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TIPS ‘‘


When one door closes, another opens. But we often look so regretfully upon the closed door that we don’t see the one that has opened for us. – HELEN KELLER


SELLING TIP Are You Well Placed?


Occupationally, are you where you are by plan or by luck? The happiest people are those who achieve success with a clear goal in mind. Are you a chance hitter or goal setter? If you’re not sure, ask yourself the following questions and see how many yes answers you come up with. 1. As a sales rep, do you honestly enjoy the kind of work you’re doing? 2. Do you apply your natural talents and skills in your work? 3. Do you hate the prospect of being chained to a desk? 4. Do you have a hearty sense of humor? 5. Are you more often cheerful than grumpy?


Score yourself. If you came up with five yes answers, congratulations! Your planning skills are probably steering you in the right direction.


– RAY DREYFACK VIDEO: SUCCESS WITH AN IMMIGRANT’S TENACITY


SELLING TIP Golden Opportunities


Almost all salespeople agree that cold calling is the toughest part of selling. But the rewards can be great. When I started making cold calls I decided to call them “warm calls” – because most prospects want to be treated with friendliness and a positive approach. The result? I became the top salesperson across Canada selling Brian Tracy’s two-day video seminars. However, recently I read a motivation article on the Selling Power Website dealing with cold calls, and it struck me that I should have been calling them “opportunity calls.” That’s really what they are. Seeing cold calls as golden opportunities gives me even greater incentive for selling to clients and prospects. Negative people see things as “problems,” neutral people see them as “situations,” upbeat people see them as “challenges,” and motivated people see them as “opportunities.” It’s your choice.


– IRBY F. STEWART


SELLING POWER JANUARY/FEBRUARY 2021 | 5 © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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