a terrific poem with a dynamic message for entrepreneursand salespeople.Why not read this poem everyday before you make a first sales call.One of the cornerstones to the art of selling is your attitude.If you think you can you will. If you think you can't you won't.Why would you ever imagine and think you can't when all it takesis imagining and thinking you can?Final Update - 57 Ways To Reinvent And DistinguishYourself From Your CompetitionIt's almost finished.My New Special Selling Report titled, "57 Ways ToReinvent And Distinguish Yourself From Your Competition"will go to the printer at the end of the week.Here's a look at just a few more ideas you'll find in my newSpecial Report.=> The most powerful word in sales . . .=> The second most powerful word in sales . . .=> Christmas cards that work . . .=> Hail to the chief . . .=> Great big attention getters . . .=> Say thank you with bread gifts . . .My special report, "57 Ways To Reinvent And DistinguishYourself From Your Competition" will also be availableas an eBook which means you'll save money on paper and shipping.The prepublication price of the e-book is $19.97 and the regularprice will be $47 as soon as the book is released next week. Use this link to reserve your copy of the eBook.The pre-publication special price of The paperback is $29.97 isgood until the Report is printed. The new price will be $57.This Special Report will show you 57 ways you can stand-outand distinguish yourself from the mediocre majority.Reserve your pre-publication copy right now.Reading ListSuccessful people have big libraries. Very successful people havevery big libraries. Do you think there's any correlation here?Use this link to see which books I'm reading and recommending.How To Sell During Tough TimesWhen the economy is down is no time to cut back on sales training.In fact street smart sales executives know the best time to investin sales training is when your competitors are not.Your salespeople don't know what they don't know. Ignorance i[...]

A Sales Dilemma - Risks Aren't Scary Once You Take Them


A sales dilemma salespeople face sooner or later is taking risks.This isn't theory - I know this firsthand.You see, I spent 19 years working for other companies when I returnedfrom Vietnam.13 of these 19 years were with American Hospital Supply Corp. whichwas acquired by Baxter in 1985. I had all the jobs I ever dreamedabout including sales representative, regional sales manager, directorof marketing, vice president of sales, vice president of marketing,and finally vice president of sales and marketing.Back then I was never a big risk taker - I usually played it safe. My biggest sales dilemma was that I never took big risks when Ishould have.In 1985 I started thinking about going into business for myself. The emphasis was on the keyword thinking.I talked myself out of it every six months for three years.It was a scary thing I was thinking about doing.Giving up and risking a six-figure income.Giving up and risking stock options.Giving up and risking a company car.Giving up and risking a corner office.Giving up and risking a phenomenal benefits package.I was so scared I became paralyzed in my thinking.This was risky business and I wasn't sure if I was up to the challenge.Finally, I stopped thinking.I made a decision that would change my sales career forever.I established a written goal with a specific date. Here's whatmy written goal said on a sheet of paper from a yellow legal pad."On February 5, 1988 I will resign my position to start mysales training company."I then signed it because it was a contract with myself.The whole idea of doing this was still scary up until February5th - the day I resigned.What was once scary now became exciting and exhilarating to me.The fear and concerns were replaced with new ideas, specific actionsteps, and incredible focus.If you're sitting on a big risk today, add up the advantages anddisadvantages. If the advantages outweigh the disadvantages - gofor it. Take the chance.Your life will be better for it.It's one less regret you'll have during your lifetime.Don't fill your life with regrets when you can become the personyou dream about becoming.He These words are especially appropriate whenever you face a major sales dilemma: "If it is to be, it is up to me!"Update - 57 Ways To Reinvent And DistinguishYourself From Your CompetitionI'm making good progress on my New Special Selling Report titled,"57 Ways To Reinvent And Distinguish Yourself FromYour Competition."The words are flowing like lava from an active volcano. Now you'llbe able to deal with any sales dilemma you face.Here's a sneak peek at just a few of the ideas you'll find in mynew Special Report.=> The bowtie guy=> Three-step follow-up=> Focus on the "Odds"=> It makes perfect "Cents"=> "To Do" and "Not to do" lists=> How to turn cold calling into warm callingI just spent a couple days with my speaking and writing buddies.Told them about my new Special Report, "57 Ways ToReinvent And Distinguish Yourself From Your Competition."They asked me about the pricing I told them I was offering (Stillam) a prepublication special price of $29.97. I told them theprice will be $39.97 as soon as the report is released.These are friends who call it the way they see it and they saidI was practically giving away this product and encouraged me toraise my price.I capitulated. When you think about it, it's 57 selling ideas youcan use to grow your business, become more productive,outfox your competition, impress your customers andno doubt enable you to earn more money. You with you you can So here's what I decided. The pre-publication special price of$29.97 is good until the Report is printed. The new price will be$57.57 creative selling ideas for 57 bucks.Don't blend in with your competition. This Special Report willshow you how to stand out and distinguish yourself from the mediocr[...]

