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    • sales techniques

    • 21.

      How to Use Social Positioning to Persuade Affluent Prospects


      by Kenrick E. Cleveland - 2007-10-04
      "Do not worry about holding high position; worry rather about playing your proper role." ~ConfuciusIn this exercise, you'll learn to explore your affluent prospect's mindsets through their value...
    • 22.

      What's Your Worth?


      by Kenrick Cleveland - 2007-10-17
      The field of study of persuasion is vast. It's as vast as the study of human nature. And lately in my work, I've narrowed the focus significantly to persuading and selling to an affluent clientle.When...
    • 23.

      Allowing and Embracing the Flow


      by Kenrick E. Cleveland - 2007-10-15
      "The real 'haves' are they who can acquire freedom, self-confidence, and even riches without depriving others of them. They acquire all of these by developing and applying their potentialities. ...
    • 24.

      Write your own Biography in advance


      by Stan Billue, CSP - 2007-10-15
      Write your own Biography in advanceYou see, most people tend to live their lives based on how they view their past or present situation. Instead, let's start seeing the person we intend on beco...
    • 25.

      Taking Out Your Trash


      by Kenrick Cleveland - 2007-10-29
      You've heard the saying, "a person takes three steps forward and two back". How would you like to eliminate the need to take the two steps back?Here's the key: Focusing on something will draw more of ...
    • 26.

      Try a Negative Message


      by Stan Billue, CSP - 2007-10-16
      Try a Negative MessageWhen a Client or Prospect has been ignoring your Messages, a great way to get them to call you back almost immediately is to use the Negative Message Technique. You might ...
    • 27.

      Pants On Fire


      by Kenrick Cleveland - 2007-11-06
      We're human. We lie. We pull out lies when we're in big trouble, or when we're covering something up, or even to spare someone's feelings. It's human nature.Lie detection is an easy way to deconstruct...
    • 28.

      Seeing What Sticks: The Old Fashioned Way To Sell


      by Kenrick Cleveland - 2007-11-19
      If you've ever cooked noodles you know that you can determine if they are done by throwing the noodle against the wall to see if it sticks. If it does, then it's done. When I think of 'features and be...
    • 29.

      The Continuums Of Persuasion: Keys To Your Prospect's Particulars


      by Kenrick Cleveland - 2007-11-26
      Recently I heard a comedian tell this joke, 'I have the idea that one person's dream is another person's nightmare. For example, it's my dream to sleep with Cindy Crawford. I'll bet you anything that ...
    • 30.

      Sales Coaching For Prospecting


      by Cheryl A. Clausen.. - 2007-12-09
      Even members of the MDRT will tell you they don't really like prospecting, but they know it's something they have to do. Prospecting should be something you look forward to with excited anticipation b...