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Statistics show the main thing people are looking for when they come

online is information. Enhance your web site, newsletters and ezines

with these articles written by me on sales training and business success.

My articles have been widely published on the Internet.

You are welcome to post them in your newsletters, ezines and on your

web sites as long as all the links remain in place and the content is not

changed in any way.

I’ll be adding to this list, so check back often to see what’s new.

All the best,

Gloria Whitehorn

Articles by Gloria Whitehorn

Feel free to add them to your ezines and websites. Just click on the titles to read the entire article.

Articles:

Stop Customer Service Nightmares-Tip on Handling Customer Complaints and Conflicts

New!

On a cold wintry day in lower Manhattan a young man walked into an eatery

and requested a hot bowl of chicken soup. He took a table at the far end of the

diner, icicles hanging from his overgrown beard. A few minutes later a waitress

delivered a bowl of chicken soup and crackers to the customer. Upon the first spoonful the young man noted the soup was lukewarm, not hot like he had

requested. On a cold day like this he needed something that would warm up his insides and reduce the chill to his bones.

The Right Sales Approach Induces the Customer to Buy

New!

We all know that a part of salesmanship is giving the customer what they want

and need. With that said, it is important to first understand that we all have basic

human needs. We all have the need for food, clothing and shelter, but most of us

want more in life than the bare necessities. We all want some pleasures in life.

It's just human nature.

How the Salesman Appeals to the Prospect's Sense of Caution

New!

The element of fear has been instilled in our nature to safeguard us

from harm. It's part of the basic human instinct of self-preservation.

Without caution we would be in constant danger from all sorts of things.

This basic instinct comes into play in everything we do.

The Business of Selling the Right Way

New!

The first law of nature is self-preservation. All human beings and animals

possess this basic instinct. One of the things that preserves life is food.

But if all a salesman selling a food product could tell the prospect was they

could not live without eating, the salesman would be wasting their time. Even

the lowest of animals instinctively know this. The salesman has to broaden

his appeal when trying to sell the prospect his food product. When making

an appeal in selling a food product these two essential elements of human

interests must come together.

How the Real Estate Agent Appeals to the Prospect's Sense of Protection

New!

Have you ever seen a dog run under a porch when it was raining? All

animals and human beings know the importance of having shelter

readily accessible. Self-preservation is the law of nature that needs

no teaching. A person is going to have shelter, even if they have to

sleep in a cave, or under a tunnel.

How the Salesman Appeals to the Prospect's Sense of Pride

New!

A person's pride can dictate their motives for almost everything they do. Pride

can keep them from doing a thing just as easily as it motivates them to do it.

How the Salesman Appeals to the Prospect's Sense of Justice

New!

All human beings believe in justice and fair play when it comes to themselves.

Some will stop buying from you if they feel you have wronged them in some

way. Others will sue over a few dollars just as quickly as they would sue over

10,000 dollars. "It's just the principle of the thing."

The Business of Keeping Physically Fit and Mentally Capable

It's important for a salesman to have mental clarity and a healthy body to perform at the best of his, or her abilities. Our mind and body feed off each other. They go hand and hand. One affects the other…like a seesaw.

Combating Fears in the Business World

Many a salesman has stared in the face of fear and lived to tell about it. In reality, meeting with the prospect is not what brings the salesman fear. If the salesman were to meet up with the prospect on any other occasion they would no doubt feel as comfortable around them as they would around anyone. If the salesman believes in their proposition, presenting it won't bring them fear. This brings us to the real source of fear that torments the salesman. Every salesman has experienced this crippling condition. Some promising sales careers have been shortened because of it.

How to Deal With Rejection and

Criticism in Business Relationships

-by Gloria Whitehorn

It's important for a salesperson to have a backbone of

steel and a strong constitution. The wise salesperson

prepares him, or herself for anything that may happen

throughout the course of a business day and is not offended

if a customer turns down their proposition, even if they get

a door slammed in their face.

The Business of Dealing With Your Competition-by Gloria Whitehorn

Your competition may not only come from going up against a competing product, or service. You may have a product that's one of a kind in your field of business, but it is not the only thing people are spending money on. Your job is to get your prospect to spend their money on "your proposition" not something else. This could be your toughest competition yet.