Coming soon . . .


Coming soon . . .

My best CDs will be available as MP3 files.

I've had so many requests to do this, I finally
got off my butt and did it.

Next week 6 titles will be available.

See my Start Selling More Newsletter next week
for details.

Start selling more today and everyday . . .

Jim Meisenheimer

Check it out


Check out my new website:

Jim Meisenheimer

Links You Can Use To Grow Your Business


I just added a links page to my new website. Please check it out, there are a few gems you can use.

I plan to add links often - so please come back and visit again.

Go here:

Selling From Home


Selling from home - if you're in the selling profession you probably spend at least some timeworking fromyour home office.I started thinking about this during my 4 mile bike ride this morning. I can't explain why I juststarted thinking about home offices. And then I started to think about whatmakes a good office set-up for professional salespeople?What's the ideal environment when selling from home?During my sales training programs I often ask salespeople how many days a week are they selling from home? You'd be amazed at the responses I've gotten. It runs the gamut from zero to three days a week. Different businesses have different requirements and protocols for their salespeople.Whether you spend a half day a week or three days a week selling from your home office it's important that you set it up in a way that maximizes your productivity.I remember years ago my first office was tucked into a corner of my one-bedroom apartment inNew York City. The desk consisted of two 2-draw file cabinets with an old door placed over the file cabinets to serve as a desktop. Those were the days.It scares me to think about all the selling tools I didn't have when I started my first sales job.Whether you're just starting out in the selling profession or are a seasoned sales veteran here's a list of things to consider for your home office.First things first!1. Ideally, you want to have a dedicated room for your office. I realize that's not always possiblebut it's always a practical idea.2. A good size desk with a return for your computer. I think, the bigger the better. Remember, thiswill serve as command central for your business.3. Good lighting is important especially if your work includes a lot of reading.4. A desktop telephone and a headset. Wearing a headset enables you to become more animated and energetic on all important telephone calls. This can have a big impact on your selling results.5. Color-coded filing system. Use red folders for high priorities, yellow folders for medium priorities, and use blue folders for low priorities. Use a desk organizer for these priorities folders.6. A desktop computer with a flat-panel 19 inch screen is ideal for most applications.7. You should also consider the following: a fax machine, a copier, a scanner, a printer, a colorprinter, and the postage meter if you do frequent mailings. You'd be amazed how much time you can waste going to and from the post office.8. Since time is money I also suggest a clock and a timer to keep you on time.9. You might also want to consider a video cam and a digital tape recorder. While you're at it a digital camera.10. Within arms reach I also suggest having a dictionary and a thesaurus. Open the dictionary andcross out the following words - can't, impossible, hope, and discount. Tomorrow I'm flying to California. I'm not hoping the pilot can get me there, I'm expecting him to get me there - that's a big difference. And remember, when you're selling, you get what you expect!11. Depending on how much time you spend selling from home and of course your budget, you should have a very comfortable chair. You'd be amazed at how many salespeople and entrepreneurs are using chairs that are a pain in the back.12. A white board - the bigger the better. It's a great place to post your goals and your results.Written goals make things happen for salespeople, so why not put them up in neon lights so you can see them every working day.13. The more time you spend selling from home the more important this is. Fill your office withthings that inspire and motivate you. You'll find selling from home easier if you do!14. You should also have a bookcase filled with inspirational, mo[...]

