Terri Dunevant's Page

Zig Ziglar's POGO

By Michael Norton

http://cts.vresp.com/c/?CanDoGo/ed7e2299d0/807f371f8c/5f71c713f2/i=3301

When qualifying a deal think of the word POGO. First, uncover as much as you can about the "P" (Person). Then, have a discussion about the "O" (Organization). Next, talk to your prospect about their "G" (Goals) as well as the company's "G" (Goals). Lastly, talk about any "O" (Obstacles) t… Continue

Represent Your Product

By Terri Dunevant

Are you confident that what you sell helps others succeed at their endeavors? Do you have stories to share about what your product or service has done for others?

Unless you have a crystal ball, you can offer no guarantee on results ... there are too many variables in life. You can however, offer the guarantee that you will stand behind what you offer to the best of your ability, for the sake of your climb. Clients can relate to a person who wants them… Continue

Today, I had the pleasure of speaking with Terri Dunevant, author of, “GO! How to Start and Run Your Own Business Advisory Board.” Her first book, “The Staircase Principle Applied to the Salesperson.” Won the 2008 Sales Book Awards Silver Medal. While in the company of this empowering and energetic individual, we spoke about the making of the “GO! Group” and how technology and expertise by one man has made it so exciting to market through “My Way Interactive.” Please note, in the last paragraph… Continue

My friend Steve Rosen from north of the border wrote an article about "The 5 Biggest Sales Management Coaching Blunders": http://www.starresults.com/blog/?p=213
I wonder if any of my fellow coaches have a story about a blunder they made as a coach/trainer? Or maybe a participant has experienced a presentation that backfired on the presentor? All in fun, but we could learn from each other; and maybe get a laugh at the same time.
I remember coaching a class on telephone appt-setting and my example… Continue

Even motivational sales trainers occasionally feel defeated when reviewing their own activities. No one is harder on themselves than someone who motivates others to step up and out of a defeatest attitude. To be a true leader, one must feel they are better (quicker) at changing self-doubt into motivating resolve and moving forward with a postitve attitude. I can easily help someone else to do this and rarely need help myself. But when I do, o'boy, watch out! It can be almost paralyzing (at least… Continue