Business Appointment Success or Failure-by Gloria Whitehorn

One of the quickest ways to loose a sale is to be late for an appointment. A businessperson's character, among other things, may be judged by their punctuality. Some prospects may see it as a slap in ...

Curiosity and How it Effects Your Business Proposition-by Gloria Whitehorn

The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest.

As people,...

Getting People to Buy Without

Selling-by Gloria Whitehorn

In my youth I landed a job selling encyclopedias door to door.

I worked for commissions. If I didn’t sell anything, I didn’t

get paid. Trying to sell a high ticket item such as encyclopedias

door to door was no small task as you might imagine.

The Business of Being in Business For Yourself-by Gloria Whitehorn

Along with the freedom of ‘being your own boss’ comes great responsibility. If you’re a good decision maker, organizer, can work independably, have a good supply of common sense, are knowledgeable about your product or service, can stay motivated, have lots of energy, are resilient and imaginative and no stranger

to discipline; then, you may be qualified for the task.

The Makings of a Salesman-by Gloria Whitehorn

Salesmanship is the force that moves business. Without it all business would be at a stand-still. Just being able to sell does not complete the definition of salesmanship. A fraudulent person may be able to sell you a piece of swamp land, but because they were able to sell the worthless piece of property to you, does that say they demonstrated salesmanship?

The Business of Closing the Sale Without Killing It-by Gloria Whitehorn

You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind....

Your Business Approach Can Make or Break a Business Deal-by Gloria Whitehorn

Every sales presentation should start with the approach, or introduction. Your approach should be a well-defined statement that can be easily adjusted for any situation. Although getting the prospect’s attention brings fear into the hearts of some people, generally, it is not a difficult thing to do. But it can be easily lost with drawn-out, unnecessary chitchat.

SPECIAL ANNOUNCEMENT: August 1, 2007

A very popular article I wrote disposing some underhanded tactics used by some in regards to Google ads will no longer be available for publishing on your websites. Someone felt the title and subject matter incouraged click fraud and reported it to Ezine Articles. It was removed from their site. If you have had the opportunity to read my article, I'm sure you know it does not advocate click fraud. Just the opposite. It was written to expose cheaters. And the page I had it displayed on did not have any Google Ads on it. But I can see how the title and commentary could be construed by some to encourage people to click on Google ads, especially when Google ads are also displayed on the same page as the article. Therefore, I am requesting all copies of "How Come Your Don't Click On My Google Ads" be removed from your websites. I'm contacting Google to see what their take is on this.

Sincerely,

Gloria Whitehorn

----------------

I contacted Google for their take on me being acused of click fraud. I received a reply from Google. You can read it below. They did not feel my article advocated click fraud, but recommended the article not be placed on a page containing Google Ads.

------------

Here is a copy of the email I sent to Google and their reply:

------------------------------------------

My Email to Google: August 1, 2007

Would the article at this url:

http://www.dovemang.com/googleads.htm

be considered click fraud by Google?

No Google ads are on the page.

My intention when writing the article in 2006, was to expose some of

the underhanded tactics some revert to in order to avoid clicking on ads.

As a provider of Free Article Content this article has been republished

on some content based websites by other webmasters. It was on Ezine

Articles since June 26, 2006. It has since been removed after a complaint.

I would hate to think an article aimed at exposing a truth could put

some websites at risk of loosing their Adsense accounts just because they

republished my article on their website.

I have removed it from my free content page for the time being.

--------------------------------------

Google's Reply: August 3, 2007

Hi Gloria,

Thanks for your email. If this article was on a page containing Google

ads, it may bring excessive attention to the ad units on the page.

Please keep in mind, publishers are not permitted to encourage users

to click on Google ads or bring excessive attention to ad units. As this might

encourage readers who are not genuinely interested in an advertisement

to click on the ad, we would recommend not placing Google Ads on the same

page.

We appreciate your concern, and look forward to your continued

participation in AdSense.

Sincerely,

Kevin

The Google AdSense Team

So if you have the article on your website you can continue using it as long as

you place it on a page without Google Ads.

Gloria

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