Do You Diagnose?‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ 
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In The Reinvention Store

      Made Easy

The Amazon bestseller is about how to adjust successfully to a world of higher expectations and constant change. It's about how companies and individuals are rediscovering their mission and reinventing themselves. It's about how the traditional world is rapidly passing and what is replacing it. It is a journey that you must make. 
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JIM MATHIS works with leaders who want to reinvent their business models in a changing and challenging economic climate.

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Jim Mathis
Reinvention Nation, LLC
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  • The Three Best Sales Skills You Need 
    Do You Diagnose?


“Sales are contingent upon the attitude of the salesman; not the attitude of the prospect.”
-Clement Stone


What's Your Problem?

I love when someone says during a sales workshop,, “I’m in the problem-solving business.” “Great,” I answer. “I was diagnosed with cancer several years ago. Solve that!”


I actually was diagnosed with cancer but thankfully, I am now cancer-free.  No help from a sales account executive, though.  Most sales people think sales are all about solving people’s problems. They don’t realize that most people can and must solve their own problems. Great sales people assist them in the process.


For instance, your hot water heater is broken. You can’t take hot showers/baths or wash clothes and dishes. Do you need a sales person to tell you what to do? Do you know the difference in BTUs, electricity and gas heaters, tankless heaters, etc.?  Most of us don’t, but we can find the answers online.


But to actually obtain a local hot water heater that does what we need and have it installed takes a resource that most people don’t have access to on their own. It takes a great sales person who can assess needs and deliver competent and affordable results.


There are Three Skills you need in sales that you can’t do without, but most account executives usually try to skirt them... and they fail.  You will also fail if you don’t practice ALL three skills.


1. Make calls.  I have taught sales training for over 15 years. No matter how much I train people, they still want to avoid making calls. I even challenged a group of speakers to follow my sales script for 90 days and then call me if they had any questions.  My stipulation was they had to make 15 calls per day.


After 90 days NO ONE had done what I asked. Why? They wanted an easy way out. They tried some quick way to get out of making calls and be successful.


You can’t be successful in sales without
making calls.


This is a non-negotiable. You will always have to make calls. When Honda Accords were the biggest selling car, many salesmen said that all they had to do was take orders. Two years later, most were out of their car businesses. They hadn’t planned on the day when they would have to make new sales calls.


There was one year that I was so busy on the road I made fewer calls. The following year was my worst year. I hadn’t made the calling a priority the the previous year and I paid a hefty price for it.


Zig Ziglar said, “Timid salesmen have skinny kids.” If you aren't willing to make the calls...



Best of the Web
*30 Entrepreneurs Who Went Bankrupt  
They are each now worth millions
Falling Demand for Oil, Lumber and Wheat...
*Six Honest Mistakes That Will Get You Fired
It can happen to the best of us!
   A Reinvention Story
These are ordinary people who used circumstances, skills or inspiration to change their lives and the world around them.  Enjoy!

Timothy A. Dick was in prison in Michigan in 1980, when he heard a motivational speaker deliver a message that changed his life. He had always wanted to be an entertainer.  


Timothy had always faced roadblocks that had stopped him. Being incarcerated was another major roadblock to his career--or so he thought. The speaker he heard spoke about goal-setting.  


He told the audience that success was in their grasp. The only obstacle they faced was themselves and their own attitudes. This message hit home with the young man. He realized that he was the stumbling block between himself and his life goal. 


Who started out in prison, but turned his life around to be the star of two top television shows, many movies and author of a bestselling book? 


Reinvention Nation Blog

Who's Got Your Back?

Your people are on your side. If you show that you have their back they will fight for you in return.


I was at a national conference talking with some employees at a trade show.  One told me, "My boss is the major hindrance to our company’s growth. He wants teamwork, but he promotes "territorialism" by his actions and policies.”


She really wants to make him look good but he seems to be fighting any transparency and lacks trust in she and her associates.


Why?  Often the people who want us to succeed are frustrated by a lack of permission to do what they do best. They just aren’t trusted by you. They want success but their hands are tied.


Your employees want...



Napoleon Hill

"A goal is a dream with a deadline."
"It takes half your life before you discover life is a do-it-yourself project."
"It is literally true that you can succeed best and quickest by helping others to succeed." 
"If you do not conquer self, you will be conquered by self."

"Until you have learned to be tolerant with those who do not always agree with you, you will be neither successful nor happy.
"The ladder of success is never crowded at the top."

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