tag:blogger.com,1999:blog-359742962024-08-29T06:25:43.717-05:00Selling is an art, and Socrates, the Great Greek Phylosopher,had mastered the art of questioning as both a teaching tool as well as a tool for changing people. Today his meathods of questioning are all but lost in our socity and education system. Only top producing sales people or communicators utilize this highly effective way to Influance and Persuade! Our blog is here to provide you business insight that can help you Sell, Manage and Persuade!Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.comBlogger77125tag:blogger.com,1999:blog-35974296.post-37430551562662616332010-07-19T19:11:00.001-05:002010-07-19T19:12:26.140-05:00

With the new book, Bypassing No in Business being released in a few weeks, I thought a taste would be good gift to you. Here is one chapter from the book! __________________________________________________________________ “All problems become smaller if you don’t dodge them but confront them. Touch a thistle timidly, and it pricks you; grasp it boldly and its spines crumble.”William S.

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-72017735732271154342010-01-25T14:20:00.000-06:002010-01-25T14:21:29.550-06:00

How to Read Customers Hidden Body Language Messages to Close Sales What your body says is more important than what you say Presented by Harlan Goerger "What happened Joe, we had that sale, what did we miss!" Yes, our bodies say far more than our words, yet salespeople misread some 60% or more of customer's body language. They

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-52856527531446620442010-01-07T08:47:00.000-06:002010-01-07T08:48:37.740-06:00

Do This and Lose SalesFocus on products loses sales, solutions make sales The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the slick and hard packed snow. Monday morning, the first priority is to have the car be mobile

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-86937025296895842362009-12-05T16:23:00.000-06:002009-12-05T16:26:04.478-06:00

Overcoming the Avoidance MotivatorsIn the last article, the reason most goals do not work was uncovered. (Why We Can't Change)This article will give you specific steps to overcome those barriers and accomplish more in 2010!Interested? Read on…MORE....

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-62846451783515343992009-12-05T16:20:00.001-06:002009-12-05T16:23:40.218-06:00

Comfort Keeps Us From SuccessIt's November and soon Christmas, a New Year and everyone will be talking about resolutions, goals and how 2010 will be even better than ever.All we have to do is set our specific goals, have a plan and execute!Wait a minute! That is what was done last year and the year before!My income is the same, my weight has gone up and I am more frustrated than ever! What is

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-18811055795271147402009-11-10T20:50:00.001-06:002009-11-10T20:52:17.849-06:00

It seems that anywhere I turn there is a conversation, blog, discussion or new book on Relationship Selling. You may also be seeing and hearing the banter.I have no problem with the idea of "Relationship Selling", my only question is."What is this relationship?" can it be described or is it just another catch phrase to sell product and talk smart.My belief is it can be defined, but many

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-26451898630757995492009-10-04T14:05:00.001-05:002009-10-04T14:09:29.052-05:00

The definition of security and thin iceEarlier this morning I commented on a debating blog about true security. By the time I was done with my rant the realization was, here is an article with some punch.Does life limit us? Do we limit us? Does positive or negative thinking limit us? Do others limit us?When you think of security, be it financial, physical, emotional or other, what comes to mind?

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-703160832109438352009-07-27T09:29:00.002-05:002009-07-27T09:33:20.420-05:00

Body Language, How is YoursThe impact Body Language has on our communicationsThe scenario: You have an appointment with a major client. The potential need is there and the match is right for your product.As you walk into to meet the client for the first time, you're not sure you really like or even trust this person. The conversation continues and for some reason you keep feeling something is not

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-21247801258254826942009-07-20T15:35:00.002-05:002009-07-20T15:37:33.192-05:00

Overcoming Risk Aversion in SellingHelp clients move forward in the selling processThe deadline is approaching, your month is ending and the prospects that should be closing and going for it are not!What is a salesperson to do! We done the discovery, asked the questions, provided the solution, yet we seem to get inaction from the client.The issue might be RISK AVERSION and we may not have

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-42183722456645862252009-07-01T09:53:00.002-05:002009-07-01T09:54:22.996-05:00

Dr. Drew Stevens interviews Harlan Goerger on selling in todays market, take a listen. HERE:

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-59244085322899547742009-07-01T09:50:00.002-05:002009-07-01T09:52:55.831-05:00

Dr. Drew Stevens interviews Harlan Goerger on selling in todays market, take a listen.

