Newsletter
 Issue 1, January 27, 2009
How to navigate around Malfunction Junction
When I began this crazy career, here is what I experienced.
First thirty (30) days from the prospect' renewal date, I would interrupt a business owner and out of courtesy (or he felt sorry for me because of the way I looked), he agreed to let me "quote his insurance." This job comes with only two guarantees.
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Issue 2, February 3, 2009
Execute my 60-6-50 program and winning is guaranteed
What in the world does 60-6-50 mean to you?
Strange set of numbers. What do they mean and how will these numbers help you work smarter?
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Issue 3, March 3, 2009
It's important HOW to prospect than WHO to prospect
Does this statement appear backward to you? Haven't you learned in Sales 101 that success all comes down to targeting the right prospect? Well, guess what?
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Issue 4, March 10, 2009
Prospecting the Smart Way
How many prospects can your work effectively? Which prospects are forensically ready to buy from you now or go to the next step to buy? Which ones are really holding their hands up asking you to call them?
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Issue 5, March 17, 2009
How Can B-L-T Lead You to a W-I-N in the Selling Business
At one time or another growing up, we have all eaten a B-L-T sandwich. Whether at a dinner or at home with Mom's cooking, the crispy taste of bacon and lettuce together was unforggettable. So, what does a B-L-T have to do with selling?
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Issue 6, March 30, 2009
No Pain, No Sale!
Pain sells. This is why we visit our doctor when we feel poorly. We are experiencing 'pain in the present' and we will crawl to any possible solution.
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Issue 7, April 7, 2009
How to Get Pain in the Buying Process
Getting pain in your prospective purchasers' eyes is critical in the buying process. This is how it's done.
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Issue 8, May 20, 2009
Here's my point
Many times we wonder why our prospective purchaser isn't jumping up and down about our new found pain we just presented to them.
We think they should be jumping out of their seat, giving us a hug and thanking us for finding such important money saving ideas on their problems.
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Issue 9, May 27, 2009
And This is Why It's Important
Do you recall your last Paper Tiger Newsletter explained how your prospective purchaser was playing a 'Cool Hand Luke' with you as you delivered your pain symptoms to them?
If not, please return to this Learning Experience and review and focus your mindset into this important pain stage.
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Issue 10, June 2, 2009
What's Next...And Next...And Next?
Most of us in the business of sales have two ingredients absent in others of different careers.
The first ingredient of TOP performers is we love to compete. We Love to Win and Loathe to Loose.
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Issue 11, August 7, 2009
Smart Questions Will Get You Everywhere - Dumb Ones Get You Nowhere
The first personal question in a sales situation sets the tone for the meeting. I have found real prospects want to get past the personal rapport stage quickly at the first meeting. Here's why.
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