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People Or Profit - What Makes Your Business Wealthy?

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People Or Profit - What Makes Your Business Wealthy? 
By Richard F. Libin, President, APB
 How do you measure wealth -- people or profit?  Most businesses will answer profit.  However, if your business is “people broke” it’s also going to be “profit broke,” if not immediately, soon. The fastest way to increasing profits is by building the people wealth of your business.

How to Turn Cold Leads into Warm Leads

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How to Turn Cold Leads into Warm Leads
By Mike Brooks, www.MrInsideSales.com
Staring at a list of cold names you have to call can be discouraging.  Calling those names and leaving voice mails that never get returned is also discouraging.  And finally reaching someone only to be quickly blown off can be downright heart breaking!  Don’t you wish there was a way to turn cold names into warm leads? 
There is!

The most coveted prize in selling besides a sale… is a referral.

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Everyone tells you to get referrals. And most people tell you to “ask” for them.
“Don’t forget to ask for a referral.” Horrible strategy. Totally offensive for the most part. Borderline rude. And asking the same customer twice is a death wish. 
MY DEFINITION OF A REFERRAL: A name and contact information provided proactively by someone you have a relationship with (most likely a customer) who believes a third party would be willing to, or would benefit from doing business with you – AND they are willing to introduce you and provide a testimonial. 

Your prospect will signal you when they’re ready to buy.

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“Billy, pay attention!” That was your first listening lesson.
Probably delivered when you were too young to pay attention.
Fast forward 20 something years (or more) and you’re STILL not listening.
Your customer is telling you he or she is somewhere between “interested” and “ready” in your sales conversation, and you’re pressing to “overcome” some bogus objection because your focus is on “making the sale” rather than “helping the customer buy.” 

Stop Watching Your Profits Walk Out The Door

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Stop Watching Your Profits Walk Out The Door
By Richard Libin, President, APB
Why when your company spends hundreds of dollars per person to bring potential sales — customers — into your business, would you sit by and watch them walk out the door? It seems absolutely impossible to imagine, yet every week thousands of dollars in potential sales leave without making a purchase in businesses across the country.

Characteristics of Top Sales Producers

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These last two parts will focus on the one characteristic that is perhaps the most important of all.  You’ll find this characteristic in ALL top performers, not just in top sales producers.  You’ll see it in top athletes, actors, musicians, dancers, top business people, academics, etc. 
All top producers have this quality in abundant amounts, and parts nine and ten will focus on how to develop, grow, protect, and maintain it within the sales arena.  And here’s what it is:
“All top producers develop and maintain a
positive, can and will do, attitude.”

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