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	<title>The Motivation 101 Blog</title>
	<link>http://jerrykennedy.com</link>
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		<title>10 Steps to Become the Greatest Salesperson In the World &#8211; Part 2</title>
		<description><![CDATA[
			
				
			
		
&#8220;I will greet this day with love in my heart.&#8221; &#8211; The Scroll Marked II, The Greatest Salesman In the World by Og Mandino
Love can be hard to pin down to a single definition.  In the second principle for becoming the greatest salesperson the world has ever seen, qualities like gratitude, passion, enthusiasm and [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/11/10-steps-to-become-the-greatest-salesperson-in-the-world-part-2/</link>
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		<title>10 Steps to Become the Greatest Salesperson In The World &#8211; Part 1</title>
		<description><![CDATA[
			
				
			
		
&#8220;Today I begin a new life.&#8221; &#8211; From The Scroll Marked I, &#8220;The Greatest Salesman In the World&#8221; by Og Mandino
Today begins our consideration of the 10 principles outlined in Og Mandino&#8217;s masterpiece, &#8220;The Greatest Salesman In the World&#8221;.  The quote above, extracted from the first scroll is the perfect start to this process [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/10/10-steps-to-become-the-greatest-salesperson-in-the-world-part-1/</link>
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		<title>Guest Post: Do You Know Who&#8217;s In Control?</title>
		<description><![CDATA[
			
				
			
		

***Note from Jerry: I&#8217;m looking forward to a lively debate on this one.  My friend, Joel D Canfield, wrote this post.  I&#8217;m guessing some of you will have an opinion you&#8217;d like to share with Joel.  I certainly do.  I&#8217;ll withhold mine for a couple of days to allow the debate to run its course, [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/09/guest-post-do-you-know-whos-in-control/</link>
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		<title>Two &#8220;Must-Read&#8221; Books for March</title>
		<description><![CDATA[
			
				
			
		
I had a little time to catch up on some reading last week, and I&#8217;ve gotta tell you about two fantastic books that you should make it your goal to read as soon as possible.
The first is Og Mandino&#8217;s classic &#8220;The Greatest Salesman In the World&#8220;, and it&#8217;s one of those &#8220;life-changing&#8221; books (so read [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/08/two-must-read-books-for-march/</link>
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		<title>4 Steps To Everyone&#8217;s Favorite Answer in Sales: C is not for Closing (and Neither is Coffee!)</title>
		<description><![CDATA[
			
				
			
		
Welcome to the 4th and final step in the Getting to &#8220;Yes&#8221; series!  By now, all your preparation is done and you&#8217;re ready to commence with the presentation of your perfect solution and the conversion of this prospect into a client.
I know you&#8217;re probably used to referring to this part as &#8220;closing&#8221; the deal, but [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/05/4-steps-to-everyones-favorite-answer-in-sales-c-is-not-for-closing-and-neither-is-coffee/</link>
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		<title>4 Steps To Everyone&#8217;s Favorite Answer in Sales: S is For Solutions</title>
		<description><![CDATA[
			
				
			
		
Alright: it&#8217;s time to get creative!  So far in the NEADS analysis, you&#8217;ve been gatering information: asking questions about the prospect&#8217;s current solution and observing their behavior to get a feel for their decision-making modality.  With all this information at your disposal (hopefully you&#8217;ve taken a lot of notes!), it&#8217;s time to enter the final phase of [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/04/4-steps-to-everyones-favorite-answer-in-sales-s-is-for-solutions/</link>
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		<title>Guest Post: Turning &#8220;NO&#8221; Into a Powerful Positive</title>
		<description><![CDATA[
			
				
			
		
The word &#8216;YES&#8217; is so positive, encouraging&#8230; and it means we&#8217;re succeeding. &#8216;NO&#8217; on the other hand, is bad, depressing&#8230; and it means we failed.  What if, starting today, the word ‘no’ didn’t stop you? What if every time you heard the word no, you became stronger, more powerful, and more resilient?  Well you can.
For [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/03/guest-post-turning-no-into-a-powerful-positive/</link>
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		<title>4 Steps To Everyone&#8217;s Favorite Answer in Sales: D Is For Decision Making</title>
		<description><![CDATA[
			
				
			
		
Each day that passes, we&#8217;re getting closer to &#8220;Yes&#8221;.  Are you excited?  Great!  Let&#8217;s move on to Step 2 in the Getting to &#8220;Yes&#8221; series: understanding how your prospects make decisions.
Yesterday we discussed the first three questions of the NEADS analysis: what does the prospect do Now, what do they Enjoy about what they [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/03/4-steps-to-everyones-favorite-answer-in-sales-d-is-for-decision-making/</link>
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		<title>A Couple of Updates</title>
		<description><![CDATA[
			
				
			
		
First off, I&#8217;d just like to acknowledge that my American Idol predictions last week (here and here) were a bit off.  No worries, though&#8230;a 25% closing ration isn&#8217;t bad!  Tune in tomorrow for my thoughts on AI this week, including more predictions about who&#8217;s going home.
Second, I&#8217;d like to let everyone know that I&#8217;ve added [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/02/a-couple-of-updates/</link>
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		<title>4 Steps to Get To Your Favorite Answer: The NEADS Analysis</title>
		<description><![CDATA[
			
				
			
		
So enough about &#8220;No&#8221; already; it&#8217;s time we take a look at the 4 steps you can follow to get you to &#8220;Yes&#8221; with those prospects who you&#8217;ve effectively qualified as good candidates for partnership.  If you&#8217;ve effectively avoided any treacherous &#8220;Maybe&#8221;s along the way, your shot at getting a &#8220;Yes&#8221; is starting from a [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/02/4-steps-to-get-to-your-favorite-answer-the-neads-analysis/</link>
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