your most valuable client

In a good economy almost anything you do will produce results. But in a bad economy, you've really got to focus on the basics of sales success.In a nutshell...Keep it simple and don't show off (subvert your ego), show respect and appreciation for their time, build up your prospect's self-esteem, act happy, be funny (but not foolish), be open (so that others will be open to you), ask great questions, listen more than you talk, show interest, concentrate and take notes, learn to read body language (non-verbal communication), maintain good eye contact, learn to pace and mirror (without being too obvious), prepare, prepare, prepare, present a professional image (people do judge books by theircovers) and ABC... Always Be Closing (just kidding).There you have it. Everything you need to know in one sentence!Seriously, more and more people today are looking for ways to dramatically reduce expenses. They're worried about what might happen if mortgage interest rates rise, real estate values continue to drop, the stock market continues to collapse and they lose their jobs or go out of business.During a recession, people are much more willing to speak with an advisor that's armed with real solutions and projects confidence.Great news for you, right? Remember, as always, your most valuable client is YOU. Before you can sell anything to anyone, you must first sell yourself... on your products, your ability and your future... which results in ENTHUSIASM!Genuine enthusiasm is 10x's more important than product knowledge or experience, and there's no way to be successful without it. If you aren't excited about your products and your profession, you can't expect your prospects to be either. Your enthusiasm, after all, stems from the belief that what you are doing is vitally important and the products you represent are of the highest quality and represent the best values in your industry.And, as you know, your enthusiasm is contagious... others will feel it.The most successful sales pros "talk to themselves" and "sell themselves" all day long. They do it to overcome those negative voices... also known as "rejection." You've got to keep your attitude up and your self-image strong, because a healthy self-image, if you think about it, always precedes and causes virtually all of your major selling achievements.By far, the most powerful, enthusiasm-generating and motivating thought is knowing that GOD is with you. Carry that thought with you all the time and watch the change it will make in every aspect of your life. I believe with all my heart that God has blessed me with great people to work with... and that all of us were born to win.GOD is with you and wants you to have an abundant life.

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