Fear Of Public Speaking And How To Conquer It


The fear of public speaking ranks pretty high on any list of what people fear most. I've seen it rank higher than death and even skydiving.As a teenager I had the worst fear of public speaking imaginable. I won't bore you with the details. But it is enough to say that during the last 19.5 years I have earned a living as a professional speaker. Heck - I've even been nominated to the Speaker Hall Of Fame five times.The bottom line is - if I can do it, anyone can do it. From time to time, if you're in sales, you're going to give sales presentations to different groups both large and small. Selling to groups is like selling to individuals - only the size of your audience is different.There's no need for you to suffer any anxiety - like I did.Here's a list of 9 things you can do to make your stand-up sales presentations stand-out:1. Do everything you can to make your sales presentation a conversation with your audience which means you have to get them involved. The easiest way to do this is to ask open ended questions.2. Focus on what you want them to remember instead of overwhelming them with nauseating details. Less is always more when you're speaking and selling.3. Beware of the dreaded monotone. The only way to tell if you speak in a monotone is to record yourself. Treat yourself and listen to what your audiences are listening to. This is so simple yet it's so scary and intimidating to most people - only a small minority of salespeople actually record and listen to their sales presentations.4. Have some fun. Forget about being perfect, it's not worth the effort. Enjoy yourself, enjoy your audience and just be yourself. In the speaking business, that's referred to as being authentic - the real thing!5. Most people are tired of seeing PowerPoint presentations. So - skip the PowerPoint and tell stories and share experiences which are more meaningful and ultimately more memorable.6. Don't cling to the podium. Move around as you're speaking to your group. You'll come across as being more relaxed doing it this way. It's also a great way to eliminate your fear of public speaking. Just think of it as a conversation with a group of people.7. It should go without saying, but I'll say it anyway, inject passion and enthusiasm throughout your sales presentation. It's the biggest energizer on the planet and you don't want to leave home without it.8. Finish strong and leave them wanting to hear more from you. Prepare this and don't think about winging it.9. The four best ways to start and end your presentation are: Start with a quotation. Start with a compelling statement. Start with a rhetorical question. Start by telling a meaningful short story. Any fear of public speaking you may have will be vaporized by your preparation.When you start your sales presentation you want to grab them. When you end your presentation you want to WOW them.A big No-No. Never read your presentation. Never!If you incorporate these speaking tips into your stand-up presentations, you'll be sure to stand-out!Your fear of public speaking will always take a back seat to a prepared and rehearsed sales presentation.Special note: If you want to sharpen your presentations skills you should add this CD to your personal business library: 17 Ways To Make Your Stand-up Presentations Stand-out.There's no need to suffer with your fear of public speaking especially when you're selling products and services that require stand-up sales presentations to small and large groups.Order your copy today - you'll be glad you did. Start selling more today and everyday . . . [...]

9 Cell Phone Etiquette Tips For Salespeople


Do you know what cell phone etiquette is?

Here's what it's not!

Do you remember life before cell phones? I do!

Do you remember where the bank of telephones were located and where they weren't located? I do!

Could you find telephones at every table in every restaurant? I don't think so!

Could you find telephones for everyone in hotel and rental car shuttle buses? I don't think so!

Could you find telephones on escalators and elevators? I don't think so!

Could you find telephones anywhere other than an obscure place where your telephone conversation couldn't be heard by all? I don't think so!

I believe it's rude and obnoxious to force people to listen to your private conversations.

Now having said all this I fully realize my little rant is not going to change the world. However I feel better getting it off my chest.

Here are 9 cell phone etiquette tips for salespeople and entrepreneurs. These tips are meant to be constructive and helpful.

1. Get rid of the cutesy and loud ring tones. Choose vibrate over the ring tone.

2. Turn off your cell phone when going to a meeting, a restaurant, a church, a movie, and yes even a sales call.

3. Keep your distance from other people. Allow 10-20 feet from the closest person.

4. "Can you hear me now?" Everyone can hear you now. The technology is so good you can actually talk at a lower volume and still be heard. So unless somebody says, "I can't hear you" you don't have to raise your voice to talk on your cell phone.

5. "We just landed, I'm waiting to get off the plane." So what and who really cares?

6. Do you really need to use your cell phone behind closed doors in the washroom?

7. Using your cell phone in a restaurant is rude. Bring a book instead.

8. It's stupid and dangerous to be on your cell phone while jogging, biking, and rollerblading - yet I see people doing it every day.

9. It's risky business using a cell phone while driving at any speed. There are so many people who are talking and driving, you just might want to pay more attention to your driving. Have you ever had a "Close call" while you were talking and driving? Enough said.

Cell phones are a phenomenal resource for salespeople and entrepreneurs. You can't control how other people use their cell phones, you can however make better use of your cell phone.

Finally, I wouldn't be too quick to give a gazillion people your cell phone number. Everyone who has your cell phone number, including family, friends, business associates, sales prospects, and even your best customers expect a return call within an hour.

It's impossible to take control of your time and your life when hundreds of people have your cell phone number. You can't be proactive when you're tethered to your cell phone being reactive.

