How To Become an Effective Closer!
by Phil Schembra on March 25, 2017

Determine your customers’ dominant buying motive and relate this to your product or service. This makes it easier to explain the benefits of what you are selling.

Help your customers visualize the use of your product or service in the form of ownership. This creates a stronger desire to buy, making it easier to close the sale.

Continually demonstrate the benefits of your product or service. Ask tie-down questions to make sure your customers understand how your product will benefit them.

Excerpts taken from The Total Salesperson 2017:  Philip Schembra, Author





Are You Able To Visualize Success?
by Phil Schembra on March 23, 2017

Success breeds success. Make success habit-forming. Think success and you will be successful. Always practice civility in personal and professional relationships.  Be professional and project a good appearance. This makes you look good to others, which benefits your self-image and makes you more successful.

Your state of mind determines how you project yourself to others. Visualize being successful and you will achieve this goal. Remember, everything you do in life revolves around your self-image. Successful people know and understand this.  The more you believe in yourself, the more you become the person you want to be.

Excerpts:The Total Person 2017; Philip Schembra, Author


Respect Other People's Time!
by Phil Schembra on March 21, 2017

Time Management Tips! Respect for other people’s time is a mark of excellence. Failure to meet your commitments with punctuality wastes others’ time, and this is likely to have a negative influence on their feelings about you.

If you are setting schedules mutually with others, be certain that they are realistic before you agree. Otherwise, your failure to meet the agreed upon schedules wastes other’s valuable time.

Excerpts taken from The Total Person 2017: Philip Schembra, Author


Be Thorough In Your Decision-Making Process
by Phil Schembra on March 19, 2017

Once the alternatives have been identified, the person must carefully consider the pros and cons of each. Unless the building is burning down, this step should be taken and explored thoroughly. It is important to be aware of all the reasons a particular decision should not be made. In this regard, it is sometimes helpful to have a trusted person play the role of devil’s advocate to make certain negatives have been taken into account.

In some cases, additional information is required and it is important that all sources of information be identified and accessed as needed. If the potential consequences are dramatic it is useful to get advice from fellow employees, friends, family members or others that you trust. Be honest with yourself and do not take this step just to delay having to put yourself on the line.

Excerpts taken from The Total Person 2017, Philip Schembra, Author