Wade and Keri Abed

"Salespeople achieve new peaks in performance when they have the know-how, the skill, the enthusiasm and the will to achieve."    - Ron Price Spectacular performances are always preceded by unspectacular preparation. Many people look at the stars in selling and say, "I wish I could perform like they do; I wish I had their knowledge -- their contacts." When salespeople say that, they don't really mean it.  They want the high achievers' skills and, of course, their incomes - but as for the years of unspectacular preparation - that is another matter. We must cultivate the will to be prepared. We must be well versed on our subject. We must know our product, backward and forward. We must know our prospects' businesses and how we can best serve them. We have to put in hours and hours of unspectacular preparation so that we can come up with a spectacular performance at the time of the sales interview. Many times,  the price of success comes in...

"Never forget a customer. Never let a customer forget you." Companies rarely have a product design or price advantage for very long.  Their competitive edge, their only major advantage, lies in the professional manner in which their salespeople deliver distinctive service . Your image in business circles and your community has a direct bearing on your sales performance. After the sale has closed  is the time to remember that prospects who purchased the products and paid for them did so because they had confidence in the sales rep and the service that sales rep would provide. Whether or not that confidence will be maintained and even enhanced depends largely upon the manner in which the sale after the sale is handled.  Professionalism in selling requires prompt, personal follow-through.  As Dr. Mike Mescon says,  " Good or bad, right or wrong, clients are most likely to recall the last - not the first - experience. They remember the end o...

Plan Logically - Adapt Needfully Study the word PLAN.   To us, it's always meant: Prepare Logically - Adapt Needfully. In other words, make thoughtful, definite plans. Then adapt and modify those plans as the situation might require. Great salespeople, like effective performers in all walks of life, are those who are  organized, flexible, and adaptable . They size up situations and, when the occasion demands, they quickly, effectively and confidently alter their original course and go to "Plan B." In the Navy, this kind of adaptability is referred to as "changing the course." In the Boy Scout training, it' s called "improvising." In football, it's "calling an audible. In selling, it's adapting the prepared agenda to meet the need. In other words, the situation is the boss. In every sales encounter, you must learn to   adjust and adapt . When the prospect starts making objections and offering resistance, "call...

Become a Relationship Builder People like doing business with those people they enjoy. They are more likely to make concessions to them. The bottom line is that you can get more of what you want by making prospects feel comfortable. When people like each other, the details rarely get in the way. When people don't like each other, details are likely to become insurmountable obstacles.  - James Henning The well-known investor, Warren Buffett, has three qualifications for judging his investment opportunities. He never invests with anyone he doesn't trust, respect, and like - regardless of how good the numbers look.   How many times have you heard it said, "When all things are equal, prospects have a strong tendency to buy from individuals they trust and like best"? This is easily understood. The interesting thing is this: In this age of relationship marketing, should things not be equal, prospects show the same tendency. Like Mr. Buffett, they still t...

CoreTitle Announces Appointment of Senior Title Executive as Florida’s Senior Vice President -CoreTitle has expanded to three new states and eight new offices in just seven years FORT LAUDERDALE, FLA Release: September 13, 2018- CoreTitle LLC, an innovative and rapidly growing Title Insurance company announced today that Business Consultant, Entrepreneur and Senior Title Executive, Wade Abed will join CoreTitle’s Florida division as Senior Vice President. This marks CoreTitle’s first major appointment since the company’s expansion into Florida. The company’s approach to a premier settlement experience in a boutique style office setting has caused a major disruption in the title industry. The forward thinking executive team has taken leaps forward in modernizing an antiquated industry. “The culture of a company is everything if you have the expertise and systems in place. I believe in people and that the client sets the standard” –Wade Abed. New Perspective, Established E...