Today, this episode of the Sales Success Podcast can not only change your sales success but also your life. In this episode, Mark Bowser teaches us Four Laws of Success. Since these principles are laws, you know that they will work every time you use them. Listen to this episode over and over until you thoroughly understand the nuances of these laws … and then put them into action! You will be amazed at the difference in your sales and in your life!
*Also available on Google podcasts, Spotify, and all major podcasts platforms.
To get copies of Mark Bowser’s books then go to www.Amazon.com/author/markbowser or a bookstore near you. “Sales Success” w/Zig Ziglar, “Thrown In,” “Some Gave It All” w/Danny Lane (endorsed by Chuck Norris), “Three Pillars of Success,” “Jesus, Take the Wheel,” and “Nehemiah on Leadership”
To reach out to Mark or to schedule him to speak at your next conference or training event then email info@MarkBowser.com or visit www.MarkBowser.com.
Don’t miss out on Mark’s next success article. Go to www.MarkBowserBlog.com and subscribe today.
Plussing is a strange word, but if taken to heart can boost your sales tremendously. It is a term that Walt Disney made famous. Walt Disney was not only a master storyteller, he was also a master salesperson. His sales mastery combined selling, marketing, and service all wrapped into one beautiful package.
Join Mark Bowser on this inspiring episode as we have the opportunity to listen in as he presents this concept to a live audience.
*Also available on Google Podcasts, Spotify, and other top podcast platforms
To get copies of Mark Bowser’s books then go to http://www.Amazon.com/author/markbowser or a bookstore near you. “Sales Success” w/Zig Ziglar, “Thrown In,” “Some Gave It All” w/Danny Lane (endorsed by Chuck Norris), “Three Pillars of Success,” “Jesus, Take the Wheel,” and “Nehemiah on Leadership”
Have you ever had a prospect that just wouldn’t move forward? You may be thinking that would be “all of them.” But, then there is that very special prospect that keeps spinning their wheels and wasting everyones time.
You have had several meetings with them … and they seem interested … but they never move beyond just having meetings. What do you do? Is it ever a good idea to give them an ultimatum? I say “yes.” Find out why and how to deal with this type of prospect in this latest episode of the Sales Success Podcast.
To get copies of Mark Bowser’s books then go to http://www.Amazon.com/author/markbowser or a bookstore near you. “Sales Success” w/Zig Ziglar, “Thrown In,” “Some Gave It All” w/Danny Lane (endorsed by Chuck Norris), “Three Pillars of Success,” “Jesus, Take the Wheel,” and “Nehemiah on Leadership”
Need Printing Done? Reach out to Mark Bowser’s UPS Store at store5100@TheUPSStore.com or call (317)578-0094. You can also order online at http://www.TheUPSStore.com/5100. Banners, Business Cards, Brochures, Signs, Flyers, Foam Core, etc….
Have you ever heard of a man named John Hanson? Doesn’t ring a bell? Well, he is one of the most important people in American History. Let me ask you another question. Was George Washington really the first president of the United States? Are you sure?
You are probably wondering where I am going with this. That is what this episode is all about. To get copies of Mark Bowser’s books then go to http://www.Amazon.com/author/markbowser or a bookstore near you. “Sales Success” w/Zig Ziglar, “Thrown In,” “Some Gave It All” w/Danny Lane (endorsed by Chuck Norris), “Three Pillars of Success,” “Jesus, Take the Wheel,” and “Nehemiah on Leadership” To reach out to Mark or to schedule him to speak at your next conference or training event then email info@MarkBowser.com or visit http://www.MarkBowser.com.
Need Printing Done? Reach out to Mark Bowser’s UPS Store at store5100@TheUPSStore.com or call (317)578-0094. You can also order online at http://www.TheUPSStore.com/5100. Banners, Business Cards, Brochures, Signs, Flyers, Foam Core, etc….
We are announcing that we have just launched my brand new podcast titled “Sales Success.” On each episode we will share techniques and principles to help sales professionals reach the top ten percent in their respective industries. We will also be interviewing top sales professionals revealing their secrets and success tips to close more sales.
Throughout my career, I have been blessed to be able to hang out with, learn from, and be mentored by the Hall of Fame Sales Champions — the Best of the Best. You could say that I attended the Top Gun School of Selling.