It's your life and your time is limited. If you give it some thought, I'll bet you can take back control of your time and your life.

Start selling more today and everyday . . .

Sales Tips And Sales Tools You Can Use


How Pablo Picasso Dealt With The Price Objection


Whenever I'm doing an in-house corporate sales training program, I always ask the group this question. "What are the biggest challenges you face in growing your business?"Within ten nanoseconds, someone raises his hand and says, "The price objection."It never fails.Is this how you feel? Do you find it difficult and aggravating to defend your price on a daily basis?There is a better way. Why defend your price when you can explain your value?But first let's see how Pablo Picasso dealt with the price objection when it was raised.This is a story about Pablo Picasso. The source is unknown.In Paris, there was a woman strolling along a street, when she spotted Picasso sketching near a sidewalk cafe."Not so thrilled that she could not be slightly presumptuous, the woman asked Picasso if he might sketch her, and charge accordingly. Picasso obliged. In just minutes, there she was: an original Picasso."“And what do I owe you?” she asked. “Five thousand francs,” he answered.“But it only took you three minutes,” she politely reminded him.“No,” Picasso said, “It took me all my life.”He established the value not the customer, though she wanted to.What are you worth? Have you ever thought about that?What's your time worth? What is your experience worth to a potential customer?It seems to me that too often a price is put on a product. And this price is compared to a competitor's price. That's pure nonsense!That's like Picasso being compared to Hooey Tooey a young painter in Paris.Each painter has a sketch in pencil on paper. I'm sure a Un jeune peintre (a young painter) wouldn't consider charging five thousand francs for his sketch.As an entrepreneur or professional sales representative you count.Your ideas, creativity, and imagination count too.Your experience counts even more.If you don't share it with your prospects and customers they won't see your genuine value.It's up to you to establish your value - the higher the better.When you start thinking like Pablo Picasso, you'll start selling more and start selling more profitably.PS - Picasso knew how to close a sale. I hope you do too. If this isn't one of your strengths, my best selling CD titled, "Closing The Sale" is made for you.Use this linkSales Management TipNow you can save $400 when you register early for my next Sales Training Boot Camp scheduled for May 7-8, 2008. This special price is limited to 20 (14 still available) people and expires 12/31/07 whichever comes first.Who is the ideal candidate for this Boot Camp?Well, new sales reps will benefit and so will their sales manager, with a shortened learning curve.Experienced sales reps who have lost their competitive fire will also benefit when they return with sharpened selling skills, new selling skills and recharged batteries.And yes, even your superstars will benefit when they sharpen existing skills and take away new ones.And all Boot Camp participants will take a behavioral styles profile which will enable them to adapt their selling styles to their customer's buying styles.You can get more information here.Time Saver TipPressed for time - you can now see this Newsletter posted on my Blog. I'm usually able to post it the same day the Newsletter is published - FYI.Go here to see the Blog: TipI was reminded of this the other day.People love to buy, buy they hate to be sold. Don't you feel this way?As you drive from account to account and make your sales calls - remember you're calling on living, breathing human beings.Take an interest in them and[...]

