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Answer Upon - The Business of Closing the Sale Without Killing It
For Your Career's Midlife Crisis: Are You a Jumper or a Clinger?
Over the years, I have identified two kinds of midlife career changers: Jumpers and Clingers.Jumpers thrive on energy, enthusiasm and improbable luck. The last three times they leaped, a net appeared. They see no reason why the next jump should be any different.Clingers thrive on careers that offer security, money and identity. When they outgrow their careers, or find themselves forced out, they feel lost. They can't remember the last time they found themselves in this position.Coaching jumpers and clin
selling process are curiosity, interest, convictionOver the years, I have identified two kinds of midlife career changers: Jumpers and Clingers.Jumpers thrive on energy, enthusiasm and improbable luck. The last three times they leaped, a net appeared. They see no reason why the next jump should be any different.Clingers thrive on careers that offer security, money and identity. When they outgrow their careers, or find themselves forced out, they feel lost. They can't remember the last time they found themselves in this position.Coaching jumpers and clin
To Get Paid What You Are Worth - Don't Say a Word
If you're like most freelance copywriters and other solo entrepreneurs, you get rattled when it’s time to talk about money with your clients. You may feel like you are being greedy or sleazy, or you might worry that your fees are too high or too low. Inevitably, though, you must state a price for your service or product. And if you’re serious about making a good living in your solo enterprise, you must command a reasonably healthy price.After 20 years as a freelance copywriter, I feel very comfortable stating my fees. In fact,
You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind.If you're like most freelance copywriters and other solo entrepreneurs, you get rattled when it’s time to talk about money with your clients. You may feel like you are being greedy or sleazy, or you might worry that your fees are too high or too low. Inevitably, though, you must state a price for your service or product. And if you’re serious about making a good living in your solo enterprise, you must command a reasonably healthy price.After 20 years as a freelance copywriter, I feel very comfortable stating my fees. In fact,
Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction
Let the Gimmicks Go
Gimmicks are cute but they do not give you the aura of professionalism. Of course, it depends on what you are planning to do with your business. If you are selling Clown services, then use all the gimmicks you can find. If you are a serious accountant, then the gimmicks should go or at least be downplayed. By gimmicks, I mean the one liners that follow you company name and logo. For example I saw a sign outside a pet store that was trying to sell pet spiders. They had to find a way to get people interested and therefore came up with
rvice whatever step in the selling process the customer has arrived at in their mind.Gimmicks are cute but they do not give you the aura of professionalism. Of course, it depends on what you are planning to do with your business. If you are selling Clown services, then use all the gimmicks you can find. If you are a serious accountant, then the gimmicks should go or at least be downplayed. By gimmicks, I mean the one liners that follow you company name and logo. For example I saw a sign outside a pet store that was trying to sell pet spiders. They had to find a way to get people interested and therefore came up with
Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction
Effective Professional Branding – The Transition From What You Know to Who You Are
"Building professional branding which communicates that you are x with y years of experience in industry Z and that you know to do A,B,C.D and have knowledge in E ,F , G is boring and won’t bring you career and business success".Building professional branding is essential for one’s career and business success. Tom Peters talked about professional branding almost ten years ago. However, economic changes, globalization, new technologies, job market trends, and outsourcing have changed the meaning of
mer has arrived at in their mind."Building professional branding which communicates that you are x with y years of experience in industry Z and that you know to do A,B,C.D and have knowledge in E ,F , G is boring and won’t bring you career and business success".Building professional branding is essential for one’s career and business success. Tom Peters talked about professional branding almost ten years ago. However, economic changes, globalization, new technologies, job market trends, and outsourcing have changed the meaning of
Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction
Conflict at Work, Don't Take It Personally
Conflict at work is inevitable. And, it can even be helpful, supporting a healthy organization.But, step over the edge and you'll quickly find yourself getting caught up in who's right rather than what's right. Having the argument without end, replaying the same issue over and over, without resolving your differences. Or, angry blow ups or sullen silences. You can get stuck on "She's doing that just to make me angry," or "He needs an attitude adjustment."Step back, stop avoiding, solve t
e five fundamental states of mind that comprises the selling process are curiosity, interest, convictionConflict at work is inevitable. And, it can even be helpful, supporting a healthy organization.But, step over the edge and you'll quickly find yourself getting caught up in who's right rather than what's right. Having the argument without end, replaying the same issue over and over, without resolving your differences. Or, angry blow ups or sullen silences. You can get stuck on "She's doing that just to make me angry," or "He needs an attitude adjustment."Step back, stop avoiding, solve t
The 5 Things You Can Do To Fail As a New Leader
Your first opportunity as a leader brings a whole new life for you. You’re making more money, have more responsibility, and are in the “inner circle” of your organization. So I thought I would share with you 5 things you can do to fail as a leader. These are more common then you may think.First, continue to socialize with team members as you did before (assuming you were promoted from within the company). This will ensure that you are never actually perceived as a leader, and will keep team members from thinking of you as
selling process are curiosity, interest, conviction, desire, and decision and action.Your first opportunity as a leader brings a whole new life for you. You’re making more money, have more responsibility, and are in the “inner circle” of your organization. So I thought I would share with you 5 things you can do to fail as a leader. These are more common then you may think.First, continue to socialize with team members as you did before (assuming you were promoted from within the company). This will ensure that you are never actually perceived as a leader, and will keep team members from thinking of you as
While you are giving your sales presentation pay strict attention to how your prospect responds to your sales talk. Of course, if the prospect is already at the secon
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