Today, I wanted to ask for your help as we launch “Sales Success.” Please subscribe to it at your favorite podcast platform. It is available on all major platforms including Apple Podcasts, Google Podcasts, iHeartRadio, Libsyn, Spotify, and others.
If you like what you hear, please help us spread the word by sharing it with your colleagues, co-workers, and friends in the world of selling.
You use the Just Suppose Close when the prospect brings up a price objection in the middle of your presentation. When this happens say, “Mr./Mrs. Prospect, can we just suppose for the moment that price isn’t going to be a problem, that we can answer your price concerns to your satisfaction? By the time I am finished with my presentation I believe you will see how our product/service will solve your state problem and that any price concerns will be taken care of to your satisfaction. Is that ok?” The prospect will usually say “Ok” to this.
When a prospect brings up a price objection (even before they know the price) or says that they can’t afford it, what they are really saying is that you haven’t given them enough value as of yet to justify the investment.
If when you are finished with your presentation and the prospect still says that the “Price is too high,” “Costs more than the competition”, etc… then reply with this question. “Mr./Mrs. Prospect, it is true that we are more expensive than our competition and yet we sell thousands/hundreds (whatever is accurate) of these exact same products/services to intelligent business professionals (or “intelligent people” if it is a Business to Consumer transaction) just like you all the time. Would you like to know why?” Then, go ahead and list all the reasons again why satisfied customers have chosen your company over the competition (it may be quality of the products/services, it may include superior customer service, etc…)
The Just Suppose Close is a fabulous little close that can take a selling situation that is heading south and turn it back around to the win column.
ANNOUNCING: How would you like to impact thousands of people? Your words could be the deciding factor on whether someone changes their life and becomes a better leader … or not. We are looking for people to review my new leadership book, Thrown In, on Amazon. Now, I know that reviewing a book doesn’t really benefit you, but the couple of minutes it takes for you to do so will benefit thousands of other people. But what will benefit you is the book itself. I believe that everyone is a leader and we all can improve on being more influential. Thrown In will help you do exactly that! You can purchase the book at this link . In the Kindle version, Amazon has it built in and easy for you to give a review. For the paperback version, just revisit the book link after you have read it and there you will be able to place a review. Thank you.
Book Mark Bowser: Mark Bowser is one of the top Professional Speakers in the United States. He is a Sales & Leadership expert who has trained some of the world’s top organizations including Dell Computers, Southwest Airlines, United States Marine Corps, Ford Motor Company, and many, many more! He is the author of several books including Sales Success with Zig Ziglar and Scott McKain. To schedule him for your next conference or training event then email info@MarkBowser.com or visit www.MarkBowser.com.
A Trial Close is kind of like reading a map. Based on location, traffic, sign posts, you make a decision on which way to go. Throughout your presentation, you can do the same thing by asking questions such as “Is this what you are looking for?” “Do you like this style?” “Does this make sense?” “What do you think of this so far?” “Is this concept an improvement on what you are currently doing?”
The Trial Close is sometimes called The Check Close because throughout the presentation you “check” with the prospect to see how well you are doing with your presentation. You are checking to see if the presentation is tracking with the prospect.
Just like reading a map doesn’t end your road trip, the prospect can answer “No” to your trial close and it doesn’t end your sales presentation. For example, maybe you ask the prospect, “Do you like this style?” The prospect can answer “No” and you can come back with “That is ok. We have several styles to choose from.”
Use Trial Closes throughout your presentation and it will help you confirm whether you need to keep heading in the same direction.
In his book The Greatest Presidential Stories Never Told, Rick Beyer tells a fascinating and surprising story about our sixth president John Quincy Adams. What makes this story so shockingly charming is that it seems so uncharacteristic for the son of John and Abigail Adams.
John Quincy Adams was a very reserved Christian man who always strove to live life in a proper way … well, most of the time. For you see, our sixth president had a passion for skinny-dipping.
President Adams loved to take a walk from the White House down to the banks of the Potomac River where he would shed his clothes and go for a refreshing dip before the days’ activities.
