1. Fern Jones

    Pursuing Excellence

    by
    Comment
    Excellence begins with people who engage in building and growing their characters. Pursuing excellence means engaging in backward planning—the salesperson must begin with the end in mind. Salespeople must ask themselves where they want to be and then decide how to get there. Excellence for salespeople is about “being all...
  2. Dr. Eli Jones

    The Big 5 Personality Traits

    by
    Comment
    Psychologists have studied the impact of certain personalities on job performance. The “Big Five” factors, as psychologists have called them, are openness, conscientiousness, extraversion, agreeableness, and neuroticism. Conscientiousness is exemplified by being disciplined, organized, and achievement-oriented. Neuroticism refers to the degree of emotional stability, impulse control, and anxiety. Extraversion is displayed through...
  3. Tom Arceneaux

    Little Things, Part 11

    by
    Comment
    Finally, another little thing that works if practiced consistently is to “run your traps.” Bill Plaster lived across the street from my parents. Mr. Plaster was an elderly geologist when I first began seeing him downtown after I started practicing law. He had been developing oil and gas prospects and...
  4. Tom Arceneaux

    Little Things, Part 10

    by
    Comment
    Keith Ferrazzi, in his book Never Eat Alone, makes the point that a very effective way to build relationships is to help our friends. Helping them make connections with others that could help them personally or their business, lets them know that we really care. Help can also come in...
  5. Tom Arceneaux

    Little Things, Part 9

    by
    Comment
    Offering comfort is another little thing that makes a difference. Staying tuned in allows you to know when your clients or referral sources are in pain. Offer comfort in words, letters, cards or flowers. If they’ve lost a loved one, comfort them in person if you can. If they’re going...

To view the contents of this post, you must be a registered user of SellingASAP.com. Register now to access exclusive content and community features.