Tag Archives: work

Selling Is A Hard But Not Difficult Work

There is not such any secrets to be successful in selling. The best salespeople don’t get that way because they know the most, but because they do the most. And selling might be a lot of work, but it’s also a lot of fun when you do it correctly.


In other words, selling isn’t hard… just hard work.


I have never once made a sale because of a trick close, nor have I ever successfully employed some kind of “cutting-edge” prospecting strategy. And what’s more, neither has anyone I know. And yet, I’m only one of thousands of people who have made many millions of dollars in the profession of selling. What that should tell you is that meeting and working with clients is a bit like meeting members of the opposite sex in a crowded bar: you’re probably not going to do it by finding the right line, but by being the right kind of person.


That’s not to say you shouldn’t keep trying out new ideas and techniques, of course. One of the biggest traits of top performers in every industry is that they are constantly learning. There’s always more you can know about your industry and products, psychology, negotiation, and making public presentations, to name just a few of the topics that can help you in your sales career.


At a certain point, however, you have to simply keep doing what you do and getting better at it. That means getting actual practice out in the field, not just reading about selling in books, or simply hoping that the magic answer will come to you. It won’t. The only thing you can do is keep working on your techniques and trust in the power of averages – keep working away at it, and you’re virtually guaranteed to be successful.


Usually, I like to focus my articles on small bites and tangible tips that people can take and use in their selling careers right away. I’m not going to end this piece with any quick takeaways, though, because this message is too simple and too important to dress up any other way. Stop waiting for a book, seminar, or sales trainer to show you the easy way to make a sale. All they can do is show you how to be a little bit better and point the way; the rest is up to you.


So, if you want to be great in sales, find your inner motivation and get started. Selling might be a lot of work, but it’s also a lot of fun when you’re doing it correctly.


Carl Henry is a management consultant. He specializes in helping companies in the selection of top sales and customer service talent. Carl is also a Certified Speaking Professional and the author of several books and articles related to sales, sales management, and customer service. He conducts seminar and webinar for clients worldwide.

Get your mini e-Book (free download) 18 pages. “Are You Recovery Ready” at http://www.carlhenryblog.com

You can contact Carl at 704-847-7390

Related Selling Articles

How Sales Techniques Work ? Relationship Selling

Did you ever think that the first “sale” you need to think about is relationship selling? Well, you should.

Did you know that it costs more than five times as much to get a new customer as it does to keep an existing customer? That in itself should help you understand the value of building a relationship with your customers and turning them into both repeat buyers and spokespeople for your company. Word of mouth referrals are still one of the best ways to make new sales. 

Relationship selling is all about building a friendship or relationship with your prospects and listening to their needs. Once you’ve built that relationship, shown you care, and earned their trust, you are on the road to making them a customer. Knowing their needs and finding out their secret fears (for example, your client may confide to you, “If I can’t make this project work within budget, my boss will probably replace me!”) can help you find solutions for them that are exactly on-target with their needs and build an even stronger relationship.

With a relationship in place, working out details is a breeze. Those details become obstacles if you don’t have the existing relationship.

Most people react negatively to high pressure sales. In relationship selling, high pressure is not typically part of the equation, simply because it’s hard to have a friendly relationship with a client who feels pressured by you.

In relationship selling, you become a form of support for your clients. Your services or products become something they depend on, and the more you can suit their needs and make their jobs easier, the better they will respond to additional sales offers. You’ll also find that relationship selling benefits companies that offer products in very competitive markets – particularly if there isn’t a lot of difference between products.

If you neglect a client who has trust in your integrity as a person and as a salesperson, that client may finally be forced to turn to your competitor. Make sure you not only build the relationship, but keep regular contact and keep all channels of communication open The lesson is to make sure you maintain contact and are always accessible to your clients, or you may find yourself having to replace them.