One day, the President took one of his servants with him by the name of Antoine and asked him to row him across the river. The President’s plan was to then swim back across the river. Well, just like many good plans, the unexpected sends them a rye. The wind began to pick up fiercely and it capsized the small, leaky, row boat tossing both men into the river. The two were able to, but not without some struggle, swim to the opposite bank. The fifty-eight year old President was worn out from the strenuous adventure.
Then, a problem arose. Antoine discovered that he had lost his clothes in the middle of the river. President Adams gave his clothes to Antoine so that he could go and get them a carriage in order to take them back to the White House. So, what does a naked President do while he waits for his ride? According to his diary, President John Quincy Adams got in some “naked basking on the bank.” Now you know. Thanks for reading today.
*Mark Bowser is the host of the popular “Let Me Tell You a Story with Mark Bowser” podcast. Subscribe today on your favorite podcast platform.
*Mark Bowser is the author of several books including “Sales Success” with Zig Ziglar and “Some Gave It All” with Danny Lane. Visit his website at http://www.MarkBowser.com
Recently, I read a story on social media that touched my heart. It was about a veteran of the Vietnam War. I have a soft heart of appreciation for all our veterans, but there is a very special place in my heart for our heroes who served in Nam. One of my closest friends, Danny Lane, served our country in that terrible place and earned two Purple Hearts among other medals for that service.
The story I read online was about an Army veteran named Richard. Richard also had been shot in Nam. A sniper had left his mark on Richard for the rest of his life. Over the years, Richard didn’t talk very much about his time in Nam. I find this a very common experience with veterans. Danny never spoke much about his time in Nam either until I was able to convince him to allow me to work with him in writing his story in the book Some Gave It All. My uncle was a co-pilot of a B-25 during World War II and he never spoke much about his war experience either. It wasn’t until I had a project in one of my history classes in college that he opened up about his experience. Can you imagine, living with something in your memory that is so terrible that you can’t talk about it? Yet, that same terribleness visits you regularly in your dreams. We must never forget the sacrifice our veterans have made for us. It has become a cliché but it is so true — freedom isn’t free!
Richard had a special picture of his time in Nam. Something that meant so much for our young men that were so far away from home was the USO shows with Bob Hope. Richard had a grainy 8 x 10 inch black and white photograph of superstar Ann Margaret that he had taken at one of those shows.
Years later, Ann Margaret was scheduled to be signing books at a bookstore near where Richard and his wife lived. Richard decided to go to the book signing to tell her how much those shows meant to him and his fellow soldiers. Richard knew there would be a large crowd so he showed up very early for the 7:30 PM signing. He found himself the second person in line.
Before Ms. Margaret arrived, the bookstore employees told the crowd that she would be signing only her new book — nothing else. Richard understood, but was disappointed because he was hoping that she would sign his old photograph too. “Oh well,” he thought. “At least I can show it to her and let her know how much the USO shows meant to all of us.”
When it was his turn, he handed his book to Ann to sign. Then, he pulled out his photograph. Immediately, the bookstore staff butted in and said she wouldn’t be signing that. Richard looked at them and said, “I understand. I just wanted her to see it.”
As Ann looked at the photograph, her eyes moistened with emotion. She said, “This is one of my gentlemen from Viet Nam and I most certainly will sign his photo. I know what these men did for their country and I always have time for ‘my gentlemen.’” Ann gave Richard a big kiss and posed for several pictures with him. It didn’t matter that there was a long line of people waiting. Richard was one of her “gentlemen” from Viet Nam.
Later that night at dinner with his wife, Richard was very quiet. His wife asked him if he wanted to talk about it. Richard looked into the face of his loving wife and with tears in his eyes he said, “That is the first time anyone ever thanked me for my time in the Army.”
Freedom is definitely not free. We must never forget the sacrifices our men and women of the armed services have made in order to keep us free. So, here is to you Richard, Danny, Uncle Bill, and all our veterans. Thank you for your service.
Welcome to my blog. As an author, I love to share ideas. But , I also love to hear ideas. This is a place where I can share my thoughts on success and life with you. It is also a place where you can share your ideas with me. It is a place where you can experience my writing style and hopefully be inspired by what you read. It is a place where we can experience the road of success...together. I look forward to the journey.
Jesus, Take the Wheel – Book
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Some Gave It All
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