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-58096256270973477982009-07-01T09:34:00.000-05:002009-07-01T09:36:32.168-05:00

Michael, Farrah, Ed and Your SalesHow polarizing makes salesThe passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others?I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount of coverage for Jackson versus Fawcett. While

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-40913353281894799942009-07-01T09:32:00.001-05:002009-07-01T09:34:24.491-05:00

Migrating from a Product Sales Person to a Solution Sales PersonPresented by Harlan GoergerWhat is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the web. They don't need a sales person for that.Buyers expect sales people to formulate solutions to their problems, not push

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-1932840371335672422009-07-01T09:30:00.001-05:002009-07-01T09:31:59.572-05:00

Creating the Solution MindsetTuesday July 7th 2009 1:00 PM EASTERNWhat is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the Web. They don't need a salesperson for that.Buyers expect salespeople to formulate solutions to their problems, not push their wares. Yet, many

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-52491440148499882262009-06-09T18:22:00.001-05:002009-06-09T18:25:01.722-05:00

Top Salespeople Avoid Commodity SellingHow even TP can be elevated to a higher level.Are we talking about Beans, Pork Bellies or Gold? How about Bread, Beans and Copy Paper?The reality is most salespeople tend to turn a very unique product/service into a commodity in the buyers mind. As a result, the sale ends up being a price war and much harder work than it need be.Now what is meant by "

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-84908763714039248562009-05-20T08:22:00.001-05:002009-05-20T08:23:54.249-05:00

Great interview with Clayton Shold from www.Salesopedia.com . Lots of time management ideas, even swallowing frogs!

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-1713075327862930832009-05-02T12:44:00.002-05:002009-05-02T12:47:30.903-05:00

http://www.Top10SalesArticles.com just notified me that the article, Qualifying, What is it? is up for top 10 articles for April. Sure could use your help and vote to get to the top!

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-40123365413631253102009-04-29T07:12:00.001-05:002009-04-29T07:13:32.758-05:00

Yep, its 11pm and your still working on the stuff you brought home. The kids are in bed and so is the spouse. By the way, the spouse is not happy about this either.This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the need for getting more from less the pressure is on. The forty-hour week now is stretched to 50-60-70 hours

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-55782564284962361892008-04-21T19:08:00.002-05:002008-04-21T19:10:57.324-05:00

Life without LeadersCan groups function without leadership?One of my connections on LinkedIn posed an interesting question that got me thinking.Can a Leaderless Organization Succeed?It really got everyone thinking about what Leadership really is. Whether you’re a manager, salesperson or employee this can have an impact on you and your future.So what is this Leadership concept all about? What

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-68080596609673771192008-04-14T19:50:00.000-05:002008-04-14T19:51:21.539-05:00

The true influencer in our choicesI would like you to do something for me.Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you.But if you could push your fingers into your head, where the fingers meet is where “

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-53592030510679417202008-04-07T08:13:00.001-05:002008-04-07T08:16:08.596-05:00

How success eludes many of usI get an email promoting a new book. It’s by some kid that just turned 22 and has already started several new businesses and is worth several million!Of course we wonder how can a kid in Grade School start a business and be worth a million before he graduates High School.The judgment starts in, his parents helped him, he had a leg up some way, he started with a bunch

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-4718161820953066952008-03-31T16:10:00.001-05:002008-03-31T16:13:11.017-05:00

The HIDDEN Communications Factor.. Its 3 in the afternoon, a fairly tough day for you and your next appointment shows up. A salesperson with a service you have been considering using enters your office. You note the strong smile and good posture of the well dressed representative. They engage you in a pleasant way, ask good questions that get you thinking and ask for the order.You see the service

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-11906130233653815682008-01-29T18:08:00.000-06:002008-01-29T18:10:03.793-06:00

Persuading the Board7 Points in persuasive group presentationsBrian is more than nervous, this is a big deal! Actually the biggest deal to date for the financial advisor. He paces and tries to think of what and how he should present his solution to the Board of Directors.Now Brian has done public speaking and presentations before. He is calm and confident in front of a group and does some type of

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-53425763664815457932008-01-14T13:01:00.000-06:002008-01-14T13:04:49.657-06:00

Amazing How This WorksDealing with resistance gets results14 Jan 2008 As with anyone in sales, I’m making sales calls last week with mixed results. Of course getting someone on the phone is a barrier. The other is getting a positive response once you get that decision maker.Finally, the business owner is on the phone and I have an opportunity! Then it happens, the resistance comes up and down

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-35974296.post-27826520487896735832007-12-17T11:01:00.000-06:002007-12-17T11:14:25.815-06:00

Salespeople, if you want change your may have to get this dramatic???

Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0