Mortgage Adviser Training

If you are looking for a career change, you could consider the mortgage industry. For the right individual the position of mortgage adviser can be extremely satisfying if you enjoy helping people. Are you looking for an opportunity in the UK mortgage industry and finding it hard to get on to the mortgage adviser job ladder?

The 16 Biggest Mistakes New Salespeople Make

There are only three ways to sell more. Do more right. Do less wrong. Do both. Here is a list I have compiled during my 35 year sales training career. that will help you understand the most frequent mistakes new salespeople make.

Supporting Your Most Important Investment

In sales, we often forget the pressures our new employees put on themselves. Managing these pressures while learning new products and adapting to the personalities and procedures of a new company can stymie growth and extend the learning curve required for sales success.

How to Find Your True Vocation

Children by the millions start their life's path with no certain destination. Take a small toy engine, wind it up and see it run without a track and it smashes into anything that crosses its path. Most people, early in life start out on life’s journey aimlessly without the right goal. These sleepwalking people never know or understand what parts to play successfully on the stage of life. Start with your childhood to your present life carefully analyzing.

Better Results With Active Listening

We spend almost half of our time listening to other people, but how well do we hear what our friends, colleagues or customers are actually telling us? This article provides an overview of Active Listening and explains the benefits to you and your organization.

They Laughed At Me Until They Saw Me Sell

This article describes techniques and tricks on how to close every sale, what technique to use and basic errors to avoid.

Dealing With a Difficult Prospect

When faced with a difficult prospect most salespeople avoid the real issue. Why cost yourself business when with one simple statement you may be able to turn them completely to your way of doing business.

5 Easy Steps to Closing the Sale: Step II

Tis is the second part of a 5-part series on how to effectivley close new prospects. This is specifically for those who have few sales skills.

Set Your Goals to Soar Your Sales

Stuck in a rut in YOUR sales career? If you are, it's most likely because of your lack of direction. You MUST set the goals if you are to succeed in sales.

Presenting Your Case to the Jury

Selling is like an attorney presenting his case to a jury.

What State Do You Sell In?

Learn why so many sales people fail to be in the right sate to sell. Your state is what makes the difference between people who make 250k in commissions and people who make only 10k.

Understanding Feature-Function-Benefit Presentation

Many people think that knowing the words feature-function-benefit describes exactly how to do it. But is that really the case?

Why Successful Sales People Need to Unleash the Power of Positive Thinking

We all know that when you are bursting with confidence and enthusiasm you have a far greater chance of making that sale. It's all about attitude. If you are in the wrong frame of mind when you start talking to your potential customer then you won't sell a bean. After all, if you do not sound passionate about your product or service then why on earth should your customer bother to give you an order?

5 Ways to Detect a Phony Ph.D.

I was sharing the regional Toastmaster’s International podium with a fine, enthusiastic speaker. He was fun, his stories were crisp, and the audience loved him. So, when one of my clients asked if I knew a speaker they could hire for an annual sales meeting in Palm Springs, I mentioned this guy. But as I did, I felt just a little uneasy about recommending him, so I decided to perform a little due diligence by researching his credentials. What really stood out for me was the fact that he called himself “Doctor.” In itself, this is no big deal, as my trade name is Dr. Gary S. Goodman, so who am I to take issue with this? If you have a Ph.D. or an M.D. or other “doctoral” credentials, you’ve earned the right to use them, especially in professional settings. Dr. Robert Schuller, for example, earned his degree in ministerial studies, so he is entitled to use it, and of course, he does. But I felt the speaker I was recommending wasn’t the real deal. So, I called him and asked where, when and in what subject area he earned his doctorate, and he mentioned a place I had never heard of before. I contacted the research librarian at USC, where I earned my Ph.D. from the Annenberg School for Communication, and I asked him to look into this obscure school. After a few hours, he phoned back as said, flatly: “It’s a degree mill!” Here are five ways to detect a phony before your hire him to speak before your next sales meeting or convention, according to an international speaker and consultant, best-selling author, and popular commentator on radio and TV.