21st Century Selling Secrets

Overview


In the 21st century, it is easy to get seduced into Internet marketing and selling at a distance. But regardless of the industry, it is inevitable that businesses must build relationships to create, build, and maintain customer bases. Selling is a relationship business, and that is why this book may just be one of the most influential pieces businesses can use. Sales is the highest paid profession in the world, and, like it or not, we all participate in some form of sales. When we think of sales, we tend to ...
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Overview


In the 21st century, it is easy to get seduced into Internet marketing and selling at a distance. But regardless of the industry, it is inevitable that businesses must build relationships to create, build, and maintain customer bases. Selling is a relationship business, and that is why this book may just be one of the most influential pieces businesses can use. Sales is the highest paid profession in the world, and, like it or not, we all participate in some form of sales. When we think of sales, we tend to imagine a traditional selling job such as real estate, insurance, or retail. Additionally, every entrepreneur is in sales, because if they cannot sell themselves, their business will not survive. What we do not tend to realize is that even a stay-at-home mom is a salesperson; she is constantly selling her children on the notion of why they need to get ready for school on time or take a bath. We all sell.\nTo embrace sales is to enter into a journey. The more people people can connect with, the more positive people are, and how open people become, will dictate their success. Success is the person people become in this process, not a paycheck at the end of the journey. In her book, 21st Century Selling Secrets, Erica Combs shares the secrets of implementing sales skills effectively while transforming emotionally to create success!
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Product Details

  • ISBN-13: 9780974092447
  • Publisher: Golden Mastermind Seminars, Incorporated
  • Publication date: 1/10/2008
  • Pages: 162
  • Product dimensions: 5.30 (w) x 8.40 (h) x 0.30 (d)

Meet the Author


Erica Combs is the vice president of Golden Mastermind Seminars, Inc. and an internationally recognized speaker, author and trainer, and specializes in self-esteem, leadership, posture, prosperity consciousness, spiritual enlightenment, emotional resilience, and understanding the connection between your emotions and your current circumstances. Her training revolves around personal growth and development, cuts to the chase, and delivers information that creates an immediate impact on your success! Erica brings over 10 years of personal experience in free enterprise and the sales arena to the book. Her humor, wit, and wisdom will assist readers to understanding themselves and accomplishing your objectives in business and in life. She resides in Stockton, California with her husband, Jeffery. When she is not traveling and assisting others, she is at home living life to the fullest with Jeffery, their two Jack Russell Terriers, Rex and Trey, and their two horses, Steamer and Tate.
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Table of Contents

Foreword     5
Introduction     15
Developing a Sales Perspective     19
How Your History Affects Your Present Reality
Operate Effectively Within Your Dysfunction
An Objective vs. Personal Perspective
Prosperity - Being in the Flow
Creating a Million Millionaires
Operating as if Money Wasn't an Issue
Desiring More
Discovering a Deeper Purpose
Raising Society's Consciousness
Understanding How Your Brain Works
Your Thoughts Are Real
Becoming Aware of How Your Thoughts Affect You
Take Control of Your Thoughts by Operating Out of Your
Higher Awareness
What If It Was Easy?
Create a New Belief System
Developing a Sales Perspective     41
Defining Self-Esteem
Self-Esteem: A Critical Ingredient for Success in Sales
The Role of Your Emotions
Learning a New Language of Love and Acceptance
Expressing the Full Range of Emotions
Releasing vs. Repressing Emotions
Becoming Emotionally Resilient
Perfection and Sales     49
The Game of Free Enterprise
Letting Go of Perfection
"It's Who You Know"
"There's Something Wrong with Me"
"I'm Too Old for That"
"I Can't Because I'm Afraid"
"I'd Love to Do That, But I Don't Have to Time"
"There Is Nothing I Can Do"
"I Worry Because I Care"
Release the Pressure of Perfection
Integrity     69
Release the Urge to Imitate
Set the Standard Instead of Rising to Meet It
Truth - Why We Perceive It Hurts
Learning for Life
Knowing When Not to Compromise
Defining YourValues
Responsibility
Questions for Self-Analysis
Bridging the Gender Gap     81
A Difference in Perception
Boys and Girls Respond Differently from Infancy
Men Compete, Women Cooperate
What Do Men and Women Really Want?
The Wet Cat Syndrome
Entrepreneurial Power
Partnering to Create Change
Understanding the Four Personality Types
Creating Emotional Space to Operate Freely
The Art of Having More Leads Than Time
Let Your Heart Outshine Your Talent
The Law of Attraction
Develop the Habits of a Leader
Success Is a Decision
Getting Goals
Steamer's Story
Go Ahead - Reinvent Yourself!
Production     101
The Entrepreneurial Equation
Lower Your Emotional Expectations
The Opportunity to Design Your Life
Become Solution-Oriented
Compensation for Results
Create Great Connections
Faster Is Easier than Slow
Sales Posture     111
Your Posture Is Your Presence
Your Posture Is Your Energy
Over-Posturing - Too Angry to Connect
Under-Posturing - Too Meek to Be Heard
Powerful Posture
Passionate Posture
Collaborative Posture vs. Competitive Posture
Peaceful Posture
The Power of Language     125
What Language Do You Use?
Words Empower or Disempower You
Words Create Expectancy
Words of Resistance vs. Words of Ease
Learn to Listen to the Words of Others
Speak Prosperity!
The Power of Questions     133
The Seven Powers of Questions
The Five Questions EVERY Prospect Deserves to Answer
The Five Questions EVERY Client Deserves to Answer
Simple Scripts for Successful Sales     145
Message to Leave on Your Personal Voicemail Greeting
Message to Leave on Prospect's Voicemail
Message to Leave on Referral's Voicemail
Easy "YES" Script (GREAT for Three-Foot Rule Prospecting)
Live Prospecting Callback Script
Jeffery and Erica Combs: Powerful Prospecting Script
Bringing Prospects to a Presentation Call and Then to the Wrap-Up
Neutralizing Objections
Tip to Stay on Target
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