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How Top Salespeople Double Sales in Half the Timeby Tom Marcoux, America's Communication Coach(includes highlights from the audio/workbook system How Top Salespeople Double Sales in Half the Time) This is a brief overview of strategies for increasing sales in less time. We use the acrostic: "S.A.L.E." S - steamline steps A - ask L - lead E - expect 1. Streamline steps To reduce your sales cycle, be strategic in your steps for impressing the client that you are a trusted advisor. Use the Internet with posted pages (web links in your emails) and e-newsletters. When you follow-up, send a selection of three free special reports and ask your prospect which one she/he would prefer. Be strategic and give something first. The principle is: "You must give before you get." 2. Ask Strategically asking questions is the mark of the top salesperson. You can ask questions like "What would you like to receive that you're not getting now?" or "what would happen if you do nothing?" (pg. 23 of the How Top Salespeople Double Sales in Half the Time workbook). 3. Lead We don't need time management; we need Time-Leverage. We use a system to lead ourselves as our own best friend/coach. Every top salesperson uses a system to stay on track and move ahead faster. A top system includes:
Remember, "Success is met expectations." Expect that you will uncover what the buyer really needs. Then ask other questions so that you can develop "Customer Delight" which is based on "something extra and surprising." For example, when I work with clients, I offer additional resources beyond my one-to-one coaching sessions. CONCLUSION: Using the methods outlined with the acrostic "S.A.L.E." helps you sell more in less time. When you want a framework to building a prosperous future, use this article as your springboard. I devote much of each day to find new ways to serve people; therefore, I invite you to look at the resource listed below. The best to you, Tom Marcoux .jpg) How Top Salespeople Double Sales in Half the Time - your Sales Success system (audios and workbook) Click here for more information"How Top Salespeople Double Sales in Half the Time provides me with new ideas to use and techniques....Already, based on the program, I created a "free gift," and I now am using a quick qualifier when I speak with a 'suspect.' So the tapes and workbook function as an ongoing educational tool that I use." -- Steven C. Seitz, Sales Manager, Silicon Valley Conference Center www.svconferencecenter.com Copyright 2002 Tom Marcoux Family Ltd. Partnership. Order your copy of the FREE Report entitled "More Principles of Free Yourself for Success" - Click Here A Speaker for Your Company, Association or Conference: Tom Marcoux, America's Communication Coach is the author of Communicate to Win: Influence Your Way to Success and Happiness; Free Yourself for Success; How to Heal When Life's Too Much. Tom is a nationally known, award-winning speaker-author (Speaker of the Year, Success Builders International and BusinessAcademy.com). Tom is a sales coach and personal/professional coach. He is a faculty lecturer at Academy of Art College, San Francisco (whose graduates often work for George Lucas' companies). Tom is a member of the National Speakers Association. He speaks for the National Association of Broadcasters Conference, Las Vegas, Nevada (click here for his NAB presentation). He is a guest lecturer in venues California State University - Los Angeles, Stanford University, and De Anza College. His book "Communicate to Win" is a required textbook at Cogswell Polytechnical College, Silicon Valley and in the Cogswell Time Capsule. His private workshops and public seminars have benefited professionals from IBM, The Gap, Charles Schwab, Bank of America, Wells Fargo, Lucent Technologies, Circuit City, The Olive Garden, and many other firms. He authored 10 books which are available on-line at http://www.businessacademy.com Tom is a faculty lecturer on technical communication and digital filmmaking at Cogswell Polytechnical College. Tom is a TV/Radio guest and he has been written about in San Francisco Examiner and the magazines: Streaming, Radio World, National Association of Broadcasters Daily, Millimeter, and Sharing Ideas - The Premiere Speaking Industry Magazine. Tom is featured in the documentary "Perfect Ending." View 34 pages of Quotes from People Helped by Tom's speeches, coaching, and products in the Guestbook For your media project: engage Tom Marcoux, Media Specialist/Motion Picture Director-Producer-Writer-Actor: Tom directed a previous motion picture that went to the Cannes Film Festival. He is currently directing "LIVING, the Motion Picture" -- which includes the beautiful Crystal Pegasus. He is the president of TomMarcoux.com, Inc. and Marcoux Media, and his team is preparing the science fiction trilogy of motion pictures entitled "TIMEPULSE."(www.TimePulse.com) Tom is the author of the novel TIMEPULSE. Tom won a special award at the EMMY AWARDS after earning a degree in psychology and television production. Tom is the author of 101 Acting Secrets: A Director's Tips for Your Acting, Auditions, Movie Roles, and Self-Promotion. He conducts acting workshops and workshops on "Self-Promotion for Actors" Quotes from People Helped by Tom's speeches, coaching, and products in the Guestbook 
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