Your goal is to get them to come to the decision that working with your company is the right thing to do.   This privilege needs to new earned.  It will not just be handed to you on a silver platter.   Once you change your mindset from entitlement to one of earning their respect, you may find that you will arrange your conversations with them a little differently.   Many successes in life all come down to hard work, perseverance and the right attitude.   One without the other will not bode well for you in the long run.

People want respect.  Everything in your sales technique should have this in the mix.  And once you do develop that positive business relationship with your client, you then have to treat it with kid gloves – making sure that you do not damage what you have worked so hard to build up.

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Puts And Calls Quotes – How Do Puts And Calls Work?

Puts And Calls Quotes

The principles of stock option trading can be quite intimidating if you’re new to options trading. Once you get the hang of things you’ll be trading stock options like it’s second hand nature. I’ll be forever grateful to the person who taught me how to trade stock options, because financially it’s been very rewarding.

Sharing what I know reinforces my own knowledge, and also allows you to learn some basic principles of stock option trading. Maybe you too can achieve 100%+ returns on your money.

I do feel that learning the principles of stock options trading is essential for any investor. Their versatility and profit potential is nearly unmatched in the stock market arena.

Before we delve into some of the principles of stock option trading, let me briefly explain stock options.

What are Stock Options?

If you buy or own a stock option contract it gives you the “right”, but not the obligation, to buy or sell shares of a stock at a set price on or before a given date.

So essentially it’s a contract that grants you certain rights. In this case you have the right to buy or sell a stock. You’re not obligated to buy or sell the stock; you just have the right to do so.

Stock options are also called derivatives. That’s actually their proper name.

Children are derived from their parents. Cheese is derived from milk. Stock options are derived from stocks. You can’t have the latter without the former.

Technically speaking, the term derivative refers to how the price of these contracts is derived from the price of the stock. Their value is dependent on the price of the stock it was created for. Goldman Sachs (GS) stock options are created for Goldman Sachs the stock. Generally, the option’s value will rise and fall in sync with the stock price. Puts And Calls Quotes

Principles of Stock Option Trading: Puts and Calls

Puts and Calls are essentially the main two components of options trading. They are the only two types of stock options. Everything else is just a variation or combination of Puts and Calls.

* The “Put” option gives its buyer the right, but not the obligation, to sell shares of a stock at a specified price on or before a given date. After this date, your contract expires and your option ceases to exist. “Put options” increase in value when the underlying stock it’s attached to declines in price, and decrease in value when the stock goes up in price.
* The “Call” option gives its buyer the right, but not the obligation, to buy shares of a stock at a specified price on or before a given date. After this date, your contract expires and your option ceases to exist. “Call options” increase in value when the underlying stock it’s attached to goes up in price, and decrease in value when the stock goes down in price.

Okay, I assume you understand how buying shares of stock can be profitable, but how can trading stock options be profitable?

Trading Stock Options

Let’s say that you purchased a call option contract that gives you the right to buy Goldman Sachs (GS) for $ 70. Three months later GS is trading for $ 143, but you hold a contract that gives you the right to purchase it for $ 70.

Do you think your contracts perceived value has increased? Yup, it sure has. So essentially you turn around and sell it for more than you paid for it. Puts And Calls Quotes

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Strategies That Work When the Market Dips

In sales and when sales are going through a more difficult economic time period do not stay in the office working. Instead, go out and call on your customers and clients and prospects. You know where to find them. Get back involved with the clubs, associations and networking groups that you “used to be actively involved in”. It is time for face to face contact.

Now is the time to add to your specialty. It is time to take some designation courses such as Home Staging, Luxury Home Marketing, Generational Selling Techniques, Buyer Agency, Short Sales, and Green Courses. It is time to make yourself more intelligent and add potential revenue to your gross income. NAR member survey shows an additional $ 37, 000 is possible by adding at least one designation. Designation courses are hotter than ever in the nation with agents having more available time and using it to increase their power with knowledge. You now have time to redirect your energy to selling opportunities that you didn’t have time for when the market was boomtown. Take courses on commercial, investment strategy, property management, finance to increase your business acumen.

