SALES   Join Our Mailing List     Business Planning Legal Accounting Advertising / Marketing Insurance Management Technology Public Relations Sales Human Resources      Articles Purple Envelopes  Top Ten Tips for Terminating Telephone Terror   The Courage to Sell Direct Answers for Selling Why Cold Calling Doesn't Work Attention Interest Desire Action Planning and Preparation Introduction or Opening Questioning Presentation Overcoming Objections and Negotiations 'The Close' After The Sale ~ Follow Up price: $24.99 price: $13.97 price: $16.95 price: $8.76 price: $13.95     The Courage to Sell ……………………….   It takes guts to be a good salesperson! Anyone who is serious about a career in sales needs the courage to stick with it long after the fainthearted have given up and taken to the hills. A career salesperson must have the Courage to:   Initiate. Real salespeople are entrepreneurial. They don't wait for things to happen, they make things happen. Be prepared to step into the unknown; to risk being wrong. You have to prefer to be accused of making a mistake rather than being guilty of not trying.   Take ownership. Salespeople (and everyone else in their company) recognize that they are 100% responsible - for their activities, their attitude, their product knowledge, their customer's satisfaction, their product and their bottom line results. Everyone knows whether or not you are doing your job. Results don't lie and you own those results and the efforts (or lack of them) that led to those results.   Be independent. With responsibility comes freedom. Salespeople have the courage to be free from the normal constraints of employment. Yours is not a structured environment with clearly defined patterns. At the upper levels, you don't have to ask permission to take time off. You know that your success in reaching your goals gives you the independence to determine which rewards you will receive for your results.   Live as a professional. Successful salespeople have the courage to invest in themselves. The steps you take to enhance your skills, knowledge, attitudes and abilities, are brave ones. No one is demanding or subsidizing this process - you, the professional know that the better you perform your job, the more you will be paid and your value will increase. Read books, listen to tapes, take courses, and practice your skills until selling is second nature. Join professional associations and speak proudly of your role as a sales professional.   Commit. Choose a path. Top salespeople have the courage to decide what they want, seek out the circumstances that will support that decision and take action to make it work.   Ask Questions. Top salespeople have the courage to ask the difficult, gut-wrenching, emotional questions that get at the heart of the matter. They're not afraid to probe, layer by layer, helping the prospect and themselves understand the real problems that need to be solved. Shut Up! Don't be afraid of silence. Have the courage to endure and use silence as a friend, letting the prospect think. You don't need to fill every conversational pause with words. Silence is powerful.   Make Recommendations. You may never have the definitive information to know beyond doubt that your recommendation is absolutely correct. Have the courage to believe in yourself and your product. Based on your best understanding of the prospect and your own product, believe that the solution recommended is correct. It takes courage to know when you have a balance between enough information, trusting your intuition, having confidence in the product and acting in a timely fashion to help the prospect.   Handle Obstacles. Great salespeople recognize that the road to success has potholes and detours along the way and have the courage to keep going in spite of the challenges thrown at them. They come up with creative solutions. By training yourself as a professional, you will develop an unshakable belief in your ability to arrive at the destination. Expect to win and have the courage to continue even when others are discouraged. Remain calm, maintain control and bounce back quickly. It takes guts to sell: a calm, sure courage of someone willing to commit to their own success and act confidently to arrive victorious. =======================================   Regional Director Wayne Vanwyck Phone: (519) 318-4099 RAMP Marketing Group 12 Glendale Ave. London, ON Canada N6J 2H8 =======================================   Sign Up For Our Free Newsletter  Click here to purchase any of these books in CDN dollars   Web www.wenscentral.com    TOP price: $20.37 price: $20.37 price: $79.95 price: $18.33 price: $9.95

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