Free Tips and Inspiration from America's Leading Sales Experts
Get Up, Dress Up, Show Up
CURRENT GREEN SALES SHEET
Tips, Rips, and Reviews by Michael Dalton Johnson
Nobody counts the number of ads you run; they just remember the impression
you make. ó William Bernbach, American advertising executive
As unlikely as it may seem, research shows that a first impression is made
within the first three seconds. That initial impression is confirmed or
changed within the next fifteen seconds of a conversation.
There are a lot of factors you should consider in order to make
a million dollar first impression. Facial expression, posture, dress,
tone of voice, and handshake are significant factors in creating that
I canít resist relating one of the worst first impressions Iíve ever witnessed.
I was running a community newspaper serving a small beach
community. I had an appointment with a job applicant for a sales position.
Fifteen minutes after the appointed time, the receptionist buzzed
me and said, "Youíre nine oíclock is here." I detected a strained hysteria
in her voice.
The applicant entered my office with a parrot on his shoulder. He
was barefoot and had a long red beard down to his waist and was eating an
apple which he was sharing with the parrot.
The first words out of my mouth were "Who put you up to this?"
He looked at me blankly and said, "What are you talking about?"
I explained, "I canít imagine you representing our newspaper to the
business community." To which he responded, "Well Iíve done a lot of
I asked him what kind of selling had he done, and he said, "Tending
bar and thatís selling, man."
"You must set goals for yourself that make you stretch beyond your comfort zone. If you really want something, something thatíll make a difference in your life, youíll be willing to make sacrifices to get it. Youíll deliberately change yourself and grow to get what you really want. But, you wonít do any of these things for mere wishes." - Tom Hopkins
A legend in the sales training industry, Tom Hopkins began his career at 19 selling real estate. He was anything but successful, that is until he invested in training. He became a millionaire by the age of 27. He has been turning salespeople into sales champions since 1976. Visit his website here.
Don't Get Left in the Dark.
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The definitive guide to reading body language. Great in sales situations or at the dinner table. Learn More Here
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Break a Few Rules and Build the Career of Your Dreams
The problem with "conventional wisdom" is that it's not always wise. It's often off target, outdated, or just plain wrong.
However, when you practice a little creative rule breaking good things start to happen.
The rules below are explained in Rules of the Hunt and brief case histories and examples are given.
"To say that Rules of the Hunt is one of the most unusual business books I've ever read or reviewed would be an understatement." - Ivana Taylor, Editor, Small Business Trends
• Steal good ideas
• Never pay full price.
• Get off the phone.
• Avoid meetings with more than three people in attendance.
• Raise your prices and sell more.
• Avoid writing memos.
• Look at business as a form of playing.
• Don't tell people what to do. (There is a much better way to get what you want.)
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