Author: Tony Alessandra

Confidence: The Skill You Need Most to Close the Deal

Having confidence means you believe in yourself; you trust your own judgment and resourcefulness. Self-confidence is knowing that you have the wherewithal to function reasonably well in the world.

Is Bluntness A Problem For You?

Being assertive about our opinions and beliefs is fine, but at some point, assertiveness crosses over into bluntness. And that means you haven’t taken the other person’s feelings into account.

Are You the Best Salesperson of the Month Every Month?

When your need to compete, and be superior to someone else, gets in the way of the best possible outcome for both of you – competition becomes a liability. I’m talking about the kind of person who always needs to be “one up” on other people.

Motivating Employees: Money Isn’t the Solution

Many employers believe that money is the most effective instrument for motivating employees. The problem is that this method gets expensive and doesn’t work as well as positive, non-monetary motivators. There are other positive motivators that excite many employees even more than money.

Adaptability: A Lifehack for Leadership

The concept of adaptability, as developed by Dr. Michael O’Connor, co-author of The Platinum Rule®, is a two-part process: flexibility and versatility.

High Performance Leadership with DISC Styles

If, as someone once said, tact is the radar of the mind, then practicing DISC theory can be a valuable tune-up of your antenna.

Ten Tips for Effective Listening

For many of us, talking can come pretty easy especially when it’s about something we’re interested in. But effective listening? That’s another story.

Collaborative Negotiating Strategies

I believe there are two ways to negotiate: manipulatively and collaboratively. You could call it “win‑win” versus “win‑lose.”

Most People Aim at Nothing in Life – and Hit it with Amazing Accuracy

No matter what kind of traveling you’re doing, whether it’s through life or across the country by car, if you don’t know where you’re going, you’ll never know if you’ve arrived. Taking just any road will leave your fulfillment to chance. That’s not good enough.

How To Ask The Right Questions

Are you envious of a fellow salesperson who picks the right questions to ask in a fact‑finding situation? Probing ‑ asking the right questions at the right time ‑ is essential to success in sales. Probes help prospects “open up.”

Selling Against the Competition

Companies which don’t understand their competitive advantage say things like, “Our product is better quality,” or “Our service is better.” You have to define quality or show how your service differs from the competition.

What’s Your Competitive Advantage?

As I’ve traveled around the country giving keynote speeches the past 27 years, I’ve been amazed to find that many salespeople do not know and cannot articulate their competitive advantage to their prospects and customers!

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