The 2 Biggest Mistakes Salespeople Make


Here are the 2 biggest mistakes salespeople make - especially new salespeople.1. Thinking you’ve got the right stuff from the get go! Once you think you’ve got it, you’ve had it!Don't be too quick to be full of yourself. And remember - you probably don't know what you don't know. That's a scary proposition!It's been said, "Once you're done changing, you're done!"So become a student of selling. Don't let a day go by without learning something new about your new profession - sales.Create file folders with these labels:>>> Goal setting>>> Time management>>> Account management>>> Territory management>>> Telephone skills>>> Prospecting>>> Asking questions>>> Sales proposals>>> Negotiating>>> Value added selling>>> Communicating skills>>> Sales force automationYou will become what you read!The more you learn - the more you'll earn! There's a direct connection between them.Make it a point to visit every week. You'll find thousands of free articles you can download.Next, you can download, print, read and add articles to your file folders. It's a great way to stay ahead of your competition.Here are five books you should have in your personal library. You can find these books using this link. Made To Stick – Heath brothers2. Irresistible Offer – Mark Joyner3. How To Win Friends And Influence People – Dale Carnegie4. The 12 Best Questions To As Customers – Jim Meisenheimer5. The Greatest Salesman In The World - Og MandinoHere on five magazines you should consider subscribing to if you want to be well informed about business:1. Business 2.02. Fast Company3. Inc.4. Entrepreneur Magazine5. FortuneIf you’re well read, you'll be well informed!And - well informed people make good conversationalists.And good conversationalists make great salespeople.2. The second biggest mistake salespeople make is believing the more you talk the more impressive you’ll be . . . actually the less you say, the smarter you’ll sound.Most salespeople just don't get this. Most of you are hired because of your ability to communicate - your ability to talk. So when you're seated across a desk with a live customer is it no wonder you begin chattering away?Please don't think I'm picking on you. I used to do the same things myself. I could talk fast, I could complete other peoples sentences for them, I could get mugged by my own mouth, which sad to think about happened more than I care to remember.Selling really isn't about talking. Selling is more about listening. You don't start with what you have - your product/service. You start with your customer’s need to solve a particular problem.If this isn't bad enough - talking too much - most salespeople are lousy listeners. It's no wonder why so many salespeople are just plain mediocre. They’re all making the same mistakes.If you want to increase your sales and make a ton of money you should learn how to employ your ears before you engage your mouth. Another way of saying this is you should make asking open-ended questions a very high priority every day.Wisdom has never been associated with excessive talking and babble. Wisdom comes from learning and listening. Wisdom is seldom loud but rather quiet. Some of the best salespeople I've ever interviewed have been quiet and soft-spoken as they go about their business of solving customer problems.Here’s a choice many salespeople fail to consider. The choice is, you can chase customers or you can attract them. What makes people[...]

On Paper With Purpose


Some people dream big while others do big.Have you ever heard the words, "Life is not a dress rehearsal?" Well, it isn't!Cemeteries all over the world are filled with people who are buried with their unfulfilled dreams and a multitude of regrets.19 years ago I was at a crossroad in my life. The choice was to "Stay the course" or "Scratch an itch."I chose the "Scratch an itch" route. And I have to confess I was motivated by fear.The fear was ringing in my ears. If I took the easy way out and didn't risk everything I had to "Scratch this itch" - what would happen?Of course I didn't know what would happen, but here's what I feared would happen.My worst fear was that someday, probably on my deathbed, I would say or hear these words, "If only" and "It might have been."It was John Greenleaf Whittier who wrote, “Of all sad words of tongue or pen, the saddest are: It might have been."You see, I couldn't handle the nagging and persistent thought that someday someone might say to me, "Jim, if only . . ." I couldn't handle thinking about my regrets and contemplating "What might have been" years later in my life.There are no guarantees in life just opportunities.You can seize the day!You can also seize the opportunities in front of you!You can also live the life you dream of living!Making the decision to pursue my dreams wasn't an easy one for me. In fact I tortured myself for three years wondering "Should I" or "Shouldn't I?"I'll never forget this. In November 1987 I wrote my goal on a yellow legal pad. It was pure and simple and of course very specific. "My goal is to resign my position and start my sales training company on February 5, 1988." That's all I wrote. It was of course enough!Once I put my goal on paper, I suddenly had purpose.Whatever you want your life to become, you can do it.Your goal must be on paper with purpose.You sign contracts (License) to get married.You sign contracts to buy a house.You sign contracts (A Will) to leave your possessions to loved ones and charities.Why not sign a contract, on paper with purpose, to live the one life you have, the way you want it to be?Why dream big, when you can live big?Just remember - on paper with purpose!Sales Management TipI just finished another 2-day Sales Management Training Program which, by the way, is strictly limited to three sales executives at a time.Here's what Todd Levin said about the 2-day program:At the end of Jim's Sales Management Program, "I took away 49 ideas that I can implement into my business right now!"If you want to go outside the box, stand on the box, and/or even open the door to the box, you might want to invest "A few bucks" and join me and two other sales executives for an exciting 2-days.Reserve your seat for my January 2008 Sales Management ProgramTime Saver TipHere's one from Time Management 101. Write it down. Even better is write a list down and then prioritize it.Avoid prioritizing your schedule. Rather learn to schedule you priorities.Keep the 80/20 Rule in mind when you think about this.New Product Announcement - now you can listen to Jim Meisenheimer's best sales articles. Now on CD. More information and order here:Sales TipToo many salespeople make commitmentsto their customers that they can't keep.Nothing burns a customer more quickly than a broken promise.Don't make promises you can't keep 100% of the time.Here's an easy way to remember this:Be slow to commit and quick to deliver.If you're too busy to read . . . now you can listen to my articles on CD.Words Of Wisdom[...]