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DO IT - AND THEN SOME!

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Our business in life is not to get ahead of others but to get  ahead of ourselves  -  to break our own records, to  outstrip our yesterdays by our today; to do the little  parts of our work with more force than ever before - Stewart Johnson Keri S. Abed and Wade H. Abed Emmitt Smith, #22, was an All-Pro running back for the World Champion Dallas Cowboys. His impressive statistics are well known to football fans. Regularly, Emmitt leads all rushers in yardage gained, yards per carry and touchdowns scored. Little known and seldom talked about is what the football experts, like John Madden, call Emmitt's most impressive statistic.  It's his  YAC numbers. That's correct -his Yards after Contact.   You see, Emmitt is one of those "And then some" performers. He's at his best after the initial resistance.  Emmitt is a model of excellence  on this score for everyone in selling to emulate. We're convinced those three lit...
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BUILD A PROFESSIONAL IMAGE

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"The smallest good act today is the capture of a strategic point from which, a few months later, you may be able to go on to victories you never dreamed of."   C. S. Lewis Building a professional image tends to soften your market. It facilitates the process of turning prospects into clients. It keeps these clients coming back and endorsing you to others. Building a professional image brings profitable growth to your business or practice. Here are six ways in which you can build your image: 1. Project Success.   Prospects focus on you before they focus on what you are selling. Their perception of you carries considerable influence in their decision to do business with you. Study successful salespeople. Cultivate an appearance that projects an image of competence, confidence, and pride in your sales performance. 2. Project Professionalism.   When prospects and clients come into your office, they expect to see professionalism. Make certain they see and f...
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"If you are thinking straight, no one can fool you with a curve. THE POWER OF THE MADE-UP MIND High achievers in all fields understand the power of the made-up mind. They think right! Dr. Edward Rosenow, a renowned surgeon at Mayo Clinic, established his purpose in life and sealed his commitment to medicine when he was just a small boy living in Minnesota's northwoods country. One night, he says, his younger brother became quite ill, and the family gathered together, waiting nervously until a doctor could be located.  When a doctor finally arrived and examined the sick boy, young Edward's eyes were riveted on the anguished faces of his parents. At last, the doctor looked up, turned to the parents, and said, "You folks can relax now. Your boy is going to be all right."  Edward Rosenow, then just eleven, was so impressed with the change the doctor's words brought to his parents' faces that he said, "I resolved right then that on...
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