Must it take a disaster to remind us to be grateful? May 14, 2008

It seems oftentimes that we only really sit and become grateful for what we have when someone else is suffering.

I agree that you can’t appreciate the good without the bad, regardless of who is dealing with it at the time. But I often wonder, must it take a disaster to remind us to be grateful for the good?

Whether it’s an earthquake in China or the news that a friend is ill, it seems that our gratitude can often only be triggered by bad news. I’m guilty of this at times. And then, I feel guilty after feeling gratitute because I don’t think I live in the moment enough.

But I also believe that we should have a purposeful purpose, if you will.

Using The Law of Reciprocity to Increase Sales May 14, 2008

Excerpted from an article by Tom Ninness, Vice President/Regional Production Manager for Cherry Creek Mortgage in Denver, CO. Ninness is the creator of the “The 90 Day Journey to Your Sales Success”, a powerful 90 day action plan for the sales professional. To learn more about The Journey and all what Summit Champions has to offer, go to www.90dayjourney.com or email Tom.The Law of Reciprocity. The Law of Reciprocity means to give and take mutually, to return in kind or even in another kind or degree. The law of reciprocity simply means that when someone gives something, you feel an obligation to give back. Stephen Covey, author of “The Seven Habits of Highly Effective People”, uses the phrase “emotional bank account” to describe the principle of reciprocity and the corresponding credit-withdrawal process in relationships. Using the metaphor of a financial bank account, the emotional bank account describes the trust that accumulates in a relationship. Like the financial bank account, you must make deposits before you can make withdrawals.

Lead Qualification: Getting to NO is as important as getting to YES May 14, 2008

Lead Qualification: Getting to NO!

 

from Go-to-Market Strategies Lead Quality. This is the crux of most sales and marketing disputes, isn’t it? And, it is no wonder. Lead quality is possibly the most important element to sales success. Because, no matter how great your product, or sales skill, or tools, if the lead itself is not a good quality lead, you have NOTHING. Lead qualification is harder than it seems, which is quite possibly why it is so often skipped in the sales process. The problem with that of course is ….better lead quality directly relates to higher close ratios. So what is the trick to identifying quality leads?