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Identifying and Avoiding Common Management Missteps

May 11, 2012 By Leave a Comment

Leadership Lessons from the Top… by Floyd Wickman Even the best or most experienced sales managers can fall victim to common hurdles or business mistakes if they’re not careful to keep their eyes on the “road” in terms of their management plan.  To help you keep from tripping up, I’ve outlined four of the most common business foundation “cracks” that can topple an organization: Over-extended sales manager: I’ve seen it over and over.  Those managers who seemingly take on the work of the world and keep piling more on each day, wondering why they can’t get anything done.  In reality a

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Filed Under: How to Stay On Track, Leadership, Management, Master Salesperson, Motivation, Training

Selling is a Contact Sport

April 26, 2012 By Leave a Comment

It was my great pleasure  to re-connect with an old friend and industry writer Julie Escobar.  Her topic?  Generating listing leads for real estate professionals.  I told her… “Yeah – I can say a thing or two about that!” We had a lot of fun, and I wanted to share our conversation with all of you!  Hope you enjoy!  Have a great week! Selling is a Contact Sport An Interview with Industry Icon Floyd Wickman and Julie Escobar Want to know how to get listing leads?  Go to top.  That’s just what I did for this week’s article on how

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Filed Under: Floyd Wickman, How to Stay On Track, Interview, Listing Leads, Motivation, Training

Handling the NO – Moving Beyond Stalls and Objections

April 19, 2012 By Leave a Comment

An excerpt from Floyd’s April Newsletter… You’ve made your presentation and asked for the business, and the prospect says, “No, we need some time to think it over.” Or “Thanks for all of the information. We’ll get back to you in a few days with our decision.” This is where real selling begins, the exact moment that separates the good from the great. Stalling, hesitating, saying no is a natural human response and when the salesperson hears it, they mustn’t buy in and leave.  Do the reverse: Accept that this is a normal part of the selling process and dig

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Filed Under: Floyd Wickman, How to Stay On Track, Master Salesperson, SUCCESS PRINCIPLES, Time management, Training

Failing First…

March 22, 2012 By Leave a Comment

Why It Sometimes Can Be the Biggest Key to Success… By Floyd Wickman You know, I sat down with a friend the other day and we were talking about some of the reasons that my program works as well as it does for salespeople.  And truthfully – I believe one of the biggest keys to success in my program (and my life) is that I’ve always FAILED FIRST. Heck, even from birth – I wasn’t supposed to make it.  My mom bargained with God that she’s stop smoking if I lived – and I lived.  She never stopped mind you

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Filed Under: Floyd Wickman, How to Stay On Track, Motivation, SUCCESS PRINCIPLES, Teamwork, Training

Teaching Three Traits: Mind, Time & Passion

August 18, 2011 By Leave a Comment

You know, as I developed as a salesperson, a teacher, trainer, keynote speaker – and even as a person – I learned early on that there’s a lot to learn.  Sounds funny I know – but stick with me a second.  I learned that 20% of the salespeople were earning 80% of the money.  I learned that only 5% of them on at age 65 would be considered financially independent. I also learned that by studying the habits, traits and integrity level of the sales professionals and leaders I admired and respected the most – I realized that there were

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Filed Under: How to Stay On Track, Master Salesperson, Motivation, SUCCESS PRINCIPLES, Training