This is a good time to truly evaluate your team of professionals. The ones that are consistently upbeat, positive and productive during these different times are the keepers and the ones you remember when the market spikes back up. They will be the ones to get the additional bonuses, perks and kudos. Make a written note during these times as to who you have truly enjoyed being around and doing business with. When times are easy and business plentiful, it is easy to lose track of whom the true dynamic players are on your team.

Be honest but compassionate with your sales team and family. Try to send a positive message about your company, the market, and your personal goals for the next months ahead. No one wants to hear doom and gloom. Always give yourself and your sales team or family a view of good things ahead in the short future.

This is the time to reorganize your company, your budget, and your incentives. Perhaps your company has been accustomed to incentive plans. That does not and should not change. Sales people do well with incentives. Perhaps the incentive is a gift card or a trophy or a celebration luncheon in lieu of hard cash which may have been the practice in the past. It is known that many people perform and compete for the satisfaction of simple recognition.

Training time is always welcomed. People want to do their best and if you increase time spent on training your agents, yourself on new skills, you have maximized productivity through business-focused sales training. This definitely prepares everyone for busier times ahead. And, without doubt, we know there are going to be busier times ahead.

Get organized, get trained, and get more designation courses. You will make more money.

Rita Santamaria, author, is the owner of Champions School of Real Estate, a National Pinnacle Award winning real estate school operating in Texas and offering real estate, loan officer, appraisal and inspection courses.

Buy The Dip Or Still Opportunity on the Downside? Global Indices - Market Wrap with Ashley Jessen

Join http://www.invast.com.au/ and Ashley Jessen as Ashley details the key market events for the week ahead on the ASX and global markets for the week starti…
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Q&A: How do I find marketing people in USA, who will work on commissions-only basis to market for IT consulting?

Question by Peter: How do I find marketing people in USA, who will work on commissions-only basis to market for IT consulting?
We are a 2 person start-up company. We have purchased a company with 10 years history, very good credit rating, and at zero employees, in NorthEast USA. Since we are tight on budget and are working as full time consultants ourselves, we are unable to market and expand the company. We were wondering if there are any websites/resources (besides posting an Ad on a jobs website) which we can explore to communicate to potential IT services marketing personnel in the NorthEast USA, to see if we can work on a commission-only basis initially. Once we start serving 2-3 clients and place a few consultants, we can afford to switch to a salary + commission option. This can be a great option for a marketing person who has contacts in the market but would like to work from home or work flex-time.
Thank You!

Best answer:

Answer by becca9892003
your best bet is to do a web based search for IT consulting….also put it in your profiles for what im servies you use that you are in need of people…there is a forum out there for any person..also look into any free advertising..like bullitian boards around your town at grocery stores or business…..and net work net work..join your local chamber of commerence,local b2b groups and become active and spread the word you are looking…

Know better? Leave your own answer in the comments!

How does sales and use tax work?

Question by Brinks S: How does sales and use tax work?
I have formed an LLC in Michigan and plan to purchase office/shop supplies and retail products from Indiana. The Indiana vendor gave me a sales tax exemption certificate form to fill out and return. What happens next?
Do I NOT have to pay sales tax in Indiana and just report it on my michigan sales tax form? Or do I pay then get credit later ?

Also, am I subject to use tax? If I weren’t purchasing supplies,and just purchased retail items is there a difference?

the retail products are to be sold to the customer.

Best answer:

Answer by Mathew
Sales and use tax issues frequently have a number of complexities involving the specific products or services being sold. That said the general answer to your question is that you will become exempt from paying sales tax for the items you purchase with the intent of reselling them if you get the exemption certificate. You should get a sales tax permit (same thing as a exemption certificate) in Michigan if that is where you are going to sell your products. You will make a sales tax report to the state of Michigan, likely collect Michigan sales tax and pay that to the state of Michigan. It is a really good idea to become very familiar with the sales tax laws for any state in which you are doing business.

Add your own answer in the comments!