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Members of our Total Market Domination course focus on initiating contact with markets worth dominating — this means reaching the specific people in their markets who are likely to spend the most money with them. It’s not about dominating everyone in a market, because many don’t have two nickels to rub together. Instead, it’s about […] The post Markets Worth Dominating first appeared on Top Secrets.

07-14

03:39

Many people don’t think it’s possible to dominate their market, because they’ve never clearly identified exactly which market, businesses or individuals they need to reach. In our last episode we explained the importance of mindset when it comes to market domination, and how if you don’t think it’s possible, you’ll never even attempt it. And […] The post Which Market Do You Want to Dominate? first appeared on Top Secrets.

07-06

04:23

I’m not a huge fan of the “woo-woo” or “rah-rah” aspects of mindset that are preached by other people. But, if you plan to dominate your market, you need to have a few solid, concrete aspects of mindset in place. Henry Ford said, “Whether you think you can, or you think you can’t — you’re […] The post The Mindset of Market Domination first appeared on Top Secrets.

06-29

04:43

Sales follow-up is essential. How often should I follow up with prospects and clients? It’s a question I get a lot, and as attention spans have shortened over the years, my thoughts on this subject have changed… but not in the way you might expect. I am very often asked how often we should follow […] The post Sales Follow-Up: How Much is Too Much? first appeared on Top Secrets.

06-15

05:36

When visiting London, many years ago, I noticed signs throughout their subway system — what they call the underground. The signs said “Mind the Gap,” referring to the gap between the train and the station platform. It stuck me as a unusual combination of words, and since then, I’ve always used it as an analogy […] The post The Gaps in Your Business first appeared on Top Secrets.

06-08

04:52

I started a new challenge this month for my Total Market Domination clients. It’s about how to grow your sales and start dominating your market in just 22 minutes a day. Sound crazy? Not when you consider the fact that many people, in fact most people, blow a lot more time than that on activities […] The post Market Domination in 22 Minutes Per Day? first appeared on Top Secrets.

06-01

06:00

Uh oh. Sales have dropped off a bit. Not a huge decline, just a few percent. Well maybe, four, six, eight, something like that. No big deal, right? Well, it could be no big deal, or it could be one of the Five Early Symptoms of a Seriously Struggling Business. I have conversations all the […] The post Five Early Symptoms of a Seriously Struggling Business first appeared on Top Secrets.

05-24

05:40

Where do you go to get clients? Do you get them online? Do you rely on your local BNI group? Do you prospect through your local Chamber of Commerce? Do you get most of your leads via referrals? Regardless of where you go to get clients, the real question becomes “how’s that working for you?” […] The post Where Do You Go to Get Clients? first appeared on Top Secrets.

05-18

04:36

Many salespeople just “wing it” when talking to clients. They think a little product knowledge and a decent personality are all it takes to win clients and close sales. And while those traits can help, primarily with those who were already predisposed to buy from you, they certainly won’t close everyone. Nor will they take […] The post The Path to Extreme Competence first appeared on Top Secrets.

05-11

06:05

Show me a business that has no secrets and I’ll show you a business that has no value. Over the years, I’ve taken some heat for our brand Topsecrets.com and for my belief that it’s our business secrets that create the most value in our organizations. Still, there are people who say, “there are no […] The post No Secrets = No Value in Business first appeared on Top Secrets.

05-04

04:38

What are you currently telling the market about what you do and how you do it? Do you talk about service? Do you talk about professionalism? Do you talk about speed of service or competitive pricing? Whatever it is you’re saying, be careful. Because the things you tell the market about yourself can be deadly. […] The post What Are You Telling the Market about Yourself? first appeared on Top Secrets.

04-27

14:03

Rejection in sales comes with the territory. When you’re trying to sell something, people will often say no. They’ll tell you they don’t need it, don’t want it, can’t use it. And by the way, “why are you bothering me about this?” While rejection in sales is a given, we don’t have to take it […] The post Rejection in Sales: Don’t Take it Personally first appeared on Top Secrets.

04-20

17:51

Last week we discussed how a sales procedure is a series of steps or actions that are taken in a certain way, in a specific order, to ensure the best possible result. This week, we’ll take a look at some of those actions. If you were to examine the best sales presentations you’ve ever done, […] The post 5 Elements of an Effective Sales Procedure first appeared on Top Secrets.

04-13

04:04

Success procedures are critical in business. When I’m consulting clients, I frequently quote the line “failure is not an option” from the movie Apollo 13. It’s a mindset worth adopting. In this podcast we’ll discuss the importance of procedures in sales and how they lead from failure to success. One Friday night, I was watching […] The post 8 Success Procedures You Need in Business first appeared on Top Secrets.

04-06

04:19

Some people have trouble achieving because they’ve never really outlined their goals and when you fail to define what you want, it’s nearly impossible to get it. But maybe you have outlined your goals, you know exactly what you want, you’ve written it down like a good goal setter and you review it regularly. If […] The post Goal Setting vs. Goal Achievement first appeared on Top Secrets.