Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true that was until I got into franchising and saw how one franchise sale could add jobs to the economy, provide great service to a community and change the quality of life for the franchisee and their family. Sales people have an advantage over other folks in business. Our top performing franchisees were always the best sales people. Our toughest competitors, well their founders were great sales people too. To this point I would like to recommend a book to you, that makes this point:
"The Force" by David Dorsey.
This is an interesting book on the psychological turmoil associated with a sales team. How it transfers itself into the personal lives of team members and how companies like GE, Xerox and IBM develop team leaders and sales people to excel. Remember many great sales people have gone on to be great entrepreneurs. Ray Kroc, Ross Perot come to mind. It discusses the motivations and the inner drive of these people. We have many former sales people on our team doing very well. It appears that sales ability as it relates with people is a key ingredient in being a successful franchisee. Now we have successful franchisees, who are not sales people, however I have noticed a higher degree of success with people who have had sales experience.
This book should be read by those who do not want to be sold something by a sales person and by salespeople who think they are missing something or do not understand what their purpose is in their current job. Sales people who are quitting their job should read this book and those thinking of getting out of sales into a business should also read it and think about it.
"Lance Winslow" - If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs
![]() |
|
![]() |
|
![]() |
|
![]() |
Britney Spears has recently caused controversy with suggestions that the... Read More
Would you pay $12,500 to discover the keys to great... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
You could just send out your brochure to potential customers... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
Have you ever met with, or talked to a prospect... Read More
This issue's topic was suggested by a sales rep for... Read More
Looking for new leads, new contacts, new business opportunities? Do... Read More
So often sales men and woman are the very people... Read More
After completing a workshop on personal productivity or time management,... Read More
When it comes to buying mortgage leads, there are many... Read More
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
Your prospect is in the market for a widget, just... Read More
Alexander Graham Bell once said, "When one door closes another... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
Successful salespeople have the ability to turn the customers they... Read More
Mannequins are primarily used in stores to display clothing. A... Read More
Hello Everyone: Here's a unique look at learning how tosell:... Read More
1. Mail to your customers more often. If you are... Read More
There are several ways to get your information into the... Read More
A sales letter is a document designed to generate sales.... Read More
You arrived on time and completed your calculations. You worked... Read More
Special Requirements for Reprint: we ask only that you include... Read More
How many sales opportunities have you lost to competitors who... Read More
Depending upon how much you enjoy writing, writing sales proposals... Read More
Make no mistake that emotions are the driving force behind... Read More
Ever had a party online or offline, and had guests... Read More
Hello everyone, hope your day is going well! I know... Read More
Steps - it is unrealistic for most salespeople to expect... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
American consumers have spoken and have done so loudly registering... Read More
"If you do anything foolish or try to get out... Read More
There are many ways to sell and have fun doing... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
One of my first internship jobs as a college student... Read More
Manufacturers and distributors are rolling out more sales incentive programs... Read More
A closing question asks for a final decision. A trial-closing... Read More
How many times have you heard that you gotta get... Read More
A lot of people are very intrigued by the idea... Read More
Article I of a two-part series.No matter what customers say... Read More
Have you ever gotten frustrated when you realize that your... Read More
1. Mail to your customers more often. If you are... Read More
I can remember the first time that I had to... Read More
I went shopping for clothes today.My plan was to buy... Read More
The headline that appears over the salutation in a fundraising... Read More
If you have competitors, then you should have at least... Read More
Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More
VOICEThe Image the customer has of the Salesperson is vital.... Read More
Selling isn't something you do to people, it's something you... Read More
This evaluation is not for the "weak-kneed". Real questions to... Read More
Ahh. Selling. Sometimes, this is a word that is dreaded... Read More
Why do we get into sales? Typically it is two... Read More
Several years ago I worked with a CPA who wanted... Read More
Most business people will tell you that selling is not... Read More
Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More
A mannequin head is a life-size head that includes all... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
Depending upon how much you enjoy writing, writing sales proposals... Read More
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
We are complex. We confidently assert that we are independent... Read More
When it comes to buying mortgage leads, there are many... Read More
The question: "When should a growing company slow down its... Read More
The success of a small business depends upon a steady... Read More
The Importance of setting appointments is crucial to running a... Read More
We would all like to think that our product or... Read More
Sales |